3.1. History of the company

Although the business address could think that the history of the company is a subject already known by the sellers, we have verified that many of them do not know the roots of the company at which they are employed, hence the need to remember the historical milestones that have allowed to the company to come up to his current state.

3.2. Flow chart

We consider to be essential that the seller should know the managerial structure, as well as the entire number of personnel and the place of the commercial team inside the same one. There will be defined the positions and persons who at present occupy every hierarchy to provide a deeper knowledge and in writing.

3.3. Awards, awards and quality stamp

To complete the historical milestones and to corroborate the managerial success, sometimes the awards obtained up to the date are enumerated, although it is not the most common thing in the manuals. Nevertheless, the quality stamps that they have both the company and the products it is important. For example, AENOR.

3.4. What do we want to be?

This paragraph will sum the managerial targets up, in a clear and concise way. Normally the goals are enumerated at external level, that is to say, what is the image of mark that wants to be reached on the market and the position in the sector. Inside the targets of the seller, it is convenient to emphasize the importance that has the commitment with the client and the professionalization of the team for the managerial success, since it is the extra cost most demanded by that one.

3.5. How will we obtain it

To achieve the targets exhibited previously, there will be enumerated a few basic rules that will allow to reach the above mentioned goal. Although every company presents its own weaknesses, in general there are clauses that the seller has to bear in mind at strategic level. Our experience indicates us that the most usual are a promotion of the mark, culture of orientation to the client, professionalism and rigor and a fulfillment of the corporate targets.

This section contains two very outstanding concepts that serve to the sellers like motivation, reflection and renewal:

• The corporate mission. General target, reason of the company. It usually appears in terms of profitability and commitment with the client.
• The vision. To the being the result of the experience and accumulation of information, it determines in what area the company is a leader or specialist.