Estudo dos critérios para o estabelecimento de vendas no varejo

• Autor(a) principal: Pereira, José Alexsandro de Oliveira
• Data de Publicação: 2013
• Tipo de documento: Trabalho de conclusão de curso
• Idioma: por
• Título da fonte: Repositório Institucional da Universidade Federal do Ceará (UFC)
• Texto Completo: http://www.repositorio.ufc.br/handle/riufc/30135
• topic: Vendas - Administração; Comércio varejista

Show the history of sales, where a not too distant past, the sales manager was just a man concerned with managing business, closing sales. Today, the complexity of business and multiproduct, it must be a strategist field while planning and making decisions. From the twenty-first century, the sales professional must be qualified to plan, direct, manage all activities of the sales force in markets unstable and require rapid sales growth. Discuss the Brazilian retail market, because it is a branch that grows in our country. In the first chapter is shown the introduction of work, showing the trend in sales over time. In the second chapter will be shown the history of personal selling, will be shown the importance of the seller and how it should be done your work, we will show how the market should be segmented in general, because there are big differences in each type of market in which firms want to act, and there are different types of customers. In the third chapter will be presented to sales management and how performance should be related to the seller to customers in general as factors that affect the performance of vendors such as remuneration and training. In the fourth chapter will be talking about retail sales and all criteria for establishing sales as well as the structure and changes in the environment, will be shown to the retail store and no retail store. In the fifth chapter we will see the completion of the work, showing the main points visas.