Examinando por Materia "Sales"
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Ítem Análisis de las formas de organizarse de las startups tecnológicas de Colombia y su relación con el comportamiento en ventas y el clima laboral(Universidad EAFIT, 2022) Castrillón Vásquez, Sara; Atehortúa Valencia, Daniel; Uribe de Correa, Beatriz Amparo; Rozo Villegas, AlejandroThis work shows the organizing forms of technological startups of Colombia; that is, it tells the solutions that these companies have used to solve some of the universal problems that organizations face (assignment of tasks and roles). In such an assignment process, it is understood that employees normally have different formally assigned tasks and roles. However, there are also other types of activities that are framed within the informal and that determine their day-to-day functions. The growth in sales in recent years that startups have had will also be analyzed and the state of the work environment will be determined to understand if the forms of organizing of these companies have any impact on the results of the factors mentioned above.Ítem El derecho de retracto, ¿una condición suspensiva o resolutoria?(Universidad EAFIT, 2015) Tamayo Jaramillo, Susana; Tamayo Restrepo, David; Aramburo Calle, MaximilianoÍtem Documentación del proceso de implementación de un modelo de CRM para evaluar los efectos de la transformación digital en Labzul S. A. S.(Universidad EAFIT, 2021) Eguez Espinosa, Patricio José; Correa Correa, Nathalia; Giraldo Hernández, Gina MaríaÍtem Estrategias para maximizar el valor de una empresa de lubricantes de la ciudad de Cali, con base en el análisis de viabilidad financiera de la compañía(Universidad EAFIT, 2017) Pérez López, Diana Katherine; Cardona Montoya, Raúl ArmandoEl propósito de la presente investigación es realizar el estudio de viabilidad financiera de una empresa de lubricantes de la ciudad de Cali, con el fin de que la compañía logre maximizar su valor, pueda continuar en marcha y se mantenga rentable a través del tiempo -- Esta investigación surge en el momento en que se identifica el descenso en las cifras de los estados financieros de la compañía, convirtiéndose en una situación de estudio de interés al observar que los índices de ventas del sector, en el que actualmente opera, crecen de manera constante año tras año, lo cual evidencia que existen oportunidades para mejorar los resultados del negocio -- En este estudio se encuentran el detalle del sector, la descripción de la empresa, el análisis de los estados financieros y el cálculo del valor actual de la compañía -- Posteriormente, se plantean y analizan algunas estrategias para mejorar el valor actual y se realiza una valoración final que las incluye, logrando maximizar el valor de la empresaPublicación Estudio de mercado en la zona centro de Colombia orientado a investigar si el producto Sigma Air Manager 4.0 (sam 4.0) es atractivo desde el punto de vista técnico y económico para los clientes de sistemas de aire comprimido(Universidad EAFIT, 2024) Moreno Barragán, Andrés Felipe; Guerrero Caguazango, Fernando; Vélez Ramírez, José Alejandro; Serrano Rivero, Sergio Andrés; Uribe de Correa, Beatriz AmparoIn the Colombian industry, introducing solutions or products built with Industry 4.0 technology, specifically focused on energy efficiency, poses a challenge. This trend is primarily driven by the difficulty of justifying, approving, or allocating budgets for high capital (CAPEX) investments, as the savings benefits are not immediately visible and are not tangible in the short term. Without incentives through rates or penalties for excessive use of energy resources, it becomes an even greater challenge to find a pathway for developing business and increasing sales of energy-efficient compressed air systems. For companies with a differentiated technology portfolio, this context underscores the need to develop sales, marketing, and communication tactics to build trust and leverage market needs, such as during drought seasons, when the price per kilowatt-hour rises significantly. This market study aims to capture the voice of customers by using an exploratory approach with a qualitative method of in-depth, semi-structured interviews. The goal is to create a commercial narrative, a marketing strategy, and a communication plan that align with the desires and needs of technical and financial decision-makers in the target market segments for the commercialization of highly energy-efficient compressed air systems in central Colombia.