Aplicação da Metodologia PDCA: etapa “P” no processo de vendas em uma loja de seminovos em Minas Gerais
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Data
2023-06-01
Tipo de documento
Artigo Científico
Título da Revista
ISSN da Revista
Título de Volume
Área do conhecimento
Ciências Sociais Aplicadas
Modalidade de acesso
Acesso embargado
Editora
Autores
Alves, Serena Simões Coutrim
Orientador
Souza, Antonio Marcos
Coorientador
Resumo
O presente artigo aborda a crise provocada pela pandemia, que além de ter gerado declínio no segmento de carros, também acelerou tendências que já eram fortes no setor e se tornarão fundamentais nos próximos anos. A indústria automotiva precisou modificar suas dinâmicas e mudar a maneira tradicional de conduzir os negócios para voltar a crescer. No cenário de incertezas exige-se ainda mais preparação dos vendedores. Neste estudo buscou-se pesquisar em que medida a ferramenta PDCA, como foco no P, pode contribuir com a melhoria na etapa treinamento do processo de venda, na empresa Barão Seminovos, buscando agregar valor ao consumidor final. Como objetivo deste estudo busca-se propor melhorias na etapa de treinamento do processo de vendas da empresa Barão Seminovos, abordando a ferramenta PDCA, com foco na etapa do planejamento. Por meio da revisão bibliográfica e do estudo de caso foi estudada a importância de melhorar processos agregando valor para o consumidor final. Para tanto, foram realizadas entrevistas com três consultores de vendas da empresa. Após a análise da pesquisa, percebeu-se que os processos de mudança são inevitáveis para as empresas que pretendem continuar existindo. Concluindo, pode-se dizer que identificado e priorizado o problema, a equipe pode definir um plano de ação para a solução deste e assim iniciar a aplicação do PDCA buscando a melhoria do processo e o resultado satisfatório para a empresa.
This article addresses the crisis caused by the pandemic, which not only generated a decline in the car segment but also accelerated trends that were already strong in the industry and will become fundamental in the coming years. The automotive industry had to modify its dynamics and change the traditional way of conducting business to grow again. In a scenario of uncertainties, even more preparation is required from sellers. This study aimed to investigate to what extent the PDCA tool, focusing on the P, can contribute to improving the training stage of the sales process at Barão Seminovos, seeking to add value to the end consumer. The objective of this study is to propose improvements in the training stage of the sales process at Barão Seminovos, addressing the PDCA tool, with a focus on the planning stage. Through the literature review and the case study, the importance of improving processes by adding value to the end consumer was studied. For this purpose, interviews were conducted with three sales consultants from the company. After analyzing the research, it was realized that change processes are inevitable for companies that intend to continue to exist. In conclusion, it can be said that once the problem has been identified and prioritized, the team can define an action plan to solve it and thus initiate the application of PDCA seeking to improve the process and achieve satisfactory results for the company.
This article addresses the crisis caused by the pandemic, which not only generated a decline in the car segment but also accelerated trends that were already strong in the industry and will become fundamental in the coming years. The automotive industry had to modify its dynamics and change the traditional way of conducting business to grow again. In a scenario of uncertainties, even more preparation is required from sellers. This study aimed to investigate to what extent the PDCA tool, focusing on the P, can contribute to improving the training stage of the sales process at Barão Seminovos, seeking to add value to the end consumer. The objective of this study is to propose improvements in the training stage of the sales process at Barão Seminovos, addressing the PDCA tool, with a focus on the planning stage. Through the literature review and the case study, the importance of improving processes by adding value to the end consumer was studied. For this purpose, interviews were conducted with three sales consultants from the company. After analyzing the research, it was realized that change processes are inevitable for companies that intend to continue to exist. In conclusion, it can be said that once the problem has been identified and prioritized, the team can define an action plan to solve it and thus initiate the application of PDCA seeking to improve the process and achieve satisfactory results for the company.
Palavras-chave
Vendas de automóveis, Gestão de processos, Treinamento, Ciclo PDCA, Planejamento