Bibliographic citations
Ramirez, Y., Guadiamos, R. (2025). Propuesta de mejora en el proceso de ventas del canal Inside Sales de una empresa de telecomunicaciones [Trabajo de Suficiencia Profesional, Universidad Peruana de Ciencias Aplicadas (UPC)]. http://hdl.handle.net/10757/684017
Ramirez, Y., Guadiamos, R. Propuesta de mejora en el proceso de ventas del canal Inside Sales de una empresa de telecomunicaciones [Trabajo de Suficiencia Profesional]. PE: Universidad Peruana de Ciencias Aplicadas (UPC); 2025. http://hdl.handle.net/10757/684017
@misc{renati/1300991,
title = "Propuesta de mejora en el proceso de ventas del canal Inside Sales de una empresa de telecomunicaciones",
author = "Guadiamos Gutierrez, Raul Felipe",
publisher = "Universidad Peruana de Ciencias Aplicadas (UPC)",
year = "2025"
}
The purpose of this paper is to identify opportunities for improvement in the sales process of fixed Internet services in the Inside Sales commercial area, which is part of the corporate vice-presidency of a Peruvian telecommunications company. Currently, the competitive context in the telecommunications sector demands agility and commercial efficiency to increase the sales rate and market share. For this reason, the present work of professional sufficiency shows a detailed analysis of the external and internal factors of the company, as well as its strengths and weaknesses, to develop an accurate diagnosis of the main problems. In this sense, it has been identified that the problem is linked to the lack of operational efficiency in the sales process and that delays in the preparation of commercial quotations are the main reason for lost sales. The development of this study is based on the application of the Lean Service model and the theory of constraints to significantly reduce the time for issuing commercial proposals by automating and standardizing processes. The expected results also include the implementation of a continuous improvement model that will allow the validity and scope of the solution to increase progressively. It should be noted that the alternative chosen to address the problem proposes to have an automated online tool for the calculation, design and communication of commercial proposals that would give autonomy to the commercial channel to provide timely responses to customers and increase their sales rate.
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