scholarly journals A APLICAÇÃO DA PROGRAMAÇÃO NEUROLINGUÍSTICA (PNL) EM VENDAS: ESTUDO DE CASO EM UMA EMPRESA DO RAMO ATACADO E VAREJO – GASPAR/SC

2019 ◽  
Vol 8 (1) ◽  
pp. 127-143
Author(s):  
Keli Beatriz Dalbosco ◽  
Josely Cristiane Rosa
Keyword(s):  
Data Collection ◽  
Training Program ◽  
Management Training ◽  
Human Mind ◽  
Neurolinguistic Programming ◽  
Training Development ◽  
Data Collection Instrument ◽  
Retail Company ◽  
Critical Aspects

A Programação Neurolinguística (PNL) é considerada um modelo que auxilia na compreensão do funcionamento da mente humana, tornando possível a identificação e o aproveitamento das capacidades do indivíduo para alcançar os resultados almejados (SBPNL, 2011). Aplicada às vendas, a PNL auxilia os vendedores sobre a compreensão das necessidades e desejos dos clientes. O presente artigo tem como objetivo viabilizar a implantação de um programa de capacitação (TD) para os vendedores da empresa Comercial Jukeli LTDA ME, com base na Programação Neurolinguística (PNL). Para tanto, foram investigados os aspectos críticos na rotina de atuação dos vendedores da empresa, identificados os sistemas representacionais da PNL de cada vendedor e, por fim, elaborado o roteiro de treinamento. Em relação à abordagem, a pesquisa constituiu-se em qualitativa, tipificada em descritiva. Quanto aos procedimentos técnicos de coleta de dados configura-se em pesquisa bibliográfica e estudo de caso, sendo o questionário o instrumento de coleta de dados escolhido. Em relação aos aspectos críticos na rotina de vendas da empresa observou-se que as colaboradoras da empresa possuem os critérios principais que são necessários para a execução do trabalho, porém, o ponto crítico encontrado foi a necessidade de melhorar as técnicas de abordagem aos clientes. Quanto aos Sistemas Representacionais, a pesquisa evidenciou que há a predominância de colaboradoras visuais na empresa. Com a análise dos dados realizada foi possível à implantação de um programa de capacitação (TD) para as vendedoras da empresa. O treinamento foi aplicado por uma International NLP Trainer e contou com ações para o aperfeiçoamento das habilidades interpessoais e a flexibilidade pessoal das vendedoras da empresa.Palavras-Chave: Gestão de Pessoas. Treinamento Desenvolvimento. Programação Neurolinguística (PNL). Vendas. THE APPLICATION OF NEUROLINGUISTIC PROGRAMMING (NLP) IN SALES: A CASE STUDY IN A BRANCH AND RETAIL COMPANY - GASPAR/SCAbstract: Neurolinguistic Programming (NLP) is considered a model that assists in understanding the functioning of the human mind, making possible the identification and the use of the individual's abilities to achieve the results desired (SBPNL, 2011). Applied in sales, NPL helps salespeople understand the needs and desires of customers. In this context, the objective of this article is to enable the implementation of a training program (TD) for salespeople of the company Comercial Jukeli LTDA ME, based on Neurolinguistic Programming (NLP). For this purpose, were investigated the critical aspects in the routine of the salespeople of the company, identified the representational systems of NLP by each salespeople and finally, drafted the training script. Regarding the approach, the research was qualitative, typified in descriptive. As for the technical procedures of data collection, it is configured in bibliographic research and case study, the questionnaire being the chosen data collection instrument. Regarding the critical aspects of the company's sales routine, it was observed that the employees of the company have the main criteria that are necessary for the execution of the work, but, the critical point was the need to improve customer approach techniques. Regarding the Representational Systems, the research evidenced that there is a predominance of visual collaborators in the company. With the analysis of the data, it was possible to implement a training program (TD) for the salespeople of the company. The training was applied by an International NLP Trainer and involved on actions to improve the interpersonal skills and the personal flexibility of the company salespeople.Keywords: People Management. Training Development. Neurolinguistic Programming (NLP). Sales.

