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La presente investigación de carácter bibliográfica, tiene como tema, administración de la fuerza de venta, esto como parte de los ejes de la investigación del departamento de administración de empresas. Se tiene como objetivo general describir los argumentos teóricos, establecidos en el proceso administración de la fuerza de ventas, a través de las diferentes teorías desarrollar una buena estrategia de venta en las organizaciones, la base teórica se sustenta en cinco capítulos, los cuales son el reclutamiento de la fuerza de ventas, selección del personal de la fuerza de ventas, organización de la fuerza de ventas, dirección de la fuerza de ventas y motivación de la fuerza de ventas. Las técnicas utilizadas para este informe fueron la lectura y recolección de documentación bibliográfica, consultando una serie de autores especializados, entre ellos: Chiavenato, Luis Duchol, Stephen Robbin, así mismo se hiso uso de las normas apas. El informe está basado en la normativa de la presentación del seminario de graduación de la UNAN Managua. Los principales términos descriptores del informe son la introducción, justificación, objetivos del informe, introducción del tema y sub tema, conclusiones y bibliografía

Resumen del póster presentado al XII Simposio Nacional y X Ibérico de Maduración y Postcosecha (POST18), celebrado en Badajoz del 4 al 7 de junio de 2018., The aim of this research was to study the effect of abscisic acid pre-harvest treatment on the phenolic composition of olive fruits. To that end we applied abscisic acid (ie, 50 mg/L and 100 mg/L) on Arbequina and Picual olive trees. Two different days of harvesting (ie, day 3 and 6 after treatment) were also included in the study. Although the results obtained depended on the cultivar and on the day of harvesting a general trend was established. The treatment with 50 mg/L of abscisic acid resulted in higher total phenol content but significant decrease in the DPPH activity. In contrast, olives treated with 100 mg/L abscisic acid resulted in higher total phenol content, DPPH activity and contents of oleuropein, hydroxytyrosol and phenolic acids as compared with controls. The best values of total phenol content and IC50 were obtained for treated Picual olives (727.75 mg gallic kg-1 and 889.72 µg/ml, respectively) whereas the highest values of oleuropein and hydroxytyrosol were measured for treated Arbequina olives (508.94 and 559.67 mg kg-1, respectively). Phenolic acid content was also higher in Picual olives treated with 100 mg/L of abscisic acid. Particulary, values ranged from 7.26 mg kg-1 for caffeic acid to 92.38 mg kg-1 for chlorogenic acid. Exogenous abscisic acid applied to olive trees is a promising agronomic practice to obtain olives enriched in antioxidants., We thank the Comunidad Autónoma of Madrid (Spain) and European funding from FEDER program (research project S2013/ABI-3028, AVANSECAL-CM) for financial support. Dra. Gema Flores acknowledges CSIC for her JAE-Doc.We thank J.L. Grosson for free access to the plant material. The assistance to the congress was possible by the research help financed by the Junta of Extremadura (Spain) and the European Regional Development Fund.

We here investigate the effects of the application of methyl jasmonate to olive trees on antioxidant composition of olive fruits. Two cultivars (ie, Arbequina and Picual) were evaluated in our study. As a result, the total phenol content increased significantly with the treatment in Arbequina (from 155.89 to 434.22 mg gallic acid kg-1) whereas decreases were observed in Picual (from 338.27 to 127.71 mg gallic acid kg-1). Similarly, decreases in phenolic acid content were measured in Arbequina whilst no effect was observed in Picual olives. However, the contents of oleuropein and hydroxytyrosol did not increase with the pre-harvest methyl jasmonate for both Arbequina and Picual. Also for both cultivars the treatment of the olive trees increased the free radical scavenging activity of the olive fruits (IC50 from 514.36 to 1125.46 µg/mL in Arbequina and from 611.98 to 114.55 µg/mL in Picual). The results here found are deeply discussed., Authors thank the Comunidad Autónoma of Madrid (Spain) and European funding from FEDER program (research project S2013/ABI-3028, AVANSECAL-CM) for financial support. Dra. Gema Flores acknowledges CSIC for her JAE-Doc.

