SUWARNA, ALOYSIUS (2014) PENGARUH MANAJEMEN TENAGA PENJUAL TERHADAP KINERJA PEMASARAN PADA PERUSAHAAN PENERBIT-PERCETAKAN KANISIUS YOGYAKARTA. Masters thesis, UPN ''VETERAN'' YOGYAKARTA.
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Abstract
Sales force management is the key functional activities and had contributed to the successful implementation of business strategy. Sales force management is done by someone who handed him a responsibility to lead the sales team. In this paper, researcher examined the relationship between the six components of the sales force management practices and the company's marketing performance at Kanisius Printing and Publishing, Jogjakarta-Indonesia. This study specifically considers the sales management as the most unique activities in marketing. The phenomenon of sales management is interesting to explore because it gives the competition to meet the challenges ahead the company needs to improve itself and its performance. Researcher focused his research on six aspects of sales management, i.e sales strategy, application of telecommunications technology in the sales, internal sales force policy, the supervision of the salesperson, the salesperson control system, and the salesperson's compensation system. The six aspects of sales management need to be managed more seriously, either through sales management functions or affirmation in a better management structure which has a greater authoritative force in the future. Key words: business strategy, marketing performance, sales management and sales force.
| Item Type: | Thesis (Masters) |
|---|---|
| Subjects: | H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management |
| Divisions: | Faculty of Law, Arts and Social Sciences > School of Management |
| Depositing User: | Erny Azyanti |
| Date Deposited: | 03 Nov 2016 01:50 |
| Last Modified: | 03 Nov 2016 01:50 |
| URI: | http://eprints.upnyk.ac.id/id/eprint/8276 |
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