Ítem Motivación de los vendedores de alto rendimiento : estudio de caso de una empresa aseguradora de Medellín(Universidad EAFIT, 2022) Moreno Martínez, Juan Camilo; López Gallego, Francisco DaríoObjective: To recognize what motivates high-performance salespeople of an insurance company in the city of Medellin, Antioquia, Colombia. Method: research with qualitative approach, case study, with 14 participants from an insurance company in the city of Medellin, considered by the company as high performance salespeople (9 people) and low performance (5 people). Through videoconference via the TEAMS platform, they were asked to participate after informed consent in which the objective and scope of the study were explained, as well as the voluntary nature of their participation or not. Semi-structured survey that included some sociodemographic data. The interviews were transcribed and analyzed verbatim, preserving in any case the emergent and flexible design required by this type of design. Research question: What are the internal and/or external "motives" that lead salespeople to have a high performance in an insurance company in the city of Medellin, Antioquia, Colombia? Results: Most of the interviewees are young adults, mainly women. The internal motivators for high sales performance were, among others, satisfaction with the duty fulfilled, autonomy and freedom, and economic well-being. The external motivators were economic, the characteristics of the boss, the work environment and the benefits of the company. For low performers, the internal motivators were, among others, their own goals, freedom and the possibility of working with their family. At the external level, they considered economic, company benefits, company support, the characteristics of the boss, recognition, and the opportunity to compete. Conclusion There are internal and external motivational elements that influence performance, and performance in turn influences motivation, for both high and low performing salespeople. Likewise, there are a few similarities and several differences between the two groups of salespeople in what motivates them both internally and externally.Publicación Plan de mercadeo Q’Buñuelo(Universidad EAFIT, 2024) López Ramírez, Juan José; Tobón Toro, María Antonia; Valencia Herrera, Elizabeth CristinaThe marketing plan that was carried out is an important tool to generate a roadmap that allows Q'Buñuelo, an emerging traditional coffee shop in the city of Medellin, to achieve its objectives, define and expand its target audience, differentiate itself from others, have a clear focus and reach the top of mind of consumers. The food industry, and specifically the bakery industry, is a complex market, with highly recognized competition and local experience, low differentiation, economic challenges from variables such as inflation and the post-COVID-19 scenario, but it is also characterized by its high demand, market openness and cultural acceptance, especially when offering typical products of the region that, with the right strategies, can achieve results and recognition derived from a well-defined and communicated competitive advantage. In order to achieve the objectives set in terms of growth in sales and positioning, the internal and external variables of the business and the sector were investigated in depth, in order to have clarity on those favorable and challenging aspects that are presented, and how, together with the identified strengths, the clear definition of the business, the definition of the competitive advantage, the correction or adjustment of weaknesses, the navigation of threats and the correct capitalization of opportunities, can be given focus to the brand and continue to have a growth with a clear and defined north that allows reaching the preference of the target audience. Keywords: Marketing plan, Sales, Strategies, Marketing mix, Positioning, Target market, Bakery, Inflation, Competitive advantage, Top of Mind.Ítem Presupuestos antropológicos/humanistas, presentes en el mercadeo. Una mirada desde cuatro empresas de servicios del Valle de Aburrá(Universidad EAFIT, 2006) Cadavid Gómez, Hernán Darío; De la Torre Urán, Lucía Mercedes; Toro Jaramillo, Iván DaríoÍtem Retailer Electricity Market Price in Colombia(Institute of Electrical and Electronics Engineers Inc., 2019-01-01) Rendon; J.J.G.; Giraldo; M.C.; Ceballos; H.V.; Rendon, J.J.G.; Giraldo, M.C.; Ceballos, H.V.; Universidad EAFIT. Departamento de Economía y Finanzas; Finanzas y Banca (Gifyb)We analyze the main determinants of end user retail price according to characteristic of the Colombian electricity marketÍtem Solving the assignment of customers to trucks and visit days in a periodic routing real-world case1(Pontificia Universidad Javeriana, 2018-01-01) Duque Correa A.F.; Baldoquín de la Peña M.G.; Duque Correa A.F.; Baldoquín de la Peña M.G.; Universidad EAFIT. Departamento de Ciencias; Matemáticas y AplicacionesIntroduction: This work proposes a model and two heuristic algorithms to assign customers to trucks and visit days as a first phase in the solution of a real-world routing problem, which is closely related to the PVRP (Periodic Vehicle Routing Problem), but a strategic decision of the company imposes the additional constraint that every customer must always be visited by the same truck. Methods: The proposed model will group the customers that are visited the same day by the same truck as close as possible by means of centroid-based clustering. The first proposed heuristic has a constructive stage and three underlying improvement heuristics, while the second uses an exact linear programming algorithm. Results: The algorithms are evaluated by instances taken from the literature and generated, taking into account the characteristics presented in the real-world case. © 2018, Pontificia Universidad Javeriana. All rights reserved.