AN ANALYSIS AND PROPOSAL TO IMPROVE BEHAVIOR OF MORTGAGE SALES OFFICER AT PT. BANK ABC INDONESIA

• Main Author: ILHAM RIAWAN/ 29116126, ADITYA
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/25023
• Institution: Institut Teknologi Bandung

Bank ABC Indonesia is one of the commercial banks that are registered and supervised by OJK and have 180 branches spread throughout Indonesia. In the last 3 years, the MSL division has never reached the target set by the organization. This is because the number of proposals approved still has not reached the 80% approval rate target of the total proposals submitted. The proposal submitted to the credit approval, processed and compiled by the Mortgage Sales Officer (MSO) as the spearhead of the distribution of Housing Loan and Multipurpose Loan at PT. ABC Bank Indonesia. <br /> <br /> This study aims to identify the cause of the achievement of the target rate in the last 3 years. After knowing what is the cause, it will provide suggestions to minimize these causes in order to achieve organizational goals. The method used is qualitative by using the interview method and quantitative using the questionnaire method. Data was collected from the results of questionnaires to 98 respondents, namely Mortgage Sales Officer PT. Indonesian ABC Bank spread throughout Indonesia. The questionnaire itself uses a literature study. <br /> <br /> After all procedures are completed, the authors find that in Mortgage Sales Division at PT ABC Bank Indonesia needs to improve the quality of quantity by designing Training and Development in accordance with the needs of the Mortgage Sales Officer, redesigning the Coaching Clinic in Performance Management, and disseminating information on incentive schemes. that will be given to the Mortgage Sales Officer <br />