Stephen Paul

The movement of appeared the Organizacional Development to leave of 1962 it aims at to improve the performance of the groups of people in the company. It has as objective a series of factors amongst them to increase the levels reliable enters the members of the organization, to collate the problems and not to hide them, to create an environment in which the authority is increased based in the knowledge and social ability. Conquanto, the necessity of a possible change in the organizacional structure of the entity alone obtains to be glimpsed when some specific points of the behavior of the individuals that compose the activities of the company are identified. All necessary change to be made of gradual and planned, rational and efficient form, to each time that if lives an organization it acquires one adequate politics its nature. The changes are necessary, perhaps but of form none can be made to, this process requires caution, so that this change becomes a solution instead of a great problem. In this context, the organizacional culture nothing more is of what a set of system, beliefs and values, shared for the members of an organization it is what they differ ones from the others. Each organization has its proper culture which determines its systems of information and its methods of execution and work. Thus, the professional of the countable area appears as an agent of changes, and as such this professional must show its diverse abilities.

The accountant is the angel of the guard of a company, becoming its deep expert, being able of this form to act in its continuity and growth, searching and to disclose the information in the diverse activities that compose the company, REFERENCES CURRY, Antonio. Organization and methods: a holistic vision. 7.ed. So Paulo: Atlases, 2000. HALL. Richard H. Organizations: Structures, processes and results.

So Paulo: Pertinence Hall, 2004. MAXIMIANO, Antonio Cesar Amaru. General theory of the administration: of the urban revolution the digital revolution. 6.ed. So Paulo: Atlases, 2010. OLIVEIRA, Djalma de Pinho Rebouas. Systems, Organizations & Methods: a managemental boarding. 14.ed. So Paulo: Atlases, 2002. If this has piqued your curiosity, check out Mitchel Resnick. ROBBINS, Stephen Paul. Beddings of the Organizacional Structure. In: ROBBINS, Stephen Paul. Organizacional behavior. Translation technique Reynaldo Marcondes.

The Personal Sales

Each one of them can observe the reactions of other well of close. b) Deepening: the personal sales derived from interpersonal relationship, since the simple professional relationship of sales or until a personal friendship. c) Reply: the personal sales make with that the purchaser if feels, in certain way, debtor to after buy to hear the argument of the salesman. The Personal Sales are characterized by Churchill (2000) as the communication face the face, the telephone, fax, computer or any another way that makes possible a personal interaction with the customer, beyond making possible that the communication is adjusted to satisfy the necessities of the situation. The representative of the company can in accordance with adapt the message or presentation of sales the necessity of the situation.

He can receive immediate feedback from the process and corrigiz it, if still in time necessary. In the personal sales to the objections they can be answered at the moment where they appear, thus helping it to awake the desire of the consumers for the purchase of the product (WOOLS HOUSES, 1997). Thus, Lamb (2004) writes that in the Communications of Marketing all the elements (personal sales, advertising, promotion of sales and propaganda) must be lined up, and thus, transmitting one same message (or concept). 6.2.6 Direct marketing For Kotler and Keller (2006), all the forms of direct marketing? direct mail, telemarketing, marketing for the Internet? they possess three characteristics in common: ) Personalized: the message can be prepared to attract the person to who is addressed; b) Brought up to date: the message can be prepared quickly; c) Interactive: the message can be modified, depending on the reply of the person. Sampaio (1999) complements that the Direct Marketing is the sales of any product or done service directly through the propaganda of direct reply, saw announcements, brochures, letters, commercial, telephone or another part/media, without it has physical intervention of salesmen, representatives or retailers.


The history of the organizations and the man always was marked by the incited competition and the wars, sharing with the world of the businesses the same objectives: survival and victory. The increasing competition, from years 80, compelled the companies to invest heavy to become competitive. In function of these investments, the competitive strategies had gained credibility, having started to be one of the crucial factors of survival in the corporative world. The objective of this research is to serve as base of informative support to the administrators, entrepreneurs and students, is to demonstrate to the origin of the competitiveness and the importance of being competitive to guarantee the survival in the day the day. This boarding will make possible one good agreement and greater knowledge on subject, beyond vision of environment enterprise that makes possible a bigger reflection and better use of the existing strategies, that in accordance with vary the historical moment and the vision of each author, for this reason is important to understand the facts descriptions related to the competitiveness. The research in question is to multidiscipline for working with disciplines of Administration, Biology and History, is pure, for increasing the theoretical body of quarrel, bibliographical matrix for analyzing books, magazines and periodicals and has a elucidative historical treatment. In such a way the subject: ' ' Competitiveness: determinative factor for the survival of the organizations and homem' ' it is a empolgante subject, therefore it will present the competition, evolution and adaptation that animal, men and organizations they had needed to suffer since the beginning of the times to continue existing.