CBK - Seguros de crédito
: relatório de estágio

  • Pedro de Sousa Coelho (Student)

Student thesis: Master's Thesis

Abstract

This report has as its main objective the description of the functions performed by me during my six-month internship held at CBK – Seguros de Crédito in the commercial department and, consequently, the critical analysis of this department of the company. To this end, my research focused on the literary reviews on the topic of Credit Insurance. In this chapter, I decided to make a collection of different definitions which Credit Insurance has had on various authors related to the subject. This is a financial instrument that, over the years, has changed and that has also, always had a proportional growth to the market of world exports. However, its purpose, over time, has always been the same: to protect lenders against unpaid credit depts. Secondly, I chose to conceptually fit in a topic, which I considered to be quite weak in CBK – Seguros de Crédito: CRM - Customer Relationship Management. This is a topic of great relevance for the company, since the main commercial area in target relates to customer acquisition and relationship with them on a daily basis. Consequently, the topic of organizational culture was discussed, which throughout the investigation, I realized it is closely related to the implementation of CRM. Therefore, the adoption of an organizational culture focused/directed to the customer in all aspects is the main factor for a successful implementation of a CRM in CBK – Seguros de Crédito. Therefore, the main conclusion of this report is that the CBK – Seguros de Crédito will only be able to get contracts with large companies by implementing a customer-focused organizational culture from the time immediately employees start working in the organization (through methods and techniques of recruitment and selection as suggested throughout chapter V) and thus successfully implementing a CRM framed for the purpose.
Date of Award23 Jan 2014
Original languagePortuguese
Awarding Institution
  • Universidade Católica Portuguesa
SupervisorAna Filipa da Rocha de Castro e Côrte-real (Supervisor)

Designation

  • Mestrado em Gestão

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