{"id":30039,"date":"2019-01-29T07:00:52","date_gmt":"2019-01-29T06:00:52","guid":{"rendered":"https:\/\/visionarymarketing.com\/?p=30039"},"modified":"2020-11-26T10:36:59","modified_gmt":"2020-11-26T09:36:59","slug":"commercial-du-futur","status":"publish","type":"post","link":"https:\/\/visionarymarketing.com\/fr\/2019\/01\/29\/commercial-du-futur\/","title":{"rendered":"Du VRP des cavernes au commercial du futur – Livre blanc gratuit"},"content":{"rendered":"

Comment a \u00e9volu\u00e9 la vente au cours des 3 derni\u00e8res d\u00e9cennies ? Et surtout, comment la technologie a influ\u00e9 sur cette \u00e9volution ? L’ordinateur est-il l’alpha et l’om\u00e9ga de la vente ? Ou des techniques plus sophistiqu\u00e9es et plus modernes ont-elles \u00e9t\u00e9 introduites plus r\u00e9cemment ? Au travers d’un travail de recherche sur les diff\u00e9rents p\u00e9riodes de la vente avant, pendant et apr\u00e8s l’ordinateur, parsem\u00e9 d’interviews et d’anecdotes, nous avons retrac\u00e9 dans un livre blanc \u00e9crit pour notre client Touch & Sell, l’\u00e9volution du domaine de la vente. Tel est le sujet de ce fascicule intitul\u00e9 \u00ab\u00a0du VRP des cavernes au commercial du futur\u00a0\u00bb.<\/em><\/p>\n

\"commercial<\/a><\/span><\/p>\n

Un livre blanc sur le futur du m\u00e9tier commercial<\/h2>\n

Sous ce titre volontairement provocateur, nous avons voulu retracer l’\u00e9volution du m\u00e9tier de commercial. Il est bien loin le temps o\u00f9 les commerciaux s’appelaient VRP (voyageurs repr\u00e9sentants placiers pour ceux qui ne sauraient pas ce que cela veut dire). Des temps bien r\u00e9volus o\u00f9, au volant de leurs petites voitures, ces commerciaux d’un autre temps retrouvaient leur rond de serviette dans la pension de famille du Maine-et-Loire o\u00f9 ils avaient l’habitude de trouver le g\u00eete et le couvert entre deux clients.<\/p>\n

\"Commercial<\/a><\/span><\/p>\n

Les commerciaux aussi sont pass\u00e9s par la case transformation digitale<\/h2>\n

Le monde a chang\u00e9 depuis, les commerciaux aussi sont pass\u00e9s par la case transformation digitale. Et c’est cela que nous avons voulu retracer dans ce livre blanc con\u00e7u pour notre client Touch & Sell et en collaboration avec de nombreux experts du domaine de la vente : Fr\u00e9d\u00e9ric Vendeuvre de Halifax Consulting, Michael Aguilar dont tout le monde conna\u00eet les fameux \u00ab j’ai un job mais je m’en fous \u00bb sur LinkedIn, Bruno Barandas de Tharanys, sans oublier Didier Pawlak, DSI de P\u00e9n\u00e9lope, qui nous a pr\u00eat\u00e9 sa voix de client pour nous renvoyer un miroir, pas toujours flatteur, sur les pratiques de cette profession.<\/p>\n

\"commercial<\/a><\/span><\/p>\n

Parsem\u00e9 d’anecdotes, de t\u00e9moignages, de citations et de conseils, ce livre blanc est rythm\u00e9 selon trois p\u00e9riodes (avant, pendant et apr\u00e8s le rendez-vous) et selon trois \u00e9volutions technologiques qui ont transfigur\u00e9 le m\u00e9tier de commercial : avant, avec et apr\u00e8s l’ordinateur car, pour ceux qui n’auraient pas remarqu\u00e9, le temps o\u00f9 le commercial d\u00e9ployait fi\u00e8rement son laptop devant le client est sinon r\u00e9volu, du moins en passe de le devenir.<\/p>\n

\"Commercial
J’ai un job de commercial mais je m’en fous, une anecdote de Michael Aguilar<\/figcaption><\/figure>\n

Evolution des esp\u00e8ces commerciales<\/h3>\n

Nous avons con\u00e7u ce livre blanc \u00e0 la mani\u00e8re d’un livre ethnographique qui d\u00e9crirait l’\u00e9volution des esp\u00e8ces (l’esp\u00e8ce commerciale en l’occurrence) depuis les d\u00e9buts des ann\u00e9es 80 \u00e0 aujourd’hui. Un bon moyen de se reposer les bonnes questions sur l’utilisation des technologies \u00e0 la lumi\u00e8re de cette p\u00e9riode, inconnue de beaucoup de nos lecteurs, o\u00f9 l’ordinateur \u00e9tait un luxe, voire un outil collectif install\u00e9 au centre de la pi\u00e8ce et reli\u00e9 \u00e0 un ordinateur central, inaccessible du commercial sur le terrain.<\/p>\n

L’infographie du livre blanc<\/h3>\n

De ce livre blanc, nous avons tir\u00e9 une infographie, disponible en fin de cet article, qui d\u00e9crit les bonnes et mauvaises pratiques de la vente \u00e0 l’aune de l’utilisation des technologies. Alors, courez-y vite et d\u00e9couvrez si, par vos pratiques, vous faites partie des VRP des cavernes ou des commerciaux du futur ?!<\/strong><\/span><\/p>\n

\"Le<\/a>
le commercial du futur : un livre blanc de Touch & Sell<\/a><\/figcaption><\/figure>\n","protected":false},"excerpt":{"rendered":"

Comment a \u00e9volu\u00e9 la vente au cours des 3 derni\u00e8res d\u00e9cennies ? Et surtout, comment la technologie a influ\u00e9 sur cette \u00e9volution ? L’ordinateur est-il l’alpha et l’om\u00e9ga de la vente ? Ou des techniques plus sophistiqu\u00e9es et plus modernes ont-elles \u00e9t\u00e9 introduites plus r\u00e9cemment ? Au travers d’un travail de recherche sur les diff\u00e9rents …<\/p>\n","protected":false},"author":2,"featured_media":30064,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1613],"tags":[],"class_list":["post-30039","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-digital-marketing"],"yoast_head":"\nDu VRP des cavernes au commercial du futur - Livre blanc gratuit<\/title>\n<meta name=\"description\" content=\"Le commercial du futur : comment a \u00e9volu\u00e9 la vente au cours des 3 derni\u00e8res d\u00e9cennies ? 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