SISI GELAP STRATEGI PENJUALAN PRIBADI

  • Chusnul Rofiah STIE PGRI DEWANTARA JOMBANG
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Abstract

Adanya perbedaan secara spesifik target penjualan pribadi membuat strategi penjualan pribadi dari tim penjualan mengambil langkah yang “tersembunyi” untuk memenuhinya (Sheth, 1973; Macdonald et al., 2016). Penelitian ini menggunakan pendekatan fenomenologi transedental (Moustakas, 1994) dan berfokus pada interaksi penjualan pribadi dalam melakukan penjualan pribadi dan alasan mereka melakukan strategi tersebut karena area ini memiliki belum cukup dibahas dalam literatur. Dalam memeriksa interaksi strategi penjualan pribadi dan fungsi pembelian, sebagai dua bidang minat teoritis. The Orther side of Personal Selling Strategy bahwa ada beberapa dimensi antara lain pentingnya tenaga pemasar memiliki (1) product knowledge : Harga Produk; Spesifikasi Produk; Keunggulan Produk, selain itu juga diharapkan pembawaan tenaga pemasar melakukan (2) Service Product yaitu Good looking; Ideal; Pakaian rapi dan sensual, melakukan (3) Personal Confrontation : Pendekatan terselubung caned approach; Preprouch; Negatif Personal touch, (4) Persuasif Communication Style, Pemilihan Bahasa yang lembut, kata-kata yang menggoda, (5) Dark Cultivation : Bertemu di luar Jam Kerja; Tempat café Remang2; Cek in Hotel, (6) Dark Response : Dark Communication Style; Dark Body Language; Kontak Mata dengan Konsumen

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Published
2022-09-30
How to Cite
Rofiah, C. (2022). SISI GELAP STRATEGI PENJUALAN PRIBADI. Develop, 6(2), 1-16. https://doi.org/10.25139/dev.v6i1.5024
Section
Articles