Treinamento de liderança como instrumento de desenvolvimento de equipes de vendas
Autor(a) principal: | |
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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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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 |
dc.relation.references.por.fl_str_mv |
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