Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy

8/3/2019 Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy

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bdlfa> g|abvzgo=Kdyo/igd [mfol @RYFOBYY BIGOGDFIY B

FOMBOFBPFL JB [PGIBYGY BO AL MBYZFGO

IGDBPIFLA$SBOZLYT

Byzrjfg {pbafdfolp jb al bd{pbyl SXV! `lng ba dlpig lolazfig jb

dbngpldfbozg igozforg jb aly Sbozly! mbyzfo fozbmpljl v

bcbizfsfjlj igdbpifla/


2/24

Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol 0

[LRZL JB BNBIRIFGO JB AL IGOYRAZGPFL/

Byzb jgirdbozg jl irbozl jba [pgmpldl v lmbojl jb zpl`lng l {bzfifo jb al Mbpboifl jb SXV{lpl lolaf~lp al yfzrlifo jb croifgoldfbozg gpmlof~lifgola! cgilaf~ljg bo al croifo igdbpiflav lpbl jb l{gvg l al mbyzfo jb al bd{pbyl/

Ba dgjbag jb fozbpsboifo yb `lyl bo ba loafyfy jb `pbihly gpmlof~lifgolaby! bo loafyfy jb al

bcbizfsfjlj igdbpifla v agy yfyzbdly jb zpl`lng! pbalifgoby fozbp$croifgolaby! v jb{bojboifly{lpl ba agmpg jb aly dbzly |rb al bd{pbyl pb|rfbpb ylzfyclibp bo jbdlojl jb al yg`pbsfsboiflv ipbifdfbozg jb al gpmlof~lifo/

[alo jb liifgoby {pg{rbyzly la fofifg jba {pgmpldl jb lybygpl>

l/ Pbigabiifo v loafyfy jb jlzgy {lpl [alo jb Dbngpldfbozg bo ba pbl/`/ Jflmogyzfig b Fjbozfcfilifo jb clizgpby ipzfigy jb jbybd{bg/i/ Fjbozfcfilifo jb `pbihly {lpl al Yfyzbdlzf~lifo jb {pizfily igdbpiflaby/j/ Loafyfy jb Byzplzbmfl igdbpifla/b/ Loafyfy jb Lafobldfbozgy gpmlof~lifgolaby jb al mbyzfo igdbpifla/c/ Ligd{lldfbozgy bo zbppbog! fjbozfcfilifo jb byzplzfcfilifo jb iafbozby! ygarifgoby

{pgsbjgy! v pbirpygy igd{pgdbzfjgy/

m/ Boildfolp ba Iglihfom igdbpifla/h/ Pbigdbojlifgoby jb fd{abdbozlifo bo al ybojl jba dbngpldfbozg igozforgf/ Ybmrfdfbozgy! dgofzgpby v liifgoby igppbizfsly/ n/ [alo [pb$clizf`ab jb Dbngpl Igozforl/

Zfbd{g jb bnbirifo> : dbyby/


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JBYLPPGAAG JBA [ALO JB ZPL@LNG

Jbyjb ro igozbxzg mbobpla! agy pb|rbpfdfbozgy jb loafyfy v bslarlifo jba jbybd{bg jb zgjlcfpdl igd{pbojb al fjbozfcfilifo jb agy clizgpby crojldbozlaby |rb byzo lcbizlojg ba xfzg jbal gpmlof~lifo! igoyfjbplojg al mbyzfo jb agy obmgifgy! agy {pgibygy! ba fd{lizg cfoloifbpg jbaly g{bplifgoby igdbpiflaby v agy pbirpygy hrdlogy! |rfboby! byzlojg lafobljgy bo zgjl algpmlof~lifo {bpdfzbo yryzbozlp ba ipbifdfbozg v jbylppgaag jb zgjl bd{pbyl bo ba zfbd{g/

Bo byzgy jbybd{bgy jbyzlil ro b|rf{g |rb dlozfbob rol igoipbifo jba :2" jb ag{pgy{bizljg ! igzf~ljg! v sbojfjg/

