ANALISIS KEBIJAKAN PERSONAL SELLING DALAM MENCAPAI TARGET PENJUALAN (Studi Pada PT. Astra Internasional Tbk-TSO AUTO 2000 Cabang Malang Sutoyo)

Authors

  • Danial Fahri

Abstract

Penelitian ini bertujuan untuk mengetahui dan menganalisis kebijakan personal selling yang terdiri dari kualifikasi sales executives, metode pemberian balas jasa, dan penetapan target penjualan dalam mencapai target yang telah ditetapkan. Kualifikasi sales executives terdiri dari tingkat pendidikan, softskill/kemampuan khusus, dan pengalaman kerja yang mempengaruhi kemampuan penjualan sales executives di PT. Astra International Tbk-TSO Cabang Malang Sutoyo. Kemudian dengan memberikan jaminan balas jasa berbentuk gaji dan insentif, menjadikan hal tersebut sebagai jaminan ikatan kerja dan penghargaan yang sesuai dengan kinerja sales executives. Perusahaan juga memberikan balas jasa non-finansial bagi sales executives agar dapat bekerja lebih baik dan berprestasi di perusahaan. Terakhir, melalui penetapan target yang sesuai maka diharapkan dapat tercapai rasionalisasi bagi sales executives dalam menjual produk perusahaan. Kata kunci : Kebijakan, Personal Selling, Target Penjualan The goal of this research are to find out and analyze personal selling policy which are sales executives qualification, fringe benefit, and selling target establishment in achieving the target that has been established. Sales executive qualification consists of level of education, soft skill/special skill, and working experience that influence the sales capability of sales executives in PT. Astra International Tbk-TSO Malang Sutoyo. Then by giving fringe benefit assurance in form of salary and incentive, those things become the bondage and appreciation that suitable with performance of sales executives. The company also giving method gives non-financial fringe benefit for sales executives so they work even better and make more achievement in the company. The last, trough the right target establishment, rationalization for sales executives hope to be achieved  in selling the product of the company. Keyword: Policy, Personal Selling, Selling Target

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Published

2013-10-29

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