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Efektivitas strategi penjualan: kunci keberhasilan suatu kantor cabang penjualan
Sales strategy is a mixture of four sub-strategies-account targeting strategy, 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. Futhermore, selling 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 pbjectives-ROAM, market share, and customer 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 futile without being accompanied by good sales strategy since it is applied in making direct contact with potential consumer to make a sale and building good consumer relationship within a sales territory..Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | : Lembaga Manajemen Fakultas Ekonomi Universitas Indonesia |
|---|---|
| Edisi | - |
| Subjek | Sales Strategy account targeting strategy relationship strategy selling strategy sales channel strategy sales call strategy prospecting |
| ISBN/ISSN | 3029859 |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |