Análisis de la productividad del proceso comercial en Damis S.A

Abstract

The analysis of the productivity of the commercial process in Damis S.A, seeks to establish the current performance of the commercial process of the Bogotá region, and to have a real context of the critical variables that affect the process, which are the optimal indicators to measure it. Currently, the commercial process shows a deterioration that is materialized in the drop in sales in the first half of 2018, which is of great concern to management, because although the company has a product of excellent quality, design and efficiency, the sales force is what generates the turnover in the company, obviously supported by the different tools provided by the company, this without leaving aside the commercial expertise of each advisor. This analysis should guide us towards a standardized management of the commercial process where it is easy to measure the work of each advisor, establishing the aspects to be improved within the process, providing tools at the strategic level of the company so that in turn it can make sound decisions within the process, and propose changes that contribute to the continuous improvement of it.