Resumen del póster presentado al XII Simposio Nacional y X Ibérico de Maduración y Postcosecha (POST18), celebrado en Badajoz del 4 al 7 de junio de 2018., We here investigate the effects of the application of methyl jasmonate to olive trees on antioxidant composition of olive fruits. Two cultivars (ie, Arbequina and Picual) were evaluated in our study. As a result, the total phenol content increased significantly with the treatment in Arbequina (from 155.89 to 434.22 mg gallic acid kg-1) whereas decreases were observed in Picual (from 338.27 to 127.71 mg gallic acid kg-1). Similarly, decreases in phenolic acid content were measured in Arbequina whilst no effect was observed in Picual olives. However, the contents of oleuropein and hydroxytyrosol did not increase with the pre-harvest methyl jasmonate for both Arbequina and Picual. Also for both cultivars the treatment of the olive trees increased the free radical scavenging activity of the olive fruits. In conclusion, the exposition of olive trees to methyl jasmonate in the right moment of the fruit ripening process provides olive fruits with better antioxidant properties and the effect of pre-harvest methyl jasmonate in olives is cultivar dependent., We thank the Comunidad Autónoma of Madrid (Spain) and European funding from FEDER program (research project S2013/ABI-3028, AVANSECAL-CM) for financial support. Dra. Gema Flores acknowledges CSIC for her JAE-Doc.We thank J.L. Grosson for free access to the plant material. The assistance to the congress was possible by the research help financed by the Junta of Extremadura (Spain) and the European Regional Development Fund.

[EN]: A new strategy based on the application of phytoregulators was developed to minimize the natural degradation of antioxidants during olives storage. For that purpose, the effect of the phytoregulators abscisic acid and methyl jasmonate on olive phenolic acids was studied. In particular, four treatments were applied: abscisic acid was applied as a paste and as a spray together with low temperatures, whereas methyl jasmonate as a paste at low temperatures and as a vapor at mild temperatures. As a result, abscisic acid spray and methyl jasmonate vapor resulted in significantly higher contents of all phenolic acids. In contrast, when the phytoregulators were applied in paste form, no effect was observed. To confirm these results, the IC50 value was also determined. An increase of IC50 from 2.31 to 4.10 µg/ml after abscisic acid spray treatment and from 2.72 to 5.36 µg/ml after methyl jasmonate vapor treatment was obtained. [ES]: Se desarrolló una nueva estrategia basada en la aplicación de fitorreguladores para minimizar la degradación natural de antioxidantes durante el almacenamiento de la aceituna. Con ese objetivo estudiamos el efecto de los fitorreguladores ácido abscísico y jasmonato de metilo sobre ácidos fenólicos. En concreto, se aplicaron cuatro tratamientos: ácido abscísico como pasta y como espray a temperaturas bajas y jasmonato de metilo como pasta a baja temperaturas y como vapor a temperaturas moderadas. Como resultado, ácido abscísico como espray y jasmonato de metilo como vapor dieron como resultado un contenido de ácidos fenólicos significativamente más elevados. Por el contrario, cuando se aplicaron los fitorreguladores en forma de pasta, no se observó ningún efecto. Para confirmar estos resultados se determinó la el valor de IC50. Se obtuvieron aumentos de IC50 de 2.31 µg/ml a 4.10 µg/ml después del tratamiento con ácido abscísico en forma de espray y de 2.72 µg/ml a 5.36 µg/ml después del tratamiento con vapor de jasmonato de metilo. This work was supported by the Community of Madrid (Spain) and European funding from FEDER program (research project S2013/ABI3028, AVANSECAL-CM).

