Digital Transformation Strategies to Optimize the Sales Process in Exporting Companies in the South of Lima

Pacheco-Pumaleque L.; Vegas-Gallo E.; Castanho R.A.; Pariona-Luque R.; Donayre J.; Franco J.; Pacheco A.; Loures A.; Ferreira P. · WSEAS Transactions on Business and Economics (2026) · DOI: 10.37394/23207.2026.23.54

Resumen

-In fact, digital transformation in companies is pivotal, once new technologies contributes for the competitiveness of the market. Companies seek to digitize their processes to increase productivity, meet customer needs, find new business opportunities, reduce production times, and improve communication channels to maintain positive relationships with customers. Therefore, the objective of this study is to implement a digital transformation strategy to improve the sales process of export companies in the south of Lima. The research follows the hypothetical-deductive method, quantitative, correlational, transversal, applied, and non-experimental. The survey technique was used, and as a data collection instrument, a questionnaire was addressed to 115 workers. The variables studied were digital transformation, with dimensions such as competitiveness, digital strategy, and cultural change, and the sales process, with dimensions such as purchase decision and customer satisfaction. Both variables showed a Cronbach's alpha reliability of 0.722. The results reveal that 72% of workers consider that the level of competitiveness is low, 64% indicate that the level of digital strategy is medium, and 67% express that the level of cultural change in the organization is low. These results reflect the need for companies to undertake a digital transformation that includes the use of new technologies to take advantage of digitalization, social networks, and technological tools, thus improving the sales process and meeting expectations for product quality and service. to the client. In addition, it is crucial to carry out internal training so that all workers adapt to change and increase their productivity.

Instituciones: Universidad Nacional San Luis Gonzaga; Universidad San Ignacio de Loyola; Universidad Nacional de Cañete; Universidad Nacional Autónoma de Huanta