Mejora del proceso de gestión comercial de la empresa CHIMAC SAC

• Autor: Soto Torres, Elva Yasmin
• Formato: tesis de grado
• Fecha de Publicación: 2020
• Institución: Universidad de Lima
• Repositorio: ULIMA-Institucional
• Lenguaje: español
• OAI Identifier: oai:repositorio.ulima.edu.pe:20.500.12724/12716
• Enlace del recurso: https://hdl.handle.net/20.500.12724/12716
• Nivel de acceso: acceso abierto
• Materia: Business management; Strategic planning; Planificación estratégica; Gestión de empresas; https://purl.org/pe-repo/ocde/ford#2.11.04

The project goal is based on the improvement of CHIMAC company commercial management process. The main problem in the company occurred when the net profitability indicator for 2018 decreased in compared to 2017 indicator. In other words, the net profitability goal proposed for 2018 was not achieved. This indicator depends on specialized consulting services sales for public institutions. The project leader was Sub-manager; and it involved the participation of the General Management, Sub-management, Projects and Administration areas. The solutions proposed were related with the implementation of engineering tools such as: PDCA cycle (Plan, Do, Check and Act) aligned to the ISO 9001:2015, SWOT Analysis, Internal Analysis, External Analysis, SWOT Matrix, Strategy Design Business, Root Cause Analysis, Action Plan, Analysis of Porter's five (05) forces, flow charts, among others. The main findings generated during the implementation of improvements focused on the lack of commercial management process design and its integration with company's Quality Management System, the lack of personnel who were exclusively devoted to management commercial activities. Likewise, at a strategic level, the absence of internal investment strategies was evidenced, as well as low financial capacity. In addition, there was no annual training program for the personnel in charge of commercial management and a lack of a resource allocation policy for the commercial management area. The main result obtained after the implementation of the project were the net profitability increased in 2019; that is, of 12.98% obtained in 2018, it was possible to exceed the minimum proposed for 2019 of 14.36%, having a final value for 2019 of 15.00%.