Las técnicas de venta y el perfil del vendedor de éxito.

Abstract

Sales are an essential factor in the organization to achieve commercial objectives and make the company profitable, therefore the managers of these organizations must bet on the best salespeople to fulfill this mission. The objective of this case study “the professional salesman” from Extremadura Business School, is to know and determine the successful salesman profile to meet the organizational goals. Based on a comparison of two sellers’ profiles to distinguish the qualities sale of each from a theoretical perspective according the approach on the sales techniques that each seller implements on behalf of own personality and experience. It will be also distinguished the seller's profile based on the attitudes, skills and knowledge that sales personnel must possess, the sum of these 3 qualities help direct sales success. This research concludes that according to the author, the appropriate profile for an organization is that of the constant and persistent seller since it encompasses integrating qualities of the common benefit between the company and clients, achieving organizational prestige and sustainable sales.