Plan de ventas para incrementar la cartera de clientes del comercial Huacho de la ciudad de Riobamba

Abstract

This degree work called "Sales plan to increase the client portfolio of Comercial Huacho in Riobamba city " thus obtaining the best possible results with the available resources. The methodology used was applying surveys through the instrument of questionnaires to the microenterprise’s collaborators, the current clients, and to potential clients. In addition, the analysis of the current situation of the company was carried out by performing a SWOT matrix that allowed determining the existing strengths, weaknesses, opportunities, and threats. As main shortcomings, it was determined that the microenterprise lacks a sales manual that discloses the commercial process that must be carried out, on the other hand, they do not establish sales goals for their collaborators, this is accompanied by a lack of incentives for the sales team and has no marketing strategies. As a proposal, a sales manual was developed that contains the seller's profile, functions, responsibilities, sales goals, and incentives, in addition, other strategies were established that, if applied correctly, will contribute positively to the development and growth of the company in a market that is becoming more and more competitive.