Resumo

ROJAS, Fernando Alonso  e  PANIAGUA, Andrea Tatiana. Sales Training based in inventories critics as a determinant of operatingleverage in community pharmacy. estud.gerenc. [online]. 2013, vol.29, n.127, pp.239-246. ISSN 0123-5923.

This paper quantifies the effects of sales training based in inventories critics on operating leverage in a retail pharmacist organization. Topics and training products were selected based on ABC classification critical inventory sorted by contribution margin. The effects of training were measured by optimizing the magnitude of operating leverage and the linear correlation results and sales components that make up the parameter. The case showed how sales training in critical products helps to maximize the operating leverage of a community retail pharmacy, in magnitude and volatility of its constituents, which can be extrapolated to other business sectors.

Palavras-chave : Training; ABC inventory classification; Inventories critics; Degree operating leverage; Contribution margin.

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