TY  - JOUR 
TI  - La capacitación de ventas basada en inventarios críticos como determinante del apalancamiento operativo en farmacia comunitaria
JO  - ESTUDIOS GERENCIALES;Vol. 29 No. 127
PB  - Universidad Icesi
PY  - 2013
issn 01235923
AB  - This paper quantifies the effects of sales training based in inventories critics on operating leverage in a retail pharmacist organization. Topics and training products were selected based on ABC classification critical inventory sorted by contribution margin. The effects of training were measured by optimizing the magnitude of operating leverage and the linear correlation results and sales components that make up the parameter. The case showed how sales training in critical products helps to maximize the operating leverage of a community retail pharmacy, in magnitude and volatility of its constituents, which can be extrapolated to other business sectors.
KW  - Facultad de Ciencias Administrativas y Económicas
KW  - Producción intelectual registrada - Universidad Icesi
KW  - Estudios Gerenciales
KW  - Capacitación
KW  - Ventas
KW  - Inventarios
KW  - Farmacia
KW  - Inventories critics
KW  - Contribution margin
KW  - Degree operating leverage
UR  - http://www.icesi.edu.co/revistas/index.php/estudios_gerenciales/article/view/1646
ER  -