Citas bibligráficas
Lugo, D., Rios, J. (2023). Gestión de Ventas en el Canal de Mayoreo: Estrategias para Incrementar la Eficiencia en el departamento de Postventa de Maqsigma SAC, 2023 [Trabajo de Suficiencia Profesional, Universidad Peruana de Ciencias Aplicadas (UPC)]. http://hdl.handle.net/10757/671640
Lugo, D., Rios, J. Gestión de Ventas en el Canal de Mayoreo: Estrategias para Incrementar la Eficiencia en el departamento de Postventa de Maqsigma SAC, 2023 [Trabajo de Suficiencia Profesional]. PE: Universidad Peruana de Ciencias Aplicadas (UPC); 2023. http://hdl.handle.net/10757/671640
@misc{renati/412771,
title = "Gestión de Ventas en el Canal de Mayoreo: Estrategias para Incrementar la Eficiencia en el departamento de Postventa de Maqsigma SAC, 2023",
author = "Rios Garcia, Jesus Ruben",
publisher = "Universidad Peruana de Ciencias Aplicadas (UPC)",
year = "2023"
}
The investigation focuses on Maqsigma SAC, an authorized Honda dealer dedicated to the sale of vehicles, parts and maintenance services. The central objective is to optimize sales management, especially in the wholesale field, to align with the organizational objectives of the year 2023. The methodology used is mixed, combining qualitative and quantitative approaches to address the identified problem and synchronize the sales strategy. The research applies sales management theories, such as Johnson and Marshall's (2009) critical phases of the sales process model, to improve efficiency from customer identification to post-sales. Sales training based on this theory by the same author is also used, guaranteeing effective strategies and collaboration between sales and marketing to better understand customer needs and improve the overall experience. Alternatives are proposed to improve sales management in the Wholesale Channel, implement training programs, collaborate with the marketing area to strengthen the brand and hire additional personnel to expand the wholesale channel. These strategies seek to increase efficiency and strengthen Maqsigma SAC's position in the wholesale market. After detailed analysis, it is determined that assigning additional personnel has the highest cost-benefit ratio. This strategy has the potential to accelerate wholesale channel growth and increase sales margin. However, it involves additional costs in terms of salaries, benefits and resources, requiring careful financial management. It is recommended to establish a system of continuous monitoring of the performance of additional personnel and maintain flexibility in the assignment of roles to adapt to the changing demands of the wholesale channel.
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