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La motivación en equipos de ventas .Plan de motivación

Author

Listed:
  • Gabriel Jaime Soto Jaramillo
  • Jaime Alberto Raigosa Bohórquez

Abstract

El presente artículo está basado en la investigación titulada “Los planes de incentivos a la fuerza de ventas y su impacto en los vendedores de las empresas grandes y medianas en Colombia, 2004”, en la cual, siguiendo la metodología estadística, se consultaron cuatrocientos vendedores de grandes y medianas empresas colombianas con el fin de establecer los factores relevantes para el diseno de un plan de motivación. Con base en los resultados de la investigación los autores proponen el diseno de un plan de motivación, sus objetivos, los factores a tener en cuenta, las diferentes clases de motivación y la metodología para implementar dicho plan.

Suggested Citation

  • Gabriel Jaime Soto Jaramillo & Jaime Alberto Raigosa Bohórquez, 2008. "La motivación en equipos de ventas .Plan de motivación," Revista Ad-Minister, Universidad EAFIT, June.
    • Handle: RePEc:col:000475:012197
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    File URL: http://publicaciones.eafit.edu.co/index.php/administer/article/view/550/496#.VC8fumd5ONQ
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    More about this item

    Keywords

    Motivación; incentivos; compensación; investigación; cualitativa; cuantitativa; físicos; psicológicos; testimonios; salario; plan;
    All these keywords.

    JEL classification:

    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions
    • M53 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Training

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