Aplicación del criterio ABC y un modelo causal con variables propias de la gestión comercial en la librería "Delfín Sen Cedré" perteneciente a ARTex de Santa Clara
Date
2010-06-25
Authors
Hernández Capote, Lianet
Journal Title
Journal ISSN
Volume Title
Publisher
Universidad Central “Marta Abreu” de Las Villas
Abstract
El presente trabajo trata sobre el estudio en torno a la mejora de la gestión
comercial en los comercios minoristas cubanos actuales de bienes en CUC. Para
ello se aplica el criterio ABC de las ventas y del beneficio bruto y un modelo causal
con variables propias de la gestión comercial en el área de libros y material
escolar en la librería “Delfín Sen Cedré” perteneciente a ARTex de Santa Clara.
Se parte del estudio de los supuestos básicos del merchandising como la gestión
comercial en el punto de venta. Especial atención se presta a la metodología ABC
de las ventas y del beneficio bruto. El método empírico funciona mediante la
observación y la entrevista en la investigación exploratoria y el panel de detallistas
en la obtención de los datos de la investigación descriptiva. En el procesamiento
de los mismos se utilizó el paquete estadístico SPSS versión 15.0 sobre
Windows. El resultado final es la clasificación de las ventas de la categoría de
productos estudiada en los grupos ABC, complementado con el análisis de un
modelo causal con variables propias de la gestión comercial lo que supone un
incremento de las ventas en la entidad estudiada
The present work is about the study of improvement of commercial management in retail trades Cubans of goods in the present- day in CUC. For it is applied ABC of sales and of the gross profit and a caus al model with it’s own variables of commercial management in the area of boo ks and school material at the bookstore Delfín Sen Cedré that belongs to ARTex in Santa Clara. It start of the study of basic suppositi ons of the merchandising as commercial management in the point of sa le. Special attention is re ndered to the ABC of sales and of the gross profit methodology. Th e empiric method works by means of observation and interviews in the expl oratory investigati on and the panel of retailers in the obtaining of the data of descriptive resear ch. In it’s processing is utilized the SPSS statistical pack version 15. 0 on Windows. The final result is the classification of the sales of the ca tegory of products studied in ABC’s groups, complemented with the analysi s of a causal model with it’s own variables of commercial management, that supposes an increment of sales at the studied entity.
The present work is about the study of improvement of commercial management in retail trades Cubans of goods in the present- day in CUC. For it is applied ABC of sales and of the gross profit and a caus al model with it’s own variables of commercial management in the area of boo ks and school material at the bookstore Delfín Sen Cedré that belongs to ARTex in Santa Clara. It start of the study of basic suppositi ons of the merchandising as commercial management in the point of sa le. Special attention is re ndered to the ABC of sales and of the gross profit methodology. Th e empiric method works by means of observation and interviews in the expl oratory investigati on and the panel of retailers in the obtaining of the data of descriptive resear ch. In it’s processing is utilized the SPSS statistical pack version 15. 0 on Windows. The final result is the classification of the sales of the ca tegory of products studied in ABC’s groups, complemented with the analysi s of a causal model with it’s own variables of commercial management, that supposes an increment of sales at the studied entity.
Description
Keywords
Economía, Gestión Comercial, Comercios Minoristas, Librería “Delfín Sen Cedré”, ARTex