Developing an E-Learning Course for a Global Legal Firm

2012 ◽  
pp. 133-154
Author(s):  
Gemma Baltazar
Keyword(s):  
Risk Management ◽  
Training Program ◽  
Management Training ◽  
Lessons Learned ◽  
Online Course ◽  
Firm Risk ◽  
E Learning ◽  
Overall Risk

This case study describes the considerations, challenges, and lessons learned in developing this online course, which is the foundation of an overall risk management training program for the Firm. Risk management is a very broad, deep, and complex topic which impacts the practice of law in many different ways. Recognizing that it is in meaningful discussions where learning most likely takes place, the project team’s challenge was to design an e-learning course that allows sufficient interactivity to engage the learner and stimulate thinking around issues they encounter in whatever legal area, and at whatever level they practice.

scholarly journals A GESTÃO POR COMPETÊNCIAS E O PROCESSO DE TREINAMENTO E DESENVOLVIMENTO DE PESSOAS (T&D): ESTUDO DE CASO NA EMPRESA KL EMBALAGENS – SÃO JOÃO BATISTA/SC

2019 ◽  
Vol 8 (2) ◽  
pp. 79-100
Author(s):  
Dárica da Silva ◽  
Josely Cristiane Rosa
Keyword(s):  
Professional Growth ◽  
Management Training ◽  
Training And Development ◽  
Point Of View ◽  
Professional Performance ◽  
Administrative Assistant ◽  
Data Collection Instrument ◽  
Flexographic Printing ◽  
Definition Of

O presente artigo tem como objetivo analisar o desempenho profissional dos colaboradores da empresa KL Embalagens Ltda, a partir da Gestão por Competências. Para tanto, foi realizada a identificação e a definição das competências dos cargos em estudo, como também a constatação das vulnerabilidades dos cargos/áreas que precisam de treinamento e desenvolvimento. Destaca-se que os cargos analisados na pesquisa foram o Auxiliar Administrativo, Cartonageiro a Mão, Impressor Flexográfico, Motorista e Serviços Gerais. Do ponto de vista metodológico, a pesquisa é classificada em qualitativa e tipificada em exploratória. Com relação ao método, a pesquisa constitui-se em bibliográfica e estudo de caso, utilizando-se do questionário como instrumento de coleta de dados e da planilha de mapeamento de competências. Os resultados evidenciaram que as competências mais vulneráveis foram à agilidade, capacidade visual e espacial, concentração, iniciativa, memorização, paciência e velocidade de execução das tarefas. Também foi possível evidenciar que os cargos cartonageiro a mão e serviços gerais apresentaram desempenho abaixo do esperado, seguidos por impressor flexográfico e auxiliar administrativo. O cargo de motorista foi o único que atendeu as expectativas da empresa. Com as vulnerabilidades comportamentais e técnicas avaliadas foi possível sugerir ações de treinamento e desenvolvimento (TD), visando adaptar os colaboradores às suas funções, atendendo as necessidades da empresa KL Embalagens e repercutindo no crescimento profissional dos colaboradores.Palavras-Chave: Gestão de Pessoas. Treinamento e Desenvolvimento. Gestão por Competências. MANAGEMENT FOR COMPETENCES AND THE PROCESS OF PEOPLE TRAINING AND DEVELOPMENT (TD): A CASE STUDY AT KL EMBALAGENS - SÃO JOÃO BATISTA /SCAbstract: This article aims to analyze the professional performance of the employees of KL Embalagens Ltda., from Management by Competences. For that, the identification and definition of competencies for each position under study was carried out, as well as the vulnerability of such positions/areas that need training and development. It should be noted that the positions analyzed in the survey were Administrative Assistant, Carton Handler, Flexographic Printing, Driver and General Assistant. From the methodological point of view, the research is classified as qualitative and typified as exploratory. Regarding the method, the research is a bibliographical and case study, using the questionnaire as a data collection instrument and the competences mapping worksheet. The results showed that the most vulnerable competences were agility, visual and spatial ability, concentration, initiative, memorization, patience and speed of task execution. It was also possible to show that carton handling and the general assistant performed below expectations, followed by flexographic printing and administrative assistant. The position of driver was the only one that met the expectations of the company. With the evaluated behavioral and technical vulnerabilities it was possible to suggest training and development actions (TD), aiming to adapt the employees to their functions, meeting the company's needs, thus impacting the professional growth of employees.Keywords: People Management. Training and development. Management by Competences.

