"To undertake you have to sell"

On June 23, the Department of Continuous Training and the Faculty of Administration Sciences presented the event "Governance of High Performance Commercial Teams", by the Cuenca speaker Ernesto Zea, with more than 25 years of experience in the sales area and business management.

Zea began her speech with the phrase "if you want to undertake, you have to sell", likewise she identified two important factors such as: tolerance to failure - "do not take it personally when a sale is not made", and empathy, to know how the customer behaves.

The need to create demand, and not only to capture it, implies a greater knowledge of the customer, so the sales force must lie in certain skills of the seller, added the exhibitor.

Finally, he closed his speech by mentioning that "without pain there is no value and without value there is no business."

He concluded by stating that it is impossible to replace a vendor with a digitized or robotic entity due to the importance of the relationship between customer and vendor.

UDA Correspondent