La gestión operativa y la ejecución presupuestaria de ventas de los operadores logísticos de la Zona Centro en el sector de telecomunicaciones

Abstract

Operational management within the budget execution of sales takes a relevant role in the organizations for the improvement of processes, in such a way that allows the heads, managements and directions maintain an adequate level in the planning, control and monitoring of the plans operative that are carried out, with the purpose of influencing positively in the reduction of risks in decision-making and increasing the profitability of the companies, with the achievement of the goals and objectives proposed. Currently, the competitiveness generated by the increase in supply in the market forces the business sector to use administrative, statistical and financial tools to quantify data to establish strategic action plans. In such a way that there lies the importance of the proposal and implementation of an operational management model capable of sustaining a solid planning that sustains in a technical way the budget execution of sales. Thus, the purpose of this research is the development of an operational management model that is aligned with the strategic objectives of the companies so that the budget execution of sales is leveraged in demand analysis and projections and / or forecasts using methods such as: moving average, weighted moving average, exponential smoothing, among others. The multiple correlation method proposed for the establishment of strategies that allow the balance between discount and gross profit for the proper management of price generation, allows flexibilizing and strengthening the response capacity in negotiations that are generated in the market, as well as with price variations implemented by the direct competition of the companies.