Gestión del recurso humano como estrategia para optimizar la gestión comercial: estudio de caso
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Fecha
2020
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Ediciones Universidad Simón Bolívar
Facultad de Administración y Negocios
Facultad de Administración y Negocios
Resumen
La gestión de recursos humanos representa aquellas estrategias y mecanismos destinados a robustecer las capacidades de las personas dentro de las organizaciones de los distintos sectores económicos, entre estos aspectos destaca la gestión comercial, importante a la hora de generar ingresos articulados con la razón de ser del negocio, en este orden de ideas, nace el presente trabajo, el cual se desarrolla desde el impacto e importancia dentro de las organizaciones de estos aspectos fundamentales.
En este sentido, la investigación tuvo como objetivo general, proponer estrategias para la gestión del recurso humano en pro de la optimización de la gestión
comercial, lo cual representa la hoja de ruta para el desarrollo argumentativo dentro de los cuatro (4) capítulos de la investigación.
La metodología utilizada se enmarcó dentro de un enfoque cualitativo, apoyada en la revisión bibliográfica-documental y de la técnica de estudio de casos para el desarrollo argumentativo de la investigación, de igual manera, para lo anterior, se implementó una entrevista abierta no estructurada la cual constó de cinco (5) preguntas, a partir de la cual se configuró la construcción del plan de acción, a través del cual se plantean las estrategias a realizar con la finalidad de optimizar la gestión del recurso humano dentro del área comercial en la compañía. Dicha entrevista fue aplicada al director comercial nacional de la compañía, siendo este, la persona con mayor conocimiento y espectro más amplio para las consideraciones de la investigación y los objetivos propuestos por la misma.
Los resultados de la investigación permitieron encontrar como hallazgos las estrategias de reclutamiento y de consideración valiosa por el recurso humano, como ideales para optimizar la gestión comercial, lo cual permitió determinar aquellos factores intervinientes en la contratación de asesores comerciales, donde convergen los factores de captación, capacitación, y formación.
The management of human resources represents those strategies and mechanisms destined to strengthen the capacities of the people within the organizations of the different economic sectors, among these aspects the commercial management stands out, important at the time of generating income articulated with the reason of being of the business, in this order of ideas, the present work is born, which is developed from the impact and importance within the organizations of these fundamental aspects. In this sense, the research had as a general objective, to propose strategies for the management of human resources for the optimization of commercial management, which represents the roadmap for the development of arguments within the four (4) chapters of the research. The methodology used was framed within a qualitative approach, supported by the bibliographic-documentary review and the case study technique for the argumentative development of the research. Similarly, for the above, an open interview was implemented, which consisted of five (5) questions, from which the construction of the action plan was configured, through which the strategies to be carried out in order to optimize the management of human resources within the commercial area of the company are proposed. This interview was applied to the company's national commercial director, who is the person with the greatest knowledge and broadest spectrum for the research considerations and objectives proposed by the company. The results of the investigation allowed to find as findings the strategies of recruitment and of valuable consideration for the human resource, as ideals to optimize the commercial management, which allowed to determine those factors intervening in the contracting of commercial advisers, where the factors of recruitment, training, and formation converge.
The management of human resources represents those strategies and mechanisms destined to strengthen the capacities of the people within the organizations of the different economic sectors, among these aspects the commercial management stands out, important at the time of generating income articulated with the reason of being of the business, in this order of ideas, the present work is born, which is developed from the impact and importance within the organizations of these fundamental aspects. In this sense, the research had as a general objective, to propose strategies for the management of human resources for the optimization of commercial management, which represents the roadmap for the development of arguments within the four (4) chapters of the research. The methodology used was framed within a qualitative approach, supported by the bibliographic-documentary review and the case study technique for the argumentative development of the research. Similarly, for the above, an open interview was implemented, which consisted of five (5) questions, from which the construction of the action plan was configured, through which the strategies to be carried out in order to optimize the management of human resources within the commercial area of the company are proposed. This interview was applied to the company's national commercial director, who is the person with the greatest knowledge and broadest spectrum for the research considerations and objectives proposed by the company. The results of the investigation allowed to find as findings the strategies of recruitment and of valuable consideration for the human resource, as ideals to optimize the commercial management, which allowed to determine those factors intervening in the contracting of commercial advisers, where the factors of recruitment, training, and formation converge.
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Palabras clave
Gestión, Gestión comercial, Recurso humano, Ventas, Management, Commercial management, Human resources, Sales
