Análisis de los subsistemas de talento humano para mejorar la productividad de un intermediario comercial en el canal de retail y su impacto en los resultados de participación de mercado de una operadora de Telecomunicaciones Móvil
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Fecha
2015
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Universidad de Guayaquil Facultad de Ciencias Administrativas
Resumen
Las operadoras de telecomunicaciones en el Ecuador, experimentan su actividad comercial en el Canal Retail línea blanca y marrón, mediante canales de distribución donde se involucran actores externos a la organización como son los gestores comerciales, colaboradores y demás funcionarios que impulsan la venta del portafolio de producto.
El Desarrollo de la investigación nos permite establecer políticas de comercialización, desarrollo y de incentivos dentro de los gestores comerciales ya que dicha interacción está sujeta a como se sienten organizacionalmente y específicamente los colaboradores dedicados a la venta masiva del producto.
Finalmente con este trabajo, se pretende mejorar el clima laboral y organizacional, las personas contratadas no sienten que la empresa los prepara para nuevos retos y objetivos y por ende los resultados en ventas y participación de mercado no serán óptimos para los distribuidores y la respectiva operadora que los contrata, se debe estructurar una política capacitación y desarrollo que permita que cada colaborador se empodere de la posición y funciones a desempeñar.
Telecommunications operators in Ecuador, experience their business in the retail channel and white brown line through distribution channels where actors outside the organization are involved such as business managers, employees and other officials promoted the sale of portfolio product. Development of research allows us to establish marketing policies, development and incentives within business managers and that this interaction is subject to how they feel organizationally and employees specifically dedicated to the sell the product. Finally this work is to improve the working and organizational environment, people hired do not feel that the company prepares for new challenges and objectives and thus results in sales and market share will not be optimal for distributors and the respective operator who hires, it should structure a training and development policy that allows each partner takes empowerment of the position and functions to be performed.
Telecommunications operators in Ecuador, experience their business in the retail channel and white brown line through distribution channels where actors outside the organization are involved such as business managers, employees and other officials promoted the sale of portfolio product. Development of research allows us to establish marketing policies, development and incentives within business managers and that this interaction is subject to how they feel organizationally and employees specifically dedicated to the sell the product. Finally this work is to improve the working and organizational environment, people hired do not feel that the company prepares for new challenges and objectives and thus results in sales and market share will not be optimal for distributors and the respective operator who hires, it should structure a training and development policy that allows each partner takes empowerment of the position and functions to be performed.