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Publication
A influência da liderança e da motivação nos resultados da força de vendas em contexto de crise: estudo de caso Vasp
| Name: | Description: | Size: | Format: | |
|---|---|---|---|---|
| 1.52 MB | Adobe PDF |
Advisor(s)
Abstract(s)
Neste estudo queremos abordar aspetos relacionados com a liderança e a motivação de equipas de vendas, através do acompanhamento de um caso concreto, em ambiente de estudo de caso: a força de vendas que se dedica a comercialização de produtos não editoriais da empresa VASP - Distribuição de Publicações S.A, com enfoque na origem de um problema (necessidade de um determinado tipo de liderança e de estratégias de motivação, em contexto de crise), situação atual da equipa de vendas e proposta de plano de desenvolvimento, com vista a melhorar resultados, e o contributo desta equipa de vendas para a sustentabilidade da organização, em tempos de incerteza e de mudança.
This research is about some aspects related with leadership and motivation of a sales team. Through a case study format we will focus our attention towards the Vasp sales team, how it deals with selling of non editorial products, on which is identified the need of a certain type of leadership and motivation strategies, adapted to a crisis context, to bring them to success. After a brief survey of Vasp positioning over the market, the clients and expectations, we will scope the present situation of the sales team and their leadership, and propose some positive developments, to improve sales results. The contribute of this sales team to the sustainbility of Vasp, even in times of uncertainty and change, will be specially focused.
This research is about some aspects related with leadership and motivation of a sales team. Through a case study format we will focus our attention towards the Vasp sales team, how it deals with selling of non editorial products, on which is identified the need of a certain type of leadership and motivation strategies, adapted to a crisis context, to bring them to success. After a brief survey of Vasp positioning over the market, the clients and expectations, we will scope the present situation of the sales team and their leadership, and propose some positive developments, to improve sales results. The contribute of this sales team to the sustainbility of Vasp, even in times of uncertainty and change, will be specially focused.
Description
Keywords
Marketing Vendas Liderança Motivação