Resumen

GALLARDO GUTIERREZ, Elmer Enrique et al. Analysis of the performance of the sales force in laboratory equipment companies in Lima. Impulso [online]. 2025, vol.5, n.11, pp.223-238.  Epub 02-Jul-2025. ISSN 2959-9040.  https://doi.org/10.59659/impulso.v.5i11.140.

The sales force has established itself as a key factor in achieving the competitiveness and sustainability of companies, especially in highly specialized sectors such as the laboratory equipment sector in Lima. The objective of this research is to analyze the performance of the sales force in laboratory equipment companies in Metropolitan Lima in 2024. The study was quantitative, non-experimental, correlational, and cross-sectional. A questionnaire was administered to 20 employees from five companies in management, representative, and advisory roles. The validated instrument showed high reliability with a Cronbach's alpha of 0.940. The results revealed a high level of perception regarding sales management (75%) and sales force performance (80%). Hypothesis testing showed a significant correlation between both variables (p-value = 0.020), with a positive Spearman correlation of 0.515. This research contributes to the design of strategies to improve sales force performance and increase sales in this sector.

Palabras clave : Performance; Sales Force; Management; Sales.

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