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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| Format: | Thesis |
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[Yogyakarta] : Universitas Gadjah Mada
2011
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| _version_ | 1797030621526097920 |
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| author | , SYARIF HIDAYAT , DR. Sonny Warsono, MAFIS, Ph.D |
| author_facet | , SYARIF HIDAYAT , DR. Sonny Warsono, MAFIS, Ph.D |
| author_sort | , SYARIF HIDAYAT |
| collection | UGM |
| description | 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. |
| first_indexed | 2024-03-13T22:08:41Z |
| format | Thesis |
| id | oai:generic.eprints.org:89883 |
| institution | Universiti Gadjah Mada |
| last_indexed | 2024-03-13T22:08:41Z |
| publishDate | 2011 |
| publisher | [Yogyakarta] : Universitas Gadjah Mada |
| record_format | dspace |
| spelling | oai:generic.eprints.org:898832014-08-20T02:53:48Z https://repository.ugm.ac.id/89883/ ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek , SYARIF HIDAYAT , DR. Sonny Warsono, MAFIS, Ph.D ETD 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. [Yogyakarta] : Universitas Gadjah Mada 2011 Thesis NonPeerReviewed , SYARIF HIDAYAT and , DR. Sonny Warsono, MAFIS, Ph.D (2011) ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek. UNSPECIFIED thesis, UNSPECIFIED. http://etd.ugm.ac.id/index.php?mod=penelitian_detail&sub=PenelitianDetail&act=view&typ=html&buku_id=51145 |
| spellingShingle | ETD , SYARIF HIDAYAT , DR. Sonny Warsono, MAFIS, Ph.D ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek |
| title | ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek |
| title_full | ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek |
| title_fullStr | ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek |
| title_full_unstemmed | ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek |
| title_short | ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek |
| title_sort | analisis manajemen kontrol jalur distribusi disain teritori performansi penjualan dan efektifitas organisasi penjualan kasus pt indosat regional jabotabek |
| topic | ETD |
| work_keys_str_mv | AT syarifhidayat analisismanajemenkontroljalurdistribusidisainteritoriperformansipenjualandanefektifitasorganisasipenjualankasusptindosatregionaljabotabek AT drsonnywarsonomafisphd analisismanajemenkontroljalurdistribusidisainteritoriperformansipenjualandanefektifitasorganisasipenjualankasusptindosatregionaljabotabek |