In addition to knowing his market, the seller has to meet the client to whom it speaks, whom is the meaning of life of the company. The client is more and more formed and informed, for what the adviser must give answer to his increasing demands with the same grade of information and of a personalized way and with a formal commitment.

6.1. Characteristics

Since we have commented, to meet the clients is fundamental so that the sellers adapt his commercial messages because of his needs. It is positive that this knowledge includes each and everyone of the characteristics that are of interest for the sellers, so that it could study in depth his understanding and the process for which it happens before taking the final decision.

6.2. Clients' classification

The clients' typology of a company changes according to the sector in which this one is unrolled, being able to go from direct clients to the industrial ambience to final clients of the channel big consumption.

In the manual so many types differ as it is necessary, so that the seller familiarizes himself with the concepts and realizes the above mentioned distinction. A very common practice is to classify them under three categories (To, B, C) according to the buy volume, and to assign to them a symbolic name that the sellers remember easily and with which they feel comfortable.

6.3. Mechanics with every type of clients

The management with every type of client is a strategic weapon that the seller cannot ignore. For it, there will be explained the most adapted mechanics to be continued with every type of client, according to the previous classification and the target that should be claimed by each one.

6.4. Recovery of lost clients

The recovery of lost clients, subject dependent on the majority of the commercial teams, can be treated in the manual like a strategic question, since not only it is profitable to receive and to make the habitual clients faithful, but the ancient clients are an interesting option that increases the opportunities of the portfolio of every seller.