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Previous issue date: 2008-03-12T00:00:00Z / This dissertation studies the sales control systems practiced by the Brazilian textile industry in face of the environmental changes of the last two decades. Such transformations reveal the strategic role of sales professionals, turning them into the main link between organizations and the set of purchasers. The basic premise for using sales team control systems is that by doing so one can manage and influence employees’ attitude and behavior in order to achieve objectives, with a close relationship between the way commercial management monitors, manages, assesses and rewards the activities of their salespeople and the effectiveness of the commercial area, which are decisive differentials to comply with the pressure for competitiveness and with market demands regarding the positioning of the commercial team in face of the new business context. Different studies have been carried out on sales controls in theory, covering economic, organizational and behavioral aspects, but none of them was specifically related to Brazil and to the textile industry, which has characteristics of its own that create opportunities for making the commercial control more complete. In the theoretical review the eight main control system models were identified as well as important aspects that should be taken into consideration in order to set up a system for each company. A survey was carried out with people in charge of sales teams in the textile sector in the segments where industrial sales are undertaken. Empirical techniques were used to identify the rate of occurrence of those aspects being studied, and it was found that the segments of fibers and filaments, spinning, weaving, knitting and finishing in the textile chain have relevant control systems with the characteristics of industrial sales. Formal controls are connected to results and informal controls are related to the follow-up of activities and salespeople’s skills. Furthermore, the view of people in charge of commercial teams regarding their effectiveness in aspects such as sales volume, profitability, market share, as well as customer satisfaction was determined. Conclusions include results and theoretical implications, limitations and suggestions for future work. / Esta dissertação estuda os sistemas de controle de vendas praticados pela indústria têxtil brasileira diante das mudanças ambientais ocorridas nas últimas duas décadas. O pressuposto básico para a utilização de sistemas de controle para a equipe de vendas é que através deles é possível dirigir e influenciar as atitudes e os comportamentos dos empregados para conseguir atingir seus objetivos, havendo uma estreita relação entre a forma como a gerência comercial monitora, dirige, avalia e recompensa as atividades dos seus vendedores e a efetividade da área comercial, sendo diferenciais decisivos para atender a pressão por competitividade e as exigências do mercado quanto ao posicionamento da equipe comercial frente ao novo cenário de negócios. Da revisão teórica foram levantados os oito principais modelos de sistemas de controle e aspectos importantes que devem ser considerados para a composição do sistema de cada empresa. A pesquisa foi conduzida entre os responsáveis por equipes de vendas no segmento têxtil nos elos onde vendas industriais são realizadas. Empregaram-se técnicas empíricas para o levantamento das freqüências de incidência dos aspectos estudados e foi possível constatar que os elos de fibras e filamentos, fiação, tecelagem, malharia e beneficiamento do segmento têxtil possuem sistemas de controle pertinentes com as características de venda industrial. Os controles formais estão ligados a resultados e os controles informais estão relacionados com o acompanhamento das atividades e capacidades do vendedor. Adicionalmente buscou-se captar a percepção dos responsáveis por equipes comerciais sobre sua efetividade nos aspectos de volume de vendas, lucratividade, participação de mercado e também satisfação do cliente.
| Identifer | oai:union.ndltd.org:IBICT/oai:bibliotecadigital.fgv.br:10438/2265 |
| Date | 12 March 2008 |
| Creators | Campos, Marcelo |
| Contributors | Escolas::EAESP, Cobra, Marcos |
| Source Sets | IBICT Brazilian ETDs |
| Language | Portuguese |
| Detected Language | English |
| Type | info:eu-repo/semantics/publishedVersion, info:eu-repo/semantics/masterThesis |
| Source | reponame:Repositório Institucional do FGV, instname:Fundação Getulio Vargas, instacron:FGV |
| Rights | info:eu-repo/semantics/openAccess |
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