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Trade specialist or commercial advisor


Commercial agents are responsible for executing the activities of commercialization and sale of products and/or services, acting as an intermediary between the manufacturer or distributor of products and/or services and the purchasing company.

They promote, negotiate and finalize business operations, and in general, this job does not imply an immediate sale, since the client needs more than one visit from the agent until the final purchase decision is made and to establish the links that facilitate loyalty for subsequent operations.

These professionals may work with different target audiences: they may sell and commercialize the product or service from company to company, known as Business to Business (B2B) sales process; or go from company to end customer, known as the Business to Customer (B2C) sales process.

Commercial agents must be very well informed, since they must obtain, synthesize and interpret the most reliable and up-to-date information on the markets. Usually, these professionals depend on the business manager or manager.


Commercial agents carry out the following tasks:
  • Keep in direct and periodic contact with clients and potential clients. Plan the routes of visits, prepare the documentation, visit the clients. Understand and diagnose each client's needs.
  • Inform and advise the client on products and services available. Prepare budgets and inform about delivery times.
  • Carry out the administrative processing of the sales process, sending the order and informing seethe headquarters.
  • Perform the post-sale monitoring of the order, ensuring that the commitments made in the sale (delivery date, quantity, quality, product characteristics, transport conditions, payment, etc.) are fulfilled as agreed.
  • Within the framework of their responsibility, serve and resolve the claims presented by the final clients.
  • In charge of maintaining the client portfolio through regular contacts, with the aim of keeping them loyal for future possible purchases. Identify their level of relationship with the entity and the risk of abandonment and, based on these facts, decide the channels and commercial efforts to be made. Prepare reports on the status of the client portfolio.
  • Inform their immediate superior about the clients recruited, the contracts formalized and the forecast of commercial actions to be carried out.
  • Obtain and process the pertinent information through knowledge of the market in which they operate, such as magnitude, entry barriers, customers, potential customers, suppliers, direct competition, indirect competition, etc.
  • Carry out prospecting and market research in order to increase their customer base.
  • Advise client companies on changes and incidents in the market.
  • Advise manufacturers and/or suppliers on new customer needs in order to promote improvements or new product launches.

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Centre per al desenvolupament professional Porta22

Barcelona Treball (Porta22)
Llacuna, 156-162, 08018 Barcelona

Monday to Friday from 9 to 18 h

Generalitat de Catalunya
Unió Europea FEDER
Unió Europea FSE