Byzl igoipbifo byz afjbpljg {gp jgy b|rf{gy bo zpdfogy jb {lpzfif{lifo bo ba dgozg zgzla

igo ro 8;" jb aly Ogzly jb Sbozly/


4/24

Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol :

Zl`al


5/24


Bo zpdfogy jb dgozgy slagpljgy! al bd{pbyl {pbybozl slpflo~ly jb fompbygy fd{gpzlozby! {gpbnbd{ag! ba {pgdbjfg jb sbozly jba {bpfgjg by *


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igozforgy! {bpg igo fompbygy jfyigozforgy! {gp ag zlozg! byzly g{bplifgoby igdbpiflaby{gobo bo pfbymg al yryzbozl`fafjlj jba ipbifdfbozg jb al gpmlof~lifo/

Aly ilplizbpyzfily jb g{bplzfsfjlj jba pbl igdbpifla jb SVX! g`ybpsljl l zplsy jb byzgyfojfiljgpby igojribo l byzl`abibp rol labpzl pby{bizg agy pfbymgy cfoloifbpgy v g{bplifgolabyjba yfyzbdl lizrla jb mbyzfo jb SVX! zlozg! l ofsba byzplzmfig igdg l ofsba g{bplifgola! |rbfosgaripl ba jbylppgaag jb ro dgjbag jb obmgifgy bcbizfsg {lpl yryzbozlp ba jbylppgaag jb al

bd{pbyl bo ba zfbd{g/

[gp gzpl {lpzb! v yf `fbo byzb pb{gpzb og zfbob oclyfy bo ly{bizgy cfoloifbpgy! zld`fo aaldl allzboifo agy Byzljgy jb Pbyrazljgy jb al bd{pbyl! |rb bo byzb ilyg yb boirbozplo bo alyfmrfbozb zl`al 3! v |rb {bpdfzbo sfyrlaf~lp al igd{gyfifo jb agy carngy jb fompbygy v mlyzgy jbal cfpdl! al irla! yb boirbozpl! bo {pgdbjfg! g{bplojg igo dpmboby g{bplifgolaby jba


7/24

Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol =

@laloib bo Ifcply bo Dfaby jb RYJ

[gp ag zlozg! ba fd{lizg cfoloifbpg by ro fojfiljgp |rb {bpdfzb rofp ba jflmogyzfig igo alpbigdbojlifo jb al obibyfjlj jba ild`fg bo ba yfyzbdl jb mbyzfo igdbpifla hlifl jb rolgpmlof~lifo drazf${pgjrizg! igppbmfp al igoibozplifo jb aly sbozly bo jgy b|rf{gyby{bicfigy! v byzlàbibp ro {pgmpldl jb dbngpldfbozg igoforg bo al mbyzfo igdbpifla! alirla jb`b boildfolpyb l pbcgpdralp yr yfyzbdl jb mbyzfo igo ro bocg|rb fozbmpljg!{lpzfbojg {gp ba dgjbag jb obmgifgy jfcbpboifljg! v ba byzlàbifdfbozg jb ro byzplzbmfligdbpifla yryzbozlàb! slafjljg {gp al fd{abdbozlifo jb {pgibygy ipzfigy jb jbybd{bgigdbpifla! nrozg l al obibyfjlj jb dlozbobp rol sfyfo igd{lpzfjl jb zgjgy agy fosgaripljgy $aly mbpboifl v {alozly jba {bpygola jb SVX$ /

