huertos familiares hidróponicos.docx
TRANSCRIPT
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UNIVERSIDAD TECNOLOGICADE HERMOSILLO, SONORA
ANGULO NEVAREZ CRISNA UNISSE GRUPOAdministración y
Ea!"ación d#Pr$y#ct$s
Huertos Familiares Hidropónicos
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Tabla de contenidoHISTORIA%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% &
ANTECEDENTES%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%'
INTRODUCCIÓN%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%(
RESUMEN EJECUTIVO%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%(
UNIDAD I%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% (
TEMA: 1 HISTORIA DE DISTRIBUCIÓN%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%(
DEFINIR CONCEPTO DE DISTRIBUCIÓN%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%)
CANALES DE DISTRIBUCIÓN%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%)
IDENTIFICAR LOS INTERMEDIARIOS Y CANALES DE ACUERDO AL PRODUCTO O SERVICIO%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% *+
FUNCIONES DE UN CANAL DE DISTRIBUCIÓN%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*+
FUNCIONES DE TRANSACCIÓN%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%**NEGOCIACIÓN Y MANEJO DE GRUPO%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%**
TEMA 2 CANALES DE DISTRIBUCIÓN.%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*
TIPOS DE INTERMEDIARIOS%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% *
TIPOS DE FUNCIONES QUE REALIZAN LOS INTERMEDIARIOS%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*
UNIDAD II%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% *-
TEMA 1: CONCEPTO Y CLASIFICACIÓN DE SISTEMAS COMERCIALES%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*-
TEMA: 2 COMERCIO ASOCIADO%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*(
TEMA: 3 EL COMERCIO INTEGRADO%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*(
TEMA: 4 ASPECTOS LEGALES DEL COMERCIO%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*.
TEMA: PROCESO DE VENTA%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*)
PRE!ACERCAMIENTO%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%*)
TEMA: 1 MERCADOTECNIA NACIONAL E INTERNACIONAL%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%/*
TEMA: 2 ESTRUCTURA PARA OPERRA EN LOS MERCADOS INTERNACIONALES%%%%%%%%%%%%%%%/*
TEMA: 4 UN PROGRAMA ESTRAT"GICO PARA LA MERCADOTECNIA INTERNACIONAL%%%%%%%//
TEMA. BALANZAS DEL COMERCIO INTERNACIONAL%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%/PROPUESTA DE SOLUCIÓN%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%/-
T#$%&'%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%/-
R()%*#+%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% /-
L',-/%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%/-
A,'0/%+%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% /-
P%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% /-
C%0%)%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%/-
A#%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%% /-
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ANTECEDENTES
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INTRODUCCIÓN
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RESUMEN EECUTI!O
UNIDAD ITEMA: 1 HISTORIA DE DISTRIBUCIÓN
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ETAPAS DE LA DISTRIBUCIÓN:
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CARACTERISTICASDEFINICION PERIODO EJEMPLO
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M'6,%7#+ ;6%/$'*&%7#+
CARACTERISTICASDEFINICION PERIODO EJEMPLO
R'9#0,5* 5*7+&65%0 • S' '05$5*% 0%6'0%,5*6#7,!,#$'6,5%*&'.
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Características de los Intermediarios
1. C6'%6 9%0#6 %/6'/%7#
2. E'65'*,5%
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FUNCIONES DE UN CANAL DE DISTRIBUCIÓN
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FUNCIONES DE TRANSACCIÓNS' 6';5'6' % 6'%05%6 ,#*&%, ,#* 0#+ ,#$6%7#6'+ > &505%6 '+&6%&'/5%+ 7' ,#$*5,%,5* %6%-%,'60'+ +%)'6 +#)6' 0% '5+&'*,5% 7' 6#7,+. T%$)5* 5*,0>'* 0% *'/#,5%,5* 7'0 6',5#@ '06#,'+%6 0%+ &6%*+%,,5#*'+ > '0 6'0%,5#*%6 6#7,+ 7' %,'67# % 0%+ *','+57%7'+ 7'0,#$6%7#6.
