Muna, Nalal and Fatmasari, Fajria (2018) Preferences of Sales Force Criteria for Electronic Product. Advanced Science Letter, 24 (12). pp. 9717-9721.

Text (FAJRIA FATMASARI_PREFERENCE OF SALES FORCE CRITERIA FOR ELECTRONIC PRODUCT) 198410222009112001-16-artikel Advanced Science Letters vol. 24 (12), 2018 Judul_ Preference of Sales Force Criteria for Electronic Product.pdf - Published Version Download (361kB)

Abstract

Sales force is the driver of company’s survival. Sales force has important role in introducing and
carrying out product to potential consumer, especially for electronic products. The products often
changes dynamically with the rapid advanced technology. Electronic City is one of the biggest
electronic retail companies in Indonesia. The aims of this research is to identify and rank sales force
criteria at Electronic City. This is qualitative and quantitative study adopting case study, focus group
discussion and questionnaire to explore performance criteria of sales personnel. Analytical hierarchy
process is used to rank multiple criteria of sales force for electronic product. The participants of this
research are store manager, sales supervisor and team leader of Electronic City Margo City as the
decision maker for evaluating sales performance criteria. Based on the weighting criteria matrixes,
communication, teamwork, attitude, negotiation and appearance are the most prioritized criteria for
evaluating sales force performance. Meanwhile, based on pairwise comparison above all criteria and
sub-criteria, the priority of sales force criteria for electronic product are the ability to present product
information clearly, a team player, friendly, listen attentively, can handle complaint and good looking.

Item Type:	Article
Subjects:	Manajemen Strategis
Divisions:	Publikasi Ilmiah > Jurnal Nasional
Depositing User:	fajria fatmasari
Date Deposited:	29 Apr 2023 09:23
Last Modified:	29 Apr 2023 09:23
URI:	https://repository.poltekapp.ac.id/id/eprint/3394

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