“PENERAPAN STRATEGI KOMUNIKASI PERSONAL SELLING SALES PROMOTION GIRLS DALAM PENINGKATAN JUMLAH PEMBELI” (Studi pada Sales Promotion Girls PT. Fonterra Brand Indonesia melalui susu Anlene di Malang)
| Main Author: | Wati, Erlina |
|---|---|
| Format: | Thesis NonPeerReviewed Book |
| Bahasa: | eng |
| Terbitan: |
, 2018
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| Subjects: | |
| Online Access: |
http://eprints.umm.ac.id/43239/1/PENDAHULUAN.pdf http://eprints.umm.ac.id/43239/2/BAB%20I.pdf http://eprints.umm.ac.id/43239/3/BAB%20II.pdf http://eprints.umm.ac.id/43239/4/BAB%20III.pdf http://eprints.umm.ac.id/43239/5/BAB%20IV.pdf http://eprints.umm.ac.id/43239/6/BAB%20V.pdf http://eprints.umm.ac.id/43239/7/LAMPIRAN.pdf http://eprints.umm.ac.id/43239/ |
Daftar Isi:
- One of the many marketing communications mix chosen in the world of marketing products or services is Personal Selling (sales of personal). As a growing phenomenon today, in marketing there is a part that has direct linkages with consumers, the sales of the product, this section commonly known sales promotion. The goal of research to figure out the implementation of the communication strategy personal selling conducted Sales Promotion Girls PT. Fonterra Brands Indonesia throught Anlene milk products are in increasing number of buyers in the city of Malang. This study refers to the theory of Kotler about seven-step selling used in marketing with personal selling techniques, Prospecting, Pre Approch, Approach, Presentation, Objection Handling, Closing anf Follow-up. The research that will be done by this author included in the types of qualitative research that aims to dig or build a prosisi or explain the meaning behind the reality. The selection of informants purposive sampling technique was done with that then elected three-person sales promotion girls and one supervisor. The results of this research show that the personal selling process throught the activities of step selling done by sales promotion girls Anlene products in Malang throught referrals from the leadership, has been done gradually and tidy, starting from the initial engineering Approach, Prospecting, Negotiation, Obtain up to Follow Up on the activity. From all informant description step selling above it matters more is done to provide a better understanding of the customer against the Anlene products.