Angariação de novos clientes para contratos de manutenção na Schmitt Elevadores

Abstract

The knowledge of the competitive forces of a company’s activity sector and of the expectations and behavior of its consumers are extremely important for any services provider. Understanding the factors will make the whole process of acquiring new customers in a more effective and efficient method. In this final work I based myself in the experience and information obtained during my intern on Schmitt Elevadores Lda to develop the various steps of the campaign to acquire new customers that I participated in. Besides, through a short market study about real estate administration companies, I tried to identify the true competitive advantages of this segment’s clients so that future marketing campaigns can achieve a greater level of effectiveness. From this work it is possible to reach two main conclusions. The first one is the need of analyzing a company’s human resources in the planning steps of new processes for acquiring new customers, in order to avoid low or moderate success. The other conclusion lies in the fact that, sometimes, an organization considers having certain competitive advantages which aren’t perceived or considered as so for the clients. When that happens, it is important to discover or develop new points for differentiation in order to win at the markets.

Date of Award	2012
Original language	Portuguese
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Susana Silva (Supervisor)