Sales management and profitability perception in a call center (Lima-Peru), 2023

Authors
DOI:
https://doi.org/10.55739/8f7g3d51
Keywords:
Sales control, perception of economic profitability, perception of financial profitability, sales plan, sales forecasting
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 call center located in Lima (Peru) 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 Area 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.

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Author Biographies
  1. Carina Coralin Cristobal-Campos, , Grupo de Investigación “Interdisciplinary Research in Business Sciences” de la Universidad Científica del Sur, Lima-Perú

    Bachiller en Administración de Empresas de la Universidad Científica del Sur, Lima, Perú.
    ORCID: https://orcid.org/0000-0002-1086-5425

  2. Alvaro Gonzalo Ambicho-Lopez, , Grupo de Investigación “Interdisciplinary Research in Business Sciences” de la Universidad Científica del Sur, Lima-Perú.

    Bachiller en Administración de Empresas de la Universidad Científica del Sur, Lima, Perú.
    ORCID: https://orcid.org/0000-0002-8722-9953

  3. Frank Paul Basilio-Ayala, , Grupo de Investigación “Interdisciplinary Research in Business Sciences” de la Universidad Científica del Sur, Lima-Perú.

    Bachiller en Administración de Empresas de la Universidad Científica del Sur, Lima, Perú.
    ORCID: https://orcid.org/0000-0002-3147-8897

  4. Hugo Jesús Salas-Canales, , Grupo de Investigación “Interdisciplinary Research in Business Sciences” de la Universidad Científica del Sur, Lima-Perú.

    Magíster en Administración con mención en Gestión Empresarial. Docente de la Universidad
    Científica del Sur, Lima, Perú. ORCID: https://orcid.org/0000-0003-2754-9514

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Published
2024-03-28
Issue
Vol. 27 No. 27 (2024): Fides Et Ratio
Section
Artículos
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How to Cite

Sales management and profitability perception in a call center (Lima-Peru), 2023. (2024). FIDES ET RATIO, 27(27), Pág. 249 - 278. https://doi.org/10.55739/8f7g3d51

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