Today, at a global level, sales management is becoming increasingly representative in many spheres of companies, where new forms and methods of sales are quoted, but for this, the human factor is necessary and imposed, without it not We can do a good commercial management, offer a good service or sell a product, for this reason, it is important for the operation and development of a company or business that the commercial manager exists.
The aspect deserves greater importance when it comes to business, and it is not that we are talking about a business in its private or state form, but that we refer to the manager as an entity that coexists in the same entity.
That is why we must reflect that "the commercial manager is the professional in charge of transmitting the offer to customers with the aim of attracting them, satisfying their needs, and loyalty to obtain sales in the short, medium and long term, thus achieving value for the business". (Author's criteria).
It is for them that the commercial manager must be related to the marketing or marketing that applies to his entity, so that with these techniques he provides and promotes a better product or service.
A good commercial manager who considers that sales are his profession, must always think as such, the main thing is to see the best of his product at all times and in this way he will be able to offer his benefits in the best way; never neglect the competition, they will always occupy a very important place in each action of the seller, the recommendation is to get the best out of it and learn from it in order to grow your business. There are other aspects that a commercial manager should not forget, such as the company that supports their work and most importantly, the clients, who are the basis of their work, they deserve all your attention and dedication in both processes, you cannot forget that customers are the total reason for your work. The most important thing is to enjoy the work, whatever it is,you have to be grateful and always have the best attitude, in this way you will see the best results in your sale reflected both for you as a professional and for the heritage and objectives of the company.
But to achieve the aforementioned, commercial managers must know what are the objectives of the company for which they work, what is their mission and vision, and something very fundamental, what image do they want to achieve of it in the public since Clients associate the values transmitted by the entity's marketing and communication policy and with the professional who serves them.
The fundamental pillars on which an optimal relationship between the commercial manager and the client must be based are: trust, empathy and good treatment.
- Trust that also implies tranquility, since the manager is providing a very important service or product for the client and that the good development of the same, makes him have a guarantee that his company will be able to continue operating. Empathy, in the sense to know how to connect with the needs of the client and to know the importance that has for this and its business, that the service or product that is offered Good treatment, treat the management with the best possible kindness and keep the client informed at all times during the development that Gets pregnant.
The commercial manager, being a sales professional, must make special emphasis on training and planning his work where his performance plays a strategic role with the client, which is why he must keep in mind the current competitive environment as well as the evolution of sales, what commercial strategies will you implement and what will be your operational sales plan.
As previously mentioned, the commercial manager is the person in charge of managing, attracting and retaining the customer portfolio, which may be made up of companies and individuals; but in addition to this, it also performs some administrative functions or tasks such as:
- Loyalty and retain the customer portfolio by identifying their level of relationship with the entity and the risk of abandonment, and, based on these facts, deciding the channels and commercial efforts to be made. Advising customers on products or services is say, make recommendations, explain the advantages and guarantees of them. Apply marketing strategies in marketing: market research, direct marketing, telephone marketing and cross-selling, among others. Highlight the importance and advantages of the products that It commercializes through the presentation of services, argumentation and negotiation. Carry out the management and follow-up of the administrative procedures that must be carried out in relation to commercial management.This involves explaining to the client the eventual changes in the conditions of the contracts, preparing reports on the status of the client portfolio, reporting to their immediate superior, who is usually the commercial director, on the clients recruited, the formalized contracts, and the forecast of commercial actions to be carried out. Apply calculation and data analysis tools (statistical functions) that allow optimizing information about customers, products, markets and sellers.Apply calculation and data analysis tools (statistical functions) to optimize information about customers, products, markets and sellers.Apply calculation and data analysis tools (statistical functions) to optimize information about customers, products, markets and sellers.
To conclude, we could say that the commercial manager is a dynamic and at the same time proactive person, who assists the client with a friendly and cordial treatment where the criterion of agility and optimization of the processes in its management prevail. It is one that in an orderly environment fosters confidentiality and builds the profile of its clients as well as their needs. The manager himself must have a high knowledge of the products or services that he offers, thus expanding his product portfolio and thus allowing professional advice.
A satisfied customer, well attended and advised, without a doubt, is a reflection of a good job by the commercial manager who, in turn, said client knows that he can count on the company. You are confident that there will be an answer at any time, so you will choose it when it is time to make the next purchase or require the next service. It is up to the manager to make the difference between success or failure. As an entrepreneur, you must set the example in customer service, before, during and after the purchase.
As we can well appreciate, this profession accompanied by good sales techniques and the communication of the company make of itself the sagacity in the business, a greater entrepreneurship and above all gain value for the entity itself, a fact that is reflected in the organizational culture of the institution itself and creates a positive and well-owned image among the public and the competition.
Bibliographic references
- https://borrox.com/quien–es–el–gestor–comercial/ accessed on 08/27/2018. https://www.spri.eus/euskadinnova/es/enpresa-digitala/agenda/programa-especializacion- commercial-management-clients-module-functions-manager-as-response-demand-clients / 495.aspx. https: //www.gescionar–com. consulted on 03/09/2018. https://treball.barcelonactiva.cat/porta22/es/fitxes/G/fitxa4606/gestora-comercial-internacional-de-alimentacion.do consulted on 08/27/2018. Miranda Roque, Jaile R: The buying and selling process. An indispensable relationship for marketing. https://www.gestiopolis.com/the process-of-purchase-sale-a-relationship-indispensable-for- marketing /. Document in digital format 2018. Miranda Roque, Jaile R: Commercial management and sale.https://www.gestiopolis.com/la–gestion–comercial–la–venta/. Document in digital format 2018.
