PROFESSIONAL SKILLS THAT ARE DETERMINANTS OF SUCCESSFUL SALES

• Autor(a) principal: Dias Neves, João Adamor
• Data de Publicação: 2013
• Outros Autores: Messias de Sousa, Manoel, Carneiro Barbosa, Francisco Sérgio
• Tipo de documento: Artigo
• Idioma: por
• Título da fonte: REAd (Porto Alegre. Online)
• Texto Completo: https://seer.ufrgs.br/index.php/read/article/view/41506
• topic: habilidades profissionais; inteligência emocional; qualidade da relação; marketing de relacionamento; habilidade em saber ouvir.; professional skills; emotional intelligence; relation quality; relationship market; skill in knowing how to listen; habilidades profesionales; inteligencia emocional; calidad de la relación cliente-vendedor; marketing relacional; habilidad de saber escuchar

This paper seeks to identify professional sales abilities and practices considered as determinants to successful sales procedures and, at the same time, this study highlights the ability in knowing how to listen to the client as already well knownd among sales professionals and deemed as the most important. Based upon a qualitative survey carried out with 499 national professional sellers, the results confirm and ratify the ability in knowing how to listen as the most relevant to successful sales actions. Taking into account the outcome and seeking to maximize the individual satisfaction of clients aimed at strengthening the client-supplier relationship, this study stresses that the success of sales actions becomes increasingly dependant on client-seller relationship reducing, this way, the importance of old sales process. The authors of this paper develop a particular approach of sales abilities determinant of successful sales, with emphasis on 3 main intangible variables which influence sales actions, such as client needs, client-supplier trust relationship and seller abilities. Finally, the authors stress the emotional aspects that influence the buying decision.