Image of STRATEGI PERSONAL SELLING ACCOUNT MANAGER DIVISI BUSINESS SERVICE (BS) PT. TELEKOMUNIKASI INDONESIA WITEL SUMATERA SELATAN DALAM MEMBANGUN HUBUNGAN PELANGGAN

Skripsi

STRATEGI PERSONAL SELLING ACCOUNT MANAGER DIVISI BUSINESS SERVICE (BS) PT. TELEKOMUNIKASI INDONESIA WITEL SUMATERA SELATAN DALAM MEMBANGUN HUBUNGAN PELANGGAN

Penilaian

0,0

dari 5
Penilaian anda saat ini :  

The customer is very important for the company so that the relationship between the customer and the company needs to be maintained. One of the ways that can be done in building relationships with customers is through the personal selling process. Through personal selling, customers and salespeople can interact directly and more closely in the sales process. The purpose of this study was to determine the strategies carried out by the account manager as a salesperson at the Business Service Division of PT. Telkom Indonesia in South Sumatera area to build customer relationships using the personal selling theory put forward by Philip Kotler. The research method used is descriptive qualitative by conducting in-depth interviews, observations and documentation to obtain the required data. The results showed that the personal selling strategy adopted by the account manager was in accordance with the personal selling theory put forward by Philip Kotler. Personal selling theory has several aspects as follows, prospecting and qualifying, pre-approach, approach, presentation and demonstration, overcoming objection, closing, and follow up service. The customer relationship that is built by the account manager emphasizes a more personal relationship with the customer without losing the professionalism aspect. Keywords: Personal Selling, Customer Relations, Account Manager

Availability
Inventory Code Barcode Call Number Location Status
2107005202T47131T471312021Central Library (REFERENCES)Available but not for loan - Not for Loan
Detail Information
Series Title
-
Call Number
T471312021
Publisher
Inderalaya : Prodi Ilmu Komunikasi, Fakultas Ilmu Sosial dan Ilmu Politik Universitas Sriwijaya.,
Collation
xv, 151 hlm. : ilus. ; 29 cm
Language
Indonesia
ISBN/ISSN
-
Classification
658.840 7
Content Type
Text
Media Type
unmediated
Carrier Type
-
Edition
-
Subject(s)
Prodi Ilmu Komunikasi
Selling Account Manager
Specific Detail Info
-
Statement of Responsibility
Other version/related

No other version available

File Attachment
Comments
You must be logged in to post a comment