Administración de la fuerza de ventas de la cooperativa de producción agroecológica El Guabo.

Abstract

The Cooperativa de Producción Agroecológica El Guabo is a company dedicated to the sale of agricultural inputs wholesale and retail and the export of boxes of bananas to different countries in Latin America, Europe and Asia; Throughout its history, it has stood out for offering high-quality products and has been characterized by the interest and attention it provides to its customers. The present investigation was carried out in order to understand the relevance of the management process oriented to the agricultural sales force of the cooperative, correspondingly the national and state agricultural production is analyzed due to its importance for the economy. In the theoretical framework, the sales capacities of the company are investigated, the structure that the sales administration must have and the activities of the sales manager in the personnel selection process. A structured interview was conducted to identify the key processes and variables that agricultural input companies must address in this context. It was determined that the structure of the management process of the cooperative's sales force is mixed and its phases are not entirely opportune because; Despite complying with most of its components, not all of them are fully carried out, since they downplay the importance of two of them, which are training and remunerating the work team. These components are fundamental pieces for optimal organizational development.