NEGOCIACIÓN Y MANEJO DE GRUPO
"a Ne#ociación
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a. La facilitación
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b. La mediación
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C$m$ 3i#n sa3#m$s 4"# !a distri3"ción #s #! 5"#nt# $ !a c$n#6ión 4"# #6ist# #ntr# !$s7!tim$s d#ta!!#s d# !a 5r$d"cción 8na! 9asta !$s c$ns"mid$r#s 4"# s$m$s t$d$s n$s$tr$s%
En #! cas$ d# 9"#rt$s :ami!iar#s 9idr$5ónic$s s#r;a !$s 7!tim$s c"idad$s 4"# s# !# r#a!is:r#c"#nt#s s$n !$s may$ristas ?4"# c$m5ran #! 5r$d"ct$ a! :a3ricant# y #nd#n a!min$rista@ y !$s min$ristas ?4"# c$m5ran a! may$rista y #nd#n a! c!i#nt# 8na!@, a"n4"#5"#d# 9a3#r $tr$s a=#nt#s int#rm#di$s%
IDENTIICAR LOS INTERMEDIARIOS B CANALES DE ACUERDO AL PRODUCTO O SERVICIO
En #st# 5"nt$ #s5#ci8car#m$s !$s int#rm#diari$s y !$s cana!#s d# distri3"ción d# ac"#rd$ an"#str$s 5r$d"ct$s r#a!i
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:$rmas 4"# ad$5tan #n #st# ti5$ d# #m5r#sas s$n !as si="i#nt#s0 cad#nas s"c"rsa!ita,c$$5#ratia d# c$ns"m$, c#ntra! d# c$m5ra, =r"5$ d# c$m5ra% R#8rind$n$s a 9"#rt$s:ami!iar#s 9idr$5ónic$s, #! c$m#rci$ int#=rad$ a5!icar;a mas a4";, ya 4"# !a c$$5#ración #s#ntr# !a misma :ami!ia%
ASPECTOS LEGALES DEL COMERCIO
D#r#c9$ m#rcanti! #s0 #! c$n"nt$ d# n$rmas "r;dicas 4"# s# a5!ican #n !$s act$s d#c$m#rci$ !#=a!m#nt# ca!i8cad$s c$m$ ta!#s y a !$s c$m#rciant#s #n ##rcici$ d# s"5r$:#sión%
La s$ci#dad C$!#ctia0 Es !a s$ci#dad d# !as 5#rs$nas, s# c$nstit"y# c$n "na 5!"ra!idad d#s$ci$s sin 4"# !a !#y 8# s" n"m#r$ m>6im$ $ m;nim$ 5ara r#a!i
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UNIDAD III
ESTRATEGAS DE VENTA
ETAPAS
Pr$s5#cción0 S#r> !a !!a# 5ara c$ns#="ir 4"# n"#$s c!i#nt#s 5as#n a :$rmar 5art# d#n"#stra cart#ra, n$s #ncar=ar#m$s d# d#scri3ir c"a! dic9as 5"#rtas s# a3rir> 5ara !!#arn$sa !as 5#rs$nas 4"# ti#n#n n#c#sidad y ca5acidad 5ara ad4"irir n"#str$s 5r$d"ct$s%
Pr# ac#rcami#nt$0 S#r> #! 5r$c#s$ d$nd# in#sti=ar#m$s y r#c$!#ctar#m$s !a in:$rmaciónd# n"#str$s c!i#nt# 4"# 5r#c#d# a !a 5r#s#ntación d# #ntas% A5ari#ncia, actit"d yc$n$cimi#nt$ d#! 5r$d"ct$ y c!i#nt#%
Man#$ d# $3#ci$n#s0 En #sta #ta5a 9ar#m$s :r#nt# a !as 5$si3!#s $3#ci$n#s 4"# 5"#dar#a!i
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D#m$stración0 S# m$strar> #! mt$d$ d# n"#str$ 5r$d"ct$ 5ara 3rindar s#="ridad an"#str$ 5r$s5#ct$ 4"# #s c$n8a3!#%
DISEO
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actiidad cr#
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% N"#str$ 5r$d"ct$ s# id#nti8ca y di:#r#ncia #n #! m#rcad$ 5$rm#di$ d# n"#str$ n$m3r# y !$=$ti5$ JL$s H"#rt$s
MANUAL DE VENTAS
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MANUAL DE VENTAS
PROCESO DE VENTAS
INICIO
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/% C!asi8caciónd# 5r$s5#ct$s
*% Pr$s5#cciónd# c!i#nt#s$t#ncia!#s
-%5r#s#ntación
