Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas

Detalhes bibliográficos
Autor(a) principal: Ramos, Luis André de Carvalho Soares da Gloria
Data de Publicação: 2022
Tipo de documento: Dissertação
Idioma: por
Título da fonte: Biblioteca Digital de Teses e Dissertações da UFRRJ
Texto Completo: https://rima.ufrrj.br/jspui/handle/20.500.14407/15286
Resumo: A liderança há muito tempo vem sendo pesquisada com o intuito de melhorar os resultados organizacionais. O treinamento de liderança pode transformar o gestor de vendas de uma empresa de forma que ele consiga potencializar o seu desenvolvimento para o alcance dos objetivos organizacionais e gerar resultados significativos. Apesar dessa evidência, algumas empresas comerciais ainda não investem no desenvolvimento de lideranças de vendas e não aproveitam todo o potencial de seus gestores. Este trabalho apresentou por objetivo analisar como a liderança pode auxiliar o gestor a aprimorar o seu relacionamento com a sua equipe de vendas para melhorar potencializar os desempenhos. Como procedimentos metodológicos, foi realizada uma pesquisa aplicada de abordagem qualitativa, descritiva e baseada em um estudo de caso em uma empresa de consultoria em vendas. Para a coleta de dados, foram utilizados a pesquisa documental e um questionário semi-estruturado que foi enviado pela mídia social WhatsApp. Para análise dos dados foi utilizada a técnica de análise de conteúdo. Por fim, a partir dos dados encontrados pode-se considerar que para o treinamento de gestores de equipes de vendas em líderes de alta performance é necessário o desenvolvimento de aulas síncronas por videoconferência, com o uso de estudo de casos e debates entre os participantes.
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spelling Ramos, Luis André de Carvalho Soares da GloriaCova, Marcia Cristina Rodrigues006.172.627-30https://orcid.org/0000-0001-7477-5421http://lattes.cnpq.br/2757009092492002Cova, Marcia Cristina Rodrigues006.172.627-30https://orcid.org/0000-0001-7477-5421http://lattes.cnpq.br/2757009092492002Costa, Débora Vargas Ferreirahttps://orcid.org/0000-0002-6716-6959http://lattes.cnpq.br/8509529172867577Ferreira, Victor Cláudio Paradelahttps://orcid.org/0000-0001-9680-2451http://lattes.cnpq.br/4377823656746439134.675.257-50https://orcid.org/0000-0002-8654-8418http://lattes.cnpq.br/20094168734004062023-12-22T03:12:59Z2023-12-22T03:12:59Z2022-04-28RAMOS, Luis André de Carvalho Soares da Gloria. Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas. 2022. 101 f. Dissertação (Mestrado em Gestão e Estratégia) - Instituto de Ciências Sociais Aplicadas, Universidade Federal Rural do Rio de Janeiro, Seropédica, 2022.https://rima.ufrrj.br/jspui/handle/20.500.14407/15286A liderança há muito tempo vem sendo pesquisada com o intuito de melhorar os resultados organizacionais. O treinamento de liderança pode transformar o gestor de vendas de uma empresa de forma que ele consiga potencializar o seu desenvolvimento para o alcance dos objetivos organizacionais e gerar resultados significativos. Apesar dessa evidência, algumas empresas comerciais ainda não investem no desenvolvimento de lideranças de vendas e não aproveitam todo o potencial de seus gestores. Este trabalho apresentou por objetivo analisar como a liderança pode auxiliar o gestor a aprimorar o seu relacionamento com a sua equipe de vendas para melhorar potencializar os desempenhos. Como procedimentos metodológicos, foi realizada uma pesquisa aplicada de abordagem qualitativa, descritiva e baseada em um estudo de caso em uma empresa de consultoria em vendas. Para a coleta de dados, foram utilizados a pesquisa documental e um questionário semi-estruturado que foi enviado pela mídia social WhatsApp. Para análise dos dados foi utilizada a técnica de análise de conteúdo. Por fim, a partir dos dados encontrados pode-se considerar que para o treinamento de gestores de equipes de vendas em líderes de alta performance é necessário o desenvolvimento de aulas síncronas por videoconferência, com o uso de estudo de casos e debates entre os participantes.CAPES - Coordenação de Aperfeiçoamento de Pessoal de Nível SuperiorLeadership has long been researched in order to improve organizational results. Leadership training can transform a company's sales manager so that one can leverage his development to achieve organizational goals and generate significant results. Despite this evidence, some commercial companies still do not invest in the development of sales leadership and do not take advantage of the full potential of their managers. The objective of this work was to analyze how leadership can help managers improve their relationship with their sales team to improve performance. As methodological procedures, an applied research was carried out with a qualitative, descriptive approach and based on a case study in a sales consulting company. For data collection, documental research and a semi-structured questionnaire that was sent by the social media WhatsApp were used. For data analysis, the content analysis technique was used. Finally, from the data found, it can be considered that for the training of managers of sales teams in high performance leaders, it is necessary to develop synchronous classes by videoconference, with the use of case studies and debates between the participants.application/pdfporUniversidade Federal Rural do Rio de JaneiroPrograma de Pós-Graduação em Gestão e EstratégiaUFRRJBrasilInstituto de Ciências Sociais AplicadasTreinamentoLiderançaGestores de equipes de vendasTrainingLeadershipSales team managersAdministraçãoTreinamento de liderança como instrumento de desenvolvimento de equipes de vendasLeadership development as an instrument for the development of commercial and sales teamsinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisABBAS, Z.. Identification Of Factors And Their Impact On Employees' Training And Organizational Performance In Pakistan. Kasbit Journal Of Management & Social Science, v. 7(1), f. 93-109, 2014. ACELERAÇÃO DE VENDAS. 