{"id":3379,"date":"2024-05-21T09:52:38","date_gmt":"2024-05-21T08:52:38","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=3379"},"modified":"2024-05-21T09:55:14","modified_gmt":"2024-05-21T08:55:14","slug":"sales-manager-sales-specialist-e-sales-executive-chi-sono-e-cosa-fanno","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/it\/blog\/sales-manager-sales-specialist-e-sales-executive-chi-sono-e-cosa-fanno\/","title":{"rendered":"Sales manager, sales specialist e sales executive: chi sono e di cosa si occupano"},"content":{"rendered":"\n<p><strong>Sales manager<\/strong>, <strong>sales specialist <\/strong>e <strong>sales executive <\/strong>fanno capo al settore commerciale. Di solito sono inserite in una gerarchia di ruoli, le cui mansioni hanno talvolta confini sfumati. Essi si occupano della clientela nelle fasi centrali del <a href=\"https:\/\/www.salesforce.com\/it\/blog\/2023\/04\/come-mappare-il-customer-journey.html\">customer journey<\/a>, dalla ricerca di nuovi clienti alla fidelizzazione di quelli esistenti.<\/p>\n\n\n\n<p>In questo articolo analizzeremo questi tre ruoli fondamentali nello sviluppo del business di una PMI. Vediamoli insieme.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-sales-manager-cosa-fa-sue-competenze-e-qualita\"><strong>Sales manager cosa fa, sue competenze e qualit\u00e0<\/strong><\/h2>\n\n\n\n<p>Il <strong>sales manager<\/strong> \u00e8 il <strong>responsabile<\/strong> delle <strong>vendite<\/strong>: definisce gli obiettivi commerciali da raggiungere a medio e lungo termine. Per fare ci\u00f2 studia il mercato e le tendenze, la concorrenza e il target di riferimento.<\/p>\n\n\n\n<p>Inoltre pu\u00f2:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>raccomandare le iniziative di marketing per raggiungere tali obiettivi<\/li>\n\n\n\n<li>scegliere gli strumenti e i canali di vendita pi\u00f9 adatti<\/li>\n\n\n\n<li>sovrintendere l\u2019andamento del piano commerciale<\/li>\n\n\n\n<li>monitorare i dati di queste azioni<\/li>\n<\/ul>\n\n\n\n<p>Il <strong>sales manager<\/strong> pu\u00f2 interfacciarsi con molti reparti, dalla ricerca e sviluppo al customer service fino alla direzione. Dato il ruolo di spiccata responsabilit\u00e0 e i suoi diversi compiti dovrebbe possedere solide competenze in:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>raccolta e analisi dati<\/li>\n\n\n\n<li>capacit\u00e0 previsionali di dati<\/li>\n\n\n\n<li>economia<\/li>\n\n\n\n<li>conoscenza approfondita del settore di riferimento<\/li>\n<\/ul>\n\n\n\n<p>Inoltre tra le soft skill avere un\u2019ottima padronanza di:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>leadership<\/li>\n\n\n\n<li>problem solving<\/li>\n\n\n\n<li>tecniche di vendita e di comunicazione efficace<\/li>\n\n\n\n<li>team building<\/li>\n\n\n\n<li>time management<\/li>\n<\/ul>\n\n\n\n<p>Egli gestisce il proprio team e riporta a un <strong>direttore vendite<\/strong>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-sales-executive-cosa-fa-quali-competenze-e-qualita-possiede\"><strong>Sales executive cosa fa, quali competenze e qualit\u00e0 possiede<\/strong>?<\/h2>\n\n\n\n<p>Il <strong>sales executive<\/strong> o <strong>direttore vendite<\/strong> \u00e8 una figura manageriale che svolge mansioni di pi\u00f9 ampio respiro e responsabilit\u00e0 rispetto al <strong>sales manager<\/strong>. Di questi ultimi ne pu\u00f2 coordinare diversi coi rispettivi team e intrattenere rapporti diretti con i vertici aziendali nelle aziende di grandi dimensioni. In quelle meno strutturate le due posizioni possono coincidere.<\/p>\n\n\n\n<p>Il suo incarico principale \u00e8 ampliare il volume d\u2019affari attraverso iniziative di marketing a lungo termine.