Sep 01 2014
The economic climate is difficult, but companies are always looking for commercial1. According to APEC, 46% of companies planning to recruit executives in the third quarter were hiring salespeople. An increase of 6 percentage points from the third quarter of last year. In
wholesale trade, 75% of 50,000 employees hired each year are commercial. "We absorb three-quarters of BTS, graduates negotiation and customer relationship management in the business units, international trade, technical sales," said Hugues Pouzin, CEO of CGI professional organization representing 120,000 businesses specializing in wholesale employing one million employees. 95% of recruitments are permanent. "You have to understand the product technically. It takes time to be able to advise providers and enterprise customers, "said Hugues Pouzin. Sales jobs
remain unloved young graduates and poorly known function. To break taboos, companies step up efforts. The Ferrero2 group offers students three days to discover the function of head of commercial. DCF Premier Club, which brings together business executives from major French companies, launched a scholarship in January of 1500 euros per student to encourage 10 graduates of BS Novancia Paris to engage in high-level business careers.
"Companies need profiles more qualified to meet the needs of the customer and a job that has become more complex," says Stéphane Vincent, business relations manager at Novancia BS. The school has launched the price of business developer that focuses on this new profile. "Trade must have a global vision of what they can contribute to detect opportunities to transform business and implement growth strategies that can boost sales of their clients and those of the business," says Stéphane Vincent . Lionel
Deshors, managing partner at CCLD, specializing in the recruitment business, confirms this trend. "This is why the market tensions. Some customers are moving to bin +3 / 5, where previously they were looking for tray 2 + / 3 +, "says he. Companies are restructuring their sales organization to respond to changes in consumption patterns, staff cuts in their clients. "But the difficulty in finding these patterns remains. Changing things requires real consideration of the valuation function, "he says. CCLD
this year launched a charter valuation of the business function. On the model of the Diversity Charter, Valo'com responsible for organizing the valuation function with youth and employers, commits signatory companies to take positive action in favor of the trade. Twenty large companies already adhere to the charter, such as Ferrero, Microsoft3, Carglass. "Our goal is 1,000 signatures in two years," says Lionel Deshors. The CEO of Valo'com Frederick Cousin, therefore a real challenge. Www.valocom.fr4 the site has just been launched, will be enhanced by a library of commercial professions, modules on how best to integrate the business into the company, information on best practices. SERVICE
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