Plan de mejora en el área comercial del banco Scotiabank COLPATRIA

Abstract

This thesis is specifically aimed to improving and training new personnel in sales force in a company, in this specific case, Scotiabank, implementing methods and strategies acquired in the course of my academic career. This paper shows specifically how academic methods such as training, monitoring, knowledge in sales force, sales closing strategies, sales clinics, knowledge tests where implemented during the practice. All supported by statistics to demonstrate to the company the performance of the new members and the good results of these strategies implemented in the improvement plan for this project. Finally, graphs and positive results were shown in the evaluations, credit repayments and lower staff turnover in the company, presenting the respective final report and being of great help and total satisfaction for the company's managers.