Modelo de gestión comercial para la Empresa Ferretera El Gasfitero & Asociados, cantón Riobamba, provincia de Chimborazo, año 2016

Abstract

The design of a commercial management model for the company El Gasfitero & Asociados, from Riobamba, province of Chimborazo, has been developed with the purpose of improving the commercialization process of hardware articles and construction materials in Riobamba city. The objective of it is to design the model in order to improve business processes and increase market positioning. Firstly a diagnosis of the commercial situation of the company was carried out at the present time, where positive factors were analyzed, its negatives aspects, opportunities and threats. The analysis of the situation of the company allowed to determine the main factors in the area of commercialization; which designed a scheme, guide and business management model containing a group of strategies. The various strategies have to do with the shortcomings found in the study as they relate to the improvement of quality of service, promotions, among others. Finally, the results of the research were presented, the result of the fieldwork carried out both by clients and sales personnel inside the company. Therefore, its implementation is recommended, which will allow to improve the commercial management processes and obtain their positive results in the company.