Application of the Customer Relationship Management (CRM) tool, the ABC method, and the implementation of the Scrum methodology to increase the sales of a small outdoor advertising company

Quispe J.R.; Parasi G.V.; Lazarte M.E.C. · Congreso Internacional de Innovacion y Tendencias en Ingenieria, CONIITI (2024) · DOI: 10.1109/coniiti64189.2024.10854825

Resumen

In the following case study, three processes were analyzed: sales process, after-sales process, and inventory management with the aim of increasing sales in an outdoor advertising company. This is explained in the evidence obtained throughout the project; for example, the number of lost customers, the lack of training for employees, and the number of supplies that were understocked. Additionally, the main problems identified in the case study were the lack of digital advertising services, inadequate after-sales processes, and inventory management. Therefore, as a proposed solution, a model based on the Scrum methodology, the CRM tool, and the ABC method was implemented, which efficiently implemented a new service, standardized the after-sales process, and improved the inventory management process of the company studied.

Instituciones: Universidad Peruana de Ciencias Aplicadas