SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES
Autor(a) principal: | |
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Data de Publicação: | 2017 |
Outros Autores: | , , |
Tipo de documento: | Artigo |
Idioma: | eng |
Título da fonte: | Brazilian Journal of Operations & Production Management (Online) |
Texto Completo: | https://bjopm.org.br/bjopm/article/view/V14N1A13 |
Resumo: | Micro and small companies are lighting up in numbers and economic importance in the Brazilian market. In the sector of services, they already account for 27% of GDP. Given this importance, the purpose of this paper is to analyze how the integration of tools such as Planning Programming and Control of Production tools, together with the Quality Engineering tools such as performance management through indicators, can help to achieve the objectives of the organizations, especially small business, in the sales area. Boosting thus, strategically, these organizations to achieve and exceed their sales goals, become increasingly competitive, and growing in size and quality of service. The results obtained through the case study were satisfactory in 2014, where the signs of a crisis were already indicated in the country, this small business increased its sales by 12% compared to the year 2013. |
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oai:ojs.bjopm.org.br:article/270 |
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ABEPRO |
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Brazilian Journal of Operations & Production Management (Online) |
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SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSESPerformance ManagementQuality ToolsSales StrategyGoals.Micro and small companies are lighting up in numbers and economic importance in the Brazilian market. In the sector of services, they already account for 27% of GDP. Given this importance, the purpose of this paper is to analyze how the integration of tools such as Planning Programming and Control of Production tools, together with the Quality Engineering tools such as performance management through indicators, can help to achieve the objectives of the organizations, especially small business, in the sales area. Boosting thus, strategically, these organizations to achieve and exceed their sales goals, become increasingly competitive, and growing in size and quality of service. The results obtained through the case study were satisfactory in 2014, where the signs of a crisis were already indicated in the country, this small business increased its sales by 12% compared to the year 2013. Brazilian Association for Industrial Engineering and Operations Management (ABEPRO)2017-05-26info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionPeer-reviewed Articleapplication/pdfhttps://bjopm.org.br/bjopm/article/view/V14N1A1310.14488/BJOPM.2017.v14.n1.a13Brazilian Journal of Operations & Production Management; Vol. 14 No. 1 (2017): March, 2017; 118-1242237-8960reponame:Brazilian Journal of Operations & Production Management (Online)instname:Associação Brasileira de Engenharia de Produção (ABEPRO)instacron:ABEPROenghttps://bjopm.org.br/bjopm/article/view/V14N1A13/BJOPMV14N1A13Copyright (c) 2017 Brazilian Journal of Operations & Production Managementinfo:eu-repo/semantics/openAccessGalvão, Evelyn MoraisCotrim, Syntia LemosLeal, Gislaine Camila LapasiniAragão, Franciely Velozo2021-07-13T14:14:58Zoai:ojs.bjopm.org.br:article/270Revistahttps://bjopm.org.br/bjopmONGhttps://bjopm.org.br/bjopm/oaibjopm.journal@gmail.com2237-89601679-8171opendoar:2023-03-13T09:45:10.573989Brazilian Journal of Operations & Production Management (Online) - Associação Brasileira de Engenharia de Produção (ABEPRO)false |
dc.title.none.fl_str_mv |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES |
title |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES |
spellingShingle |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES Galvão, Evelyn Morais Performance Management Quality Tools Sales Strategy Goals. |
title_short |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES |
title_full |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES |
title_fullStr |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES |
title_full_unstemmed |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES |
title_sort |
SALES PERFORMANCE MANAGEMENT: A STRATEGIC INITIATIVE TO THE GROWTH OF MICRO AND SMALL BUSINESSES |
author |
Galvão, Evelyn Morais |
author_facet |
Galvão, Evelyn Morais Cotrim, Syntia Lemos Leal, Gislaine Camila Lapasini Aragão, Franciely Velozo |
author_role |
author |
author2 |
Cotrim, Syntia Lemos Leal, Gislaine Camila Lapasini Aragão, Franciely Velozo |
author2_role |
author author author |
dc.contributor.author.fl_str_mv |
Galvão, Evelyn Morais Cotrim, Syntia Lemos Leal, Gislaine Camila Lapasini Aragão, Franciely Velozo |
dc.subject.por.fl_str_mv |
Performance Management Quality Tools Sales Strategy Goals. |
topic |
Performance Management Quality Tools Sales Strategy Goals. |
description |
Micro and small companies are lighting up in numbers and economic importance in the Brazilian market. In the sector of services, they already account for 27% of GDP. Given this importance, the purpose of this paper is to analyze how the integration of tools such as Planning Programming and Control of Production tools, together with the Quality Engineering tools such as performance management through indicators, can help to achieve the objectives of the organizations, especially small business, in the sales area. Boosting thus, strategically, these organizations to achieve and exceed their sales goals, become increasingly competitive, and growing in size and quality of service. The results obtained through the case study were satisfactory in 2014, where the signs of a crisis were already indicated in the country, this small business increased its sales by 12% compared to the year 2013. |
publishDate |
2017 |
dc.date.none.fl_str_mv |
2017-05-26 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Peer-reviewed Article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://bjopm.org.br/bjopm/article/view/V14N1A13 10.14488/BJOPM.2017.v14.n1.a13 |
url |
https://bjopm.org.br/bjopm/article/view/V14N1A13 |
identifier_str_mv |
10.14488/BJOPM.2017.v14.n1.a13 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
https://bjopm.org.br/bjopm/article/view/V14N1A13/BJOPMV14N1A13 |
dc.rights.driver.fl_str_mv |
Copyright (c) 2017 Brazilian Journal of Operations & Production Management info:eu-repo/semantics/openAccess |
rights_invalid_str_mv |
Copyright (c) 2017 Brazilian Journal of Operations & Production Management |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Brazilian Association for Industrial Engineering and Operations Management (ABEPRO) |
publisher.none.fl_str_mv |
Brazilian Association for Industrial Engineering and Operations Management (ABEPRO) |
dc.source.none.fl_str_mv |
Brazilian Journal of Operations & Production Management; Vol. 14 No. 1 (2017): March, 2017; 118-124 2237-8960 reponame:Brazilian Journal of Operations & Production Management (Online) instname:Associação Brasileira de Engenharia de Produção (ABEPRO) instacron:ABEPRO |
instname_str |
Associação Brasileira de Engenharia de Produção (ABEPRO) |
instacron_str |
ABEPRO |
institution |
ABEPRO |
reponame_str |
Brazilian Journal of Operations & Production Management (Online) |
collection |
Brazilian Journal of Operations & Production Management (Online) |
repository.name.fl_str_mv |
Brazilian Journal of Operations & Production Management (Online) - Associação Brasileira de Engenharia de Produção (ABEPRO) |
repository.mail.fl_str_mv |
bjopm.journal@gmail.com |
_version_ |
1797051460437934080 |