Bibliographic citations
Espinoza, N., Salazar, S. (2023). “La gestión de proveedores en el desarrollo de estrategias y acciones comerciales en el Canal Corporativo de PROMART” [Trabajo de Suficiencia Profesional, Universidad Peruana de Ciencias Aplicadas (UPC)]. http://hdl.handle.net/10757/671543
Espinoza, N., Salazar, S. “La gestión de proveedores en el desarrollo de estrategias y acciones comerciales en el Canal Corporativo de PROMART” [Trabajo de Suficiencia Profesional]. PE: Universidad Peruana de Ciencias Aplicadas (UPC); 2023. http://hdl.handle.net/10757/671543
@misc{renati/412714,
title = "“La gestión de proveedores en el desarrollo de estrategias y acciones comerciales en el Canal Corporativo de PROMART”",
author = "Salazar Chuquimajo, Sofia Marisaura",
publisher = "Universidad Peruana de Ciencias Aplicadas (UPC)",
year = "2023"
}
This study investigates the problems of Promart's corporate channel, focusing on business-to-business transactions in the home improvement sector. The problem analysed lies in the lack of effective supplier management, which has a direct impact on the company's sales. The methodology is based on the application of negotiation theories such as collaborative (Win-Win), with special attention to the "Preparation" phase, the creation of value during negotiation and the application of the Pareto principle to maximise the impact of negotiation actions. To solve the problem, three alternatives are proposed; two from the sales area and one from the Corporate Purchasing department. The strategy selected and implemented by Corporate Purchasing turns out to be the most effective and efficient, which consists of preparing the negotiation with the current suppliers by adequately applying the theories mentioned above. The implementation of this strategy is carried out from the year 2023, and in a period of nine months, sales for the year 2022 are exceeded, achieving a growth of 2% with respect to the previous period. These tangible results highlight the strategic importance of effective supplier management for Promart. Furthermore, the results demonstrate how collaborative negotiation strategies, together with meticulous preparation, have a significant impact on Promart's business.
This item is licensed under a Creative Commons License