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 |
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Colaborador(es): |
PAULO CESAR TEIXEIRA - Orientador |
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Catalogação: | 11/JUN/2008 | Língua(s): | PORTUGUESE - BRAZIL |
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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. |
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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 |
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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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