Pertinencia de la estructura de la fuerza de venta de acuerdo a los procesos comerciales.

Abstract

This research aims to analyze the relevance of the sales force of the commercializing company JIHER S.A. from the city of Pasaje. Along the same lines, an attempt is made to define the indicators for the evaluation of the sales force in order to evaluate the relevance of the collaborators according to the commercial processes of the company JIHER S.A. The research is qualitative and descriptive based on the documentary method. Through bibliographic research, the evaluation variables of the sales force are analyzed in order to carry out an analysis on the qualities and aptitudes of the collaborators who work in the sales area. An evaluation model was applied to the sales force, which was executed by Marco Danilo Jirón Heredia, owner of JIHER S.A. and the researcher in question, it is so; The model is executed based on 4 important aspects about the sales force, which are: 1) Evaluation of general performance; 2) Evaluation of competencies; 3) Productivity evaluation; 4) 360 Evaluation. Based on the analysis provided by the application of the Zendesk model, it is possible to measure the individual abilities of the vein strength and the impact they have on the business processes of the company.