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

Abstract

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.