B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs

Descripción del Articulo

El texto completo de este trabajo no está disponible en el Repositorio Académico UPC por restricciones de la casa editorial donde ha sido publicado.
Detalles Bibliográficos
Autores: Galvez-Torres, Erika, Cruz-Alfaro, Milagros, Cespedes-Blanco, Carlos, Raymundo, Carlos, Mamani-Macedo, Nestor, Dominguez, Francisco
Formato: artículo
Fecha de Publicación:2020
Institución:Universidad Peruana de Ciencias Aplicadas
Repositorio:UPC-Institucional
Lenguaje:inglés
OAI Identifier:oai:repositorioacademico.upc.edu.pe:10757/656372
Enlace del recurso:http://hdl.handle.net/10757/656372
Nivel de acceso:acceso embargado
Materia:ABC classification
B2B marketing
Inbound marketing
Inventory
Quote
Sales
Sales funnel
Time management
Workflow
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network_acronym_str UUPC
network_name_str UPC-Institucional
repository_id_str 2670
dc.title.en_US.fl_str_mv B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
title B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
spellingShingle B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
Galvez-Torres, Erika
ABC classification
B2B marketing
Inbound marketing
Inventory
Quote
Sales
Sales funnel
Time management
Workflow
title_short B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
title_full B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
title_fullStr B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
title_full_unstemmed B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
title_sort B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
author Galvez-Torres, Erika
author_facet Galvez-Torres, Erika
Cruz-Alfaro, Milagros
Cespedes-Blanco, Carlos
Raymundo, Carlos
Mamani-Macedo, Nestor
Dominguez, Francisco
author_role author
author2 Cruz-Alfaro, Milagros
Cespedes-Blanco, Carlos
Raymundo, Carlos
Mamani-Macedo, Nestor
Dominguez, Francisco
author2_role author
author
author
author
author
dc.contributor.author.fl_str_mv Galvez-Torres, Erika
Cruz-Alfaro, Milagros
Cespedes-Blanco, Carlos
Raymundo, Carlos
Mamani-Macedo, Nestor
Dominguez, Francisco
dc.subject.en_US.fl_str_mv ABC classification
B2B marketing
Inbound marketing
Inventory
Quote
Sales
Sales funnel
Time management
Workflow
topic ABC classification
B2B marketing
Inbound marketing
Inventory
Quote
Sales
Sales funnel
Time management
Workflow
description El texto completo de este trabajo no está disponible en el Repositorio Académico UPC por restricciones de la casa editorial donde ha sido publicado.
publishDate 2020
dc.date.accessioned.none.fl_str_mv 2021-06-07T17:25:18Z
dc.date.available.none.fl_str_mv 2021-06-07T17:25:18Z
dc.date.issued.fl_str_mv 2020-01-01
dc.type.en_US.fl_str_mv info:eu-repo/semantics/article
format article
dc.identifier.issn.none.fl_str_mv 21945357
dc.identifier.doi.none.fl_str_mv 10.1007/978-3-030-50791-6_21
dc.identifier.uri.none.fl_str_mv http://hdl.handle.net/10757/656372
dc.identifier.eissn.none.fl_str_mv 21945365
dc.identifier.journal.en_US.fl_str_mv Advances in Intelligent Systems and Computing
dc.identifier.eid.none.fl_str_mv 2-s2.0-85088225212
dc.identifier.scopusid.none.fl_str_mv SCOPUS_ID:85088225212
dc.identifier.isni.none.fl_str_mv 0000 0001 2196 144X
identifier_str_mv 21945357
10.1007/978-3-030-50791-6_21
21945365
Advances in Intelligent Systems and Computing
2-s2.0-85088225212
SCOPUS_ID:85088225212
0000 0001 2196 144X
url http://hdl.handle.net/10757/656372
dc.language.iso.en_US.fl_str_mv eng
language eng
dc.relation.url.en_US.fl_str_mv https://link.springer.com/chapter/10.1007/978-3-030-50791-6_21