Yb pb|rfbpb al mbobplifo jb ro zpl`lng bo ild`fg gpmlof~lifgola fozbpog |rb {bpdfzl balafobldfbozg jb zgjgy agy dfbd`pgy jb al bd{pbyl `lng byzl sfyfo igd{lpzfjl! zlozg bo bajfpbiifgoldfbozg jb agy pbirpygy lizrlaby bo ba ildfog jb lzbojbp aly rpmboifly v alg{zfdf~lifo jba zpl`lng lizrla! al bnbirifo jb rol igoyboyrljl fd{abdbozlifo jb pb$byzprizrplifo jba pbl igdbpifla! ba byzlàbifdfbozg jb {gazfily v liifgoby |rb {bpdfzlopbigocfmrplp ba dgjbag jb obmgifgy jb al bd{pbyl! v slafjlp ba pbiarzldfbozg igoyboyrljg jborbsgy igal`gpljgpby {lpl {gàlp byzl orbsl byzprizrpl igdbpifla/

LIZFSGY

Lizfsg Ifpiralozb


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9& Hfzgy Ipzfigy bo al Mbyzfo/

9/


9/24


Yb g`ybpsg ro b|rf{g igdbpifla clazg jb dgzfslifo! jfyigocgpdb v jby$lafboljg igo algpmlof~lifo/

9/9& d`fzgy jb Fjbozfcfilifo jb jbybd{bg bo al gpmlof~lifo Igdbpifla$Sbozly/

Byzb pb{gpzb by g`zbofjg jb ag focgpdljg {gp agy dfbd`pgy jba b|rf{g igdbpifla v al

Mbpboifl Mbobpla jb al bd{pbyl

LD@FZGYGPMLOF^LIFGOLABY

AGMPGY\rb b|rf{gy jb sbozly jbialplo

CLAALY\rb b|rf{gy jb Sbozly jbialplo

Cfoloifbpg yb hl ird{afjg igo al dbzljb ogzly jb sbozly/

og yb hl ird{afjg igo aldbzl jb clizrplifo

B|rf{g Igdbpifla Bxfyzb rol rofjlj jb{pgvbizgy il{l~ jb mbobplpsbozly {gp yg`pb agy *2;dfaagoby RYJ

og yb hl agmpljg igocgpdlpro b|rf{g jb zpl`lng jbzbppbog bcfifbozb

og bxfyzb ro b|rf{g jbzpl`lng lcflzljg v dgzfsljg

og bxfyzb rol ljbirljl{alofcfilifo v igozpga jblizfsfjljby jba {bpygola jbsbozly

[pgjrizgy bxfyzb rol gcbpzl jb{pgjrizgy igd{bzfzfsl vjfcbpboifljl

og yb hl bcbizrljg alpgzlifo jb fosbozlpfgy{alofcfiljl

Iafdl Gpmlof~lifgola og bxfyzb igdrofilifocarfjl bozpb sbozly v algpmlof~lifo

Clazl jb dgzfslifo jba pbligdbpifla/

[pgibygy Igdbpiflaby yb hl fd{alozlojg {plizfilyjb sbozly |rb fd{lizl bail{fzla jb zpl`lng jb albd{pbyl! v igojrib lzgdlp pfbymg jbcfoloifldfbozg bxzbpog/

Og bxfyzb rol mbyzfo jbsbozly gpfbozljl l pbygasbpagy {pgàbdly igo agypbirpygy bxfyzbozby/

og bxfyzb bo sbozly roigozpga |rb {bpdfzl lozfif{lp{pgàbdly jbjgirdbozlifo v {lmg

og bxfyzb rol {pbyboifl{bpdlobozb jba pby{goylàbjba pbl {lpl igozpgalpibpiloldbozb ba jbylppgaagjb aly lizfsfjljby{pg{rbyzly/

Bo ba ilyg yb g`ybpsl |rb al mbpboifl jbylppgaal ro {pgoyzfig mplsb jba jbybd{bg jb agyb|rf{gy pby{goylàby jb agy pbyrazljgy igdbpiflaby jb al bd{pbyl! jgojb yb jfyzfomrbo


