Bibliographic citations
Cornejo, G., Moscoso, A., Virreyra, A., Pacheco, M., Ninacondor, E. (2017). Variables monetarias en la fuerza de ventas y su importancia para las ventas de la empresa Grupo Forte S.A.C. [Trabajo de Suficiencia Profesional, Universidad Peruana de Ciencias Aplicadas (UPC)]. http://hdl.handle.net/10757/622179
Cornejo, G., Moscoso, A., Virreyra, A., Pacheco, M., Ninacondor, E. Variables monetarias en la fuerza de ventas y su importancia para las ventas de la empresa Grupo Forte S.A.C. [Trabajo de Suficiencia Profesional]. PE: Universidad Peruana de Ciencias Aplicadas (UPC); 2017. http://hdl.handle.net/10757/622179
@misc{sunedu/3006355,
title = "Variables monetarias en la fuerza de ventas y su importancia para las ventas de la empresa Grupo Forte S.A.C.",
author = "Ninacondor, Elizabeth",
publisher = "Universidad Peruana de Ciencias Aplicadas (UPC)",
year = "2017"
}
The purpose of our research is to analyze the monetary variables that directly influence sales, which are quotas, commissions and bonuses. Also, what we seek is to find which of these variables influence in greater proportion to the increase of the sales in order to be able to determine strategies of greater relevance and to discard the use of those that support a variable of less impact in the company Forte. The data that we will use for the development of our research will basically be secondary information acquired from the company Grupo Forte SA C where the sales from 2013 to 2015 (monthly ranges) will be analyzed along with the quotas, bonuses and commissions received for each period. As for the method that will be used to identify the variable that most influences will be the multiple linear regression model where we can find the analysis of multicolinealidad, this will serve to be able to determine if there is correlation between any of the variables or combination of variables with respect to The dependent variable that sales are. The multiple linear regression analysis will test which combination of independent variables have the greatest impact on sales respectively. Finally, the results of the statistical tests indicate that the most relevant variables are the quotas and commissions for the increase of the sales in Forte, so that a correct method in the fixation of quota and a clear strategy of payment of commissions will increase Income in Forte. Key words: Quota, bonuses, commissions, sales, analysis, linear regression
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