Mito ou verdade em vendas no. 16: A maior parte dos vendedores de varejo no Brasil não fazem venda adicional.
Autor: Marlus Jungton | Publicado: 2012-05-27T19:28:00-03:00

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Verdade!



Quanto
sua empresa perde por mau atendimento ou porque os vendedores não aproveitaram
as oportunidades de vender mais? Difícil prever, não é mesmo! Mas confira
alguns indícios nesta pesquisa que levantou os dados de 1,6 milhões de avaliações
de atendimento em loja do tipo “cliente secreto” (mystery shopping) realizadas em 32
países:



<!--[if !supportLists]-->-&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->25% dos clientes não receberam nem um sorriso
durante o atendimento (os melhores países são Áustria e Paraguai com 96% cada).

<!--[if !supportLists]-->-&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->21% não chegaram a ser cumprimentados.

<!--[if !supportLists]-->-&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;
<!--[endif]-->55% não receberam, por parte do vendedor,
sugestões de produtos ou serviços complementares no ato da compra – a venda
adicional (o vencedor é a Letônia com 90%. A Colômbia vem na sequencia com 74%
respectivamente).



Fonte: &nbsp;8a edição da pesquisa “Smiling Report” realizada
em 2011 pela empresa sueca Better Business World Wid (Em parceria, no Brasil,
com a empresa Shopper Experience).



&gt;&gt;&gt;&gt; Conteúdo originalmente
publicado em junho de 2012 na Revista VendaMais (www.vendamais.com.br) pela coluna “Pesquisas
de Vendas” que é assinada todos os meses por Marlus Jungton.






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