ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek
This research analized correlation between control management channel distribution, territory design, channel distribution performance and sales organization effectiveness in PT Indosat Jabodetabek Region, which involve indirect sales and dealer as channel distribution. The focus was in channel dist...
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| Main Authors: | , |
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| Format: | Theses and Dissertations NonPeerReviewed |
| Published: |
[Yogyakarta] : Universitas Gadjah Mada
2011
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| Subjects: | |
| Online Access: | https://repository.ugm.ac.id/89883/ http://etd.ugm.ac.id/index.php?mod=penelitian_detail&sub=PenelitianDetail&act=view&typ=html&buku_id=51145 |
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| Institution: | Universitas Gadjah Mada |
| Summary: | This research analized correlation between control management channel
distribution, territory design, channel distribution performance and sales organization
effectiveness in PT Indosat Jabodetabek Region, which involve indirect sales and
dealer as channel distribution.
The focus was in channel distribution (dealers) in the territory, which have
responsible to distribute the product and penetrate the market. The channel
distribution were coordinated by indirect sales function.
We found that some variables have to be focused in the controlling of channel
distribution to improve sales performance that impact on sales organization
effectiveness. The variables are Assist & Supporting (ASI), and Evaluating Control
Result (ECR). Beside that, territory design didn�t have direct effect with the sales
organization effectiveness, but have indirect effect through sales performance.
The research were focused in Jabodetabek region, and for the next step we can
research in the national scope or with involve others telecomunication operators. |
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