The health crisis has turned into an economic crisis and the implementation of a series of digital technologies that have established themselves and will mark the relationships between companies and their clients. In this context, companies must choose to maintain obsolete sales and after-sales formulas or opt for innovation; relying on the lever of technological evolution. We are facing a market that offers the customer a multiplicity of options that forces companies to seek the uniqueness that allows them to differentiate their portfolio of products or services from their competitors, otherwise they will be forced to disappear. 

In this context, today's salesperson must strive to know the customer's needs and carry out a correct forecast of future sales. To anticipate and respond and explain well what product it offers. Needs are satisfied when value is perceived. For this reason, as Jordi Martínez Llamas, Logistics expert at Deloitte , points out, “ in the post-covid era, 84% of customers will not Phone Number Data repeat a purchase due to the poor quality of the delivery service .” Do companies know what the main keys are to boosting sales? Identify the levers in sales operations In this global market in which there are multiple relationship formulas between company and client, it is necessary to know which levers organizations must rely on.

Without leaving aside the levers on which the company-customer relationship must rotate in the after-sales process. What better way to rely than on the knowledge and advice of experts in the field of academia or auditing and consulting. Cases of Doroteo González Pastor , professor of Corporate Education at ESIC , as well as an expert in the Commercial and Sales Area and partner-director of IMD Soluciones ; Luis José Callarisa Fiol , professor in the Marketing and Market Research Area at the Universitat Jaume I (UJI) and member of the IMV Innovation in Marketing research group ; and Jordi Martínez Llamas , manager of the Supply Chain team at Deloitte Spain where he leads the Logistics and Distribution practice.