{"id":14982,"date":"2021-07-19T11:00:53","date_gmt":"2021-07-19T09:00:53","guid":{"rendered":"https:\/\/diariodiunconsulente.it\/?p=14982"},"modified":"2021-07-19T11:06:16","modified_gmt":"2021-07-19T09:06:16","slug":"sellers-suitcase","status":"publish","type":"post","link":"https:\/\/diariodiunconsulente.it\/en\/2021\/07\/19\/sellers-suitcase\/","title":{"rendered":"The Seller\u2019s Suitcase"},"content":{"rendered":"

by\u00a0Alberto Aleo<\/a><\/span><\/p>\n

One of the first corporate jobs I did, as a newly hired employee in the trade marketing<\/strong> department of a well-known motor vehicle manufacturer, was to\u00a0analyse<\/strong>\u00a0what our salespeople carried in their suitcases<\/strong> during their business trips, i.e. which materials they actually used to promote products and services. My boss back then wanted to understand what would be really useful to make the \u201cv<\/strong>alue of the offer<\/strong><\/a>\u201d reach the client in the clearest and most convincing way<\/span>.\u00a0What had originally seemed a minor job, in fact allowed me to take a very interesting and educational journey to discover both the sales stages<\/strong>, and the customer experience <\/strong><\/a><\/span>which is (or should be) linked to them. Here\u2019s what happened\u2026<\/span><\/p>\n

\"seller<\/p>\n

Photo Jorge Vasconez on Unsplash<\/span><\/p>\n

The Sales Book <\/span><\/h2>\n

The management\u2019s <\/strong>goal was to create a collection of materials, documents and marketing tools<\/span> \u2013 that we in the business called the \u201cSales Book<\/strong>\u201d \u2013 which would prove useful to the sales agents to do their jobs more effectively.\u00a0<\/span><\/p>\n

The project was a\u00a0success<\/strong> and eventually our \u201cSales Book<\/strong>\u201d became a portal dedicated to sales professionals (which was a brand new thing in the early 2000s), where they could find all the information concerning the offer<\/strong> and also question market trends<\/strong>, draft estimates<\/strong><\/a> etc. However, it wasn\u2019t easy at all. In order to create an effective architecture we had to consider all the modalities of engagement client\/seller<\/strong>, trying to detect all the different moments and, if possible, to anticipate requirements, difficulties and mistakes<\/strong><\/a>.
\n<\/span><\/p>\n

Try to step into our shoes<\/span>: <\/span><\/p>\n