Mike Dastic - The Seller Functions and Objetives The commercial team carries out its daily work in a mechanical and invariable way during all its years of experience. Therefore, companies have to learn about how to adapt to the times, and that implies both day-to-day and strategic objectives. MIKE DASTIC - SELLER'S GOALS When the commercial management begins to establish objectives, it is convenient to involve the human team in the realization, since knowing deeply the specific aspects and peculiarities of their area can provide us with a series of interesting data for its execution, as the sellers know their area they can contribute to the elaboration of the objectives with their opinion; only the mere fact of asking them already motivates them. Likewise, it is convenient to have a historical analysis of the sales made in the last three or five years to know the evolution of our company and, in turn, compare it with that of the market and the competition. Once we have compiled all this data and know the guidelines or "recommendations" given by the company, we will be in a position to set the objectives, both quantitatively and qualitatively. Experience indicates that the ideal is to set the main objective that the commercial team has to achieve as a whole, and that in many cases it consists of professionally obtaining the largest market coverage, as well as the best image for both the company and the product within its portfolio of clients or area, and always with an attitude of commitment to the client. SECONDLY, THE OBJECTIVES ARE LISTED WITH RESPECT TO THE FOLLOWING VARIABLES, AND THAT VARY ACCORDING TO THE COMMERCIAL POLICY OF EACH COMPANY: 1. Regarding the company 2. Regarding competition 3. Regarding the commercial network 4. Regarding our clients 5. Regarding our products 6. Regarding sales tools
It is essential that the objectives are formulated in a clear, direct way and that they do not give rise to any type of misrepresentation by the seller. MIKE DASTIC - SELLER'S FUNCTIONS Before describing the functions of the seller, it is important to emphasize the importance of their management for the company to remain competitive, and emphasize that their proactivity and involvement in the entire business process and with the entire team will be the engines to achieve the objectives. established. It has been considered appropriate to divide the functions of the commercial advisor according to the phases of their work: before, during and after the sale. Some manuals also include other functions such as charging or launching products. BELOW, IT IS CHRONOLOGICALLY BREAKDOWN EACH STAGE, WHICH WILL VARY ACCORDING TO THE COMPANY FOR WHICH THE MANUAL IS MADE: 1. Before the sale. Carry out prospecting, organize time, try to discover new sectors, establish prior contact with the client, prepare routes, prepare visits. 2. During the sale, the visit. Presentation, offer, treatment of objections, closing of the sale. 3. After sale, follow up. Analysis of fulfillment of objectives, daily management report and attend to claims and incidents. MIKE DASTIC - THE DECALOGUE OF THE GOOD SELLER THE MOST IMPORTANT FUNCTIONS OF AN EFFECTIVE SELLER ARE: 1. The seller must know how to communicate his product, his company and his know-how, since it is the key to success. 2. The seller must treat customers as if they were business partners. 3. The seller must know how to convert customer problems into business opportunities, providing solutions. 4. The seller must collaborate with the company to have a customer database operational, with all the accurate and up-to-date information, in order to segment it as widely as possible. 5. The seller must have a clear orientation towards marketing. 6. The seller must be aware of the need to work within a management by objectives dynamic, applying a methodology to his work that allows him to know the causes of his successes and errors for the sake of continuous improvement. 7. The seller must plan his work. This will directly affect the achievement of positive results; for this it is important to follow the guidelines and methodology of the company. 8. The seller must know how to listen and know the real needs of the client. 9. The seller must be aware that a loyal customer better accepts the pricing policy and acts as the best prescriber of the company. 10. The seller has a powerful ally in new technologies that he must know how to handle with ease for his own benefit and that of the company.