FAKTOR-FAKTOR SUKSES DALAM PROSES PERSONAL SELLING

Pasaribu, Endiwanto Parningotan (2014) FAKTOR-FAKTOR SUKSES DALAM PROSES PERSONAL SELLING. FAKTOR-FAKTOR SUKSES DALAM PROSES PERSONAL SELLING.

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Abstract

This study aims to analyzethe performance of the sales force Bank ICB Bumiputera Yogyakarta at each stage role inpersonal selling success factors and to examine the possibility of differences in the performance of the sales forcein Bank ICB Bumiputera Yogyakarta at each stage role inpersonal selling success factors by gender.The sample used in this study were all employees of the Bank ICB Bumiputera Yogyakarta credit totaling 65 people. Based on the analysis, showed that the performance of the sales force in the prospecting stage, Pree-approach, the approach, the sales presentation , closing, follow-up service and sales force performance ICB Bumiputera Bank loans are generally included in the high category. There was no difference in the performance of the sales force on prospecting stage, Pree-approach, the sales presentation, closing, follow-up service and sales force performance of Bank ICB Bumiputera Credit is generally between credit sales force of men and women on the stage of prospecting and there are differences in performance between credit sales force of men and women at this stage of the approach . Credit sales force women (mean 4.2019) has better performance than the credit sales force men (mean 38.718). There are differences in performance between credit sales force on prospecting dimensions, the approach, the sales presentation, closing, general performance differences between credit sales force with sales below target with credit sales force equal to or above the target. There is no performance difference between credit sales force Pree- dimensional approach and Overcoming objections between credit sales force with sales below target with credit sales force equal to or above the target.

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