Lean selling: proposta de melhoria de processo de vendas em uma empresa de tecnologia

• Main Author: Araújo, Tiago Ribeiro Varela de
• Publication Date: 2020
• Format: Bachelor thesis
• Language: por
• Source: Repositório Institucional da UFRN
• dARK ID: ark:/41046/001300000w5pt
• Download full: https://repositorio.ufrn.br/handle/123456789/60664
• topic: Processos de vendas; Lean Selling; Produção enxuta; Tecnologia

In the scenario of the market of information technology grows year by year, the enterprises of the sector already identified that is needed to get a better position regardless the competitors through competitive differentials. In this way, these organizations are organizing more and more their sales process with the adoption of alternative methodologies. However, there is still a huge inefficiency on the operations. In this context which the lean thinking acts, once it develops principles to reduce waste and, consequently, increase the efficiency of the process. In this perspective, apply the concepts of lean manufacturing in the sales process shows up like an opportunity of validating a new methodology to modernize the market of technology. Starting of that principle, this research objectives to implant and analyze the impacts of lean philosophy applied in a sales process of a technology enterprise and, this way, understand how the methodology works on information technology sector. Therefore, it is an applied research, with exploratory character and descriptive, to approach the implementing of lean selling, as well to portray the results obtained with the application. As main results, we can highlight the 10% of conversion rate and the 30% reduction in the downtime of sales executives