studi Conversation Analysis Pada Kegiatan Personal Selling Polis Asuransi Di PT. Prudential Cabang Kota Malang
| Main Author: | Gandina, ArrumAjeng |
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| Format: | Thesis NonPeerReviewed |
| Terbitan: |
, 2015
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| Subjects: | |
| Online Access: |
http://repository.ub.ac.id/121659/ |
Daftar Isi:
- This study aims to determine the structure of the conversation on the activities of personal selling insurance policies in Prudential Life Insurance branch of Malang City. This study uses qualitative research methods with the study of conversation analysis to analyze conversations between insurance agents and prospective customers of the personal selling insurance policy sales Prudential Branch of Malang City Conversation Analysis is the study of the conversation in the form of interaction. In this study, the authors used purposive sampling technique to choose an insurance agent with 3 senior unit manager positions as informants. After that, the author made a transcript of the conversation of the agent with each prospective clients for later analysis. Analysis conducted by the author based on Grices principle of conversation and 5 area basic structure of conversations by Jablin and Putnam (2005, p. 84) that the opening and closing of interaction, turn taking, adjacency pairs , initiation and management topics and conversational patterns for handling problem to see how each participant build stability in a conversation together. The results showed that participants conversation can work together to create a conversation with a good stability. This is reflected in talk rotation system can run smoothly and stable with little overlap in the conversation. In addition, the authors also discovered the importance of the principle of politeness in conversation between insurance agents and prospective customers, especially to get a deal in the process of personal selling. In the cultural context, scale of status, proximity and type of speech is very influential in the interest of prospective customers to purchase products from an insurance agent. Finally, it can be critiqued on some guide books sales and aggressiveness denied a salesman in offering products.