Aprendizagem experiencial de gerentes de vendas

Abstract

Human beings live in continuous learning, no matter the environment where they are inserted, what is known is that they will learn somehow, and that may be seen explicitly in the work environment where people take the initiative to find this learning as a path to their professional development, aiming to ascend within the company. Therefore, the aim of this paper is to analyse the role of managers‟ learning experience who deal with sales, for this purpose the following specific objectives were established: (I) describe the process of learning through sales managers‟ experience, (II) identify the role of sales managers‟ learning experience, (III) characterize the most significant experiences in learning sales managers. This research was based on a theory which considers studies on managers‟ activities, the sales managers‟ role, means of management learning and experiential learning. It is noteworthy that sales managers are inserted in a context of intense competition, in addition to the fact of the goals require more and more sales and a higher profit margin, and it all adds up even to the various activities that the managers carry in their role as “figurehead” in front of the company with customers, employees and suppliers. For that reason, we sought to highlight in this research essential points regarding the understanding and perception that managers should have in their work routine so that these actions and experiences might develop skills and abilities that foster their attitudes and decision-making, thereby contributing for their professional development and for the organization as a whole.