Reorganization and improvement of the sales representatives work

Detalhes bibliográficos
Autor(a) principal: Frazão, João Miguel Almeida
Data de Publicação: 2017
Tipo de documento: Dissertação
Idioma: eng
Título da fonte: Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
Texto Completo: http://hdl.handle.net/10362/23222
Resumo: This study was conducted with the purpose of implementing a project, within the company Imperial Tobacco, with the goal of optimizing the work of the Sales Representatives and ultimately improve the company’s results by assuring that their roles were well defined and met their expectations and skill sets. In order to do so, a new retail classification was performed, the previously theoretical role differentiation was now implemented and the activities performed per cycle were diminished in order to increase focus and efficiency. Due to its recent implementation, results are still unknown but are expected to affect in a positive way the Sales Reps morale, as well as the increasing sales in the higher turnover Points of Sale.
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spelling Reorganization and improvement of the sales representatives workSales representativesEngagementJob functionTobaccoDomínio/Área Científica::Ciências Sociais::Economia e GestãoThis study was conducted with the purpose of implementing a project, within the company Imperial Tobacco, with the goal of optimizing the work of the Sales Representatives and ultimately improve the company’s results by assuring that their roles were well defined and met their expectations and skill sets. In order to do so, a new retail classification was performed, the previously theoretical role differentiation was now implemented and the activities performed per cycle were diminished in order to increase focus and efficiency. Due to its recent implementation, results are still unknown but are expected to affect in a positive way the Sales Reps morale, as well as the increasing sales in the higher turnover Points of Sale.Marques, CarlosRUNFrazão, João Miguel Almeida2020-01-20T01:30:34Z2017-01-202017-01-20T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisapplication/pdfapplication/pdfhttp://hdl.handle.net/10362/23222TID:201714868enginfo:eu-repo/semantics/embargoedAccessreponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAP2024-03-11T04:11:27Zoai:run.unl.pt:10362/23222Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-20T03:27:42.756216Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse
dc.title.none.fl_str_mv Reorganization and improvement of the sales representatives work
title Reorganization and improvement of the sales representatives work
spellingShingle Reorganization and improvement of the sales representatives work
Frazão, João Miguel Almeida
Sales representatives
Engagement
Job function
Tobacco
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
title_short Reorganization and improvement of the sales representatives work
title_full Reorganization and improvement of the sales representatives work
title_fullStr Reorganization and improvement of the sales representatives work
title_full_unstemmed Reorganization and improvement of the sales representatives work
title_sort Reorganization and improvement of the sales representatives work
author Frazão, João Miguel Almeida
author_facet Frazão, João Miguel Almeida
author_role author
dc.contributor.none.fl_str_mv Marques, Carlos
RUN
dc.contributor.author.fl_str_mv Frazão, João Miguel Almeida
dc.subject.por.fl_str_mv Sales representatives
Engagement
Job function
Tobacco
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
topic Sales representatives
Engagement
Job function
Tobacco
Domínio/Área Científica::Ciências Sociais::Economia e Gestão
description This study was conducted with the purpose of implementing a project, within the company Imperial Tobacco, with the goal of optimizing the work of the Sales Representatives and ultimately improve the company’s results by assuring that their roles were well defined and met their expectations and skill sets. In order to do so, a new retail classification was performed, the previously theoretical role differentiation was now implemented and the activities performed per cycle were diminished in order to increase focus and efficiency. Due to its recent implementation, results are still unknown but are expected to affect in a positive way the Sales Reps morale, as well as the increasing sales in the higher turnover Points of Sale.
publishDate 2017
dc.date.none.fl_str_mv 2017-01-20
2017-01-20T00:00:00Z
2020-01-20T01:30:34Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/masterThesis
format masterThesis
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10362/23222
TID:201714868
url http://hdl.handle.net/10362/23222
identifier_str_mv TID:201714868
dc.language.iso.fl_str_mv eng
language eng
dc.rights.driver.fl_str_mv info:eu-repo/semantics/embargoedAccess
eu_rights_str_mv embargoedAccess
dc.format.none.fl_str_mv application/pdf
application/pdf
dc.source.none.fl_str_mv reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
instacron:RCAAP
instname_str Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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collection Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
repository.name.fl_str_mv Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação
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