Treinamento e desenvolvimento de recursos humanos na equipe de vendedores da Parmalat Brasil S.A.

• Ano de defesa: 2002
• Autor(a) principal: Amui, Adriano Maluf
• Orientador(a): Zouain, Deborah Moraes
• Tipo de documento: Dissertação
• Tipo de acesso: Acesso aberto
• Idioma: por
• Palavras-chave em Português: Políticas & Estratégias
• Link de acesso: http://hdl.handle.net/10438/3968

The scenario, in which the Brazilian food industry is inserted, aims at the need of an organizational concept review leading to great changes in order to be truly prepared to compete in an insipient growth environment, with attentive consumers and strong buyers. Parmalat-Brazil is restructuring itself in a project called Internal Efficiency Project, so as to compete in this environment. The aim of this work is to define the planning of Parmalat's Salesmen Training in order to guarantee the suitability of these resources to the new format of the business in Brazil, aligned with this project. By understanding the identity of the organization, competences necessary to the execution of the salesman function were defined, and a research and study was done to comprehend the competence level, which exists in this team. A training plan was proposed to cover the lacuna between the necessary competences and the existing ones.