Diseño del modelo de indices de gestion comercial para el pago de comisiones en Damace S.A.

Abstract:

Damace S.A. A company that is dedicated to the commercialization of products of mass consumption in the city of Guayaquil and that carries out its activities in the north of the city, has problems with its sales force since it lacks a system of payment of integral commissions based on Indices of commercial management, since the sellers consider that their commissions are very low, in relation to the management of sales that they realize. As a general objective is to design a model of measurement, evaluation and control of commercial management indices that allows to calculate the payment of commissions in a fair and objective way to the sales force of the company. The methodology to be used will be of a qualitative and quantitative nature, which will be used to diagnose the current situation of the commercial part of the company, through the techniques of observation and the survey of the personnel of the sales department and customers to know the management that the salesmen Performed in each working day. The results were obtained from the twenty-two people who work in the commercial part and a sample of five hundred and ninety-six clients from a total population of one thousand three hundred and fifty clients that currently buy the products that the company commercializes. The conclusion is that it is important to implement new management indexes that will be useful to measure the performance of the sellers through formats designed in order to have numerical results that allow to have an objective information for the payment of commissions of the sellers according to the proposed format.

Año de publicación:

2017

Keywords:

• venta
• gestion
• PROCESO
• índice

Fuente:

rraae