Efektivitas Strategi Penjualan: Kunci Keberhasilan Suatu Kantor Cabang Penjualan  

Oleh:

Djatnika, Tjetjep

Jenis: Article from Journal - ilmiah nasional - tidak terakreditasi DIKTI
Dalam koleksi: Manajemen Usahawan Indonesia vol. XXXVI no. 09 (Sep. 2007), page 17-23.
Topik: Sales strategy; Account targeting strategy; Relationship strategi; Selling strategy; Sales channel strategy; Sales Call stategy prospecting
Fulltext: MM15.29 36(9) 0907 17-23.pdf (253.13KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: MM15.29 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Sales strategy is a mixture of four sub-strategies-account tergeting styrategy, relationship strategy, selling strategy, and sales channel strategy. Using ABC classification all accounts are divided according to its sales potential into diamond, gold, and silver classes. Then relationship type for each class is selected. Furthermore, slling approach for each consumer class is determined. For the sake of efficiency and effectiveness in sales so that multiple sales channel are used by sales branch office. It is a key in determining the success of the sales branch office in achieving its sales objectives-ROAM, market share, and costumer satisfaction. Sales manager is the person in charge in formulating sales strategy based on upper and higher level strategy hierarchy-marketing strategy, business unit strategy, and corporate strategy. In addition to that, sales strategy has to be formulated based on consumer behaviour within his/her sales territory. Good marketing strategy will be fulite without being accompanied by good sales strategy since it is applied in making direct contact with potential consumer relationship within a sales territory.

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