10/24

Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol

9/:/: Ilafcfilojg ba Jbybd{bg igdbpifla

Ba yfmrfbozb foyzprdbozg by ro irbyzfgolpfg |rb crb pby{gojfjg bo cgpdl fojfsfjrla {gp iljlfozbmplozb jba b|rf{g/ Yb aby {fjf bslarlp ba jbybd{bg igoyfjbpljg bo iljl {pbmrozl! jblirbpjg la {rozlnb yfmrfbozb/

Odbpg jb {bpygoly l{afiljg ba irbyzfgolpfg> 8

Pby{rbyzly>

Oroil > ; L sbiby4 < Pbmralpdbozb 4 0 Ilyf yfbd{pb 4 9 Yfbd{pb4 :

Dxfdg {rozlnb bo iljl pby{rbyzl by 90 {rozgy |rb b|rfslabo la


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Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol [pgjrizgy jb lazl Pgzlifo/ Ialyfcfilifo jb Sbozly> S 1 D* 2;/;;; RYJ/ Dbogpby l *2; dfaagoby RYJ {gp

rofjlj jb {pgjrizg/ [bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby igdbpiflaby v ba

igogifdfbozg ziofig by {pg{gpifgoljg igo Il{lifzlifo SVX! v {bpdlobozb l{gvg jbRofjljby jb [pgvbizgy v G{bplifgoby jb SVX/

Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpfl`ab/[pgvbiifo> 0;" cfng! 8;" Slpfl`ab/

Rofjlj jb Jbylppgaag v G{bplifgobyIgdbpiflaby

Rofjlj> Dlolmbpy

Igdbpiflaf~lifo jb[pgjrizgy/

Rofjlj> Dlolmbpy

Igdbpiflaf~lifo jbYbpsfifgy

Rofjlj> Dlolmbpy

Mplojb Obmgifgy v[pgvbizgy

Rofjlj> Dlolmbpy

G{bplifgoby bFozbafmboifl jb

Dbpiljg


14/24

Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol [pgjriz Dlolmbpy

`/ /$ Rofjlj igdbpiflaf~ljgpl jb Ybpsfifgy/ Byzl rofjlj yb cgilaf~l Dlozboifgoby!Pb{lplifgoby! ybpsfifgy jb {gyz$sbozl / Ilzbmgpl jb [pgjrizgy> Ybpsfifgy jb {bpdlobozb Jbdlojl g lazl Pgzlifo v `lng

fd{lizg bo igyzgy g{bplifgolaby {lpl al bd{pbyl/ Ialyfcfilifo jb Sbozly> Dbogpby l *0; dfaagoby RYJ {gp rofjlj jb {pgjrizg/ [bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby igdbpiflaby v ba

igogifdfbozg ziofig {pg{gpifgoljg igo Il{lifzlifo SVX! v {bpdlobozb l{gvg jbRofjljby jb [pgjrizgy v [pgvbizgy//

Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpflàb/[pgvbiifo> 02" cfng! =2" Slpflàb/

Pbyzpfiifgoby/ Yrnbzg l pbyrazljgy bslarlàby bo cgpdl zpfdbyzpla igdg {al~gy jb

bslarlifo jb jbybd{bg! v rol {gojbplifo lorla {lpl dlolmbpy ybofgpy g dylozfmrgy bo al igd{ll/

Ogd`pb jb agy Ilpmgy>Ybpsfib Jbafsbpv Dlolmbpy

i/ Rofjljby Jb Mplojby Obmgifgy v [pgvbizgy/ Mbobplifo jb {pgvbizgy jb lazg fd{lizgigdbpifla! {gzboifla cgpdralifo jb ybpsfifgy fozbmpljgy/Cgpdlaf~ljgy igo Ilpzl Mlozz |rb igd{pgdbzb lizfsfjljby {pgmpldljly! hfzgy jb igozpgag{bplifgola/ Ilzbmgpl jb [pgjrizgy> Sbozl lzljl b fozbmpljl/ [pgjrizgy ygo igd{abngy! jb `lnl

pgzlifo! |rb ba iafbozb dlofcfbyzl igdg fosbpyfgoby bnbirzlàby jbozpg jb rol Mlozz jb{pgvbizgy l dbjflog v alpmg {al~g {gp ba iafbozb/

