Análisis de las tácticas engañosas que enfrentan la fuerza de ventas de una empresa comercial de la ciudad de Machala.

Abstract

In the business field, it is necessary to take into account that a good negotiation is based on the level of knowledge and skills of the person in charge of executing it, in this case the seller. And is that during the sales process, the appearance of objections by customers, is almost always, so the way in which sellers can respond to you, is what differentiates for each customer. That is why through the identification of those deceptive tactics that customers tend to use, in order to avoid closing sales, it is what allows the seller to have full security to be able to counteract them, based on a good strategy. The purpose of this study is to identify the deceptive tactics used by the customers in the sales process, from the qualitative method, through the interview technique used directly to the sales force. Based on the results obtained, it was determine that the sales force identified those deceptive tactics used by customers and, in turn, managed to establish based on their experience the ideal strategy to minimize objections.