The CMTSE Study Guide

The  CMTSE Study Guide and exam are developed by our CMTSE Certification Committee.

Study Guide content is derived from a comprehensive Sales Engineer Job Analysis drawn from the metal cutting, forming, and fabricating experience of professionals across the U.S. and Canada and followed by a national industry validation. ### Study Guide Chapters __Volume I: Machine Tool Sales Practices__  - Ch. 1  General Information - Ch. 2  Territory and Customer Development - Ch. 3  Planning and Organizing - Ch. 4  The Selling Process - Ch. 5  Business Practices, Manufacturing Economics, and Ethics __Volume II: Machine Tool and Manufacturing Technology, Processes__ - Ch. 6  Manufacturing Processes - Ch. 7  CNC Technology and Machine Control - Ch. 8  Engineering Drawings and Geometric Tolerancing - Ch. 9  Cutting Tool Technology - Ch. 10  Machine Design - Ch. 11  Metalforming Technology - Ch. 12  Machine Tool Accuracy - Ch. 13  General Mathematics and Geometry Each chapter contains an outline, introduction, review of sample exam questions, and additional reference bibliographies. The Study Guide is available in PDF format and can easily be viewed on desktop computers, laptops, and mobile devices such as smartphones and tablets.

Sales Engineer Job Analysis

Drawn from metal cutting, forming, and fabricating experience.

Study Guide content is derived from a comprehensive Sales Engineer Job Analysis (below) drawn from the metal cutting, forming, and fabricating experience of professionals across the U.S. and Canada, and followed by a national industry validation. The CMTSE Study Guide E-Learning is the digital and mobile-friendly reimagining of the original 500-page textbook. We recommend that CMTSE candidates allow two months to complete the guide prior to testing. Access to the Guide is provided after application approval and successful registration.

### 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