Perception of the value of sales executives in the Ecuadorian steel sector: Differences between executives and clients
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Abstract
The paper investigates how, in the Ecuadorian siderurgical industry, the perceived value of the sales force diverges between the upper management levels and their corporate customers. An adaptation to the Hay Group model of competence assessment is used in this research, in which the upper managers and corporate customers played the role of assessors. The study identifies a gap in the perceived value. The customers perceive a higher value than upper managers.
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Carlos David Vera-Rodriguez, Pontificia Universidad Católica del Ecuador Sede Manabí
Ignacio Wilhem Loor-Colamarco, Pontificia Universidad Católica del Ecuador Sede Manabí
PhD in Human Geography from The University of Manchester in the United Kingdom; Master of International Business Administration from Nova Southeastern in The United States; and, Economist from Universidad Católica de Santiago de Guayaquil, Ecuador. Ignacio is a researcher in urbanism and urban sustainable development. His areas of interests are informal settlements infrastructure, the social context of building biomaterials, green infrastructure, informal settlements social organisation, informal practices, and transition towards net-zero carbon cities.
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