Year: 2024
Type: article
Study design: Observational Study
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.
DOI: 10.55739/8f7g3d51
Institution: Universidad Científica del Sur
Language: English
Subfield: Accounting
Domain: Social Sciences
Open Access status: diamond
OpenAlex ID: W4393385781