Evaluation of the efficiency of the sales process of an engineering consulting company in Lima, Peru. (#2165)

Authors

Guerra-Velasco, Cynthia Nathalie

Albarran-Taype, Rossmery

Carreño Martinez, Juan Elias

Abstract

Companies dedicated to engineering are increasingly facing a competitive world as a result of globalization, they constantly seek to differentiate their processes in order to maintain or increase their presence in the market, one of the main processes is sales, since it is essential in the development, growth and continuity of companies from all business sectors. It was proposed to evaluate the effectiveness of the sales process of an engineering consulting company by analyzing the effectiveness in sales planning, in the participation in selection processes and in the company's customer service in order to implement a process reengineering that provides greater efficiency and can be applied to engineering companies in the same field according to their own development dynamics. The research is of a quantitative cross-sectional type as the survey technique was used, applying a questionnaire as an instrument, which obtained as a result 0.808 in the reliability analysis (Cronbach's alpha), which is acceptable. It was obtained as a result that the effectiveness in the sales process of the consulting company of engineering projects is low with an indicator of 37.5%, for which recommendations are established based on the reengineering of the process, in order to improve participation company market.