Recientemente, se han enumerado una gran cantidad de propiedades funcionales y nutricionales del árbol Moringa oleifera, entre las que destacan su elevada calidad proteica, compuestos fenólicos y minerales, dependiendo de la parte de la planta en la que se centre el estudio (hojas, semillas, embrión, vaina). El objetivo del presente trabajo fue la evaluación de la capacidad antioxidante (ensayos DPPH, FRAP y ABTS+) y del contenido de fenoles totales (método Folin) de diferentes productos comerciales a base de Moringa oleifera (infusiones, cápsulas, hojas en polvo y semilla) durante la digestión in vitro (fases oral, digestiva e intestinal). Además, se realizará un seguimiento de los azúcares y ácidos orgánicos durante toda la simulación de digestión humana. Recently, a large number of functional and nutritional properties of the Moringa oleifera tree have been enumerated, among them its high protein quality, phenolic compounds and minerals, depending on the part of the plant in which the study was focus on (leaves, seeds, embryo, sheath). The objective of the present work was the evaluation of the antioxidant capacity (DPPH, FRAP and ABTS+ assays) and the content of total phenols (Folin method) of different commercial products based on Moringa oleifera (infusions, capsules, powdered leaves and seed) during digestion in vitro (oral, digestive and intestinal phases). In addition, the sugars and organic acids are monitored throughout the simulation of human digestion.

The olive tree (Oleo europaea) is largely popular for the production of both oil and table olives, which are positively considered in nutrition studies. Apart from fatty acids, olives also contain some minor components such as phenolics which are regarded as highly beneficial to the health because of their antioxidant properties. Phenolics occurring in olive pulp are also present in processing by-products. However, phenolics decrease drastically during the storage in such a way that postharvest techniques guaranteeing oil quality are essential when oil processing is delayed. In the present study we investigated abscisic acid (ABA) spray treatment as a postharvest procedure to minimize losses of phenolics during olive storage. With this purpose, we evaluated the effect of ABA on olive pulps and stones on days 7, 15 and 30 after the treatment. The total phenolic contents were measured in ABA treated olives by the Folin-Ciocalteu method whereas the 1,1-diphenyl-2-picrilhydrazyl free radical (DPPH) scavenging assay was used to evaluate the scavenging free radical capacity The values obtained were compared with those of the pulps and the stones obtained from untreated olives. The results indicate that ABA treated olive pulps had higher total phenolic content and DPPH scavenging capacity as compared with untreated samples. A similar effect was also observed for the stones, although the increases in both total phenolic content and scavenging free radical activity were not as pronounced as in the pulps. For both olive pulps and stones, exogenous ABA spray was more effective after prolonged storage periods. Concerning phenolics, we focused our study on oleuropein and hydroxytyrosol for their abundance in olive fruit and their pharmacological properties. The effect of ABA on contents of oleuropein and hyrdroytyrosol was evaluated by HPLC-UV. The identification was carried out on the basis of retention times and UV spectra while calibration curves were performed for their quantification. Oleuropein and hydroxytyrosol exerted significantly (p < 0.05) higher contents in olive pulps and stones after the ABA treatment. In line with the overall results on phenolics and scavenging free radical activity, the increments were more marked for the pulps than for the stones and particularly after longer storage periods. These findings indicate that the postharvest ABA spray treatment might be a promising approach to avoid the natural losses of the phenolic content and antioxidant properties of olive fruits during the storage. The postharvest method proposed allows olive pulps and stones with improved antioxidant properties to be obtained. Since the stones are a residue from oil processing, ABA treated olive stones are proposed as a high added value olive by-product. These results can be interesting to the olive oil industry, in particular when delay in oil processing occurs and olives have to be stored., Financial support for this study was provided by the Comunidad Autónoma of Madrid (Spain) and European funding from FEDER program (research project S2013/ABI-3028, AVANSECAL-CM). Dra. Gema Flores thanks CSIC for her JAE-Doc contract.

