Thus it occurred since the origins of the capitalism in century XVI, with the overseas expansion of Portugal and Spain. In century XIX, the formation of the British Empire gave continuity to this process, and after that the conquest and settling of Africa for France, Italy, England and Germany. More recently, after the end of 2 World-wide War, the world attended the economic growth of the United States, which if became the first world-wide power, that carries through loans and financings to other nations and exports its products and companies for the world. The examples above allow to affirm that this economic and social formation possesss a vocation to conquer the planet: the fights for new markets, the magnifying of the foreign commerce and the expansion of the bourgeois ideas and the moral. Thus, the called globalization is not a recent phenomenon. But then why it is said as much in globalization in the current days? The reply she is directly on to the fact that, from the last decade of century XX, occurs acentuao of the phenomena occurred in the previous centuries. The new technologies of communication and the electronics had shortened the geographic distances between the markets.

It is had, in this way, that: The capital is managed twenty and four hours per day in financial markets globally integrated, functioning in real time for the first time in history: commercial transactions in the value of billions of dollar are carried through in question of seconds, through electronic circuits spread by all the planet. (CASTELLS, 1999, P. 111) It is important also to point out that the globalization is not restricted only to the world-wide reorganization of the economy. Together with this characteristic, the globalization has implications in the field of the politics and the culture. Boaventura de Souza Saints (1997) of the one important definition of this concept controversial.

In previous chances already we argue the important changes that had in recent years modified the relationship between customers and companies, with special emphasis for the increasing awareness with regard to its rights. In this scene it is important that the employees who act directly in the relationship with the customer are prepared to use to advantage the chances that they appear during the process of attendance to the customer to close the sales, or any another question that is being negotiated. fit Lady Stepper. A strategy very interesting and adjusted is to persuade the customer, what Robert Cialdine de Poder of the Persuasion is called by the American Psychologist, a set of 6 principles that can be adopted in set, or separately in accordance with the development of the negotiation. The first and more important principle is of the reciprocity. The base of this principle is to use to advantage the moments where you make something in special for the customer, surprises who it or that she is above of its expectations. A classic example is the installment of a service of maintenance of emergency during the dawn, or in the end of week, to save the delivery that the plant has that to effect in the following day. How many times when finishing the service its customer already said to it: ' ' I do not have as to be thankful to it, without its attention we would be lost …….

' ' you use that old phrase: ' ' he was not nothing, this is ours trabalho' '. In our optics you lost an excellent chance to consider to the customer a permanent contract of maintenance, or to offer that machine that the maintenance time reduces and would propitiate you lucrative sales. In synthesis, you it left to use a chance where the customer was with the sensation to be in debit with you, therefore she is known that the people do not like to have favors.