% 5r#5aración
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FIN
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DESCRIPCIÒN DEL
PROCESO DE
VENTAS
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*% Pr$s5#cción $ 37s4"#da d# c!i#nt#s 5$t#ncia!#s
La 5rim#ra #ta5a d#! 5r$c#s$ d# #ntas #s !a 5r$s5#cción $ 37s4"#da d# c!i#nt#s5$t#ncia!#s ?5r$s5#ct$s@, #s d#cir, c$ns"mid$r#s 4"# t#n=an 3"#nas 5$si3i!idad#s d#c$n#rtirs# #n c!i#nt#s d# !a #m5r#sa%
2 Clasifcacin de !"os!ectos
Una #< 4"# s# 9a #nc$ntrad$ 5r$s5#ct$s s# 5r$c#d# a dar!#s "na c!asi8cación #n :"nción aaria3!#s ta!#s c$m$ s" ca5acidad 8nanci#ra, s" $!"m#n d# #ntas, s" a"t$ridad 5arad#cidir !a c$m5ra, s" acc#si3i!idad, s" "3icación, s" 5#rs5#ctia d# cr#cimi#nt$, #tc%
% Pr#5aración
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-% Pr#s#ntación
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&% Ar="m#ntación
En !a #ta5a d# ar="m#ntación #! #nd#d$r 5r#s#nta #! 5r$d"ct$ a! 5r$s5#ct$, dand$ ac$n$c#r s"s 5rinci5a!#s caract#r;sticas, 3#n#8ci$s y atri3"t$s, y#nd$ d# !$ =#n#ra! a !$
5artic"!ar, #n $rd#n d# im5$rtancia%
La ar="m#ntación n$ d#3# s#r "na 5r#s#ntación d#! 5r$d"ct$ J#n!atada ?5r#s#ntación 4"##! #nd#d$r 5r#iam#nt# 9a m#m$riticam#nt# a t$d$s s"s5r$s5#ct$s@, sin$ 4"# cada ar="m#ntación d#3# ad#c"ars# a !as n#c#sidad#s $ int#r#s#s5artic"!ar#s d# cada c!i#nt#%
'% Man#$ d# $3#ci$n#s
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La 7!tima #ta5a d#! 5r$c#s$ d# #ntas #s #! s#="imi#nt$, #ta5a indis5#nsa3!# 5araas#="rar !a satis:acción d#! c!i#nt# y, 5$r tant$, a"m#ntar !a 5$si3i!idad d# 4"# "#!a ac$m5rar $ 4"# r#c$mi#nd# #! 5r$d"ct$ $ s#rici$ a $tr$s c$ns"mid$r#s%
A!="nas :$rmas d# 9ac#r s#="imi#nt$ 5$dr;an s#r !!amar a! c!i#nt# inm#diatam#nt#d#s5"s d# !a #ntr#=a d#! 5r$d"ct$ 5ara 5r#="ntar!# si st# !# !!#=ó #n !as c$ndici$n#s
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CODIGO DE
VENTA
Cdi#o $tico de Ventas
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Si 5$st#ri$rm#nt# #! c$m#rcia! d#3# 5$n#rs# #n c$ntact$ c$n #! c!i#nt#, d#3#r> 9ac#r!$d#ntr$ d# "n 9$rari$ ad#c"ad$ 5ara #!"dir intr$misi$n#s%
Garant;a y s#rici$ 5$st#nta
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En #! c$ntrat$ d#3#r>n 8="rar, d# :$rma c!ara, !$s trmin$s y d"ración d# !a =arant;a, !$sd#ta!!#s y !as !imitaci$n#s d#! s#rici$ 5$st#nta%
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ETAPAS Y
ESTRATÈGIAS DE LA
VENTA
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ANÀLISIS
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CONCLUSIÓN
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FUENTES BIBLIOGRAFICAS
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2:43 $
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R','6%7# '0 D?% 13 7' F')6'6# 7'0 213 % 0%+ :4 .$ 7'0 0% %/5*%-&&:.+057'+-%6'.*'&59%*0+%*&'0!+5+&'$%!,#$'6,5%0!1222.
