10 julio, 2024

Commercial advisor: what it is, functions

What is a business adviser?

A business advisor It is the professional who, within a company or trade, has the responsibility of providing sufficient and complete information to its potential buyers or clients for a sale to take place.

The commercial advisor is a salesperson, but he is also much more than that, since he is not limited only to making a sale, but also seeks to obtain the necessary information from the client to be able to offer him the product that best suits his needs. . In this sense, it not only sells, but also builds customer loyalty, making them prefer certain products over others, simply because of the attention they receive.

The commercial adviser also fulfills a two-way role within the company, since in addition to offering useful information and advising the client, at the same time he obtains from him relevant data that can be used by the company to improve its products or services. your business strategies and your key market.

Functions of a commercial adviser

1. Know the market

A broad knowledge of the market includes not only having precise information about the object of sale, but also researching and knowing the real needs of the client, in order to offer them the product or service that best suits their requirements.

Knowing the market will also allow the commercial advisor to be able to detect potential clients, know where they are and how to reach them.

2. Know the product or service you offer

There is no better way to give good business advice than trying out the product or service offered, and putting yourself in the customer’s shoes for a moment.

In this way, the seller will be able to answer any question that the buyer may ask and even anticipate it, giving him the exact information he is looking for.

3. Be an active adviser

The big difference between a seller and a commercial adviser is perhaps the active position against the sale of the latter compared to the former.

It is not a matter of limiting yourself to answering the questions that the client may ask, but of trying to inquire about their needs, listening carefully and being able to offer the best alternative, even though this may be totally different from what the buyer was initially looking for.

4. Provide relevant information

In line with all of the above, the commercial adviser must have all the information about the product at hand.

This is achieved by reading the instructions and descriptions of the merchandise, but also by testing it, researching its attributes and deficiencies, applications and precautions.

A seller is looking for the item that the buyer requested. A commercial adviser inquires about the need that the client wants to cover with the acquisition of that article and advises better options, or confirms the usefulness of the selected one.

5. Maintain efficient communication

The commercial adviser must have the appropriate tools to be able to establish good communication with his client.

This implies good oral and written communication, but also knowing how to listen, applying psychology to obtain the necessary information from the client in order to offer him the best option and make him change his mind if necessary.

Efficient communication also includes being perceptive and understanding and having a sense of timing, both with the client and with co-workers and company managers.

6. Have a proactive attitude

Always thinking about customer satisfaction and solving their problems, the commercial advisor must anticipate their needs.

This is only possible by knowing the client well, knowing what they are looking for and why, keeping a record of their portfolio: what they have bought, what their lifestyle is, their tastes and hobbies, how their family nucleus is made up, etc.

In this way, the business advisor will be able to anticipate and offer his client benefits and options even before he discovers that he needs them, such as new releases or updated versions of merchandise he already owns.

7. Being very knowledgeable

The work of the commercial adviser will be significantly benefited to the extent that he has the most complete information at his disposal, not only of the products or services he sells, but also of his competition and the characteristics of his market.

This implies being curious, researching and keeping up to date on news, launches, discontinued products, changes in commercial or manufacturing policies, laws and everything that could affect or influence the sale.

8. Follow up with customers

This is one of the most important parts of customer service, and it involves not only following up on buyers, but also on those who did not find the satisfaction of their need in the store.

Regular customers must be kept loyal, but non-customers must be tried to attract them at all times.

To achieve both, it is necessary and useful to create and maintain a database that allows the business advisor to maintain contact with their customers (real and potential), once they have left the business.

This is achieved through telephone contacts or via emails to inform about news that could be of interest to you.

9. Combine interests

Three actors are involved in the sales action: the buyer, the seller and the product or service that is marketed, which in this case comes to represent the company.

In any commercial relationship, the objective is for all the actors to obtain a benefit, that is, the client obtains the satisfaction of a need, the company obtains money in exchange and the seller earns a commission for that sale.

In order for this relationship to be balanced and lasting, it is necessary that the commercial advisor, who is nothing more than the bridge that communicates the company with its client, can keep everyone satisfied and satisfied.

This is achieved thanks to good communication between the three parties, and being honest and clear with the information that is provided to both ends of the business relationship.

References

Commercial advisor. Recovered from matiascarluccio.com.ar
The commercial adviser Recovered from marketing-xxi.com
What is a business adviser? Recovered from pymerang.com
Commercial advisor. Function’s manual. Recovered from imagenworld.com
Commercial advisor functions manual. Recovered from clubensayos.com

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