A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros
Autor(a) principal: | |
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Data de Publicação: | 2016 |
Tipo de documento: | Dissertação |
Idioma: | por |
Título da fonte: | Biblioteca Digital de Teses e Dissertações da UNIFACS |
Texto Completo: | http://tede.unifacs.br/tede/handle/tede/624 |
Resumo: | Brazilian insurance market has shown great vitality. It continues to grown, even in years of economic recession. Along the last ten years, its income has increased, reaching the high percentage of 252,5%, while PIB – Gross Domestic Production – has only 45,13%. In the year 2015, these incomes represented almost 4% of PIB. The insurance-broker indeed an important factor of this growing, building the real, great selling-branch of insurance companies. This important profession had recognized by law, since 1964. This selling-professional has more and more been required for his/her high importance on a very highly competitive market. Since then, the insurance-broker began being required on the field of insurance for autos, for high level of importance on the insurance-market. Researching, on this area, is strictly related to the real capacity of the broker for personal selling of car-insurance. The main goal on this field of special activities is the definition of competence or ability of the broker, it can gather new knowledge and values, seeking, at the same time, for renovation and increasing the insurance market, contributing for bettering performance on brokerage, as the whole. The methodological way it chose was the explorative/qualitative one, with the utilization of simple statistical tools. It chose and adapted Delphi-Method, through the creation of a panel, with the help of experts/specialists. The final results of this research generated a list of 12 competences, divided into technical and behavior ones |
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OLIVEIRA, Sérgio Ricardo GóesSANTOS, Jair NascimentoSOUZA, Silvio Vanderlei AraújoCARNEIRO, Carlos George Aguiar2017-11-10T12:02:26Z2016-09-14CARNEIRO, Carlos George Aguiar. A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros. 2016. 122f.: il. Dissertação Mestrado em Administração - Unifacs Universidade Salvador, Salvador 2016 .http://tede.unifacs.br/tede/handle/tede/624Brazilian insurance market has shown great vitality. It continues to grown, even in years of economic recession. Along the last ten years, its income has increased, reaching the high percentage of 252,5%, while PIB – Gross Domestic Production – has only 45,13%. In the year 2015, these incomes represented almost 4% of PIB. The insurance-broker indeed an important factor of this growing, building the real, great selling-branch of insurance companies. This important profession had recognized by law, since 1964. This selling-professional has more and more been required for his/her high importance on a very highly competitive market. Since then, the insurance-broker began being required on the field of insurance for autos, for high level of importance on the insurance-market. Researching, on this area, is strictly related to the real capacity of the broker for personal selling of car-insurance. The main goal on this field of special activities is the definition of competence or ability of the broker, it can gather new knowledge and values, seeking, at the same time, for renovation and increasing the insurance market, contributing for bettering performance on brokerage, as the whole. The methodological way it chose was the explorative/qualitative one, with the utilization of simple statistical tools. It chose and adapted Delphi-Method, through the creation of a panel, with the help of experts/specialists. The final results of this research generated a list of 12 competences, divided into technical and behavior onesO mercado de seguros Brasileiro tem demonstrado grande vitalidade, mesmo em anos de recessão continua em crescimento. Num período de 10 anos, suas receitas cresceram 252,5% enquanto o PIB nacional evoluiu apenas 45,13%. Estas receitas representaram no ano de 2015, quase 4% do PIB. O corretor de seguros é um ator importante deste crescimento, formando o braço de vendas das empresas seguradoras, com sua profissão regulamentada por lei desde o ano de 1964, este profissional vem sendo exigindo cada vez mais num mercado altamente competitivo. A escolha do setor de seguros de automóveis se deu pelo seu nível de importância dentro do mercado de seguros. O problema de pesquisa refere-se às principais competências necessárias aos corretores na venda pessoal de seguros de automóveis, tendo como objetivo geral definir um rol de competências essenciais a estes profissionais, que poderão agregar novos conhecimentos e valores visando rever e ao mesmo tempo impulsionar o mercado de corretagem de seguros, ajudando tais profissionais a melhorar o desempenho de suas vendas. O caminho metodológico adotado foi o exploratório e qualitativo, utilizando-se ferramentas estatísticas simples. Adotou-se o método Delphi, através da criação de um painel com especialistas do setor. Os resultados finais desta investigação geraram uma lista de 12 competências, divididas entre técnicas e comportamentaisSubmitted by ana costa (ana.costa@unifacs.br) on 2017-11-10T12:02:26Z No. of bitstreams: 1 Dissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdf: 1133954 bytes, checksum: 0ca7a9cbbb434fe3ddeb063de002b40c (MD5)Made available in DSpace on 2017-11-10T12:02:26Z (GMT). No. of bitstreams: 1 Dissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdf: 1133954 bytes, checksum: 0ca7a9cbbb434fe3ddeb063de002b40c (MD5) Previous issue date: 2016-09-14application/pdfhttp://tede.unifacs.br:8080/tede/retrieve/1845/Dissertacao%20%20CARLOS%20GEORGE%20AGUIAR%20CARNEIRO.pdf.jpgporUniversidade SalvadorAdministraçãoUNIFACSBrasilAdministraçãoVenda PessoalSegurosCompetências em vendasVendas de SegurosEngenharia de ProduçãoA venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de segurosinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisinfo:eu-repo/semantics/openAccessreponame:Biblioteca