{"id":6825,"date":"2022-09-14T10:15:00","date_gmt":"2022-09-14T15:15:00","guid":{"rendered":"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/?p=6825"},"modified":"2022-09-27T13:32:17","modified_gmt":"2022-09-27T18:32:17","slug":"manual-del-vendedor-institucional","status":"publish","type":"post","link":"https:\/\/coparmexjal.org.mx\/entorno-empresarial\/manual-del-vendedor-institucional\/","title":{"rendered":"El manual del vendedor institucional"},"content":{"rendered":"\n<p><strong>La gu\u00eda completa sobre el proceso B2B<\/strong><\/p>\n\n\n\n<p>La labor comercial es una de las actividades humanas m\u00e1s antiguas e importantes para la evoluci\u00f3n y la sobrevivencia. El hombre tuvo necesidad de intercambiar y negociar desde que comenz\u00f3 la civilizaci\u00f3n. Parad\u00f3jicamente, a pesar de ser y haber sido siempre una actividad clave, no hay una formaci\u00f3n profesional <em>per se<\/em>, que ense\u00f1e a vender. En algunas universidades algo se ense\u00f1a, dentro de algunas asignaturas, sobre esta actividad, sin embargo, en d\u00f3nde han aprendido las miles de personas que se dedican a esto es a la hora de salir a ofrecer un producto.<\/p>\n\n\n\n<p><em>El manual del vendedor institucional<\/em> ofrece herramientas y un amplio panorama sobre c\u00f3mo llevar a cabo esta funci\u00f3n, ya sea para iniciar o desempe\u00f1arse mejor.<\/p>\n\n\n\n<p>Ha quedado atr\u00e1s la idea de que para ser un buen vendedor hab\u00eda que nacer con las aptitudes adecuadas; ahora se sabe que \u00e9stas se pueden adquirir con pr\u00e1ctica. Sin embargo, para tener un buen desempe\u00f1o en las \u00e1reas de comercializaci\u00f3n <em>Business to Business<\/em> (B2B) hay que prepararse y mucho.<\/p>\n\n\n\n<p>V\u00edctor Tello, quien se ha dedicado a esta labor desde finales de los a\u00f1os noventa, dice: \u201cEn estos tiempos nuestra labor como vendedores ya no recae en demostrar nuestros productos y servicios a los clientes, sino en educarlos en cuesti\u00f3n de las ventajas de nuestra oferta para ayudarlos a encontrar estos elementos diferenciadores, no tanto en funci\u00f3n de las caracter\u00edsticas, sino m\u00e1s bien en funci\u00f3n de entender sus necesidades espec\u00edficas\u201d.<\/p>\n\n\n\n<p>Este es un manual que puede ser utilizado para apoyar a cualquier persona, sin importar sus caracter\u00edsticas de personalidad, antecedentes o habilidades previas, en el que encontrar\u00e1n desde las bases de las ventas, su conceptualizaci\u00f3n, t\u00e9cnicas de acercamiento y entendimiento del cliente, del mercado, el proceso, paso a paso, con sus diferentes aristas seg\u00fan la industria y el tama\u00f1o de la empresa, presupuestos, negociaciones, postventa, cobranza, etc\u00e9tera.<\/p>\n\n\n\n<p>Este libro es una importante gu\u00eda y un gran apoyo. Una de las grandes ventajas que presenta el autor con el marco de trabajo propuesto es que cualquier persona, sin importar sus antecedentes, sea capaz de iniciarse en las ventas institucionales y puede convertirse en un profesional lo antes posible.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>El manual del vendedor institucional ofrece herramientas y un amplio panorama sobre c\u00f3mo llevar a cabo esta funci\u00f3n, ya sea para iniciar o desempe\u00f1arse mejor.<\/p>\n","protected":false},"author":8,"featured_media":6826,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[159],"tags":[1290,1288,1291,1287,1289,556],"class_list":["post-6825","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-letras","tag-b2b","tag-comercial","tag-manual-de-ventas","tag-vendedor","tag-vender","tag-ventas"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin 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