Unlike consumer-level selling, completing B2B business transactions, especially when technological innovation is involved, often requires the cultivation of an intricate and complicated customer relationship. Merely having the best product or service is not enough. Someone must show the customer or client how that product or service will solve both their current and future problems. To do that, this someone, called a technical sales engineer, must first understand all the aspects in the transaction — industry, business, customer, problem and solution.

This hiring kit from TechRepublic Premium provides an adjustable framework your business can use to find the right person for the job.

From the hiring kit:

DETERMINING FACTORS, DESIRABLE PERSONALITY TRAITS AND SKILLSETS

Technical expertise of potential candidates may be ascertained by examining education and experience. On the other hand, communication skills and the ability to persuade customers and clients of a product or service’s merits is more difficult to measure. In most cases, candidates should have relevant experience working with a sales team in your industry. Hands-on experience working as a client or with customer contract advocates or representatives is desirable.

The download comprises a 13-page PDF and Word document.

Previously priced at $49, this is now available to download for $19. Or free with a Premium annual subscription: click here to find out more.

TIME SAVED: It took 20 hours of writing, editing and research to create this content.