[Background]: The nutritional effects of both table olives and olive oil are attributed not only to their fatty acids but also to antioxidant phenolics such as phenolic acids. Delays in oil processing usually result in undesirable oxidation and hydrolysis processes leading to formation of free fatty acids. These alterations create the need to process oil immediately after olive harvest. However, phenolic content decreases drastically during olive storage resulting in lower quality oil. In the present study we propose postharvest methyl jasmonate treatment as a mean to avoid changes in fatty acid composition and losses of phenolic acids during olive storage. [Results]: Contents of fatty acids and phenolic acids were estimated in methyl jasmonate treated olives throughout 30-day storage, as compared with those of untreated olives. Significant decreases of saturated fatty acids were observed in treated samples whereas increases of oleic, linoleic and linolenic acids were respectively measured (i.e. from 50.8% to 64.5%, from 7.2% to 9.1% and from 1.5% to 9.3%). Also, phenolic acid contents increased significantly in treated olives. Particularly, increases of gallic acid from 1.35 to 6.29 mg kg, chlorogenic acid from 9.18 to 16.21 mg kg, vanillic acid from 9.61 to 16.99 mg kg, caffeic acid from 5.12 to 12.55 mg kg, p-coumaric acid from 0.96 to 5.31 mg kg and ferulic acid from 4.05 to 10.43 mg kg were obtained. [Conclusion]: Methyl jasmonate treatment is proposed as an alternative postharvest technique to traditional methods to guarantee olive oil quality when oil processing is delayed and olive fruits have to necessarily to be stored., The authors thank the Comunidad Autónoma of Madrid (Spain) and European funding from FEDER program (research project S2013/ABI-3028, AVANSECAL-CM) for financial support. Dra. Gema Flores acknowledges CSIC for her JAE-Doc.

[Background] Chemical elicitation is one of the most effective methods currently used to enrich plant foods in bioactive compounds. Methyl jasmonate (MJ) has been described as a very useful elicitor of some plant compounds, polyphenols among them. The objective of this study was to determine the effects of pre-harvest MJ application on the increase of the main flavonoids and the antioxidant properties of black currant (Ribes nigrum) cultivars., [Results] Significant enhancement of individual and total anthocyanins was measured after elicitation with MJ, particularly when 0.2 mM concentrations were used. Total anthocyanins increased from 28288.74 ± 253.65 mg kg−1 to 43561.08 ± 145.87 mg kg−1 in Ben Hope black currants after elicitation with 0.2 mM MJ. Similarly, increases from 35986.04 ± 287.98 mg kg−1 to 41320.22 ± 145.87 mg kg−1 were estimated in Ben Alder cultivar. Black currant flavonols were not individually affected by the treatment; however, total flavonols increased from 3115.21 ± 12.11 mg kg-1 to 3268.41 ± 145.87 mg kg-1 in Ben Hope and from 3016.38 ± 10.07 mg kg-1 to 3110.95 ± 8.57 mg kg-1 in Ben Alder. Antioxidant properties of black currants as measured by DPPH and ABTS assays improved proportionally to the increase of flavonoid content after MJ elicitation., [Conclusion] The pre-harvest elicitation with MJ is proposed as an useful tool to enhance contents of anthocyanins and flavonols as well as free radical scavenging activity of black currants. The functional black currants here obtained can be interesting for industry for consumption as fresh fruits and for production of juice and jam., Authors thank the Comunidad Autónoma of Madrid (Spain) and European funding from FEDER program (research project S2013/ABI-3028, AVANSECAL-CM) for financial support. We acknowledge SCRI for supplying and treating the samples and Mikaela Herranz Pascual for her hep in the experimental work. Dr. Gema Flores thanks CSIC for her JAE-Doc contract.

La presencia de compuestos polifenólicos en uvas hace que su consumo presente múltiples efectos beneficiosos para la salud. La presente invención plantea por primera vez un sencillo procedimiento post-cosecha, que comprende poner en contacto de forma exógena uvas tintas con un enantiómero de JM diluido en etanol. El procedimiento planteado consigue el incremento simultáneo y sustancial de más de un compuesto fenólico con actividad biológica saludable en uvas, que preferentemente son polifenoles y que más preferentemente son resveratrol y formas de quercetina, y constituye una alternativa a los procedimientos que utilizan fitohormonas como agentes de activación., Consejo Superior de Investigaciones Científicas (España), A1 Solicitud de patente con informe sobre el estado de la técnica