TEACHING CASES IN SALES MANAGEMENT: A CAP IS ALSO SOCRED

Abstract

The companies that are part of the Seridó bonnet APL intend to insert their products in the mobilizing event of the 2014 World Cup, and in the face of the unusual situation, as they have never experienced a similar situation, they wonder about the best way to increase sales, considering the sustainability of sales after the games. APL consists of 80 cap manufacturers in the municipalities of Caicó, Serra Negra do Norte and São José do Seridó, and 14 companies that supply raw materials and accessories. The network of APL partners includes the Seridoense Association of Cap Manufacturers, the Support Service for Micro and Small Companies in Rio Grande do Norte - SEBRAE / RN, the Federation of Industries of the State of Rio Grande do Norte - FIERN, the Institute Euvaldo Lodi - IEL, the State Secretariat for Economic Development - SEDEC / RN, Banco do Brasil SA, Federal Institute of Education, Science and Technology of RN - IFRN, Banco do Nordeste do Brasil - BNB, Faculdade Católica Santa Teresinha - FCST, Seridó Sustainable Development Agency - ADESE. The case portrays a real situation experienced by the producers of caps from Seridó Potiguar and was built based on information gathered from publications, conversations with stakeholders and observations of the facts, the same being indicated for use by undergraduate students in administration, business management, marketing and tourism courses. It aims to make students reflect on the theme: sales, marketing and identification of threats and taking advantage of business opportunities.