Estudio de la motivacion laboral en los funcionarios del departamento de control del servicio de rentas internas de la ciudad Guayaquil.
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Fecha
2016
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Universidad de Guayaquil Facultad de Ciencias Administrativas
Resumen
En el trabajo que se presenta a continuación se investigó y analizó el problema
real que tiene actualmente una empresa privada del sector de comercialización de
productos de naturaleza suntuaria, en el ámbito de la capacitación a sus vendedores.
Los colaboradores manifiestan que poseen un bajo nivel de comprensión del
método de ventas que utiliza la empresa. La empresa no posee un plan de
capacitación formal a vendedores, sin embargo ellos indicaron verbalmente que
estarían muy interesados en que la empresa disponga de un diseño de capacitación
que los ayude a mejorar.
Este estudio de caso está enmarcado en la ciencia de administración de recursos
humanos en las organizaciones, haciendo uso específicamente de elementos
relativos al subsistema de recursos humanos de entrenamiento y capacitación de
personas, con énfasis en la investigación de teorías del aprendizaje que permitan
sustentar adecuadamente mecanismos que ayuden a generar un proceso de
aprendizaje efectivo en personas adultas. Estos resultados se utilizaron
conjuntamente con los obtenidos en las entrevistas a vendedores para elaborar la
propuesta de solución al problema.
Se planteó una propuesta de diseño de plan de capacitación para los vendedores
de la empresa Platinum, que contiene dos fases a ser desarrolladas paralelamente:
una fase consiste en impartir módulos de entrenamiento en temáticas que van a
cubrir las necesidades de aprendizaje de los vendedores manifestadas en las
entrevistas; la otra fase consiste en aplicar transversalmente en cada módulo de
entrenamiento cinco lineamientos que según el marco teórico, proyectan que el
diseño del plan de capacitación es efectivo y será exitoso cuando la empresa lo
implemente posteriormente.
This work researched and analyzed the salespeople training issue that currently faces a private sector company that sells luxury items. According to the business salespeople, they barely comprehend the company’s sales methods. Even though the retailer business does not have an official training program for salespeople, they mentioned that they would like the company to develop one, so they can improve their sale methods. The theoretical base for this case study are the Human Resources Management for Business studies. From this area of knowledge were especially useful the Human Resources training subsystem and people’s training concepts, that emphasize in learning theories research, which allow to create and sustain useful mechanisms for a successful learning process in adults. These research results were used with the ones obtained from the salespeople’s interviews to propose a solution for the initial issue. This work’s proposal is a training program plan for Platinum business salespeople. The plan has two phases that must be developed at the same time: the first one consists on a workshop designed on specific topics that will fulfill the salespeople’s learning needs shown in their interviews. The second phase consists in transversely applying in each workshop five linings that, according to the theoretical base, will make an effective training program and will guarantee its success at the moment the company applies it.
This work researched and analyzed the salespeople training issue that currently faces a private sector company that sells luxury items. According to the business salespeople, they barely comprehend the company’s sales methods. Even though the retailer business does not have an official training program for salespeople, they mentioned that they would like the company to develop one, so they can improve their sale methods. The theoretical base for this case study are the Human Resources Management for Business studies. From this area of knowledge were especially useful the Human Resources training subsystem and people’s training concepts, that emphasize in learning theories research, which allow to create and sustain useful mechanisms for a successful learning process in adults. These research results were used with the ones obtained from the salespeople’s interviews to propose a solution for the initial issue. This work’s proposal is a training program plan for Platinum business salespeople. The plan has two phases that must be developed at the same time: the first one consists on a workshop designed on specific topics that will fulfill the salespeople’s learning needs shown in their interviews. The second phase consists in transversely applying in each workshop five linings that, according to the theoretical base, will make an effective training program and will guarantee its success at the moment the company applies it.
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ADMINISTRACION DE RECURSOS HUMANO, ENTRENAMIENTO, CAPACITACION, APRENDIZAJE, TEORIAS, ADULTO, ENTREVISTA, PROPUESTA, SOLUCION, EFECTIVO