Abstract:

According to the World Federation of Direct Sales, in 2015, 103 million people worldwide generated sales of more than $ 183 billion through direct sales. This research responds to the necessity to know, analyze and compare the human talent in management Business of the direct sale companies in Quito city, capital of Ecuador. This study is focused on determining the capacities of workers in the different business models of direct selling companies considering their vocational training and education level. Additionally, it analyzes the critical factors of success of human resource that allow to generate growth and profitability of the companies grouped in the Ecuadorian Association of Direct Sale. Another component of this research is to determine the role of human talent in the sales strategies of these companies, starting with the selection and recruitment of personnel to the management of salesperson skills. Finally, this study establishes the most important business relationships of direct selling models from the perspectives of the entrepreneur and the independent distributor.

Keywords:

Critical success factor, independent distributor, vocational training, incentive compensation plan, direct sales, education.