Análise motivacional da equipe de vendas no setor bancário: estudo de caso de um banco brasileiro

Abstract

The essay approaches the Marketing of Motivation and Recognition in the Financial Sector in an Agency of a Brazilian Bank in the City of Rio de Janeiro, through a survey already done with it own employees, on the basis of the specifíc referendai, models and experiences of the book by Edson Crescitelli, entitled "Marketing of Incentive" (2002). The generic bibliographical references with relation to the Marketing of Incentive, concepts, research, practical techniques and applied questionnaires, stimulations and situations presented here. The explanatory survey was carried out within the bank agency of a Brazilian bank in the City of Rio de Janeiro, to verify as how the employees will react to the stimulations presented by the institution and commanded by its direct leader. It was necessary, to compare the performance of the team faced by the demands of goals presented by the company. The survey had as a starting point the "Study of Qualitative Case". In the theoretical model the complex model of competitiveness was developed, where also, diverse factors had been become involved that could have been gotten from different daily sources, topics such as factors of determination in focus, competitive strategies, marketing plans, vision of the future, programs of incentives, amongst others, they had been of basic importance for attainment of the competitiveness according to Theory of Crescitelli (2002). The survey also shown to demonstrate that the development of the people depends on their work, once they spent most of their time in the agency, where they must exert their functions. In addition, the work environment, the task to perform, and the relationship parameters are elements that must provide the development of intelligence, perception, and the potentialities of each individual. Finally, the implications had been presented in this essay, conclusions and suggestions for future survey and studies.