{"id":72467,"date":"2018-03-09T23:17:14","date_gmt":"2018-03-09T23:17:14","guid":{"rendered":"https:\/\/www.deberes.net\/tesis\/sin-categoria\/rendimiento-y-contros-de-la-fuerza-de-ventas\/"},"modified":"2018-03-09T23:17:14","modified_gmt":"2018-03-09T23:17:14","slug":"rendimiento-y-contros-de-la-fuerza-de-ventas","status":"publish","type":"post","link":"https:\/\/www.deberes.net\/tesis\/ciencias-economicas\/rendimiento-y-contros-de-la-fuerza-de-ventas\/","title":{"rendered":"Rendimiento y contros de la fuerza de ventas"},"content":{"rendered":"<h2>Tesis doctoral de <strong> Pedro Canales Ronda <\/strong><\/h2>\n<p>Con el objetivo de analizar la relacion entre el sistema de control de los vendedores implantado por la direccion de la organizacion de ventas y el rendimiento de la fuerza de ventas, se realiza una revision de la literatura sobre el tema. En primer lugar se situa la direccion de ventas dentro del proceso de marketing empresarial y, posteriormente, se revisa el proceso de control aplicado al personal que actua en el area del marketing. posteriormente se repasan los diferentes metodos de control de los vendedores, control de resultados y control del comportamiento, y se analizan las ventajas y desventajas  de cada uno de ellos.  A continuacion, y tras diferenciar entre rendimiento y efectividad, se repasan los diferentes modelos que en la literatura analizan la relacion entre los mismos. Consecuencia de este marco teorico, se presenta un modelo conceptual que relaciona el control del comportamiento de los vendedores con sus resultados y con la efectividad de la organizacion de ventas.<\/p>\n<p>&nbsp;<\/p>\n<h3>Datos acad\u00e9micos de la tesis doctoral \u00ab<strong>Rendimiento y contros de la fuerza de ventas<\/strong>\u00ab<\/h3>\n<ul>\n<li><strong>T\u00edtulo de la tesis:<\/strong>\u00a0 Rendimiento y contros de la fuerza de ventas <\/li>\n<li><strong>Autor:<\/strong>\u00a0 Pedro Canales Ronda <\/li>\n<li><strong>Universidad:<\/strong>\u00a0 Universitat de val\u00e9ncia (estudi general)<\/li>\n<li><strong>Fecha de lectura de la tesis:<\/strong>\u00a0 26\/01\/2005<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h3>Direcci\u00f3n y tribunal<\/h3>\n<ul>\n<li><strong>Director de la tesis<\/strong>\n<ul>\n<li>Francisco Toran Torres<\/li>\n<\/ul>\n<\/li>\n<li><strong>Tribunal<\/strong>\n<ul>\n<li>Presidente del tribunal: enrique Bigne alca\u00f1iz <\/li>\n<li>Jos\u00e9 Antonio Varela gonzalez (vocal)<\/li>\n<li>enrique Diez de castro (vocal)<\/li>\n<li>sergio Roman nicolas (vocal)<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Tesis doctoral de Pedro Canales Ronda Con el objetivo de analizar la relacion entre el sistema de control de los [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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