ELABORACIÓN DE LOS PERFILES DE CARGO POR COMPETENCIAS DEL ÁREA DE VENTAS PARA EMPRESAS FAMILIARES

Abstract

One of the current needs within family businesses is the optimization of the sales process which requires major changes to adapt to the new habits of the market. The objective of this study is to explore the profile of the sales charge for family businesses. The methodology used was exploratory, descriptive of transversal dimension, with which it was analyzed models of profiles of position with emphasis in the development of competences that the sales personnel require, which were grouped in technical, methodological, social and participative. Among the findings, it is possible to indicate that there is no model of the profile of the sales area for family businesses, which implies that the HR area should develop professional programs that include the priorities of the department as: strengthening the relationship with customers, optimize the sales process, update with technology and digital.