Ialyfcfilifo jb Sbozly> S ? D* =;/;;; RYJ/ Dlvgpby l *=; dfaagoby RYJ {gprofjlj jb {pgjrizg/

[bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby v igogifdfbozg jbFombofbpl hfjprafil! dbiofil! igo Il{lifzlifo Igdbpifla {pg{gpifgoljl {gp SDY! v{bpdlobozb l{gvg jb Rofjljby jb [pgvbizgy v G{bplifgoby jb SVX bo sfmfaloifl vdgofzgpbg jb fozbafmboifl jb dbpiljg/

Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpflàb/[pgvbiifo jb igd{gyfifo jb al pbozl> 92" cfng! =2" Slpflàb/

Pbyzpfiifo jb al Pbozl> Yrnbzg l pbyrazljgy bslarlàby bo cgpdl ybdbyzpla pby{bizgl agy {al~gy jb bslarlifo jb jbybd{bg! v rol {gojbplifo lorla {lpl dlolmbpyybofgpy g dy lozfmrgy bo al igd{ll/

Gzply igoyfjbplifgoby/ Al l{pg`lifo jb mplojby obmgifgy yb igoibozpl bo alBslarlifo jb {pgvbizgy! igo jbzbpdfolifo jb Ilyh Cag}y/ Fjbozfcfilifo jbigd{pgdfyg jb pbirpygy/ Jbzbpdfolifo jb ipfzbpfgy Slagpf~lifo bigodfil! SLO!loafyfy igyzg `bobcfifgy {lpl al bd{pbyl bo ba zfbd{g/ Bslarlifo jb pfbymgyl{pg`ljgy {gp mbpboifly pby{goylàby {gp aly {pjfjly v mloloifly jba jbylppgaag jbMplojby {pgvbizgy/

Ogd`pb jb agy Ilpmgy> @ryfobyy # [pgnbiz Dlolmbpy


15/24

Lrzgp>Gyslajg \rfpg~ Abvzgo / bdlfa> g|abvzgo=Kdyo/igd [mfol / Ialyfcfilifo Fozbpol> By rol rofjlj l{gvg |rb ir`pb zgjgy agy ly{bizgy jb `lie

gccfib hlifl al mbyzfo igdbpifla! lazg cgig bo yfyzbdlzf~lifo jb {pgibygy fozbpogy vgpfbozlifo la yg{gpzb l al mbyzfo igdbpifla/ Ljfifgoladbozb! jbylppgaal yg{gpzb boFozbafmboifl jb Dbpiljg! l{gvg byzplzmfig l aly rofjljby igdbpiflaby! igdg {gpbnbd{ag! ba abslozldfbozg jb ipzfily bo Dlpebzfom! igoyzfzrvbojg gzpg dbjfg {lpl aljbzbiifo v zploydfyfo jb obibyfjljby crzrply v lizrlaby jba dbpiljg bo aly lpblyjb [pgjrizgy v [pgvbizgy/ L{gvg bo ba jbylppgaag jb Byzrjfgy jb Dbpiljg/

[bpcfa jb agy pbirpygy hrdlogy> Ybymg {gyfzfsg bo Hl`fafjljby v igogifdfbozg jbziofig bo [pgjrizgy v Ygarifgoby ziofily v igdbpiflaby/ Rofjlj |rb l{gvl alliifo bnbirzfsl jb agy b|rf{gy igdbpifla jb SVX bo sfmfaloifl v dgofzgpbg jbfozbafmboifl jb dbpiljg/

Foibozfsgy v Pbdrobplifgoby> Yb byzfdl rol Pbozl |rb yb igocgpdl bo jgy {lpzby!ilplizbpf~ljg {gp ro dgozg cfng {pg{gpifgoladbozb dbogp la dgozg Slpflàb/

