Planejamento de vendas de uma empresa metalúrgica atuante no segmento de cutelaria para intensificar vendas e fortalecer o relacionamento com clientes situados na Bolívia e Paraguai

Abstract

The present study addresses the increasing need for innovation and market expansion in an ever-evolving international trade environment. The metalworking company under analysis boasts a lengthy 112-year history in the cutlery sector, a global presence with 17 overseas units, and operates in 120 countries, offering a wide array of products. In this context, the study focuses on Bolivia and Paraguay, two countries that play a significant role in the company's sales and revenue within the Latin American region. The primary objective is to identify strategies for boosting sales and strengthening customer relationships.The study follows a structure comprising 14 chapters, ranging from the company's characterization, analysis of the external and internal environments, to exploration of international trade and a SWOT analysis. The theoretical framework covers international trade, its advantages, exports, sales strategies, customer relations, as well as the socio-political and economic aspects of the Bolivian and Paraguayan markets. The methodology employed is qualitative and exploratory, based on a case study approach, providing in-depth understanding of the markets in question. The results are analyzed in Chapter Thirteen, with proposed strategies to enhance areas identified as deficient and achieve established objectives. The final considerations emphasize the importance of personalized strategies for each customer and how future negotiations can be conducted based on the findings of this study. Additionally, the limitations and future suggestions are addressed. This aims to enhance service excellence, strengthen customer relationships, and elevate the brand's profile in the markets under analysis. [resumo fornecido pelo autor]