Experiencia: Organización de la visita, revisión de planes, resumen de acuerdos y análisis de la visita.
“En una importante cita con el grupo primario de una compañía de alimentos, asistimos cuatro personas, dos que recibimos el programa de Entrenamiento en Ventas y dos que no lo han recibido. Me encargué de la preparación de la reunión, nos pusimos de acuerdo en organizar la presentación de acuerdo a las necesidades de la empresa. Llegamos a la cita, en el chequeo de las personas una de las ejecutivas de la compañía de alimentos presentó a su equipo de trabajo y nos invitó a que nos presentáramos, al tiempo nos expuso las necesidades de la empresa. Presentamos nuestra propuesta de acuerdo a sus necesidades y resultado de esta quedamos en 14 compromisos de trabajo, los cuales los diligenciamos en nuestro reporte y a la vez los dejamos claros entre las partes en el resumen de acuerdos. Me di cuenta que no llevaba valor agregado y traté por gestos de decirle a un compañero que los entregara él, sin embargo interpretó en mis gestos que no entregara nada, oportunidad de mejora que detectamos en el análisis de la visita. El cliente manifestó su satisfacción en la organización de la reunión, y los compañeros que no han recibido el programa de Entrenamiento en Ventas vieron una gran diferencia en lo estructurado de la visita.”
Entrenador Gabriel J. Soto
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