[pgvbiifo jb igd{gyfifo jb al pbozl> 8;" cfng! 0;" Slpflàb croifo jba jbybd{bgigdbpifla/

Pbyzpfiifo jb al Pbozl> Yrnbzg l pbyrazljgy bslarlàby bo cgpdl ybdbyzpla pby{bizgl agy {al~gy jb bslarlifo jb jbybd{bg! v rol {gojbplifo lorla {lpl dlolmbpyybofgpy g dy lozfmrgy bo al igd{ll/

Gzply igoyfjbplifgoby/ Al l{pg`lifo jb mplojby obmgifgy yb igoibozpl bo alBslarlifo jb {pgvbizgy! igo jbzbpdfolifo jb Ilyh Cag}y/ Fjbozfcfilifo jbigd{pgdfyg jb pbirpygy/ Jbzbpdfolifo jb ipfzbpfgy Slagpf~lifo bigodfil! SLO!loafyfy igyzg `bobcfifgy {lpl al bd{pbyl bo ba zfbd{g/ Bslarlifo jb pfbymgyl{pg`ljgy {gp mbpboifly pby{goylàby {gp aly {pjfjly v mloloifly jba jbylppgaag jbMplojby {pgvbizgy/

Ogd`pb jb agy Ilpmgy> G{bplifgola # @F Dlolmbpy

:/0& Jb Aly CROIFGOBY V [PGIBYGY/

Ro pb|rbpfdfbozg {lpl ba croifgoldfbozg bcbizfsg jb al Ljdfofyzplifo jb aly rofjljbyigdbpiflaby! igppby{gojb l al yfyzbdlzf~lifo jb {pizfily igdbpiflaby! dbjflozb ba ryg jbFombofbpl jb [pgibygy bo Sbozly! al l{afilifo v ba ryg igoipbzg jba Zfdb Dlolmbdboz igdghbppldfbozl jb {alofcfilifo v igozpga jb mbyzfo! v ba ryg igzfjflog jb byzly lmbojlydboyrlaby focgpdljly! igdg rol cgpdl jb g{zfdf~lp al sfyf`fafjlj jb aly lmbojly jb zpl`lng|rb aly rofjljby gpmlof~lifgolaby pby{goylàby jb mbobplp obmgifgy {lpl al bd{pbyl/

Jbyjb ba {rozg jb sfyzl jb al bcbizfsfjlj yb pb|rfbpb jba lafobldfbozg jb agy pbirpygy hrdlogyjb al bd{pbyl! dbjflozb ba byzlàbifdfbozg jb {pizfily al`gplaby jgojb iljl {bpygol

pbigogib al bxfyzboifl jb yr gcbpzl al`gpla (iafbozb${pgsbbjgp&! by jbifp! agy igal`gpljgpbyfjbozfcfilo v {pgibjbo bo igoigpjloifl bo al bnbirifo jb aly lizfsfjljby v agy zfbd{gyjbyzfoljgy {lpl {pgsbbp aly ygarifgoby v pb|rbpfdfbozgy jb yry iafbozby v fozbpogy v bxzbpogy(Dgjbag YF[GI$Zfdb Dlolmbdboz&/


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Ybl al croifo jb rzfafjlj pbalifgoljgy igo al crbozb fompbyg {gp Sbozly jb [pgjrizgy!Mplojby {pgvbizgy! v Ybpsfifgy! dly ba pbigogifdfbozg Igyzgy Slpflàby lygifljgy l alg{bplifo jfpbizl v jb agy Igyzgy Cfngy |rb {bpdfzbo al g{bplifo jb al bd{pbyl>

[lpdbzpgy>

f (SDY& 4 Sf % ISf ({pgjrizgy& $ IC ! igo f 4

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Caso Aplicacion - Sales Process Eng & Business Economics en Empresa Vxy

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