The CMTSE Exam content is derived from a Sales Engineer Job Analysis drawn from the metal cutting, forming and fabricating experience of industry individuals throughout the U.S. and Canada.
First developed in 1992, the job analysis served as the foundation of the program, until (through a joint AMTDA/AMT task force, and subsequent work groups involving 200 individuals, followed by national industry validation), a new comprehensive job analysis was produced.
The Certification Committee approved the new job analysis, which currently provides the framework for the two-volume CMTSE Candidate Study Guide.
Market Management
Customer production and needs analysis
Product line evaluation
Competitive analysis study
Resource development to identify potential buyers
Effective telemarketing and prospecting techniques
Database software usage to manage customer data
Analysis software usage to interpret market data
Marketing plan to identify territory and contacts
Customer Engagement
Timeline of customer contact and engagement activities
Trade show and lead follow-up by phone, mail and e-mail
Software usage to solve customer problems
Effective interview techniques to determine needs
Needs Analysis
Engineering data/drawings to determine project scope
Consultation with application engineers
Operation sheets for cutting, forming and assembly manufacturing processes
Choices and features of machine design components
Basic machine tool control types and options
Manufacturing literacy concepts, philosophies, standards and safety/environmental concerns
CAD/CAM utility in part production
Impact of operating variables on manufacturing
Impact of emerging technologies on manufacturing
Standard trade formulas and mathematical operations
Geometric concepts providing customer information
Reference of relevant complex written technical and non-technical information
Preparation of RFQs, written proposals, orders, contracts and other documents
Contract Proposal
Determination of project scope to customer’s internal business practices and conditions
Flowcharts to document sales process
Sales proposals to provide solutions for customers
Product justification to address ROI analysis, financing, current industry trends and currency
Arrangement of machine product demonstrations
Customer Acceptance
Usage of commonly accepted sales techniques
Negotiation with decision-maker to secure order
Asking for the order, closing or continuing the sale
Best use of individual sales skills and style to close order
Order Management
Order accuracy according to customer criteria
Schedule of closing, payment and installation
Documentation and communication of any changes to customer, distributor and builder to ensure contract terms
Development of solutions to contract barriers Verification of order accuracy, terms of payment and financial arrangements
Pre-shipment test run to verify customer satisfaction
Identification and contingency plan for delivery and operation problems
Confirmation and monitoring of machine installation
Identification of builder and distributor performance standards
Evaluation of builder and distributor performance compliance
Post-Installation Management
Reconciliation of deviations from customer expectations
Communication with key customer personnel
Monitoring of sales contract to ensure timely completion of all terms and condition
Encouragement of customer preventative maintenance
Post-installation audit to evaluate customer satisfaction
Development of ongoing customer training programs
Resolution of post-installation problems
Documentation of hazardous or unsafe practices
Inquiry of current customers referrals for new prospects