FORMULATED HUMAN CAPITAL INITIATIVE PROGRAM THROUGH JOB DEMAND DISTRIBUTION TO INCREASE SALES FORCE PERFORMANCE

• Main Author: YUNIZA NASUTION/29115439, DINA
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/26681
• Institution: Institut Teknologi Bandung

TRAC ASTRA RENT A CAR (TRAC), is currently experiencing challenges to improve company performance due to the high competition in the transportation management services business. The purpose of this research is to formulate the appropriate human capital strategy to improve employee performance in the sales division. <br /> <br /> This study used qualitative methods by obtaining information through group discussion forums and structured interviews on the research object that is TRAC Sales Division ASTRA RENT A CAR, West Java branch, Sales Division. Based on the results of the analysis during the study, one of the biggest factors decreased the performance of the company because employees feel stressed so that the sales target is not achieved and tends to decrease. <br /> <br /> The business solution alternative that can be presented in this research are (1) Reengineering Workflow Process (2) Cross subordinate job delegation (3) Outsource Admin Sales Support. Based on the results of alternative business analysis, Outsource Admin Sales Support is the best alternative that can be used to increase sales force performance <br />