"They want a person prepared, but they do not prepare": contradictions in practices of TD&E

Abstract

The present article analyze how the system of Training, Development and Education (TD&E) can be strategic (or not) in the commercial area of a chemical distributor, located in the metropolitan region of Porto Alegre. Looking for a better comprehension about the phenomenon investigated here, was applied the technique of study of case with qualitative method and exploratory level wherein, the interview details, questionnaires and the participant observation from the researcher, were fundamental for the analysis and conclusion. This study shows the deficiencies and the failures in the application of training in the commercial area from the organization studied. Was concluded that the sales strategies tend not to be clear and well established by the commercial team, needing better orientation among these professionals. Besides the training and development needs, it is also necessary to induce a favorable internal organizational culture, and promote improvements in the Internal Communication between the areas, which it is extremely failure today.