The sale of a seller is affected by the lack of management that he voluntarily or involuntarily fails to carry out and that can represent the difference between success and failure and incidentally a few million pesos without invoicing.
The sequence of wrong actions is usually part of by the seller; Most often take orders without taking into account:
- If the client is up to date with his payments. If the amount of the order is framed within the credit assigned by the company. If the delivery times it promises are reasonable for the client and for the company it represents.
However, not only the above factors can affect the destination of the order, but also errors in the client's coding, misapplied discounts, etc.
The problem:
Difficulties arise when the credit department objects to the request for one of the two reasons stated above. Generally, the procedure consists of retaining the order at the credit executive's table until the client claims, or calling the client pressing the solution to the problem prevents the dispatch with the explicit retention of the dispatch until the client pays, sends new information or cancels the request. In this delicate dialogue, the seller is oblivious either unintentionally or because he is not interested. However, the client will be in charge of putting him brutally in the background, threatening him in turn not to buy more if the order is not dispatched.
Complications:
Away from the entire seller, many customers cancel the order and wait patiently for the seller to go through the next order renewal or show up at some point. In these cases the situation is comedy: the seller is surprised and outraged as much as the customer, without falling into the fact that he should be better informed and therefore with solutions in hand. He asks for the phone and engages in a verbal duel either with an office or with credit. They are usually Byzantine dialogues in which the only thing that is achieved is to continue wasting time.
The solution:
A professional salesperson fulfills a much more valuable function than transporting errands between the company and its customers. Obviously, their mission is different from that of a law firm that distributes price letters, price lists and catalogs. Its mission is to represent your company vis-à-vis the client and the client vis-à-vis your company: as a result of this management, you get your just remuneration according to the results you achieve.
In order to be an efficient representative, you must show interest not only in recording orders and placing them in the company, but also worrying about preventing and solving all those problems that may hinder the success of your mission, therefore your most important tasks in this area are:
- Be informed of the stock and availability of products. Be informed of the payment behavior and credit volume of each client. Be informed of business expansions that could potentially be made by some clients and manage the expansion of credit for future orders. Ask for documents that are pending at the time of taking the orders in order to eliminate the possible retention of the office due to late payment. Check your office gaps daily and the reasons for these gaps to cooperate in solving them if possible.
Consequences:
Many thousands of pesos that in the year can add millions will be saved by the alert disposition of a seller to credit problems. Managing the credit of your clients can lead to great future earnings and, above all, to improve the service to your clients and develop internal cooperation in your company.
