In the last article we talked about what a Commercial Agent is. If you are an entrepreneur or have years with your company, you know your product or service better than anyone else. Of course, you also think no one can sell it better than you either.

This is not always true. Just because you know a product or service (even if you have invented it) doesn’t mean you know how to sell it. There are characteristics of a salesman (determination, optimism, persuasion) that are not possessed by all. In this case, you will need to hire a Commercial Agent.

How can I find a good Commercial Agent?

To choose a good agent, you must evaluate the following characteristics:

• The agent has to want to sell products or services like yours. Let us be clear, one must give to Caesar what is Caesar’s’. It is not impossible for an agent to go from selling lipstick to promoting a Fintech, but the more related you are to your area, the less time you lose in market research.
• The agent must have a professional and loyal attitude towards your company,
• The agent has to represent you with dignity and act as a representative in the market.
• The agent has to be proactive, ambitious and eager to earn money.

So, in which situation do you need a Commercial Agent?

• When you don’t fully know the market chosen for a product or service.
• When you’re looking to sell or export to other countries.
• When there are products without after-sales service, because there’s no returns or refunds.
• When there is a risk of unpaid bills.
• When there is a great variation of prices that demands a permanent contact with the buyers to be able to conclude the operations.

You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise. – Patricia Fripp

Do you know anything else about commercial agents? Do not hesitate to share it with us!

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