Barcelona City Council | Capital humà

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.

• 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.

Regulated training and graduates

• Minimum compulsory education
• Professionalism Certificate: Sales activities (Level 2)
• Certificat de Professionalitat de la Família Comerç i Màrqueting: Gestió comercial de vendes (Nivell 3)
• Professional Training Course(s) in the field of Trade and Marketing - Intermediate Level: Trade activities
• Professional Training Course(s) in the field of Trade and Marketing - Intermediate Level: Trade activities, logistics professional profile
• Professional Training Course(s) in the field of Trade and Marketing - Advanced Level: Trade and Marketing
• Professional Training Course(s) in the field of Trade and Marketing - Advanced Level: Sales and commercial spaces management

Complementary training

Other specific skills

Market research knowledge (techniques of Marketing Information System).
Medium knowledge of English. This is essential if they carry out their work internationally.
Depending on the geographical area designed knowledge of another language can be requested.
Mastery at the user level of office automation tools.
Driving licence in order to move easily.

It is highly advisable to have previous professional experience in the field of sales to develop this profession. It is also highly advisable to provide professional experience related to the product and the corresponding subsector.

Planning and organisation: Level 2

Customer orientation: Level 3

Learning and use of knowledge: Level 2

Negotiation: Level 3

Networking: Level 2

Customer service

Direct and personal interaction with people and relating to the public are highly-motivating activities for individuals who have an interest in the field of customer service. A focus on people and on satisfying customers' needs is key in the occupations included in this field. These jobs entail the need to know suitable techniques for attending to the public and being able to give appropriate service that is tailored to their needs and expectations. Good examples are activities which offer assistance and guidance during functions, trips or at facilities, and those which provide advice in relation to products and services.

Management

The organisation, administration and control of a company or entity are the main interests of people related to the management field. Activities included in this field of interest vary from effective resource management, feasibility analyses and solving business problems to the development of skills and fostering of motivation in relation to human resources. Knowledge regarding specific techniques of strategic administration and business management are required to carry out these activities.

Section manager

Shop Coordinator

Promotional contents manager

Trade specialist

Financial advisor

• Work hours

  Both salaried and independent professionals usually work with flexible working hours, that is, adapted to the particularities of each client's schedule. The usual 40-hour-a-week workday is tailored to customers demand in order to make it easy for them to set up visits.
  
  The most common thing is that the commercial agents' working hours take place from Monday to Friday, although in some subsectors (such as restaurants or leisure) they can also work on Saturdays.

• Salary

  The salary range is between 20,000- and 30,000-euros gross per year.

• Other features

  To carry out this occupation, it is highly advisable to register in the official college of commercial agents of the Autonomous Community in which the profession is practiced.
  
  This occupation requires great negotiation skills and a lot of patience in dealing with clients.

A large proportion of commercial agents work independently, for one or more companies at the same time. This means that their professional activity is regulated by a commercial contract, not a labour one.

• Human resources and equipment

  It is essential for these professionals to have a vehicle, mobile phone, laptop and Internet connection, since their work is primarily carried out on the road, visiting clients. In general, they do not need their own office.

• Initial investments

  The material resources necessary to carry out this activity cost between 15,000 and 20,000 euros, with the vehicle being the largest investment.