Commercial Consultative Management

What is Consultative Selling in the context of CLARO’s Commercial Management?

• A sales process focused exclusively on the product or service.

• A sales model focused on building relationships and trust.

• • A model where the seller persuades the client to make quick decisions.

• A sales approach that only adapts to the company’s internal process.

What is a key objective of Consultative Commercial Management?

• A) Increase pressure on leads to close sales.

• B) Improve long-term relationships and mutual benefit with the client.

• C) Quickly increase sales volume regardless of the process.

• D) Implement the same sales strategy for all clients.

Within the Value Proposition, which aspect is NOT a key element according to the document?

• A) The commitment to the client.

• B) The delivery of the service and product.

• C) Competing based on technological and personalized tools.

• D) Guaranteeing the client’s success.

According to the document, what is needed for the "Value Proposition" to be effective?

• A) To focus on what the company considers valuable.

• B) To exert pressure on leads.

• C) To reflect what Agents truly value.

• • D) Avoiding in-depth conversations with the client.

Consultative Commercial Management focuses on creating an environment of ____________ and trust that fosters a long-term, mutually beneficial relationship with the client.

Within the Value Proposition, the importance of having ____________ tools is emphasized to allow for continuous improvement in the process.

A consultative salesperson’s capabilities include helping the client understand their ____________ and needs.

One of the consultative salesperson’s essential skills is the ability to establish connections and hold conversations at different ____________ within the client’s organization.

In Consultative Commercial Management, closing sales is understood as a ____________ opportunity to optimize the Agents’ finances.

What is a fundamental competency for a consultative salesperson?

• A) Deep knowledge of the client’s operations and needs.

• B) Quickly persuading the client.

• C) Negotiating low prices to close sales.

• D) Avoiding in-depth conversations with the client.