Archive for June, 2016


Saturday, June 25th, 2016

Posted in General | Comments Off on Territories

It corresponds to all business processes that allow you to plan, execute, measure and evaluate the internal activities of support to the sales force. These activities they can vary greatly from company to company, but in general we can speak of the following kinds of activities: preparation of the sales budget definition of commercial Territories allocation of sales force customer definition of programmes or plans visit to customer definition and follow-up plans commercial incentive definition and definition loyalty programs management and management of strategies for positioning and market penetration across the product portfolio management sales force and schemes of prices, discounts, incentives, etc. As you can see, these are key activities in the commercial management, which are not performed by the sales force, but that if not someone, make them the sales force can act to drift. I dare say that all companies performing these activities, but in the vast majority of cases, are activities that perform functions are not the commercial area and are responsibilities of administrative areas. What is the problem with? This? All these activities must be chained and synchronized to a commercial strategy. When they are implemented by areas that do not obey a commercial strategy, is when conflicts and problems occur.

In the experience we’ve had implementing projects of SFA, it is advisable to have a working unit be responsible for these functions and which depend on the commercial direction. We usually call this unit sales management or business administration. Its main mission is to plan, disclose, monitor and measure the elements that are needed to allow the sales force to escape to the field to fulfill his mission. From the technological point of view, this function of support should be supported on a series of information tools that nimbly enable process information which must be transmitted to the sales force, and in turn, process, Digest, and communicate all the information received from the field.

Emotional Intelligence

Monday, June 20th, 2016

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Within the seminar programme of development and Marketing staff organized by the College of business management and Marketing, ESIC (May 2006), we were meeting environment to the emotional intelligence (EI). It was in those days that you have left a special near the amygdala sensation, as if the development of the class would have exceeded your expectations. And that had brought me doubts about my blogger communication. Let me explain. Says the teacher at the Seminary that IE does not give free rein to our feelings and expose all our intimacies. I do well to write these and other topics in this blog? I think that EI will in relation to the ability to express our own feelings in the most appropriate and effective way, allowing collaboration in the pursuit of a common goal and that is the line of this blog (I hope my personal and professional competencies have used properly to reach this deduction and do not have me fooled myself).

Also points that IE does not mean only be polite; There are strategic moments in which kindness is not precisely required, but openly face an uncomfortable reality that cannot escape is longer. Also, the degree of development of the IE is not genetically determined and neither develops exclusively in our childhood. EI is a learning process maturity is the word that traditionally it has been called. I bought the book emotional intelligence by Daniel Goleman in 1996, text I have seen it on the shelf for more than one Senior Executive. Later agencie practice of the emotional intelligence of the same author suggest only the second-, but I have been aware now that already in the year 1905 Alfred Bidet attempted to measure it and in 1920 e. l. Thorndike spoke of social intelligence David Wechsler in 1943 he spoke of social adaptability.

In the Decade of the 1990s, Howard Gardner debated environment to multiple intelligences, Reuven Bar-On on emotional coefficient (CE) and Meter Salovey and John Mayer in 1990 tried first to emotional intelligence. Let’s say that Goleman democratized or spread the concept. There is a text that got me in 1997 emotional strategy for executives, Robert K. Coope and Ayman Sawaf, which I quite enjoyed. The term emotional intelligence refers to the ability to recognize our own feelings, those of others, motivate us and properly handle the relationships that we maintain with others and with ourselves. It is based on five elements: self awareness, motivation, self-control, empathy and relationship ability. Today the entrepreneur, as well as specific technical competencies for each position, seeks ability to listen and communicate; adaptability and creative response to setbacks; control of self, confidence and motivation to work; Group effectiveness, cooperation, ability to negotiate; active involvement and leadership potential. We are faced with an environment increasingly more turbulent, unpredictable and agitated, with very rapid and profound, changes within dizzying transformation processes affecting all social areas, within a highly competitive environment. Interactions that we maintain at work are of the same nature than any other relationship of our lives and, in consequence, they also involved our passions. There are few companies that question to what extent create stress, the tendency is to blame the victim. However, through EI, spirit of achievement, collaboration economy is pumped and is built with integrity.

Some Brazilian History

Saturday, June 18th, 2016

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About Brazil, most people know very little, other than that the country is very successful in football and that the national drink is the Caipirinha. If you ask, however, the eating habits of Brazilians to harvest usually only shake their heads. It is feijoada, the hearty bean stew from Brazil, the national dish par excellence. Feijoada consists mainly of Feijao, a black bean, you will encounter mainly in Brazil and may, in Germany only in specialty food stores. Depending on the preparation method includes the typical feijoada different types of meat, traditionally often the least valuable parts of the pig, such as feet, ears and cheeks, and is served with rice and Faroffa, toasted manioc flour. The history of Feijoadas is almost as old as the history of Brazil itself and goes back as much in this country, at the time of colonization and slavery. More info: PayNet. The owners of the sugar and coffee plantations with hundreds of uses for a single plantation slaves, gave them only the From the remains of what they used for you and your family. This enabled slaves, only the parts of the meat available, which no one else wanted.

Since Feijao and rice were the cheapest used by the plant people, the slaves had to cook these ingredients is a wholesome meal. This was the birth of the Feijoada, a simple but tasty dish, that was nutritious enough to let the slaves slave away all day. Over time, the preparation methods refined and adopted, with the addition of cassava, oranges, and Cove, a kind of Brazilian green cabbage, also moving into the fine cuisine of Brazil. But even after the end of slavery remained the Feijoada and Feijao a staple food that everyone could afford. While today in Brazil are also very expensive restaurants that offer feijoada in all imaginable variations into salted prices, it has become simpler methods of preparation of the poorest to the richest stratum of Brazil is an integral part of daily diet. There is a little simple meal in a fast food restaurant in which Feijao not least served as a side dish. So you can certainly say that the black-bean Feijao for the Brazilians to be at least as much as the potato for the average consumer from Germany.