The sales force at the test of commercial performance: The case of the Technico-Commercial profile

La force de vente à l'épreuve de la performance commerciale: Le cas du profil Technico-Commercial

A Hmioui (), Lhoussaine Alla, Badr Bentalha () and J El Ghalfiki ()
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A Hmioui: ENCGF - Ecole Nationale de Commerce et de Gestion De Fès - USMBA - Université Sidi Mohamed Ben Abdellah
Lhoussaine Alla: ENSAF - Ecole Nationale des Sciences Appliquées [Fès] - USMBA - Université Sidi Mohamed Ben Abdellah
Badr Bentalha: ENCGF - Ecole Nationale de Commerce et de Gestion De Fès - USMBA - Université Sidi Mohamed Ben Abdellah
J El Ghalfiki: ENCGF - Ecole Nationale de Commerce et de Gestion De Fès - USMBA - Université Sidi Mohamed Ben Abdellah

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Abstract: The sales force at the test of commercial performance: The case of the Technico-Commercial profile Summary: All human resources profiles, and particularly the sales force, are subject to the pressures of seeking managerial efficiency and organizational performance. From now on, the profile of the technical sales representative must be in line with this logic of seeking synergies between the dimensions of skills (technical, relational, prospecting and consulting) and the vision of sharing the value created. What is the standard profile of the technical sales representative likely to improve the company's sales performance? To address this issue, the literature review will allow us to identify the concept of the technico-commercial profile, its determinants, and its implications on the company's commercial performance. With qualitative empirical analysis, we will try to establish a standard profile, and to draw lessons from it in terms of training, recruitment, career management and retention.

Date: 2019
Note: View the original document on HAL open archive server: https://hal.science/hal-02392241v1
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Published in Alternatives Managériales et Economiques, 2019, 1 (1), pp.72-91

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