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Please use this identifier to cite or link to this item: https://rima.ufrrj.br/jspui/handle/20.500.14407/15286
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dc.contributor.authorRamos, Luis André de Carvalho Soares da Gloria
dc.date.accessioned2023-12-22T03:12:59Z-
dc.date.available2023-12-22T03:12:59Z-
dc.date.issued2022-04-28
dc.identifier.citationRAMOS, 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.por
dc.identifier.urihttps://rima.ufrrj.br/jspui/handle/20.500.14407/15286-
dc.description.abstractA 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.por
dc.description.sponsorshipCAPES - Coordenação de Aperfeiçoamento de Pessoal de Nível Superiorpor
dc.formatapplication/pdf*
dc.languageporpor
dc.publisherUniversidade Federal Rural do Rio de Janeiropor
dc.rightsAcesso Abertopor
dc.subjectTreinamentopor
dc.subjectLiderançapor
dc.subjectGestores de equipes de vendaspor
dc.subjectTrainingeng
dc.subjectLeadershipeng
dc.subjectSales team managerseng
dc.titleTreinamento de liderança como instrumento de desenvolvimento de equipes de vendaspor
dc.title.alternativeLeadership development as an instrument for the development of commercial and sales teamseng
dc.typeDissertaçãopor
dc.description.abstractOtherLeadership 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.eng
dc.contributor.advisor1Cova, Marcia Cristina Rodrigues
dc.contributor.advisor1ID006.172.627-30por
dc.contributor.advisor1IDhttps://orcid.org/0000-0001-7477-5421por
dc.contributor.advisor1Latteshttp://lattes.cnpq.br/2757009092492002por
dc.contributor.referee1Cova, Marcia Cristina Rodrigues
dc.contributor.referee1ID006.172.627-30por
dc.contributor.referee1IDhttps://orcid.org/0000-0001-7477-5421por
dc.contributor.referee1Latteshttp://lattes.cnpq.br/2757009092492002por
dc.contributor.referee2Costa, Débora Vargas Ferreira
dc.contributor.referee2IDhttps://orcid.org/0000-0002-6716-6959por
dc.contributor.referee2Latteshttp://lattes.cnpq.br/8509529172867577por
dc.contributor.referee3Ferreira, Victor Cláudio Paradela
dc.contributor.referee3IDhttps://orcid.org/0000-0001-9680-2451por
dc.contributor.referee3Latteshttp://lattes.cnpq.br/4377823656746439por
dc.creator.ID134.675.257-50por
dc.creator.IDhttps://orcid.org/0000-0002-8654-8418por
dc.creator.Latteshttp://lattes.cnpq.br/2009416873400406por
dc.publisher.countryBrasilpor
dc.publisher.departmentInstituto de Ciências Sociais Aplicadaspor
dc.publisher.initialsUFRRJpor
dc.publisher.programPrograma de Pós-Graduação em Gestão e Estratégiapor
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dc.subject.cnpqAdministraçãopor
dc.thumbnail.urlhttps://tede.ufrrj.br/retrieve/74793/2022%20-%20Lu%c3%ads%20Andr%c3%a9%20de%20Carvalho%20Soares%20da%20Gloria%20Ramos.pdf.jpg*
dc.originais.urihttps://tede.ufrrj.br/jspui/handle/jspui/6928
dc.originais.provenanceSubmitted 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)eng
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