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Case Study Report

This document presents a case study on the company "El Químico" and requests an analysis of it. The company is experiencing a decline in sales and customers due to communication problems and a lack of information about the clients. Suggestions are requested on how to improve the situation by implementing key factors from successful studied cases and using technology such as email.

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5 views2 pages

Case Study Report

This document presents a case study on the company "El Químico" and requests an analysis of it. The company is experiencing a decline in sales and customers due to communication problems and a lack of information about the clients. Suggestions are requested on how to improve the situation by implementing key factors from successful studied cases and using technology such as email.

Uploaded by

ScribdTranslations
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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3.

4 Knowledge transfer activities For the


the execution of this transfer activity is requested that
develop the following integrative action:

1. Taking into account the development of the reinforcement activity


posed in the educational resource "Structure and Environment of CRM", in the
successful cases of CRM application are presented and analyzed, do it.
next

A. Read the following case: COMPANY EL QUÍMICO.

At the company El Químico, a critical situation arises that is the


decrease in their sales due to the decrease in their customers. Some
possible causes are:

Sellers spend their time visiting clients as well


locals as well as foreigners, but because they do not have the
necessary information about clients and products, require investment
a long time to obtain it.
When a quote is made, the price calculation must be verified.
by the supervisor before being able to deliver that information to the client, it
which causes the sales force to be inefficient.
Furthermore, the marketing executives cannot generate adequate
promotion campaigns, due to the little information available
about sales histories of different clients.

Regarding the presented case, conduct an analysis of it.


and in response to the following questions:
What improvement actions could be implemented in the
The company El Químico?

One of the improvement actions that could be implemented is to request


more information about the client, such as what they specialize in, what products
needed, what is the expected quantity of product purchase to know
What promotions can be made to achieve greater speed?
I would request all this information from the client a few days before their visit.
in the same way, all the employees of the company as well as the
sales supervisor and sales department officials have to
to have a clear understanding of the cost of the products you sell, in order to make a greater
through the client.
Considering the successful cases studied previously,
What key factors could be replicated in the company El
Chemist in order to improve your current situation?

Have agreements with different companies for the products that are
buy at a lower cost, hold program meetings of
product evaluation according to the opinion of the external customer.

How the use of technology could improve the situation of the


company El Químico?

Through email, the sales and production department


they can reach an agreement on a quote that will be delivered to a
Customer, similarly, information can be requested using email.
that requires the marketing area.

c. Prepare a report presenting the case study El Químico,


presenting your analysis and responding to each of the questions
proposed.

It was evident that the company El Químico was not managing the technology well.
which had several deficiencies in communication both internally and externally,
which was affecting sales and reducing production.

Several ways were presented to solve the issues encountered,


he explained how to use email so that officials would have
internal communication to be able to approve the quotes made
by the sales staff and thus expedite the processes with the client, and also to
to communicate with the client when requesting information.

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