Planejamento de vendas para pequenas empresas de uniformes corporativos: estudo de caso da empresa Alfa Uniformes

Abstract

In order to propose an effective sales plan for Alfa Uniformes, a small company in the corporate uniforms sector, theoretical references on sales, specifically B2B, were explored. This theoretical framework provides the necessary foundation for understanding current practices and aims to identify opportunities for improvement and develop specific strategies to enhance the company’s competitiveness in the B2B market. Direct data collection from the business partners was essential to contextualize and validate the theoretical information presented. Data analysis revealed that the company’s sales practices are informal and rely on a single saleswoman, that the CRM is not used effectively, and that there is a gap in retaining long-term customers. These factors highlight the need for a more structured process for demand generation and customer follow-up, aiming to increase competitiveness and ensure the sustainable growth of the business.