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Borja, D., Pulache, D. (2019). Organización de la fuerza de ventas y su incidencia en la reducción de inventarios de la imprenta PYM [Tesis, Universidad Privada del Norte]. https://hdl.handle.net/11537/21292
Borja, D., Pulache, D. Organización de la fuerza de ventas y su incidencia en la reducción de inventarios de la imprenta PYM [Tesis]. PE: Universidad Privada del Norte; 2019. https://hdl.handle.net/11537/21292
@misc{renati/430599,
title = "Organización de la fuerza de ventas y su incidencia en la reducción de inventarios de la imprenta PYM",
author = "Pulache Baca, Diana Carolina",
publisher = "Universidad Privada del Norte",
year = "2019"
}
Title: Organización de la fuerza de ventas y su incidencia en la reducción de inventarios de la imprenta PYM
Authors(s): Borja Zegarra, David Yonatan; Pulache Baca, Diana Carolina
Advisor(s): Huaman Carbajal, Edgar
OCDE field: https://purl.org/pe-repo/ocde/ford#5.02.04
Issue Date: 25-Apr-2019
Institution: Universidad Privada del Norte
Abstract: En la presente tesis de investigación, tuvo como principal objetivo determinar en qué medida la organización de la fuerza de ventas incide en la reducción de inventarios de la empresa PyM, el cual se identifica como el sobre stock de producto terminado en relación a los documentos comerciales correspondientes a nuestra cartera de clientes; producto de la mala organización del equipo de ventas en relación al cierre del proceso del mismo. Estos documentos, producidos en la imprenta no pueden ser vendidos a otros clientes, debido a que estos contienen información personalizada del cliente como son: el RUC, nombre comercial, teléfonos, correos, entre otros indicadores que se encuentran en los talonarios Impresos. Asimismo, el objetivo principal indica, además cómo la organización de la fuerza de ventas puede optimizar y reducir el sobre stock actual que tiene la empresa. A su vez, estableciendo, claramente, las políticas y funciones del equipo comercial, con la finalidad de hacer cerrar en su totalidad el ciclo de la venta con la entrega total del pedido solicitado por los clientes a la imprenta PyM. Por lo tanto, mediante la aplicación de un instrumento cualitativo como la entrevista, se recolecta información valiosa siendo como fuente de la misma siendo la fuerza de ventas y el gerente de la imprenta. Para el procesamiento de los datos obtenidos de ambas partes implicadas se hace contraste de la gestión realizada por el gerente a la fuerza de ventas, realizando un programa a la organización de la misma con el propósito de la culminación del cierre de la venta haciendo efectiva la entrega al 100% de lo requerido inicialmente por el cliente, ya que la gestión del equipo de ventas solo realiza el trabajo con el cobro del 60% lo que genera un costo de almacenaje y la reducción del margen de utilidad esperado.
In this research thesis, the main objective was to determine to what extent the sales force organization affects the inventory reduction of the company PyM, which is identified as the stock of finished product in relation to commercial documents corresponding to our client portfolio; product of the bad organization of the sales team in relation to the closing of the same process. These documents, produced in the printing shop, cannot be sold to other clients, because they contain personalized customer information such as: the RUC, commercial name, telephones, emails, among other indicators found in the printed books. Also, the main objective indicates, in addition how the sales force organization can optimize and reduce the current stock over the company. At the same time, clearly establishing the policies and functions of the commercial team, with the aim of closing the sale cycle completely with the total delivery of the order requested by customers to the PyM printing company. Therefore, through the application of a qualitative instrument such as the interview, valuable information is collected being the source of the same being the sales force and the manager of the printing press. For the processing of the data obtained from both parties, a contrast is made between the management carried out by the manager and the sales force, making a program to the organization of the same with the purpose of completing the closing of the sale making effective the delivery to 100% of what was initially required by the client, since the management of the sales team only makes the delivery of 60%, which generates a cost of storage and the reduction of the expected profit margin.
In this research thesis, the main objective was to determine to what extent the sales force organization affects the inventory reduction of the company PyM, which is identified as the stock of finished product in relation to commercial documents corresponding to our client portfolio; product of the bad organization of the sales team in relation to the closing of the same process. These documents, produced in the printing shop, cannot be sold to other clients, because they contain personalized customer information such as: the RUC, commercial name, telephones, emails, among other indicators found in the printed books. Also, the main objective indicates, in addition how the sales force organization can optimize and reduce the current stock over the company. At the same time, clearly establishing the policies and functions of the commercial team, with the aim of closing the sale cycle completely with the total delivery of the order requested by customers to the PyM printing company. Therefore, through the application of a qualitative instrument such as the interview, valuable information is collected being the source of the same being the sales force and the manager of the printing press. For the processing of the data obtained from both parties, a contrast is made between the management carried out by the manager and the sales force, making a program to the organization of the same with the purpose of completing the closing of the sale making effective the delivery to 100% of what was initially required by the client, since the management of the sales team only makes the delivery of 60%, which generates a cost of storage and the reduction of the expected profit margin.
Link to repository: https://hdl.handle.net/11537/21292
Discipline: Administración y Gestión Comercial
Grade or title grantor: Universidad Privada del Norte. Facultad de Negocios
Grade or title: Licenciado en Administración y Gestión Comercial
Register date: 22-May-2019
This item is licensed under a Creative Commons License