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The Leadership Quarterly, v. 19, p. 708-722, Set 2018.https://tede.ufrrj.br/retrieve/74793/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf.jpghttps://tede.ufrrj.br/jspui/handle/jspui/6928Submitted by Leticia Schettini (leticia@ufrrj.br) on 2023-09-19T15:24:45Z No. of bitstreams: 1 2022 - Luís André de Carvalho Soares da Gloria Ramos.pdf: 1378934 bytes, checksum: ecf75d2c5120d3d9e9fbb75785866a63 (MD5)Made available in DSpace on 2023-09-19T15:24:45Z (GMT). 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dc.title.por.fl_str_mv Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
dc.title.alternative.eng.fl_str_mv Leadership development as an instrument for the development of commercial and sales teams
title Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
spellingShingle Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
Ramos, Luis André de Carvalho Soares da Gloria
Treinamento
Liderança
Gestores de equipes de vendas
Training
Leadership
Sales team managers
Administração
title_short Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_full Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_fullStr Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_full_unstemmed Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
title_sort Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
author Ramos, Luis André de Carvalho Soares da Gloria
author_facet Ramos, Luis André de Carvalho Soares da Gloria
author_role author
dc.contributor.author.fl_str_mv Ramos, Luis André de Carvalho Soares da Gloria
dc.contributor.advisor1.fl_str_mv Cova, Marcia Cristina Rodrigues
dc.contributor.advisor1ID.fl_str_mv 006.172.627-30
https://orcid.org/0000-0001-7477-5421
dc.contributor.advisor1Lattes.fl_str_mv http://lattes.cnpq.br/2757009092492002
dc.contributor.referee1.fl_str_mv Cova, Marcia Cristina Rodrigues
dc.contributor.referee1ID.fl_str_mv 006.172.627-30
https://orcid.org/0000-0001-7477-5421
dc.contributor.referee1Lattes.fl_str_mv http://lattes.cnpq.br/2757009092492002
dc.contributor.referee2.fl_str_mv Costa, Débora Vargas Ferreira
dc.contributor.referee2ID.fl_str_mv https://orcid.org/0000-0002-6716-6959
dc.contributor.referee2Lattes.fl_str_mv http://lattes.cnpq.br/8509529172867577
dc.contributor.referee3.fl_str_mv Ferreira, Victor Cláudio Paradela
dc.contributor.referee3ID.fl_str_mv https://orcid.org/0000-0001-9680-2451
dc.contributor.referee3Lattes.fl_str_mv http://lattes.cnpq.br/4377823656746439
dc.contributor.authorID.fl_str_mv 134.675.257-50
https://orcid.org/0000-0002-8654-8418
dc.contributor.authorLattes.fl_str_mv http://lattes.cnpq.br/2009416873400406
contributor_str_mv Cova, Marcia Cristina Rodrigues
Cova, Marcia Cristina Rodrigues
Costa, Débora Vargas Ferreira
Ferreira, Victor Cláudio Paradela
dc.subject.por.fl_str_mv Treinamento
Liderança
Gestores de equipes de vendas
topic Treinamento
Liderança
Gestores de equipes de vendas
Training
Leadership
Sales team managers
Administração
dc.subject.eng.fl_str_mv Training
Leadership
Sales team managers
dc.subject.cnpq.fl_str_mv Administração
description A liderança há muito tempo vem sendo pesquisada com o intuito de melhorar os resultados organizacionais. O treinamento de liderança pode transformar o gestor de vendas de uma empresa de forma que ele consiga potencializar o seu desenvolvimento para o alcance dos objetivos organizacionais e gerar resultados significativos. Apesar dessa evidência, algumas empresas comerciais ainda não investem no desenvolvimento de lideranças de vendas e não aproveitam todo o potencial de seus gestores. Este trabalho apresentou por objetivo analisar como a liderança pode auxiliar o gestor a aprimorar o seu relacionamento com a sua equipe de vendas para melhorar potencializar os desempenhos. Como procedimentos metodológicos, foi realizada uma pesquisa aplicada de abordagem qualitativa, descritiva e baseada em um estudo de caso em uma empresa de consultoria em vendas. Para a coleta de dados, foram utilizados a pesquisa documental e um questionário semi-estruturado que foi enviado pela mídia social WhatsApp. Para análise dos dados foi utilizada a técnica de análise de conteúdo. Por fim, a partir dos dados encontrados pode-se considerar que para o treinamento de gestores de equipes de vendas em líderes de alta performance é necessário o desenvolvimento de aulas síncronas por videoconferência, com o uso de estudo de casos e debates entre os participantes.
publishDate 2022
dc.date.issued.fl_str_mv 2022-04-28
dc.date.accessioned.fl_str_mv 2023-12-22T03:12:59Z
dc.date.available.fl_str_mv 2023-12-22T03:12:59Z
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.citation.fl_str_mv RAMOS, Luis André de Carvalho Soares da Gloria. Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas. 2022. 101 f. Dissertação (Mestrado em Gestão e Estratégia) - Instituto de Ciências Sociais Aplicadas, Universidade Federal Rural do Rio de Janeiro, Seropédica, 2022.
dc.identifier.uri.fl_str_mv https://rima.ufrrj.br/jspui/handle/20.500.14407/15286
identifier_str_mv RAMOS, Luis André de Carvalho Soares da Gloria. Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas. 2022. 101 f. Dissertação (Mestrado em Gestão e Estratégia) - Instituto de Ciências Sociais Aplicadas, Universidade Federal Rural do Rio de Janeiro, Seropédica, 2022.
url https://rima.ufrrj.br/jspui/handle/20.500.14407/15286
dc.language.iso.fl_str_mv por
language por
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