http://www.srikiran.net/blog/2007/10/01/field-applications-engineer-and-sales-executive/ Strategic Account Mgmt, Pre&Post-Sales Mgmt, Design Automation & Chip Design Articles Tue, 16 Jun 2009 21:45:13 +0000 hourly 1 http://wordpress.org/?v=3.0 http://www.srikiran.net/blog/2007/10/01/field-applications-engineer-and-sales-executive/comment-page-1/#comment-10799 Sean Murphy Sun, 25 May 2008 02:02:15 +0000 http://www.srikiran.net/blog/2007/10/01/field-applications-engineer-and-sales-executive/#comment-10799 In general the FAE is concerned with making sure that the user and technical evaluation proceeds as smoothly as possible and the Sales person is working the buyer, legal, and purchasing issues. Normally the sales person is accountable for closing the business (and will be fired much more quickly than an FAE for failure to do so). Every new technology has issues and it can seem that the sales person is minimizing them, but most experienced sales people understand that a satisfied customer can offer a reference that makes future sales, especially of a new product, much easier. In general the FAE is concerned with making sure that the user and technical evaluation proceeds as smoothly as possible and the Sales person is working the buyer, legal, and purchasing issues. Normally the sales person is accountable for closing the business (and will be fired much more quickly than an FAE for failure to do so). Every new technology has issues and it can seem that the sales person is minimizing them, but most experienced sales people understand that a satisfied customer can offer a reference that makes future sales, especially of a new product, much easier.

]]>