dc.rights.en_US.fl_str_mv info:eu-repo/semantics/embargoedAccess
eu_rights_str_mv embargoedAccess
dc.format.en_US.fl_str_mv application/html
dc.publisher.en_US.fl_str_mv Springer
dc.source.none.fl_str_mv reponame:UPC-Institucional
instname:Universidad Peruana de Ciencias Aplicadas
instacron:UPC
instname_str Universidad Peruana de Ciencias Aplicadas
instacron_str UPC
institution UPC
reponame_str UPC-Institucional
collection UPC-Institucional
dc.source.journaltitle.none.fl_str_mv Advances in Intelligent Systems and Computing
dc.source.volume.none.fl_str_mv 1209 AISC
dc.source.beginpage.none.fl_str_mv 167
dc.source.endpage.none.fl_str_mv 173
bitstream.url.fl_str_mv https://repositorioacademico.upc.edu.pe/bitstream/10757/656372/1/license.txt
bitstream.checksum.fl_str_mv 8a4605be74aa9ea9d79846c1fba20a33
bitstream.checksumAlgorithm.fl_str_mv MD5
repository.name.fl_str_mv Repositorio académico upc
repository.mail.fl_str_mv upc@openrepository.com
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spelling 50d6e00577f0fb9f0cb8d3d4add2a2c230085bd81385e63d7dd3d377ff4bc3009dd3005e0c13cef08100d03123f483ef312cdaf1b29165990ab4ce165cbf28f5e4ccd95003c4929de31ab03204ce4b92da8cfadf8500bca061da163b707885b99dc247d3d44a500Galvez-Torres, ErikaCruz-Alfaro, MilagrosCespedes-Blanco, CarlosRaymundo, CarlosMamani-Macedo, NestorDominguez, Francisco2021-06-07T17:25:18Z2021-06-07T17:25:18Z2020-01-012194535710.1007/978-3-030-50791-6_21http://hdl.handle.net/10757/65637221945365Advances in Intelligent Systems and Computing2-s2.0-85088225212SCOPUS_ID:850882252120000 0001 2196 144XEl texto completo de este trabajo no está disponible en el Repositorio Académico UPC por restricciones de la casa editorial donde ha sido publicado.It has been found that the main causes of insufficient sales of different small and medium-sized enterprises (SMEs) is the low conversion rate of quotes into sales, which entails poor business performance and low economic impact. Therefore, a marketing methodology called inbound marketing is planned, which is modified and adapted to the case study. In contrast, tools such as ABC classification, workflow, and inbound marketing have been used as a structure of the proposed methodology to solve the problem. The implementation of this methodology resulted in an increased efficiency of quote development and an enhanced performance ratio thereof. In conclusion, it is possible to measure the financial impact of the methodology implementation which has been beneficial for the company under study. Business performance in the last month of implementation improved by 10%.application/htmlengSpringerhttps://link.springer.com/chapter/10.1007/978-3-030-50791-6_21info:eu-repo/semantics/embargoedAccessABC classificationB2B marketingInbound marketingInventoryQuoteSalesSales funnelTime managementWorkflowB2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEsinfo:eu-repo/semantics/articleAdvances in Intelligent Systems and Computing1209 AISC167173reponame:UPC-Institucionalinstname:Universidad Peruana de Ciencias Aplicadasinstacron:UPCLICENSElicense.txtlicense.txttext/plain; charset=utf-81748https://repositorioacademico.upc.edu.pe/bitstream/10757/656372/1/license.txt8a4605be74aa9ea9d79846c1fba20a33MD51false10757/656372oai:repositorioacademico.upc.edu.pe:10757/6563722021-06-07 17:25:19.343Repositorio académico upcupc@openrepository.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B2B Marketing Method Adapted to Sales Improvement Through the Implementation of ABC Classification Tool and Inbound Marketing in SMEs
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