Bibliographic citations
Córdova, H., (2021). Modelo de gestión comercial para empresas inmobiliarias medianas con operaciones en Lima Metropolitana dedicadas a proyectos de edificación destinados a departamentos [Tesis, Universidad Nacional de Ingeniería]. https://repositorio.uni.edu.pe/handle/20.500.14076/22754
Córdova, H., Modelo de gestión comercial para empresas inmobiliarias medianas con operaciones en Lima Metropolitana dedicadas a proyectos de edificación destinados a departamentos [Tesis]. PE: Universidad Nacional de Ingeniería; 2021. https://repositorio.uni.edu.pe/handle/20.500.14076/22754
@mastersthesis{renati/267751,
title = "Modelo de gestión comercial para empresas inmobiliarias medianas con operaciones en Lima Metropolitana dedicadas a proyectos de edificación destinados a departamentos",
author = "Córdova Martinez, Henry Junior",
publisher = "Universidad Nacional de Ingeniería",
year = "2021"
}
Peru is a country with a stable economy compared to other Latin American countries. Metropolitan Lima, the capital city, concentrates the greatest potential demand for housing in the entire country. In 2017, the existing offer of apartments for sale in Metropolitan Lima was 87% of the potential offer, which constituted a huge gap to close. Despite the high demand real estate situation of departments in Metropolitan Lima, real estate companies are still left with stock, that is, the apartments are not sold. The real estate companies that operate in Metropolitan Lima have deficiencies in the strategies they apply to face the market dissatisfaction situation, all of which ultimately impacts on their profitability. Potential clients do not find the offer they are looking for and that is because real estate companies are not taking into account the needs and motivations of buyers for decision making; In addition, the level of trust that real estate inspires in buyers is an important factor. The present research work was developed with the purpose of proposing a commercial management model that allows small and medium-sized real estate companies (SMEs) that do not have a commercial management plan, deal with this market situation, and that allow them to have profitability, sales speed, liquidity and positioning in accordance with what is established in their strategic business plan. To do this, in this research work, first, through a qualitative analysis, the best practices, techniques, methods and aspects used by eight specialists related to real estate commercial management were compiled; secondly, the results of qualitative analysis were used to perform a quantitative analysis of a sample of professionals related to real estate management, with the objective of knowing the best practices, techniques, methods and aspects, of greater acceptance, concluding that, there are Concrete, well-defined processes that interrelate with each other over time and that if used systematically, ensure business success.
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