TRABALHOS DE FIM DE CURSO @PUC-Rio
| Título: | ANALYSIS OF THE COMPUTER SCIENCE CONSULTING SALES FORCE IN THE CORPORATIVE MARKET | ||||||||||||
| Autor(es): |
RICARDO AUGUSTO FIGUEIREDO RANGEL |
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| Colaborador(es): |
ANDRE LACOMBE PENNA DA ROCHA - Orientador |
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| Catalogação: | 10/MAR/2006 | 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=7895@1 [en] https://www.maxwell.vrac.puc-rio.br/projetosEspeciais/TFCs/consultas/conteudo.php?strSecao=resultado&nrSeq=7895@2 |
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| DOI: | https://doi.org/10.17771/PUCRio.acad.7895 | ||||||||||||
| Resumo: | |||||||||||||
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This study had as objective to consider improvements in
the planning, structure,
sizing and activities of the sales force of the rendering
company of computer science
consulting services G&P.
The analysis of the research results suggests alterations
in the planning, structure
and qualification of the sales force. Amongst the main
raised points they are the inadequate
of the form for which is carried through the sales
forecast: through historical data, what it
inhibits the potential of growth of the company; not the
correct sizing of the sales force;
low qualification of the sales force and the absence of
controls that help to adjust the
process of sales.
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