Today’s business priority is to hire people with the right knowledge. All companies are in the knowledge business, meaning knowledge of the goals, wants, and needs of customers, as well as knowledge of what products and services will best satisfy those needs and wants. All knowledge has value but the most important knowledge technical salespeople must apply every day is as follows: KNOWLEDGE required of all six categories
- Sales and Marketing – Knowledge of principles and methods of showing, promoting, and selling products and services. This includes marketing strategy and tactics, product demonstrations, sales techniques, and sales control systems.
- Mathematics – Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications in business and technology.
- Economics and Accounting – Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.
- English Language – Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
- Engineering and Technology – Knowledge of the practical applications of engineering science and technology including the features, benefits, and financial advantages of modern products and their use.
- Education and Training – Knowledge of the principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects. Is a self directed learner and understands the need for continuous learning throughout ones career.
- Customer and Personal Service – Knowledge of principles and processes for providing customer and personal services including needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
- Science – Knowledge of physical science and chemistry and their applications in technology.
In addition, within each of the six occupational categories there contains an identifiable body of general scientific knowledge, technical knowledge, product knowledge, as well as industry specific knowledge sellers must have. Hiring companies will provide the specific knowledge and information you need during your initial training period as well as provide you opportunities to continue learning throughout your career.
- General Scientific Knowledge will be offered in your 2 required science courses. All ID majors are required to take Physical Science as well as one other science. Chemistry is the most logical choice, if not the only choice, for those desiring to be sales reps in the agricultural, chemical/pharmaceutical, mechanical, and medical supply industries.
- General Technical Knowledge will be provided in the technical courses offered in the ITEC Department. Here you will learn about electrical/electronic, mechanical, fluid power, and thermal systems. You will be given hands-on experiences to help you gain the general knowledge you need to understand how things work. You will also gain much product and application knowledge and how to demonstrate and sell technical goods and services.
- Product Knowledge will be provided in all technical courses.
- Industry Business Knowledge will be provided in technical courses as well as in upper level professional courses with a focus on manufacturing, industrial distribution operations, industry trends and issues, leadership, management, technical selling and business relationships.