精通建筑材料零售销售

IF 0.4 4区 数学 Q4 MATHEMATICS
Graziela Dias Alperstedt, Graciella Martignago, Simone Ghisi Feuerschütte, Dannyela da Cunha Lemos
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引用次数: 0

摘要

本文描述了一位顾问的结果,他确定了巴西南部建筑材料零售销售的能力,试图确定哪些知识被认为是公司最佳实践者的个人动员。公司的目标是为现有和未来的销售人员建立一个遵循公司文化和历史的培训计划。指导顾问的方法设计是定性和描述性的。考虑到公司的现实和具体情况、其使命、业务类型、结构和市场整合,个人的资源和能力在动态的情况下进行调查,即与工作背景下所研究对象的行动有关。这项工作为销售人员在该组织的活动中部署了一系列知识和资源。这些特点在实践中表现出来,与处理专业情况(包括非常规情况)的表现和效率有关。因此,销售者的能力可以看作是多种知识组合的反映,这些知识构成了一套个人和环境资源。收到调查结果后,公司启动了一项销售人员培训计划。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Competências em Vendas no Varejo de Materiais de Construção
This paper describes the results of a consultant who identified the competencies in sales in the retail of building materials in southern brazil in an attempt to ascertain which knowledge mobilized by individuals who are considered to be the best practitioners in the company. the company's goal was to build a training program for current and incoming salesmen that follow the organizational culture and history. the methodological design that guided the consultants was of a qualitative and descriptive nature. the resources and competencies of individuals were investigated in a dynamic, i.e., related to actions of the subjects studied in the context of work, considering the realities and specificities of the company, its mission, business type, structure and market integration. the work resulted in an array of knowledge and resources deployed by salesmen in the exercise of their activities in that organization. these features appear associated with the performance and efficiency when put into practice in order to deal with professional situations, including non-routine situations. thus, the competence of the sellers can be regarded as reflecting the combination of multiple knowledge articulating a set of personal and environmental resources. after receiving the results, the company initiated a training program for salespeople.
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来源期刊
Theory and Applications of Categories
Theory and Applications of Categories MATHEMATICS, APPLIED-MATHEMATICS
CiteScore
1.30
自引率
0.00%
发文量
0
期刊介绍: The journal Theory and Applications of Categories will disseminate articles that significantly advance the study of categorical algebra or methods, or that make significant new contributions to mathematical science using categorical methods. The scope of the journal includes: all areas of pure category theory, including higher dimensional categories; applications of category theory to algebra, geometry and topology and other areas of mathematics; applications of category theory to computer science, physics and other mathematical sciences; contributions to scientific knowledge that make use of categorical methods.
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