STRATEGI PERSONAL SELLING ACCOUNT MANAGER DIVISI BUSINESS SERVICE (BS) PT. TELEKOMUNIKASI INDONESIA WITEL SUMATERA SELATAN DALAM MEMBANGUN HUBUNGAN PELANGGAN

RAIHANI, VINA and Lionardo, Andries and Sarawaty, Erlisa (2021) STRATEGI PERSONAL SELLING ACCOUNT MANAGER DIVISI BUSINESS SERVICE (BS) PT. TELEKOMUNIKASI INDONESIA WITEL SUMATERA SELATAN DALAM MEMBANGUN HUBUNGAN PELANGGAN. Undergraduate thesis, Sriwijaya University.

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Abstract

The customer is very important for the company so that the relationship between the customer and the company needs to be maintained. One of the ways that can be done in building relationships with customers is through the personal selling process. Through personal selling, customers and salespeople can interact directly and more closely in the sales process. The purpose of this study was to determine the strategies carried out by the account manager as a salesperson at the Business Service Division of PT. Telkom Indonesia in South Sumatera area to build customer relationships using the personal selling theory put forward by Philip Kotler. The research method used is descriptive qualitative by conducting in-depth interviews, observations and documentation to obtain the required data. The results showed that the personal selling strategy adopted by the account manager was in accordance with the personal selling theory put forward by Philip Kotler. Personal selling theory has several aspects as follows, prospecting and qualifying, pre-approach, approach, presentation and demonstration, overcoming objection, closing, and follow up service. The customer relationship that is built by the account manager emphasizes a more personal relationship with the customer without losing the professionalism aspect. Keywords: Personal Selling, Customer Relations, Account Manager

Item Type:	Thesis (Undergraduate)
Uncontrolled Keywords:	Personal Selling, Hubungan Pelanggan, Account Manager
Subjects:	H Social Sciences > HT Communities. Classes. Races > HT51-1595 Communities. Classes. Races
Divisions:	07-Faculty of Social and Politic Science > 70201-Communication Science (S1)
Depositing User:	Users 7499 not found.
Date Deposited:	08 Jun 2021 04:26
Last Modified:	08 Jun 2021 04:28
URI:	http://repository.unsri.ac.id/id/eprint/47131

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