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Título: HOW CAN A TECHNICALLY WELL CONDUCTED NEGOTIATION PROCESSES AFFECT THE SALES FORCE OF TELECOMMUNICATION SERVICE PROVIDER COMPANY: THE CASE OF EMBRATEL
Autor(es): NATALIA MUNIZ CAMARGO
Colaborador(es): PAULO CESAR TEIXEIRA - Orientador
Catalogação: 11/JUN/2008 Língua(s): PORTUGUESE - BRAZIL
Tipo: TEXT Subtipo: SENIOR PROJECT
Notas: [pt] Todos os dados constantes dos documentos são de inteira responsabilidade de seus autores. Os dados utilizados nas descrições dos documentos estão em conformidade com os sistemas da administração da PUC-Rio.
[en] All data contained in the documents are the sole responsibility of the authors. The data used in the descriptions of the documents are in conformity with the systems of the administration of PUC-Rio.
Referência(s): [pt] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=11755@1
[en] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=11755@2
DOI: https://doi.org/10.17771/PUCRio.acad.11755
Resumo:
This study has the objective of verifying the relationship between the use of technically well conducted negotiation processes by the sales force of a telecommunication service provider company, in this case Embratel, and the improvement on sales performance. The research was applied to a specific number of Embratel s sales force employees, located in Rio. It will also be presented in this study detailed negotiation methods and techniques that are applied by Embratel sales force.
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