So much for the increasing and dynamic development that the company has experiencing in general, as for the competitiveness established in these moments inside the market, the companies turn out to be forced to establish an improving at all the levels, in order to overcome the successful thing and to reach ambitious targets, both at quantitative and qualitative level.

The companies leaders not only want to keep on supporting this privileged position, but also to provide of the knowledge and sufficient hardware of work to the different commercial structures, so that in a certain moment and opposite to new possibilities of market, full conscience is had, on the part of the whole human team, of the challenge that he can suppose and the responsibility that it is necessary to acquire.

They already spent the years in which the sale was a relatively easy process, since it was faced to cover basically primary needs framed in an environment competitivamente weakly. At present, any company must consider the sale and his process to be a skill perfectly structured and organized towards a final target. Therefore, the companies are forced to offer to his sales network an instrument that allows a better knowledge of her itself, the environment and the product. This tool is the manual of the seller, who will allow to homogenize his sales force, in addition to giving a few rules of behavior and a wide knowledge to realize better the work. Logically the support of the same one can be reflected in role or informáticamente across the portable one.

Due to the practical and general character of this chapter, we will give a few rules detailed on the contents, as guide, which must be included. Obviously, everything manual has to be adapted to the characteristics of the product and of the market to which it is directed. Homely, the following topics have to talk each other, at least:

• Introduction.
• Interest information.
• The commercial adviser.
• The market.
• The client.
• The products and scale of products.
• The trade policy.
• The commercial organization.
• New technologies.
• General considerations of the manual.

Next we indicate a practical theoretical model that must serve to us to realize that of our company.