Sales processes of the consultants of a company in the bakery industry

Rivaldo Jordanny Amado Dionicio, Yrma Pamela Osorio Serna, Brian Andreé Meneses Claudio and Jorge Arturo Zapana Ruiz

Southern perspective / Perspectiva austral, 10.56294/pa20232

Abstract: The present research carried out on a company in the bakery business where they do not promote an adequate system of continuous training to their sales advisors, since they do not feel prepared to face various situations, they agree with customer visits, they do not have an adequate presentation in front of the customer and at the time of responding they have no arguments, due to a lack of active listening. The study main objective is to determine the impact of the sales processes of a company's advisors in the bakery business in Lima city, 2023. The methodology used in the research is basic, with a qualitative approach, non-experimental design and descriptive scope. Through the results based on 6 interviewees and a guide of 8 questions was captured, where each sales process the advisor has different criteria, as a constructive way and at the same time, in an improvised way, however, the consultants look for solutions to the users, also building loyalty based on the time they have been internally in the company. According to the general conclusion, the impact of the sales processes of the consultants is significant for the company and also for the client, since these processes achieve success in sales and by following an adequate process it is determined to identify the needs and interests of the user, which in turn the consultants improve their performance. Therefore, they generate benefits for them and the company

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Persistent link: https://EconPapers.repec.org/RePEc:dbk:perspe:v::y::i::p:20232:id:20232

DOI: 10.56294/pa20232

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