Know more about the Sellers Functions and Objectives with Mike Dastic

1. 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

2. 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.