Article Per Year (5 Year)
p-Index From 2019 - 2024
0
P-Index
This Author published in this journals
All Journal Jurnal Ilmiah Mahasiswa FEB
Rahmad Fajar
Unknown Affiliation
Education

Published : 1 Documents Claim Missing Document
Claim Missing Document
Check
Articles

Found 1 Documents
Search

 1 
MODEL SALES TERRITORY MANAGEMENT “CLUSTER WAR” SEBAGAI BENTUK STRATEGI PEMASARAN PADA PT. TELKOMSEL SUB BRANCH MALANG Rahmad Fajar; DR. Noermijati SE., MTM
Jurnal Ilmiah Mahasiswa FEB Vol 1, No 1: Semester Ganjil 2012/2013
Publisher : Fakultas Ekonomi dan Bisnis Universitas Brawijaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (397.928 KB)

Abstract

Abstract: This study aims to describe the application of models of Sales Territory Management (STM) "Cluster War" on PT. Telkomsel Sub Branch Malang which includes pre-implementation and implementation of STM. This study is expected to provide input for the purposes of education, especially in the field of marketing and can be used as a reference for other researchers who want to examine more deeply. Informants of this study is the SPV and Outlet Sales Operation PT. Telkomsel Sub Branch Malang as a key person, a staff Outlet Sales and Operations, as well as an Outlet Management Reseprentative (OMR). This type of research is descriptive qualitative approach and data collection techniques using in-depth interviews were guided by observation and documentation. The results illustrate that the sales territory management as a marketing strategy. Meanwhile, as a model of sales territory management (STM) "Cluster War" performed by five steps: mapping, classification outlet, perencnaan journey, kanvassing, periodic evaluation and monitoring which is required to perform in-depth analysis before implementation so that later formed the patterns and models desired. Keywords : Sales, Sales Territory Management
Co-Authors Hanung Adi Nugroho