Graduates construct their management careers from day one

2014 ◽  
Vol 22 (3) ◽  
pp. 35-37
Keyword(s):  
Training Program ◽  
Design Methodology ◽  
Construction Materials ◽  
Management Training ◽  
Successful Management ◽  
Content Type ◽  
Classroom Training ◽  
Management Position ◽  
Practical Implications

Purpose – The purpose of this paper is to describes the management-development training program in operation at a UK trade distributor of plumbing and heating products and supplier of construction materials. Design/methodology/approach – Provides the reasons for the program, the form it takes and the results it has achieved. Includes interviews with people who have taken part in the program. Findings – Explains that trainees are exposed to every aspect of the business and culture from the start, by combining working in a branch with classroom training at the company’s management academy. Reveals that trainees are supported throughout the program by their placement manager, who helps in day-to-day activities; a coach from the senior-management team, who offers advice and guidance; and a mentor, many of whom have themselves been through similar schemes. Practical implications – Demonstrates how participants who are willing to roll up their sleeves, make decisions and use their initiative can expect to take on a management position within 12 months. Social implications – Highlights, in case-study interviews, the varied backgrounds of employees who have carved out successful careers with the company. Originality/value – Gives the inside story of a successful management-training program.

scholarly journals Uma proposta didática para ensinar os conceitos de reação de saponificação na educação de jovens e adultos

2021 ◽  
Vol 2 (2) ◽  
pp. 51-74
Author(s):  
Maria da Conceição de Menezes Torres
Keyword(s):  
Adult Education ◽  
Young People ◽  
Data Collection ◽  
Environmental Pollution ◽  
State School ◽  
Previous Knowledge ◽  
Science Technology Society ◽  
Science Technology ◽  
Data Collection Instrument

A presente pesquisa teve como objetivo elaborar e aplicar uma proposta didática para abordar os conceitos de reação de saponificação, tendo como base o tema gerador “descarte consciente de óleo vegetal”. A proposta didática teve um enfoque Ciência, Tecnologia, Sociedade e Ambiente (CTSA), visto que buscou-se abordar um tema voltado para poluição do meio ambiente provocado pelo descarte inadequado de óleo vegetal de frituras. A pesquisa realizada foi um estudo de caso realizado em uma Escola estadual de Campina Grande – PB. O público-alvo foram estudantes do ciclo VI da Educação de Jovens e Adultos (EJA). A proposta didática foi dividida em etapas, que consistiu na avaliação do perfil da turma, problematização inicial, organização do conhecimento e experimentação. O instrumento de coleta de dados foram três questionários, para avaliar o perfil da turma, uma sondagem a respeito dos conhecimentos prévios dos alunos e verificação da proposta didática aplicada. Como resultado foi possível analisar uma turma composta igualitariamente por jovens e adultos, que na sua maioria tem afinidade pela Química. Porém, esses alunos apresentaram pouco conhecimento acerca do conteúdo abordado devido as limitações de conteúdos vistos anteriormente. Contudo, ao decorrer das etapas foi possível observar o desenvolvimento dos mesmos a partir do envolvimento durante as aulas teórica e experimental. Os questionários aplicados no início e no fim das etapas foram analisados e concluiu-se que a grande maioria conseguiu aprimorar seus conhecimentos satisfatoriamente.   The present research aimed to develop and apply a didactic proposal to address the concepts of saponification reaction, based on the generating theme "conscious disposal of vegetable oil". The didactic proposal had a Science, Technology, Society and Environment (STEM) approach, since it aimed to address an issue related to environmental pollution caused by improper disposal of vegetable frying oil. The research was a case study carried out in a state school in Campina Grande - PB. The target audience were students from cycle VI of the Young and Adult Education (EJA). The didactic proposal was divided into stages, which consisted of the evaluation of the class profile, initial problematization, knowledge organization and experimentation. The data collection instrument was three questionnaires, to evaluate the class profile, a survey of the students' previous knowledge, and verification of the didactic proposal applied. As a result, it was possible to analyze a class composed equally of young people and adults, most of whom have an affinity for chemistry. However, these students had little knowledge about the content addressed due to limitations of content previously seen. However, during the stages it was possible to observe their development from their involvement during the theoretical and experimental classes. The questionnaires applied at the beginning and at the end of the stages were analyzed and it was concluded that most of them managed to improve their knowledge satisfactorily.

