Diseño de un modelo de gestión comercial, para la Cooperativa de Ahorro y Crédito Pacífico, de la ciudad de Riobamba, provincia de Chimborazo, para el periodo 2017 - 2018

Abstract

This research work is to design to perform a commercial management model for the Pacific Credit Unio of Riobamba city, with the aim of improving of placement, monitoring and recovery of overdue of portfolio of the financia institution. In the research process. The inductive-deductive method was used, the analytical method to analyse all the information collected. The survey was also used research tolos to determine the current situation of the company. Also, the situational diagnosis of the cooperative was corried out with the help of the macro environment, the 5 forces of Porter, the study of resources of the company and the matrix EFE and EFI, then the research of market was carried out both to the real clients , potential and internal, obtaining as a result that the first segment shows to have had an inadequate attention on the part of the staff, the second segment expresses being currently partners of the COAC,Daquilema, while the segment 3 say that they have rarely received training for the performance of its functions. Subsequently, the capacities and scope of the credit and collections Department of the cooperative were defined, this research made it posible to verify that these credit processes have not been updated preventing the continuous improvement processes. Because it has not been achieved significantly reduce the overdue portfolio. It is advisable to apply the commercial managemrnt model as it will help to increase market coverage, increase costomer portfolio , and thus strengthen financial services.