| dc.description.abstract | The present study aims to discuss an increasingly prevalent and current theme,
inserted in our lives both personally and mainly professionally. It is the Soft Skills and
their use, particularly by pharmaceutical industry sales leaders in Rio Grande do Sul.
In a generous everyday life in possibilities, virtually rich in opportunities, characterized
by the great wave of technologies, having professionals who achieve rapid adaptation
and correct treatment of situations related to this context of transformation and people,
is fundamental for the success of organizations. This environment in the
pharmaceutical industry gains an even more challenging dynamic due to the base
component in this business called innovation, which puts companies in a universe of
competitiveness that is hardly seen in other sectors, needing constant selfassessment, especially in processes aimed at people. It is in this scenario, where
technologies shorten distances and accelerate processes, marked by a lot of
innovation and competitiveness, that we see the possibility and increasing need to
have leadership focused on people management based on behavioral skills. For this
reason, this research aims to understand how Soft Skills act in the business models of
the pharmaceutical industry and its relationship with the leaders of this segment. In
order to address the problem issue, qualitative research of exploratory and descriptive
approach was carried out, through the method of field research study with bibliographic
and documentary research, in the pharmaceutical industry, in the city of Porto Alegre,
Rio Grande do Sul. During and after data collection, carried out through semistructured interviews, the data were analysed, which was carried out in responding to
the specific objectives, identifying the understanding of the leadership theme and the
challenges in the management of sales teams, the perceptions of leaders about Soft
Skills and understanding the vision of these leaders in relation to the essential soft
skills and the possible contribution to work with their sales teams. | en |