Managerial Studies and Perceived Job Performance: An Israeli Case Study

1994 ◽  
Vol 23 (2) ◽  
pp. 341-356 ◽  
Author(s):  
Haim H. Gaziel
Keyword(s):  
Job Performance ◽  
Training Program ◽  
Management Training ◽  
Survey Questionnaire ◽  
The Public ◽  
Know How ◽  
Managerial Training ◽  
The World ◽  
The Future

This paper was designed in order to know how far skills needed for the future manager (according to the literature) correspond to what managers' students perceive as important, and how courses of a management training program perceived contributing in performing a managerial job effectively. Data were collected from a sample of 190 managers from the public sector, who participated in the Bar Ilan University (Israel), managerial training program, from 1986/87 to 1989/90. The participants were requested to complete an attitude survey questionnaire. Findings largely reflect the world of the future manager mentioned in the literature. As regarding the usefulness of the managerial training program to job performance, findings indicate that the management training program correspond only partially to what is needed for performing one's job effectively. Too much time was devoted to transmitting knowledge rather than indoctrinating skills.

Developing an E-Learning Course for a Global Legal Firm

2011 ◽  
pp. 223-244
Author(s):  
Gemma Baltazar
Keyword(s):  
Risk Management ◽  
Training Program ◽  
Management Training ◽  
Lessons Learned ◽  
Online Course ◽  
Firm Risk ◽  
E Learning ◽  
Overall Risk

This case study describes the considerations, challenges, and lessons learned in developing this online course, which is the foundation of an overall risk management training program for the Firm. Risk management is a very broad, deep, and complex topic which impacts the practice of law in many different ways. Recognizing that it is in meaningful discussions where learning most likely takes place, the project team’s challenge was to design an e-learning course that allows sufficient interactivity to engage the learner and stimulate thinking around issues they encounter in whatever legal area, and at whatever level they practice.

scholarly journals Records Management: A Case Study in Business Office of Universitas Klabat

2019 ◽  
Vol 6 (1) ◽  
pp. 204
Author(s):  
Rouna Paoki
Keyword(s):  
Data Collection ◽  
Management Training ◽  
Records Management ◽  
Filing System ◽  
Employee Needs

The purpose of this research was to identify the records management and to determine the challenges in records management at the business office of Universitas Klabat. This case study utilized five employees from the business office of Universitas Klabat. The data collection techniques used were observation and interview using Miles and Hubberman model. The observation showed that the business office has applied the filing system; however, the staff lacked the skills in manipulating the filing system. Therefore, the filing system was not in accordance to the correct filing standards. This study implied that each employee needs more knowledge in records management. Aside from the employees, it is recommended that the office secretaries participate in records management training. Further, the records facilities should be improved to support the records management in the offices. Lastly, a clear procedure in records management should be developed and implemented.

On-line Tropical Epidemiology -A Case-Study from The Gambia

1987 ◽  
Vol 26 (02) ◽  
pp. 73-76 ◽  
Author(s):  
Kathryn Rowan ◽  
P. Byass ◽  
R. W. Snow
Keyword(s):  
Data Collection ◽  
Field Trial ◽  
Error Rates ◽  
Database Management System ◽  
Bed Nets ◽  
Completion Rates ◽  
On Line ◽  
Access To Data ◽  
Rapid Processing

SummaryThis paper reports on a computerised approach to the management of an epidemiological field trial, which aimed at determining the effects of insecticide-impregnated bed nets on the incidence of malaria in children. The development of a data system satisfying the requirements of the project and its implementation using a database management system are discussed. The advantages of this method of management in terms of rapid processing of and access to data from the study are described, together with the completion rates and error rates observed in data collection.

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