Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model

Detalhes bibliográficos
Ano de defesa: 2017
Autor(a) principal: Rodrigues, Miguel Marques Xavier Nogueira
Orientador(a): Borges, Ana Paula
Banca de defesa: Não Informado pela instituição
Tipo de documento: Dissertação
Tipo de acesso: Acesso aberto
Idioma: eng
Instituição de defesa: Não Informado pela instituição
Programa de Pós-Graduação: Não Informado pela instituição
Departamento: Não Informado pela instituição
País: Não Informado pela instituição
Palavras-chave em Português:
Vendas
Marketing
Gestão
Comportamento do consumidor
Link de acesso: http://hdl.handle.net/10438/18355
Resumo: Sales panorama has been changing through the years and even more since the 2008 global crisis. Since then, companies started to demand more from the suppliers and their sales representatives; especially in more the complex sectors like Information Technologies (IT). Companies have been adapting their sales strategies to increase sales; however few have studied the sales representatives’ behavior with the client. Based on the Challenger Sale model this project aims to study the sales representatives’ profile in an IT market leader – DellEMC, Rio de Janeiro. The project was developed as a unique case study due to the leadership characteristics’ of DellEMC, A questionnaire was developed and administered to DellEMC’s sales department. According to the Challenger Sale model, DellEMC’s sales representatives appeared to have characteristics from all the three model dimensions – Teaching for differentiation; Tailoring for resonance and Taking Control of the sale. However it was also recognized that some factors like organizational culture or market characteristics contribute on the sales representatives’ behavior. This project has no intension on generalization but to refine the Challenger Sale model theory and applicability to the specific case of DellEMC.
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spelling Rodrigues, Miguel Marques Xavier NogueiraEscolas::EBAPEPinto, Mario Couto SoaresMachado, Fernando Alcides SobralBorges, Ana Paula2017-06-21T13:48:26Z2017-06-21T13:48:26Z2017-04-28RODRIGUES, Miguel Marques Xavier Nogueira. Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2017.http://hdl.handle.net/10438/18355Sales panorama has been changing through the years and even more since the 2008 global crisis. Since then, companies started to demand more from the suppliers and their sales representatives; especially in more the complex sectors like Information Technologies (IT). Companies have been adapting their sales strategies to increase sales; however few have studied the sales representatives’ behavior with the client. Based on the Challenger Sale model this project aims to study the sales representatives’ profile in an IT market leader – DellEMC, Rio de Janeiro. The project was developed as a unique case study due to the leadership characteristics’ of DellEMC, A questionnaire was developed and administered to DellEMC’s sales department. According to the Challenger Sale model, DellEMC’s sales representatives appeared to have characteristics from all the three model dimensions – Teaching for differentiation; Tailoring for resonance and Taking Control of the sale. However it was also recognized that some factors like organizational culture or market characteristics contribute on the sales representatives’ behavior. This project has no intension on generalization but to refine the Challenger Sale model theory and applicability to the specific case of DellEMC.O panorama de vendas tem vindo a alterar-se ao longo dos tempos, e mais ainda desde a crise de 2008. Com esta mudança, as empresas e organizações começaram a ser mais exigentes com os seus fornecedores, e por consequência com os seus representantes de vendas. Este facto verificou-se principalmente no sector dos serviços, nomeadamente nas indústrias fornecedoras de soluções mais complexas, como é o caso da indústria das Tecnologias de Informação. Deste modo, as empresas têm vindo a adaptar a sua estratégia de modo a serem mais competitivas comercialmente; contudo apenas algumas se focaram no comportamento dos vendedores. Este projecto foi desenvolvido como um caso de estudo único pelas características de líder de mercado da DellEMC no Rio de Janeiro, e procura estudar o perfil dos seus vendedores sob o paradigma do modelo de Venda Desafiadora. Para este estudo foi realizado um questionário, para ser respondido pelos membros da equipa de vendas da DellEMC, que aparentemente provaram ter características relacionadas com as três dimensões do modelo – Ensinar para a diferenciação; Personalizar para encontrar eco e Controlar a venda. Apesar da se verificar a presença destas características, foram encontrados outros factores relevantes no comportamento dos vendedores como a cultura organizacional, ou as características do mercado. Este projecto não tem como objectivo a generalização