La gestión de los recursos humanos en las fuerzas de ventas, un estudio exploratorio a través del Método Delphi aplicado a las empresas peruanas

Jorge Bullemore; Eduard Cristóbal

doi:10.22451/5817.ibj2018.vol2.1.11014

Authors

Jorge Bullemore Universidad del Desarrollo, Chile http://orcid.org/0000-0003-3731-7020
Eduard Cristóbal Universitat de Lleida http://orcid.org/0000-0003-1795-6263

DOI:

https://doi.org/10.22451/5817.ibj2018.vol2.1.11014

Keywords:

Dirección comercial, Método Delphi, Ventas, Investigación Cualitativa, Perú

Abstract

En este artículo se explora la forma como se desarrolla la gestión de las fuerzas de ventas en el Perú desde la perspectiva de los recursos humanos. Su objetivo principal es el diagnóstico de aquellas variables de productividad comercial relacionadas con la gestión de personas tales como el reclutamiento y selección de vendedores, los roles que desempeñan los supervisores comercial, y sobre cómo las firmas gestionan el desarrollo de las competencias específicas para ventas, para así proponer acciones estratégicas para gestores, consultores y académicos en general. Se desarrolló un estudio a través del método Delphi en dos rondas con un panel de expertos. Al final de este estudio se presentan una serie de implicaciones gerenciales centradas en el desarrollo de habilidades de liderazgo comercial.

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Author Biographies

Jorge Bullemore, Universidad del Desarrollo, Chile

Facultad de Economiía y Negocios

Eduard Cristóbal, Universitat de Lleida

Graduate in Economic and Managerial Sciences for the University of Barcelona (UB) and PhD in Economy for the University of Lleida (UdL) the year 2001. It was obtained with the development of a measure scale of the quality perceived by the service offers by a virtual shop. Professor of the department of Business Administration in the University of Lleida.

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