Citas bibligráficas
Delfín, P., Vásquez, A. (2017). Propuesta de rediseño de la gestión comercial basado en el modelo B2B para mejorar el proceso de ventas en una empresa del sector industrial en el periodo 2016 – 2017 [Tesis, Universidad Privada Del Norte]. https://hdl.handle.net/11537/12696
Delfín, P., Vásquez, A. Propuesta de rediseño de la gestión comercial basado en el modelo B2B para mejorar el proceso de ventas en una empresa del sector industrial en el periodo 2016 – 2017 [Tesis]. PE: Universidad Privada Del Norte; 2017. https://hdl.handle.net/11537/12696
@mastersthesis{renati/512143,
title = "Propuesta de rediseño de la gestión comercial basado en el modelo B2B para mejorar el proceso de ventas en una empresa del sector industrial en el periodo 2016 – 2017",
author = "Vásquez Bravo, Ana Sofía",
publisher = "Universidad Privada Del Norte",
year = "2017"
}
The research has been carried out in an industrial company, dedicated to providing products and services dedicated to technical irrigation. The overall objective was a redesign of the sales process based on a B2B model, to increase the level of sales in a company in the industrial sector. It is not present in the sale of customers that are not attended by sellers because of excessive, a number of sellers without meeting their goal and only 50% of their customer base directly affecting the economic flow of the company. In order to achieve the objectives, the techniques of content analysis are used, so that information was collected systematically objective and validated from various sources; direct observation and interview. The population was conformed by the clients of the company and a sample was applied in which an amount of 77 participants was considered. The redesign of the sales process focused on the B2B model, which oil supports the value chain of our customers meeting their needs and positions strategically providing a differential and competitive value to our competitors. The redesign of the sales process helps to achieve business objectives, such as increasing the level of sales especially in the segment where small customers and farmers find that power to the organization regained its economic flow by approximately $ 2M. In addition, the company has been able to excel in the market in the last three years, increasing its sales by 25% in 2016. The proposed redesign reduces operating costs by 15% and satisfies 50% customer service.
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