Herramientas a considerar para mantener o aumentar la productividad de la fuerza de ventas
Organizations must keep in mind that the sales force is the key element in order to increase revenues and maintain profitability, that is, sellers are considered the fundamental pillar of the company. While sales have existed since the early era and its stage with more presence is in the Phoenician...
| Autores: | , |
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| Tipo de recurso: | artículo |
| Estado: | Versión publicada |
| Fecha de publicación: | 2017 |
| País: | Ecuador |
| Institución: | Universidad Internacional del Ecuador |
| Repositorio: | Repositorio Universidad Internacional del Ecuador |
| OAI Identifier: | oai:repositorio.uide.edu.ec:37000/3552 |
| Acceso en línea: | https://doi.org/10.33890/innova.v2.n5.2017.277 https://repositorio.uide.edu.ec/handle/37000/3552 |
| Access Level: | acceso abierto |
| Palabra clave: | fuerza de ventas; motivación; empoderamiento sales force; motivation; empowerment |
| Sumario: | Organizations must keep in mind that the sales force is the key element in order to increase revenues and maintain profitability, that is, sellers are considered the fundamental pillar of the company. While sales have existed since the early era and its stage with more presence is in the Phoenician culture, little by little has been perfected to the point of being considered an art. The present offers the main tools that promote the productivity of the sales force, such as the structure and size that must have, reducing costs. Another important element is the motivation that each member of the team possesses and that which he feels the organization offers him, such as the so-called reward system (bonuses for sales fulfillment among others), a system commonly used in transactional leadership. However, considering that money is not the only motivational factor for the sales force, the sense of belonging to the company may be more influential than the same money. The system of control (accompaniment and evaluation) to the sellers allows to visualize as it is the performance and scope of the proposed objectives; and is where supervisors or sales managers should focus their training tools turning the gaps or weaknesses into strength points to achieve the goal in common. |
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