<\/p>\n\n\n\n<p>Le sue attivit\u00e0 sono simili a quelle del <strong>responsabile vendite<\/strong>. In aggiunta egli pu\u00f2:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>pianificare obiettivi di vendita nel lungo periodo<\/li>\n\n\n\n<li>individuare la concorrenza estera<\/li>\n\n\n\n<li>amministrare un budget pi\u00f9 ampio<\/li>\n\n\n\n<li>scegliere gli strumenti di <a href=\"https:\/\/www.salesforce.com\/it\/learning-centre\/crm\/what-is-crm\/\">Customer Relationship Management (CRM)<\/a> pi\u00f9 adatti<\/li>\n\n\n\n<li>occuparsi di packaging e logistica<\/li>\n\n\n\n<li>analizzare il mancato raggiungimento degli obiettivi commerciali e attuare misure correttive<\/li>\n<\/ul>\n\n\n\n<p>Ne deriva una maggiore responsabilit\u00e0 e un pi\u00f9 vasto raggio d\u2019azione.<\/p>\n\n\n\n<p>Per quanto riguarda le hard skill il <strong>direttore commerciale<\/strong> dovrebbe possedere una profonda conoscenza dei mercati e delle loro dinamiche economiche per individuare nuove opportunit\u00e0 di business, avvalersi di strumenti di analisi dati approfonditi e conoscere molto bene le lingue straniere.<\/p>\n\n\n\n<p>Egli opera spesso e volentieri nel mercato internazionale.<\/p>\n\n\n\n<p>In aggiunta alle soft skill del <strong>sales manager<\/strong> dovrebbe saper padroneggiare:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>forte leadership<\/li>\n\n\n\n<li>spiccate doti organizzative e gestionali<\/li>\n\n\n\n<li>gestione dei conflitti e del rischio<\/li>\n\n\n\n<li>resilienza<\/li>\n<\/ul>\n\n\n\n<p>per poter lavorare su pi\u00f9 progetti contemporaneamente.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-sales-specialist-cosa-fa-soft-skill-e-hard-skill\"><strong>Sales specialist: cosa fa, soft skill e hard skill <\/strong><\/h2>\n\n\n\n<p>Le mansioni del <strong>sales specialist<\/strong> hanno dei punti di contatto con quelle del <strong>responsabile vendite<\/strong>, ma hanno un carattere pi\u00f9 operativo. Oltre a cercare potenziali clienti, ne cura i rapporti nel post vendita con attivit\u00e0 di follow up. Inoltre:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>prepara presentazioni e proposte commerciali<\/li>\n\n\n\n<li>negozia e chiude i contratti<\/li>\n\n\n\n<li>propone nuovi prodotti o servizi<\/li>\n\n\n\n<li>utilizza un CRM, i social network e sistemi di mailing automatizzati<\/li>\n<\/ul>\n\n\n\n<p>Deve pertanto possedere solide:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>competenze digitali<\/li>\n\n\n\n<li>conoscenze del mercato e delle sue dinamiche<\/li>\n\n\n\n<li>conoscenze delle lingue straniere<\/li>\n\n\n\n<li>tecniche di vendita<\/li>\n<\/ul>\n\n\n\n<p>A negoziazione, comunicazione efficace e problem solving, si aggiunge un\u2019altra soft skill: un\u2019ottima organizzazione.<\/p>\n\n\n\n<p>Grazie a queste competenze sar\u00e0 in grado di instaurare proficue relazioni con i clienti e sviluppare ulteriori opportunit\u00e0 di business con il conseguente aumento delle vendite.<\/p>\n\n\n\n<div class=\"layout-two wp-block-salesforce-blog-offer\">\n\t<div 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professionali?<\/p>\n","protected":false},"author":56,"featured_media":3392,"comment_status":"open","ping_status":"open","sticky":true,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[11],"sf_content_type":[],"blog":[1114],"coauthors":[2],"class_list":["post-3379","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales","blog-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Sales manager, specialist ed executive: cosa fanno? | Salesforce<\/title>\n<meta name=\"description\" content=\"Scopri di pi\u00f9 sui Sales Manager, Sales Specialist, Sales Executive: chi sono e di cosa si occupano queste figure professionali?\" \/>\n<meta name=\"robots\" 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