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SIAMO SEMPRE PIU GESTORI DI RELAZIONI D’AFFARI

Se è vero che in Italia esiste almeno 1 milione di lavoratori indipendenti è altrettanto vero che non siano ne’ venditori, ne’ promotori, né sviluppatori puri. E’ verosimile che gli stessi prestino le loro competenze avvalendosi delle buone relazioni che intrattengono con i loro clienti. Ecco come evolve il mondo. Diminuisce il numero di venditori puri ed aumenta il numero di gestori di relazioni d’affari.

Eppure chissà perché quando si chiede ad un giovane laureato di sviluppare relazioni d’affari si ottiene quasi sempre un rifiuto. Qualunque sia la proposta che gli viene fatta la reazione è del tipo: a me non piace vendere. Se invece gli chiedi se gli piacerebbe fare l’imprenditore, la risposta è quasi sempre positiva. Idem se gli si proponesse di diventare  professionista. Nell’un caso e nell’altro avrà pur pensato che per poter lavorare occorre che ci sia qualcuno che chiede di avvalersi delle sue prestazioni? Se ha deciso di essere indipendente avrà pure ammesso di dover gestire relazioni d’affari in modo da farsi assegnare più lavori possibile.

Nel mondo attuale non esiste quasi più chi vende e che acquista e basta. Oggi esistono  gestori di relazioni d’affari, un po’ venditori, un pò acquirenti, molto competenti in qualche materia. Nemmeno i responsabili dello sviluppo commerciale verso i supermercati non sono più venditori puri. La stessa cosa vale per gli obsoleti venditori di spazi pubblicitari. Se vogliono sopravvivere devono evolvere verso figure più complete che sappiano cogliere le aspettative dei loro interlocutori, che cerchino di interpretare le preferenze per questa o quella soluzione. I tradizionali venditori di spazi pubblicitari devono evolvere verso propositori di soluzioni ad hoc. Non solo, ma devono anche conoscere le redemption di un media piuttosto che dell’atro, l’efficacia di una soluzione piuttosto che di un’altra. Devono anche essere esperti del business nel quale operano. Oggi devono soprattutto  saper proporre pacchetti di soluzioni. Il motivo è semplice: le aziende, non potendo fare a meno di comunicare cercano  soluzioni che più di altre siano  più adatte a migliorare il  loro posizionamento. Vincerà chi saprà offrire tali soluzioni.

Neanche un venditore di minuterie metalliche vende più solo prodotti. Deve preoccuparsi di proporre soluzioni innovative, deve introdurre soluzioni Internet based in modo da far risaltare i risparmi e l’efficacia del servizio.

Se poi si aggiunge che le aziende tendono a remunerare sempre più sulla base di incentivi proporzionali ai risultati sia i tradizionali venditori puri, sia i lavoratori indipendenti finiranno per assomigliarsi.

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