Putri, Nabilah (2019) Model Sales Territory Management Sebagai Bentuk Strategi Pemasaran (Studi Kasus Partner Trip Kota Malang). Sarjana thesis, Universitas Brawijaya.
Abstract
Penelitian ini bertujuan untuk menjelaskan model Sales Territory Management (STM) pada Partner Trip Kota Malang. Jenis penelitian adalah deskriptif dengan pendekatan kualitatif dan teknik pengumpulan data menggunakan wawancara mendalam yang dipandu dengan observasi dan dokumentasi. Informan dalam penelitian ini adalah owner and founder Partner Trip sebagai key person, seorang penanggung jawab bagian pemasaran, dua orang sales force, dan seorang staff pengantaran. Hasil penelitian menggambarkan bahwa sales territory management memiliki delapan elemen, yaitu : visi dan misi, wilayah, strategi penjualan, sales force, strategi penggunaan saluran distribusi, channel, pola kerja sales force, dan kompetitor, serta memakai konsep Spreading, Coverage, and Penetration (SCP). Sedangkan sebagai strategi pemasaran, sales territory management direncanakan melalui lima tahapan, yaitu : mapping, klasifikasi distributor, taking order, kegiatan delivery, dan kontrol pelaksanaan.
English Abstract
This research aims to explain the Sales Territory Management (STM) model on the Partner Trip of Malang city. This research is based on descriptive method with qualitative approach along with interview, observation and documentation as the methods to collect the data. Moreover, the informants of this research are the owner and founder of Partner Trip as the key person, a director on the marketing, 2 people of sales force and one delivery man. The results of this research show that the Sales Territory Management has eight elements which are as follows: vision and mission, region, sales strategy, sales force, the usage strategy of channels of distribution, channel, sales force work pattern, competitor and the use of the concept of Spreading, Coverage and Penetration (SCP). Furthermore, as for marketing strategy, the sales territory management are planned through five stages which are as follows: mapping, distributor classification, taking order, delivery activity and implementation control.
Other obstract
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| Item Type: | Thesis (Sarjana) |
|---|---|
| Identification Number: | SKR/FEB/2019/562/051909673 |
| Uncontrolled Keywords: | Strategi, Pemasaran, Sales Territory Management, Strategy, Marketing, Sales Territory Management. |
| Subjects: | 600 Technology (Applied sciences) > 658 General management > 658.8 Managemet of marketing > 658.81 Sales management |
| Divisions: | Fakultas Ekonomi dan Bisnis > Manajemen |
| Depositing User: | Nur Cholis |
| Date Deposited: | 10 Nov 2020 17:40 |
| Last Modified: | 24 Oct 2021 07:21 |
| URI: | http://repository.ub.ac.id/id/eprint/175000 |
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