Digital de Teses e Dissertações da UNIFACSinstname:Universidade Salvador (UNIFACS)instacron:UNIFACSLICENSElicense.txtlicense.txttext/plain; charset=utf-82165http://teste.tede.unifacs.br:8080/tede/bitstream/tede/624/1/license.txtbd3efa91386c1718a7f26a329fdcb468MD51ORIGINALDissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdfDissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdfapplication/pdf1133954http://teste.tede.unifacs.br:8080/tede/bitstream/tede/624/2/Dissertacao++CARLOS+GEORGE+AGUIAR+CARNEIRO.pdf0ca7a9cbbb434fe3ddeb063de002b40cMD52TEXTDissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdf.txtDissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdf.txttext/plain227650http://teste.tede.unifacs.br:8080/tede/bitstream/tede/624/3/Dissertacao++CARLOS+GEORGE+AGUIAR+CARNEIRO.pdf.txt437d03efc79836d3d4fc28931342294bMD53THUMBNAILDissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdf.jpgDissertacao CARLOS GEORGE AGUIAR CARNEIRO.pdf.jpgimage/jpeg3220http://teste.tede.unifacs.br:8080/tede/bitstream/tede/624/4/Dissertacao++CARLOS+GEORGE+AGUIAR+CARNEIRO.pdf.jpg9cda0274842866968702fd9c99de5c7eMD54tede/6242017-11-11 01:01:50.597oai:teste.tede.unifacs.br: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Biblioteca Digital de Teses e Dissertaçõeshttp://tede.unifacs.br/http://tede.unifacs.br:8080/oai/requestbibliotecadigital@unifacs.br||bibliotecadigital@unifacs.bropendoar:2017-11-11T04:01:50Biblioteca Digital de Teses e Dissertações da UNIFACS - Universidade Salvador (UNIFACS)false |
dc.title.por.fl_str_mv |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros |
title |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros |
spellingShingle |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros CARNEIRO, Carlos George Aguiar Venda Pessoal Seguros Competências em vendas Vendas de Seguros Engenharia de Produção |
title_short |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros |
title_full |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros |
title_fullStr |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros |
title_full_unstemmed |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros |
title_sort |
A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros |
author |
CARNEIRO, Carlos George Aguiar |
author_facet |
CARNEIRO, Carlos George Aguiar |
author_role |
author |
dc.contributor.advisor1.fl_str_mv |
OLIVEIRA, Sérgio Ricardo Góes |
dc.contributor.advisor-co1.fl_str_mv |
SANTOS, Jair Nascimento |
dc.contributor.advisor-co2.fl_str_mv |
SOUZA, Silvio Vanderlei Araújo |
dc.contributor.author.fl_str_mv |
CARNEIRO, Carlos George Aguiar |
contributor_str_mv |
OLIVEIRA, Sérgio Ricardo Góes SANTOS, Jair Nascimento SOUZA, Silvio Vanderlei Araújo |
dc.subject.por.fl_str_mv |
Venda Pessoal Seguros Competências em vendas Vendas de Seguros |
topic |
Venda Pessoal Seguros Competências em vendas Vendas de Seguros Engenharia de Produção |
dc.subject.cnpq.fl_str_mv |
Engenharia de Produção |
description |
Brazilian insurance market has shown great vitality. It continues to grown, even in years of economic recession. Along the last ten years, its income has increased, reaching the high percentage of 252,5%, while PIB – Gross Domestic Production – has only 45,13%. In the year 2015, these incomes represented almost 4% of PIB. The insurance-broker indeed an important factor of this growing, building the real, great selling-branch of insurance companies. This important profession had recognized by law, since 1964. This selling-professional has more and more been required for his/her high importance on a very highly competitive market. Since then, the insurance-broker began being required on the field of insurance for autos, for high level of importance on the insurance-market. Researching, on this area, is strictly related to the real capacity of the broker for personal selling of car-insurance. The main goal on this field of special activities is the definition of competence or ability of the broker, it can gather new knowledge and values, seeking, at the same time, for renovation and increasing the insurance market, contributing for bettering performance on brokerage, as the whole. The methodological way it chose was the explorative/qualitative one, with the utilization of simple statistical tools. It chose and adapted Delphi-Method, through the creation of a panel, with the help of experts/specialists. The final results of this research generated a list of 12 competences, divided into technical and behavior ones |
publishDate |
2016 |
dc.date.issued.fl_str_mv |
2016-09-14 |
dc.date.accessioned.fl_str_mv |
2017-11-10T12:02:26Z |
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 |
CARNEIRO, Carlos George Aguiar. A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros. 2016. 122f.: il. Dissertação Mestrado em Administração - Unifacs Universidade Salvador, Salvador 2016 . |
dc.identifier.uri.fl_str_mv |
http://tede.unifacs.br/tede/handle/tede/624 |
identifier_str_mv |
CARNEIRO, Carlos George Aguiar. A venda pessoal de seguros de automóveis: principais competências profissionais dos corretores de seguros. 2016. 122f.: il. Dissertação Mestrado em Administração - Unifacs Universidade Salvador, Salvador 2016 . |
url |
http://tede.unifacs.br/tede/handle/tede/624 |
dc.language.iso.fl_str_mv |
por |
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por |
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info:eu-repo/semantics/openAccess |
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openAccess |
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application/pdf |
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Universidade Salvador |
dc.publisher.program.fl_str_mv |
Administração |
dc.publisher.initials.fl_str_mv |
UNIFACS |
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Brasil |
dc.publisher.department.fl_str_mv |
Administração |
publisher.none.fl_str_mv |
Universidade Salvador |
dc.source.none.fl_str_mv |
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Biblioteca Digital de Teses e Dissertações da UNIFACS |
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