Estratégias de vendas no atendimento dos clientes da concessionária volvo de Goiânia: um estudo de caso

Abstract

With the growing competition in the automobile market, companies need to adopt effective strategies to stand out. In this context, the present study outlined the objective of knowing the sales strategies in customer service at the Champion Volvo Goiânia vehicle dealership and the strategies for meeting the goals established by the company's commercial manager. To respond to this objective, a qualitative research of exploratory descriptive nature was carried out, using the case study method, where a semi-structured interview was applied to four employees of the concessionaire. The survey results were: interviewed employees agree that providing a comfortable environment, showing interest in the buyer's needs, attention, courtesy and education are fundamental strategies to start sales service. Other strategies presented for selling the products were: focusing on the client's budget and presenting the product's cost-effectiveness in relation to the competition's product and offering financing options and commercial conditions that are appropriate for each case. Regarding the strategies for meeting the goals set by the sales manager, he said he used strategies such as: recognition techniques, positive feedback, incentives and continuous training for his sales team in his daily life. And that also seeks to create a positive and collaborative work environment, where each team member feels valued and respected.