Metode Menentukan Kebutuhan Armada Penjualan: Studi Kasus Cabang Jakarta dari LIGI Perusahaan Asuransi Umum di Indonesia
Keywords:sales person, sales target, time allocation, productivity per sales person
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.
Bell, S. J., Mengüҫ, B., & Widing, R. E. (2010). Salesperson learning, organizational learning, and retail store performance. Journal of the Academy of Marketing Science. 38 (2): 187-201.
Johnston, M. W., & Marshall, G. W. (2006). Sales force management. New York: McGraw-Hill.
Román, S., & Iacobucci, D. (2010). Antecedents and consequences of adaptive selling confidence and behavior: a dyadic analysis of salespeople and their customers.
Journal of the Academy of Marketing Science. 38 (3): 363-382.
Authors who publish with this journal agree to the following terms:
a. Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License - Share Alike that allows others to share the work with an acknowledgment of the work's authorship and initial publication in this journal.
b. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgment of its initial publication in this journal.
c. Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work.
All articles published Open Access will be immediately and permanently free for everyone to read and download. We are continuously working with our author communities to select the best choice of license options, currently being defined for this journal as follows: Creative Commons Attribution-Share Alike (CC BY-SA)