Dirigir los equipos de ventas

Todos los esfuerzos gerenciales, la parte financiera, de producción, de recurso humano e incluso las estrategias de marketing están encaminadas a sembrar y quienes cosechan son los vendedores. Por eso conformar un equipo de ventas comprometido, requiere de un buen líder, una persona que sea el ejemplo a seguir y los motive cada día a ser mejores en su labor.

El autor de nacionalidad chilena, Alejandro Schnarch Kirberg, cuenta con amplia experiencia profesional y académica como profesor universitario, ejecutivo, escritor y consultor, publica la tercera edición de su libro Dirección efectiva de equipos de venta, el cual tiene por propósito destacar la importancia que tiene el manejo de los equipos de venta en los diferentes mercados, presentando al gerente de ventas como un líder y estratega que indaga en la búsqueda de nuevos clientes satisfechos, leales y
rentables en los nuevos escenarios de avances tecnológicos; lo que a su vez, plantea algunas amenazas a la venta personal, pero también nuevas oportunidades para mejorar procesos y el manejo de información.

El libro se ha organizado en ocho capítulos que cubren toda la gestión comercial de ventas en una empresa. El primer capítulo analiza la venta personal, explicando qué es vender, sus características e importancia, así como el descuido y abandonode esta actividad, para finalizar examinando el futuro de la venta personal ante las nuevas tecnologías.
El segundo examina la gerencia de ventas, donde se analiza las competencias deseables para un director de ventas, así como la gestión gerencial efectiva, para concluir descifrando qué es realmente un director de ventas. La administración propiamente tal de la fuerza de ventas, es decir, temas como la vinculación, tamaño, estructura, zonas y rutas pronósticos y cuotas, son tratados en el capítulo tercero.
El cuarto capítulo hace referencia a la dirección y liderazgo, desarrolla temas como motivación y estímulos; las comunicaciones, capacitación, remuneración y supervisión. Se estudia también en particular el nuevo liderazgo para las llamadas industrias 4.0.

El quinto capítulo se centra en el desarrollo del equipo de ventas, con aspectos tales como capacitación, coaching, supervisión, evaluación y control, la auditoría de la función de ventas y el trabajo en equipo. El sexto analiza las estrategias de venta y servicio, partiendo del conocimiento del mercado y comportamiento del comprador.
En el séptimo se plantea cómo se plasman todos estos componentes en mercados específicos como la venta al detalle, industrial, de servicios, salud, educación y otros. El octavo y último capítulo se dedica a estudiar la administración y dirección de ventas en el siglo XXI y los cambios que esto implica, así como las nuevas responsabilidades para tener clientes satisfechos, leales y rentables.

Por último, el texto se dirige a directores comerciales, empresarios y emprendedores, así como a vendedores con aspiraciones gerenciales. También es de gran utilidad para profesores y estudiantes de pre y postgrado de carreras relacionadas con administración, mercadeo, ingeniería comercial, ingeniería industrial, gerencia, relaciones humanas, entre otras.

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