
Communication
Sales Management
Marketing
January 10, 2021
The success of Sales Management in the business world.
DOI: 10.22167/2675-6528-20210001
E&S 2021.2: e.20210001
by Soraia Fessel …………………………………………………………………………..
Understanding market behavior and having professionals with different profiles on your sales team can make the difference for your Sales Management to be more assertive when closing good deals.
Is selling an art, or can we all develop our talents to be good salespeople? You must have asked yourself this question at some point in your life, especially if you are the professional responsible for Sales Management in a company. Well, this is one of the points addressed in the interview with Professor Doctor and Sales Consultant Francisco Alvarez, who gives us a broad view of the art of selling. For him, the old saying: “salespeople are born, not made,” is not quite right; because selling requires relevant personal characteristics, combined with the development of technical knowledge. This balance of strengths can make you a good salesperson.
Our interviewee warns that power has changed hands; today the buyer is surrounded by information and within an increasingly competitive market. Yes, it is the buyer who dictates the rules, and it is up to the seller to develop other factors to make their visit more attractive.
Faced with this scenario, the Sales Manager needs to be attentive to a new negotiation model, where long-term relationships with the client are established, with more personalized service, but for this it is necessary to have different profiles in their sales team such as: Key Account, Farmer and Hunter.
In this explanation I ask: And what about the use of new tools like social media marketing?
For Francisco, it is necessary to know how to dose the use of this communication, the tools are fantastic for individualizing service and analyzing the sales funnel, without losing the customer relationship.
Want to know more?
I invite you to participate in our conversation that will broaden your view of the market, with fundamental tips to improve your Sales Management in such challenging times.
About the Interviewee
Francisco Javier Sebastian Mendizabal Alvarez
Professor Doctor at the University of São Paulo (USP), Coordinator of the MBA Sales Management Course (USP/ESALQ), Coordinator of the Center for Studies and Research in Retail (USP/EACH) and Consultant specialized in sales.
Who published this videocast
Edson Mota







