Maturity model of the sales process in beauty and personal care product companies

Authors

Arroyo Colan, Silvia Elizabeth

Ovalle, Christian

Abstract

In this scientific article, a proposed sales process maturity model for beauty and personal care products companies was presented and used as an instrument to carry out a pilot test, where indicators for measuring improvement were taken into consideration. In addition, the objective was to guarantee the realization of the process adapted to the new tendencies, specifically to the CMMI methodology; all this allowed to obtain as a result an efficient and effective sales process model. Finally, it was possible to identify a significant difference in the amount of time of a sale before using the designed maturity model and the time of a sale after the implementation of the Framework; which implies a decrease in the amount of time of a sale for the time of a sale post Framework. These were, that in the Pre-Test a value of 3 minutes was obtained, in the Post-Test it was 2 minutes, this shows a decrease in the average time of a sale after implementing the maturity model; also, the maximum average time of a sale in the Pre-Test was 10 minutes and in the Post-Test 7 minutes after the implementation of the maturity model.