E7'0$%*@ J#'0.@ M%6> B'&- C6%5*. 1. E0 T%# 7' 0% N'/#,5%,5*. P%57+
G6#9'6 D. %6'*.@ J. G6#+,-.@ P. O0,%. 1. L% M'75%,5* > ++ C#*&'+ 7' A05,%,5*.P%57+
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R','6%7# '0 D?% 13 7' F')6'6# 7'0 213 % 0%+ :4 .$ 7'0 0% %/5*%-&&:.+057'+-%6'.*'&59%*0+%*&'0!+5+&'$%!,#$'6,5%0!1222.
R','6%7# '0 7?% 1 7' E*'6# 7'0 213 7'@-&&:./'+&5##05+.,#$,%*%0'+7'$%6'&5*/%6&5,0#+175+&65.-&$
http://cultivohidroponia.blogspot.mx/2009/12/historia-de-la-hidroponia.htmhttp://www.slideshare.net/ivanlsant/el-sistema-comercial-1282920http://books.google.com.mx/books?id=ANnfWAb-di0C&pg=PA85&lpg=PA85&dq=caracteristicas+y+concepto+de+comercio+integrado&source.%20%2011/febrero-2013http://books.google.com.mx/books?id=ANnfWAb-di0C&pg=PA85&lpg=PA85&dq=caracteristicas+y+concepto+de+comercio+integrado&source.%20%2011/febrero-2013http://books.google.com.mx/books?id=ANnfWAb-di0C&pg=PA85&lpg=PA85&dq=caracteristicas+y+concepto+de+comercio+integrado&source.%20%2011/febrero-2013http://www.slideshare.net/ivanlsant/el-sistema-comercial-1282920http://www.gestiopolis.com/canales/demarketing/articulos/18/distri.htmhttp://cultivohidroponia.blogspot.mx/2009/12/historia-de-la-hidroponia.htmhttp://www.slideshare.net/ivanlsant/el-sistema-comercial-1282920http://books.google.com.mx/books?id=ANnfWAb-di0C&pg=PA85&lpg=PA85&dq=caracteristicas+y+concepto+de+comercio+integrado&source.%20%2011/febrero-2013http://books.google.com.mx/books?id=ANnfWAb-di0C&pg=PA85&lpg=PA85&dq=caracteristicas+y+concepto+de+comercio+integrado&source.%20%2011/febrero-2013http://books.google.com.mx/books?id=ANnfWAb-di0C&pg=PA85&lpg=PA85&dq=caracteristicas+y+concepto+de+comercio+integrado&source.%20%2011/febrero-2013http://www.slideshare.net/ivanlsant/el-sistema-comercial-1282920http://www.gestiopolis.com/canales/demarketing/articulos/18/distri.htm
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ANEOS
/roceso de E5portación
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Ve"ifcacin de la dete"&inacin d
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