Mike Dastic What are the true tasks of a seller?

The work of a salesperson may be overlapped by the urgent need to close operations, but his radius of action makes him a strategic subject of a distribution-based company that has many associated tasks. The knowledge by the company of these functions supposes the possibility of enhancing its effectiveness and placing it in its natural position.

Its main tasks extend into four areas: product / service, market, competition and company. We are going to summarize them to obtain a basic outline of functions that can be developed from a managerial strategy.

Product / Service Tasks (Sales Preparation)
- Know benefits and characteristics of the product / service
- Knowledge of the conditions of sale
- Know how to handle the product with ease
- Know the characteristics of the provision of services
- Accurate knowledge of prices and their modifications

It is positive to develop a continuous training system that keeps the seller aware of the nature of the products distributed and / or manufactured as well as the environment in which their activity is carried out. It must start from a truthful and sincere information that allows the creation of solid arguments that are transformed into a professional treatment.

The areas to be developed, therefore, are not merely technical knowledge but also persuasion techniques, objection management, product demonstration training, etc ... With all these tasks trained (and some will be missing, I don't doubt it) commercial success It will be a little closer.