AKTIVITAS PERSONAL SELLING PRODUK INDIHOME (STUDI PADA PT. TELKOM WITEL SEMARANG)

Abstract

PT. Telkom Witel uses personal selling selling strategy by using the services of salespeople (PT Telkom uses the term sales force in calling the salesperson) to market the product, The problems that occur in the sale Indihome PT. Telkom in Semarang is because the sales force is considered unsuccessful to convey complete and clear information in doing personal selling to consumers. This type of research is descriptive qualitative. Data collection for qualitative descriptive research is done through the method of in-depth interview by the author of the research object of personal selling activity Indihome sales force in Semarang can be in accordance with the real situation. In the selection and assessment of prospects, IndiHome conducts a survey in places where approximately will be done product marketing by looking at ODP (optic distribution point) in the area. Information gathering and goal setting of visits is done from several sources. The first source is from residents who are looking for information about IndiHome products through IndiHome stands. Approach method conducted by PT. Telkom Witel to prospective customers by way of door-to-door and sales stand. Presentation activity is where the sales force make an introduction IndiHome products that will be offered to consumers conducted by the sales force PT. Telkom Witel by way of explaining the products offered along with the promos and discounts available. In dealing with questions from potential customers, IndiHome's sales force must understand and be able to explain to potential customers about the benefits of using IndiHome instead of using other products. At the closing step the salesperson reconfirmed or reaffirmed the purchase agreement and the salesperson also offered a special promo for the sale. The follow-up activity of the customer is divided into two ie before the deal and after the deal. Personal selling conducted by PT. Telkom Witel Semarang already uses personal selling activities such as selection and assessment of prospects, information collection and goal setting of visits, approaches, presentations, overcoming questions from prospective customers, closing and follow up. PT. Telkom Witel Semarang is expected to expand the target area of the area to be surveyed, that is by increasing the point of ODP (Optic Distribution Point) in remote areas.