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Pages: 8311-8318
Publication year: 2017
ISBN: 978-84-697-3777-4
ISSN: 2340-1117
doi: 10.21125/edulearn.2017.0537

Conference name: 9th International Conference on Education and New Learning Technologies
Dates: 3-5 July, 2017
Location: Barcelona, Spain

THE ROLE OF HUMAN TALENT IN THE BUSINESS STRATEGIES OF DIRECT SELLING COMPANIES IN QUITO

J. Ibujés Villacís, M. Patiño Galárraga

Escuela Politécnica Nacional (ECUADOR)
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.
@InProceedings{IBUJESVILLACIS2017ROL,
author = {Ibuj{\'{e}}s Villac{\'{i}}s, J. and Pati{\~n}o Gal{\'{a}}rraga, M.},
title = {THE ROLE OF HUMAN TALENT IN THE BUSINESS STRATEGIES OF DIRECT SELLING COMPANIES IN QUITO},
series = {9th International Conference on Education and New Learning Technologies},
booktitle = {EDULEARN17 Proceedings},
isbn = {978-84-697-3777-4},
issn = {2340-1117},
doi = {10.21125/edulearn.2017.0537},
url = {http://dx.doi.org/10.21125/edulearn.2017.0537},
publisher = {IATED},
location = {Barcelona, Spain},
month = {3-5 July, 2017},
year = {2017},
pages = {8311-8318}}
TY - CONF
AU - J. Ibujés Villacís AU - M. Patiño Galárraga
TI - THE ROLE OF HUMAN TALENT IN THE BUSINESS STRATEGIES OF DIRECT SELLING COMPANIES IN QUITO
SN - 978-84-697-3777-4/2340-1117
DO - 10.21125/edulearn.2017.0537
PY - 2017
Y1 - 3-5 July, 2017
CI - Barcelona, Spain
JO - 9th International Conference on Education and New Learning Technologies
JA - EDULEARN17 Proceedings
SP - 8311
EP - 8318
ER -
J. Ibujés Villacís, M. Patiño Galárraga (2017) THE ROLE OF HUMAN TALENT IN THE BUSINESS STRATEGIES OF DIRECT SELLING COMPANIES IN QUITO, EDULEARN17 Proceedings, pp. 8311-8318.
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