Quando a potência do time necessita da autoeficácia e da venda adaptativa

  title={Quando a pot{\^e}ncia do time necessita da autoefic{\'a}cia e da venda adaptativa},
  author={Karin Borges Senra and Let{\'i}cia Fernandes de Negreiros and Valter Afonso Vieira},
Given the competitive landscape in the sales field, more companies need to worry about training their salespeople, especially in cases which salespeople work together. The Team Effectiveness Theory has shown that team potency positively increases individual performance, yet little is known about its influence on group performance. In this work, we suggest that the effect of team potency on performance is not only direct, but also mediated by the mechanisms of self-efficacy and adaptive selling… CONTINUE READING