Resumo

CRISTOBAL-CAMPOS, Carina Coralin; AMBICHO-LOPEZ, Alvaro Gonzalo  e  BASILIO-AYALA, Frank Paul. Sales management and profitability perception in a cali center (Lima-Peru), 2023. Fides Et Ratio [online]. 2024, vol.27, n.27, pp.249-278. ISSN 2071-081X.

Abstract The effective management of sales is key to increasing perceived profitability in modern organizations seeking to maximize their profits, as revealed by the present research, whose main purpose was to determine the relationship between sales management and the perception of profitability in a cali center located in Lima (Perú) during 2023. For a more detailed analysis, sales management was subdivided into sales forecasting, sales plan, and sales control; while the variable perception of profitability was broken down into perception of economic profitability and perception of financial profitability. The research was developed under the quantitative approach, correlational scope and used the non-experimental transactional correlational-causal design; the participants were 83 advisors from the Sales Área of the organization under study, who completed a Likert-type questionnaire composed of 24 items. After processing and analyzing the information, a strong, direct and significant relationship was found between sales management and the perception of profitability, since a Spearman correlation coefficient of 0.775 was obtained

Palavras-chave : Sales control; perception of economic profitability; perception of financial profitability; sales plan; sales forecasting.

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