dos seus resultados, mas sim o aprofundamento da modelo de Venda Desafiadora e a sua aplicabilidade no caso específico da DellEMC.engVendasMarketingGestãoComportamento do consumidorAdministração de empresasClientes - ContatosComportamento do consumidorSatisfação do consumidorMarketing de relacionamentoVendas - AdministraçãoVendedoresAnalysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale modelinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/masterThesisreponame:Repositório Institucional do FGV (FGV Repositório Digital)instname:Fundação Getulio Vargas (FGV)instacron:FGVinfo:eu-repo/semantics/openAccessTEXTDissertação final Miguel NR.pdf.txtDissertação final Miguel NR.pdf.txtExtracted texttext/plain100701https://repositorio.fgv.br/bitstreams/66c1cd9d-05d5-42bf-9197-5f7269e56f81/downloadff8aaf89b00127aa56afa88904914290MD59ORIGINALDissertação final Miguel NR.pdfDissertação final 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dc.title.eng.fl_str_mv Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
title Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
spellingShingle Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
Rodrigues, Miguel Marques Xavier Nogueira
Vendas
Marketing
Gestão
Comportamento do consumidor
Administração de empresas
Clientes - Contatos
Comportamento do consumidor
Satisfação do consumidor
Marketing de relacionamento
Vendas - Administração
Vendedores
title_short Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
title_full Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
title_fullStr Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
title_full_unstemmed Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
title_sort Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model
author Rodrigues, Miguel Marques Xavier Nogueira
author_facet Rodrigues, Miguel Marques Xavier Nogueira
author_role author
dc.contributor.unidadefgv.por.fl_str_mv Escolas::EBAPE
dc.contributor.member.none.fl_str_mv Pinto, Mario Couto Soares
Machado, Fernando Alcides Sobral
dc.contributor.author.fl_str_mv Rodrigues, Miguel Marques Xavier Nogueira
dc.contributor.advisor1.fl_str_mv Borges, Ana Paula
contributor_str_mv Borges, Ana Paula
dc.subject.por.fl_str_mv Vendas
Marketing
Gestão
Comportamento do consumidor
topic Vendas
Marketing
Gestão
Comportamento do consumidor
Administração de empresas
Clientes - Contatos
Comportamento do consumidor
Satisfação do consumidor
Marketing de relacionamento
Vendas - Administração
Vendedores
dc.subject.area.por.fl_str_mv Administração de empresas
dc.subject.bibliodata.por.fl_str_mv Clientes - Contatos
Comportamento do consumidor
Satisfação do consumidor
Marketing de relacionamento
Vendas - Administração
Vendedores
description Sales panorama has been changing through the years and even more since the 2008 global crisis. Since then, companies started to demand more from the suppliers and their sales representatives; especially in more the complex sectors like Information Technologies (IT). Companies have been adapting their sales strategies to increase sales; however few have studied the sales representatives’ behavior with the client. Based on the Challenger Sale model this project aims to study the sales representatives’ profile in an IT market leader – DellEMC, Rio de Janeiro. The project was developed as a unique case study due to the leadership characteristics’ of DellEMC, A questionnaire was developed and administered to DellEMC’s sales department. According to the Challenger Sale model, DellEMC’s sales representatives appeared to have characteristics from all the three model dimensions – Teaching for differentiation; Tailoring for resonance and Taking Control of the sale. However it was also recognized that some factors like organizational culture or market characteristics contribute on the sales representatives’ behavior. This project has no intension on generalization but to refine the Challenger Sale model theory and applicability to the specific case of DellEMC.
publishDate 2017
dc.date.accessioned.fl_str_mv 2017-06-21T13:48:26Z
dc.date.available.fl_str_mv 2017-06-21T13:48:26Z
dc.date.issued.fl_str_mv 2017-04-28
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 RODRIGUES, Miguel Marques Xavier Nogueira. Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2017.
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10438/18355
identifier_str_mv RODRIGUES, Miguel Marques Xavier Nogueira. Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model. Dissertação (Mestrado em Gestão Empresarial) - FGV - Fundação Getúlio Vargas, Rio de Janeiro, 2017.
url http://hdl.handle.net/10438/18355
dc.language.iso.fl_str_mv eng
language eng
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
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institution FGV
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collection Repositório Institucional do FGV (FGV Repositório Digital)
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