Diseño de manual de proceso de ventas para canal tradicional en Guayaquil
Fecha
2016
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Universidad de Guayaquil Facultad de Ciencias Administrativas
Resumen
La empresa Alsodi S.A. se dedica a la comercialización de productos cárnicos y de consumo
masivo y no cuenta con un proceso de ventas para los clientes del canal tradicional, por eso la
fuerza de ventas no cumple con los objetivos establecidos por la empresa, como objetivo
general se tiene el establecer las actividades de la fuerza de ventas de la empresa Alsodi S.A.
a través de la implementación de un manual de procesos. La metodología a utilizar será de
tipo cuantitativo que diagnostica la situación actual de la fuerza de ventas de la empresa, a
través de la encuesta al personal de ventas, coordinadores, supervisor, gerente general y
clientes para medir la calidad de la gestión de venta que se desarrolla en el punto de venta.
Los resultados se obtuvieron de los veinte y dos vendedores que tiene la empresa y una
muestra de quinientos diez clientes de una población total de un mil clientes que compran los
productos de Alsodi S.A. donde se concluye que es importante la implementación de un
manual de proceso de ventas para el canal tradicional, en el cual se detalle paso a paso las
actividades que deben realizar los vendedores para alcanzar el máximo de rendimiento
cuando se encuentren en el punto de venta y cuando se encuentren en la oficina
complementando dicha gestión realizada en el campo.
The company Alsodi S.A. It is dedicated to marketing of meat products and consumer and does not have a sales process for customers in the traditional channel, so the sales force does not meet the targets set by the company as general objective is to establish the activities of the sales force of the company Alsodi SA through the implementation of a manual process. The methodology used is quantitative diagnosing the current situation of the sales force of the company, through the survey sales staff, coordinator, supervisor, general manager and customers to measure the quality of management sale it develops at the point of sale. The results were obtained from twenty-two vendors who have business and a sample of five hundred ten customers of a total population of one thousand customers who buy products Alsodi S.A. where it is concluded that it is important to implement a manual sales process to the traditional channel, in which step is detail-by-step activities to be carried vendors to achieve maximum performance when they are at the point of sale and when in the office complement such management made in the field.
The company Alsodi S.A. It is dedicated to marketing of meat products and consumer and does not have a sales process for customers in the traditional channel, so the sales force does not meet the targets set by the company as general objective is to establish the activities of the sales force of the company Alsodi SA through the implementation of a manual process. The methodology used is quantitative diagnosing the current situation of the sales force of the company, through the survey sales staff, coordinator, supervisor, general manager and customers to measure the quality of management sale it develops at the point of sale. The results were obtained from twenty-two vendors who have business and a sample of five hundred ten customers of a total population of one thousand customers who buy products Alsodi S.A. where it is concluded that it is important to implement a manual sales process to the traditional channel, in which step is detail-by-step activities to be carried vendors to achieve maximum performance when they are at the point of sale and when in the office complement such management made in the field.
Descripción
Palabras clave
GESTION, MANUAL, PROCESO, VENTAS