Study of the organizational behavior of the sales force in medium-sized companies through the comparative method

The study focuses on the organizational behavior of a medium-sized company in the Sierra Gorda of Querétaro, emphasizing the performance of the sales department in relation to various variables. The analysis is comparative and considers different levels and job categories within the sales department, facilitating the understanding of performance. The results were obtained from 21 structured interviews in two job categories. At the individual level, age was found to be a differential variable between general assistants and salespeople, with the latter being more experienced. Additionally, a decrease in physical abilities was observed in both groups. At the group level, there is a perception of a good work environment regarding personal relationships, where personal interaction influences the evaluation of leaders..