Competências em Vendas no Varejo de Materiais de Construção

This paper describes the results of a consultant who identified the competencies in sales in the retail of building materials in southern brazil in an attempt to ascertain which knowledge mobilized by individuals who are considered to be the best practitioners in the company. the company's goal was to build a training program for current and incoming salesmen that follow the organizational culture and history. the methodological design that guided the consultants was of a qualitative and descriptive nature. the resources and competencies of individuals were investigated in a dynamic, i.e., related to actions of the subjects studied in the context of work, considering the realities and specificities of the company, its mission, business type, structure and market integration. the work resulted in an array of knowledge and resources deployed by salesmen in the exercise of their activities in that organization. these features appear associated with the performance and efficiency when put into practice in order to deal with professional situations, including non-routine situations. thus, the competence of the sellers can be regarded as reflecting the combination of multiple knowledge articulating a set of personal and environmental resources. after receiving the results, the company initiated a training program for salespeople.