A commercial advisor is in charge of the planning, formulation and implementation of the commercialization of a service or product of a company. It is in charge of the strategic design to sell its products to clients, satisfying the needs of the market-client, creating essential commercial links for the correct activity of the economic activity of the company.
Its main mission is to manage customer relationships, achieving the sales and quality objectives imposed by the company in question. Helps the growth of the company through the establishment of business relationships with customers for the sale of products.
The ideal in a company is to mark a main objective that its human team must develop. In this way, business advisors can establish an execution appropriate to the number of sales they need to make.
They must take into account the area of action in which they will carry out their activity, at the same time that it is interesting to know the history of sales in the area to be able to make an approximation of their strategic plan.
Business advisors must be in tune with the company's guidelines at all times to achieve greater coverage of their services. This is why it is very important that the formulation of the objectives is done in a clear and direct way without leaving room for doubts or misinterpretations.
Main functions of a business advisor
As we indicated above, the main function of a commercial advisor is to achieve the sales objectives imposed by the company for which they work.
You need to be proactive and get involved with your work to achieve the objectives set. We can divide the functions of the commercial advisor depending on when they are in the sales process.
- Before the sale
These are the functions that the commercial advisor has to perform before contacting clients.
Before starting to contact clients, the commercial advisor must carry out a study of the area in which they will carry out their economic activity.
You need to explore the potential customers you can access and how to do it the right way. This activity should not only be done at the beginning of their activity, but must be maintained over time so that the advisor can develop their activity satisfactorily.
Another activity that the economic advisor must carry out is the creation of feasible forecasts derived from his investigation of the area to be treated.
This forecasting also helps the company to get an idea of what to expect from the activity of its advisers and also to set achievable goals for them.
Once the initial investigation has been carried out and the objectives to be achieved have been set, the commercial advisor must schedule their work.
Making visit routes, contacting clients to make an appointment and organizing which route each advisor should follow, if there is more than one, so as not to make repeat visits.
The scheduling of this work is very important, since no client will consider that a company is serious if its advisers appear without warning, without a defined action plan or if the visits are repeated with different advisers who offer the same product.
- During the sale or visit
Precise preparation is very important for the visit to go smoothly, but all that is useless if the advisor does not know how to perfectly develop your visit.
Presentation of the product
The main task of the business advisor is to present the product to the clients. For this you must know perfectly the product you are selling.
A business advisor will not be good if he does not know how to answer his clients' questions no matter how difficult they are.
Not only is it important to make a good presentation of the product, the image offered by the advisor is also very important and will establish where it leaves the company.
A good business advisor must be dynamic and sincere, presenting a positive posture and attitude. It is very important to be enthusiastic and outgoing and determined.
Self-discipline is also an essential characteristic for business advisors, since many times they do not have a boss on top of them to control that they do their job well, so they must be the ones who realize that they are doing things well and make an effort thus.
- After the sale
After selling the product, a good business advisor should follow up with their customers. Confirm that they understand the characteristics of your product and its correct use.
If customers have any difficulties with the product, a good business advisor should help them in all the process they need. Not only does this improve the company's image, but it helps make it easier for them to trust it for future transactions.
Not only must you strive to maintain a good relationship with customers since they have purchased the product, but you must strive to keep them informed of new developments and changes that may occur in the company.
In this way, clients know the company and will be more open to future negotiations.
Analysis of achievement of objectives
A good business advisor keeps a record of the clients with whom they have interacted and the volume of sales they have made. It informs the company periodically of the actions carried out and if the proposed objectives are being met.
This not only helps the advisor's business and sales accounting, but also helps to establish future business strategies for both parties. New routes and procedures can be established to sell your product.
It also helps the company keep up-to-date information on all its customers. The volume of sales or possible future sales depending on the clients it has, is essential for a company to form a production plan and adapt to the market in which it operates.
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