SARASTIKA, TANIA (2018) AKTIFITAS PERSONAL SELLING DALAM PT ESENSI DINAMIKA PRATAMA UNTUK MENDAPATKAN KLIEN BARU PADA TAHUN 2017. S1 thesis, Universitas Mercu Buana Jakarta.
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Abstract
The purpose of this study was to determine personal selling activities in PT Esensi Dinamika Pratama to get new clients in 2017. The concept used in the literature review in this study was communication as one of the marketing tools, marketing mix, promotion mix, interpersonal communication, and personal activities selling. The type of research used is the type of qualitative research that is descriptive. Describe personal selling activities in PT Esensi Dinamika Pratama to get new clients in 2017. Research data was obtained through in-depth interviews with resource persons and through field observations and literature in the form of books, documents related to research. The focus of this research is on the stages of personal selling activities consisting of prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objection, closing, and follow-up. The results of the study show that PT Esensi Dinamika Pratama carries out personal selling activities in general although not specifically but is included in the theory. PT Esensi Dinamika Pratama pay attention to all aspects that influence the decisions of clients. The things that are of concern are as personal selling activities by the marketing team, which is to expand the connection or networking and then establish communication periodically for the approach. PT Esensi Dinamika Pratama's presentation phase was very concerned about the readiness of the self and the material presented so that it seemed convincing to the client. From this belief, it raised trust in PT Esensi Dinamika Pratama to provide input needed by prospective clients. PT Esensi Dinamika Pratama's marketing team continues to build and influence prospective clients by offering services Key Word: Personal Selling Activities Tujuan penelitian ini untuk mengetahui aktifitas personal selling dalam PT Esensi Dinamika Pratama untuk mendapatkan klien baru tahun 2017. Konsep yang digunakan dalam tinjauan pustaka pada penelitian ini adalah komunikasi sebagai salah satu alat pemasaran, bauran pemasaran, bauran promosi, komunikasi antar pribadi, dan aktifitas personal selling. Tipe penelitian yang digunakan yaitu tipe penelitian kualitatif yang bersifat deskriptif. Mendeskripsikan aktifitas personal selling dalam PT Esensi Dinamika Pratama untuk mendapatkan klien baru pada tahun 2017. Data penelitian diperoleh melalui wawancara mendalam dengan narasumber dan melalui pengamatan di lapangan serta kepustakaan yang berupa buku-buku, dokumen yang berkaitan dengan penelitian. Fokus penelitian ini adalah pada tahapan-tahapan aktifitas personal selling yang terdiri dari prospecting and qualifying, preapproach, approach, presentation and demonstration, handling objection, closing, and follow up. Hasil penelitian menunjukan bahwa PT Esensi Dinamika Pratama melaksanakan aktifitas personal selling secara umum meskipun tidak secara spesifik namun masuk pada teori. PT Esensi Dinamika Pratama memperhatikan segala aspek yang mempengaruhi keputusan dari klien. Hal-hal yang menjadi perhatian adalah sebagai aktifitas personal selling oleh team marketing yaitu memperluas koneksi atau networking kemudian manjalin komunikasi secara berkala untuk pendekatan. Tahap presentasi PT Esensi Dinamika Pratama sangat memperhatikan kesiapan diri dan materi yang dibawakan sehingga terlihat meyakinkan kepada klien. Dari keyakinan tersebut menimbulkan kepercayaan kepada PT Esensi Dinamika Pratama untuk memberikan masukan yang dibutuhkan oleh calon klien. Team marketing PT Esensi Dinamika Pratama terus membangun dan mempengaruhi calon klien dengan menawarkan jasa yang dimiliki Kata Kunci: Aktifitas Personal Selling
| Item Type: | Thesis (S1) |
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| Call Number CD: | FK/MCA. 18 059 |
| NIM/NIDN Creators: | 44311110062 |
| Uncontrolled Keywords: | Aktifitas Personal Selling |
| Subjects: | 200 Religion/Agama > 290 Other Religions/Agama Selain Kristen > 297 Agama Islam/Islam > 297.4 Islamic law/Hukum Islam > 297.43 Muamalat/Muamalat 200 Religion/Agama > 290 Other Religions/Agama Selain Kristen > 297 Agama Islam/Islam > 297.4 Islamic law/Hukum Islam > 297.43 Muamalat/Muamalat > 297.431 Buy Sell/Jual Beli |
| Divisions: | Fakultas Ilmu Komunikasi > Periklanan dan Komunikasi pemasaran |
| Depositing User: | Dede Muksin Lubis |
| Date Deposited: | 17 Oct 2018 02:32 |
| Last Modified: | 21 Feb 2022 05:22 |
| URI: | http://repository.mercubuana.ac.id/id/eprint/45098 |
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