Analysis of the sales representatives' profile in DellEMC Rio de Janeiro through the Challenger Sale model

• Ano de defesa: 2017
• Autor(a) principal: Rodrigues, Miguel Marques Xavier Nogueira
• Orientador(a): Borges, Ana Paula
• Tipo de documento: Dissertação
• Tipo de acesso: Acesso aberto
• Idioma: eng
• Palavras-chave em Português: Vendas; Marketing; Gestão; Comportamento do consumidor
• Link de acesso: http://hdl.handle.net/10438/18355

Sales panorama has been changing through the years and even more since the 2008 global crisis. Since then, companies started to demand more from the suppliers and their sales representatives; especially in more the complex sectors like Information Technologies (IT). Companies have been adapting their sales strategies to increase sales; however few have studied the sales representatives’ behavior with the client. Based on the Challenger Sale model this project aims to study the sales representatives’ profile in an IT market leader – DellEMC, Rio de Janeiro. The project was developed as a unique case study due to the leadership characteristics’ of DellEMC, A questionnaire was developed and administered to DellEMC’s sales department. According to the Challenger Sale model, DellEMC’s sales representatives appeared to have characteristics from all the three model dimensions – Teaching for differentiation; Tailoring for resonance and Taking Control of the sale. However it was also recognized that some factors like organizational culture or market characteristics contribute on the sales representatives’ behavior. This project has no intension on generalization but to refine the Challenger Sale model theory and applicability to the specific case of DellEMC.