Comworth Systems Limited
Sales Engineer
I was recruited by Comworth Systems as am OKI keyphone product specialist.
It was expected that there would be corollary business in their facsimile
and cellular products. I was required to train myself in the operation
and features of their range and in the skills of selling. The title Sales
Engineer was chosen to indicate that I was required have both skills.
At Comworth I:
- Sought and followed sales leads. This involved both active "cold-calling"
and some leads resulting from customer inquiries.
- A needs analysis would be performed, during which the potential customer's
telecommunication needs would be assessed and matched against the features
and facilities of the product.
- Proposals were written for every customer listing the requirements
and the features that addressed those need. Detailed configuration, price
and installation requirements were provided along with estimates of installation
and training duration.
- Upon acceptance of the proposal I was responsible for project management
of the installation. This involved liaison with Telecom, premises owners,
installation, administration and training staff from Comworth.
- In some cases I was responsible for the configuration of the product
(cell-phone, facsmile or keyphone system) and for client staff training.
- On completion of the installation there would be follow-up support
and maintenance visits to ensure full benefit was being gained from the
new system and to resolve any operational issues the client may have encountered.
In addition to this sales cycle I also:
- Kept abreast of developments and changes in the OKI product line.
- Trained myself in the basics of selling.
- Provided my own computer and software for the production of proposals.