Repositorio Institucional Universidad EAFIT ::Examinando por Materia "VENTAS"

Examinando por Materia "VENTAS"

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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, Alejandro
This 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.
Criterios claves para el éxito en ventas de dispositivos médicos en instituciones de salud en Medellín
(Universidad Eafit, 2020) Vera Taborda, Yirman Alberto; Lizcano Rivera, Doria Constanza
Criterios de selección de un plan celular pospago en el Eje Cafetero
(Universidad EAFIT, 2020) Rentería García, Diego Alejandro; Muñoz Molina, Yaromir De Jesus; Zapata Montoya, Mauricio Fernando
The objective of the present study was to identify decision or selection criteria of postpaid mobile phone users in the Region of “Eje Cafetero” when choosing a plan or service, based on a quantitative exploratory and cross-sectional approach, by collecting data statistical data to a sample of 384 users between 18 and 55 years of age in the three departments of the Eje Cafetero. Additionally, the study sought: i) to determine in what order and measure said criteria have been established when acquiring a Postpaid plan, showing relevant data, some of which are not entirely conclusive; ii) identify preferences that guide or determine their decision and / or choice in the services offered and that differentiate operators in the region, finding that the most widely used and offered forms of communication are Social Networks and Voice Calls; Also, it was established that the "Level of satisfaction" could become a criterion of choice; finally, iii) highlight those Apps that are of greater value to them, and that are or should be included in postpaid plans because they would determine their choice, permanence and / or preference; Apps were identified: to watch movies and / or TV series, Music, word processors, and navigation maps; likewise, the package of four (4) free applications that should be included in a plan, would be: WhatsApp, Personal Email, Instagram and Twitter. In addition, there are four (4) groups of selection and / or decision criteria, which correspond to: i) C. versus the service offered by the operator; ii) C. on content and enjoyment of the offered plan; iii) C. that generate value for them; and iv) C. regarding your perception of Cost vs. Benefit. Finally, the information collected from the population under study, following the minimum required statistical criteria, protocols and data protection standards (ICC / ESOMAR), could serve as input for future studies, because they can be representative and important both for users, as for cellular operators in the region.
Diseñar una propuesta de mejoramiento en la gestión de los costos de última milla en la industria de e-commerce en Colombia
(Universidad EAFIT, 2022) Fernández Jaramillo, Santiago; Escalante Gómez, Juan Esteban
The Internet has become part of everyday life with a dynamic technological evolution that has allowed the rapid development of e-commerce, which has led many organizations to establish online channels for direct sales. Specifically, for the Colombian market there has been a remarkable advance in e-commerce with a score of 60.5 out of 100, being higher than the value of Latin America (48) and the world (55) and generating sales between 2016 and 2019 through the internet with growths of 90.6%, going from $11.7 billion pesos in 2016 to $22.2 billion pesos in 2019. These growth levels have brought with them great challenges in the supply chains, with the efficiency of distribution logistics becoming a determining factor in the face of materializing economic benefits in the industries. Currently, e-commerce is subject to a series of important challenges related to logistics, on which depends largely the possibility of potentiating the opportunities offered by digital e-commerce platforms, with high complexity in the last mile, because companies must also take into account factors associated with environmental sustainability, urban congestion, traceability of orders and tracking. All these factors can result in cost increases that must be considered in a comprehensive manner, in order to guide better planning strategies to reduce these costs while improving efficiency.
Diseño de modelo de actuación comercial en una Fintech enfocada en la comercialización masiva de productos financieros
(Universidad EAFIT, 2022) Serna Calvete, Jennifer Katherine; Orozco Echeverry, César Augusto
El derecho de retracto, ¿una condición suspensiva o resolutoria?
(Universidad EAFIT, 2015) Tamayo Jaramillo, Susana; Tamayo Restrepo, David; Aramburo Calle, Maximiliano
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 Armando
El 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 empresa
Evaluación de los mecanismos compensatorios utilizados por la industria farmacéutica para afrontar la disminución de sus ingresos a razón de la regulación de precios definida por el Ministerio de Salud en Colombia durante el periodo 2015-2019
(Universidad EAFIT, 2020) Quintero Ortiz, Diego Nadin; Sánchez Villalobos, Oswaldo
Hoja de ruta para la implementación del proceso de planeación de ventas y operaciones S&OP en una empresa manufacturera
(Universidad EAFIT, 2024) Ramírez Zuluaga, Juan Sebastián; Castro Zuluaga, Carlos Alberto
Interpreting direct sales' demand forecasts using SHAP values
(Universidad EAFIT, 2022) Arboleda Flórez, Mariana; Castro Zuluaga, Carlos Alberto
La segmentación en venta directa como herramienta de fidelización
(Universidad EAFIT, 2021) Roa Fuentes, Hernán Arturo; Ortega Álvarez, Ana María
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 Darío
Objective: 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.
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 Darío
Propuesta de un modelo de predicción de canibalizaciones de las referencias de línea en presencia de ofertas para una empresa manufacturera de alimentos de la ciudad de Medellín
(Universidad EAFIT, 2020) Flórez Jaramillo, Daniela; Castro Zuluaga, Carlos Alberto
The objective of this research is to propose a model for predicting cannibalizations that will allow us to assertively estimate the sales of line references when an offer is present. The methodology to address this research has a quantitative approach and the type of study is descriptive. For the realization of the model, the variables to be used were defined and the prediction model was incorporated using supervised learning techniques in Machine Learning given the nature of the cross-sectional data. After designing the model, the variables with the greatest relationship and contribution to the behaviour of cannibalisation were highlighted. Good results were obtained in terms of the coefficient of determination and accuracy, which is positive for the company since operations will be given a better estimate of the behaviour of the line references when an offer is active, which will allow them to prepare the supply chain to deal with the consumption peaks and valleys of the different references.
Propuesta de un modelo para mejorar el nivel de servicio en el canal de venta directa en Colombia
(Universidad EAFIT, 2022) Alfonso Cabarcas, Karen Beatriz; Pineda Toro, Oscar Mauricio; Uribe de Correa, Beatriz Amparo
In recent years, direct sales have been strengthened in Colombia and have established themselves as a source of income for many households in the country; Women of low socioeconomic levels, see in this model the possibility of having income and paying for their basic needs, this channel grows every year, already in Colombia there are 28 companies attached to the Colombian direct sales association and it has more than 2 million independent saleswomen. From the chair of the logistics area, it represents a challenge, with this B2C model that requires order deliveries to the home of each vendor, for the country's geography and access issues, it represents a great challenge. Our goal is to propose a model to improve the level of service, which allows real-time indicators of the order delivery process; this proposal is applicable to any company in this sector. We will support each other for the development of the model, in reading articles that have to do with the topic addressed, analysis of the behavior of this current model, and conversations with key actors involved in the process. With this we seek to increase the competitive advantage, greater agility in decision making or rethink the strategies and tactics that are not working and that move away from the promise of value offered to the seller of this channel.

Examinando por Materia "VENTAS"

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