Document Type
Thesis
Date of Award
5-31-1983
Degree Name
Master of Science in Management Engineering - (M.S.)
Department
Industrial and Management Engineering
First Advisor
Stan S. Thomas
Abstract
The major objective of this thesis is to portray the role of a Field Engineer for a major manufacturer of electrical distribution and control equipment. In so doing, it should represent a reasonable facsimile of what a sales manager of a large Field Office, comprised of approximately twelve Field Engineers, would encounter in his supervisory capacity. As such, it should provide information for those interested in entering and hoping to manage in technical sales career.
While much of the information was derived from books, periodicals, and conversations with people associated with the electrical industry, the major portion of the work is based upon subjective experience accumulated by the author while performing his duties as project engineer in the marketing headquarters and then Senior Field Engineer for the referenced manufacturer.
Whenever the manufacturer is mentioned in this paper, it will be referred to simply as "the company". There will be at no time any direct revelation as to the actual identity of the company.
It is hoped that this thesis will provide a reader at some time even a small percentage of the assistance it has afforded the author in his research and preparation.
Recommended Citation
Munro, Robert, "Managing in the technical sales arena" (1983). Theses. 3597.
https://digitalcommons.njit.edu/theses/3597
Included in
Business Administration, Management, and Operations Commons, Operations Research, Systems Engineering and Industrial Engineering Commons
