Investigating the Theory-Practice Gap in Sales Engineering Transitions

Investigating the Theory-Practice Gap in Sales Engineering Transitions

Presenter(s)

Jack Kenneth Doll

Comments

Presentation: 1:00-1:20, Kennedy Union 222

Description

This research paper reports the investigation of the theory-practice gap that exists for engineering graduates transitioning into sales engineering or technical sales roles. Sales engineering is the practice of employing technical knowledge to facilitate the sales process of complex engineered products and services, acting as a bridge between engineers and customers. A balance of technical knowledge and sales acumen are critical to success in these positions . To investigate this theory-practice gap, the researcher employs a mixed-method design consisting of self-assessment surveys directed at current and previous sales engineers to gauge their readiness and skills at graduation versus the skills they have acquired throughout their career. These surveys explore the aspects of missing skills, if any, that they have observed in their industry experience. This research provides valuable insights for educators, industry professionals, and aspiring sales engineers, facilitating a more seamless integration of theory and practice in this growing field.

Publication Date

4-17-2024

Project Designation

Honors Thesis

Primary Advisor

Jacob A. Cress

Primary Advisor's Department

Engineering Management, Systems, and Technology

Keywords

Stander Symposium, School of Engineering

Institutional Learning Goals

Vocation; Scholarship; Practical Wisdom

Investigating the Theory-Practice Gap in Sales Engineering Transitions

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