Utilize este identificador para referenciar este registo: http://hdl.handle.net/10362/23222
Título: Reorganization and improvement of the sales representatives work
Autor: Frazão, João
Orientador: Marques, Carlos
Palavras-chave: Sales representatives
Engagement
Job function
Tobacco
Data de Defesa: 20-Jan-2017
Resumo: This study was conducted with the purpose of implementing a project, within the company Imperial Tobacco, with the goal of optimizing the work of the Sales Representatives and ultimately improve the company’s results by assuring that their roles were well defined and met their expectations and skill sets. In order to do so, a new retail classification was performed, the previously theoretical role differentiation was now implemented and the activities performed per cycle were diminished in order to increase focus and efficiency. Due to its recent implementation, results are still unknown but are expected to affect in a positive way the Sales Reps morale, as well as the increasing sales in the higher turnover Points of Sale.
URI: http://hdl.handle.net/10362/23222
Designação: A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics
Aparece nas colecções:NSBE: Nova SBE - MA Dissertations

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Frazão_2017.pdf850,8 kBAdobe PDFVer/Abrir    Acesso Restrito. Solicitar cópia ao autor!
Frazão_Annex_2017.pdf483,63 kBAdobe PDFVer/Abrir    Acesso Restrito. Solicitar cópia ao autor!


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