Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia
Many companies face a classic problem in sales people’s turn-over or under-target because of uncompeteny of sales people or highly unreasonable sales target. On the other side, management has a perception that the sales people they have are uncompetence and more recruitment for sales people is not r...
| Main Authors: | , |
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| Format: | Article |
| Language: | English |
| Published: |
Bina Nusantara University
2011-05-01
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| Series: | Binus Business Review |
| Subjects: | |
| Online Access: | https://journal.binus.ac.id/index.php/BBR/article/view/1146 |
| _version_ | 1797705751489150976 |
|---|---|
| author | Brata Wibawa Djojo Oey Charlie |
| author_facet | Brata Wibawa Djojo Oey Charlie |
| author_sort | Brata Wibawa Djojo |
| collection | DOAJ |
| description | Many companies face a classic problem in sales people’s turn-over or under-target because of uncompeteny of sales people or highly unreasonable sales target. On the other side, management has a perception that the sales people they have are uncompetence and more recruitment for sales people is not reasonable with cost and budget. If the company can not determine the sales force size, it will make a bad culture and business would not run properly. Through this research, the simply formulation will be applied at Jakarta Branch of a general insurance company LIGI (JLIGI) to their sales force at the existing condition and including in 2011. The formulations that will be applied for JLIGI are using breakdown method, workload method, and incremental method. Those three methods have each advantage and disadvantage, whereas breakdown method is a simple and general method, workload method is a more structural method and incremental method needs cost and profitability analysis of the years. |
| first_indexed | 2024-03-12T05:41:01Z |
| format | Article |
| id | doaj.art-ed88f97ea93249699a904689037f7e98 |
| institution | Directory Open Access Journal |
| issn | 2087-1228 2476-9053 |
| language | English |
| last_indexed | 2024-03-12T05:41:01Z |
| publishDate | 2011-05-01 |
| publisher | Bina Nusantara University |
| record_format | Article |
| series | Binus Business Review |
| spelling | doaj.art-ed88f97ea93249699a904689037f7e982023-09-03T06:04:14ZengBina Nusantara UniversityBinus Business Review2087-12282476-90532011-05-012139940710.21512/bbr.v2i1.11461013Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di IndonesiaBrata Wibawa Djojo0Oey Charlie1Bina Nusantara UniversityBina Nusantara UniversityMany companies face a classic problem in sales people’s turn-over or under-target because of uncompeteny of sales people or highly unreasonable sales target. On the other side, management has a perception that the sales people they have are uncompetence and more recruitment for sales people is not reasonable with cost and budget. If the company can not determine the sales force size, it will make a bad culture and business would not run properly. Through this research, the simply formulation will be applied at Jakarta Branch of a general insurance company LIGI (JLIGI) to their sales force at the existing condition and including in 2011. The formulations that will be applied for JLIGI are using breakdown method, workload method, and incremental method. Those three methods have each advantage and disadvantage, whereas breakdown method is a simple and general method, workload method is a more structural method and incremental method needs cost and profitability analysis of the years.https://journal.binus.ac.id/index.php/BBR/article/view/1146sales person, sales target, time allocation, productivity per sales person |
| spellingShingle | Brata Wibawa Djojo Oey Charlie Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia Binus Business Review sales person, sales target, time allocation, productivity per sales person |
| title | Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia |
| title_full | Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia |
| title_fullStr | Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia |
| title_full_unstemmed | Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia |
| title_short | Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia |
| title_sort | metode menentukan kebutuhan armada penjualan studi kasus cabang jakarta dari ligi perusahaan asuransi umum di indonesia |
| topic | sales person, sales target, time allocation, productivity per sales person |
| url | https://journal.binus.ac.id/index.php/BBR/article/view/1146 |
| work_keys_str_mv | AT bratawibawadjojo metodemenentukankebutuhanarmadapenjualanstudikasuscabangjakartadariligiperusahaanasuransiumumdiindonesia AT oeycharlie metodemenentukankebutuhanarmadapenjualanstudikasuscabangjakartadariligiperusahaanasuransiumumdiindonesia |