Strategi komunikasi internal korporasi PT CLI dalam meningkatkan motivasi kinerja sales marketing di Surabaya

Sidharta, Albert (2005) Strategi komunikasi internal korporasi PT CLI dalam meningkatkan motivasi kinerja sales marketing di Surabaya. Masters thesis, Widya Mandala Catholic University Surabaya.

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Abstract

The company believes that "Trust, Image, and Reputation" is established through the professionalism of the human resources as well as the supporting facilities. The company encounters continous problem regarding its salespersons, that is the question why certain salesperson perform better than the others. The aims of this study is to know Internal Corporate Communication Strategy of PT. CLI needed to improve the motivation of the salespersons. Based on the theory of Argenti (1998:43) writer analyzed the company from the point of organization, messages, constituent, and constituent's response. The method used by writer is qualitative descriptive method. The ways to collect the data are by interview and observation. The data source used by the writer is primary data by doing a field study in the head office PT CLI Surabaya at Dinoyo no 63 Surabaya. Secondary data consist of internal data, that is available or coming from PT CLI Surabaya, the place where this research was done. Eksternal data is collected from other sources such as from news paper or magazines. To motivate salesman the management conduct; a selling skill training for salesman. Making the data that is filled out by salesman and called costumer history record contain the costumer resume. Giving brosur that improve the salesman mentalism and behavioral motivation. The company launches product with smaller package and lower price. Skill communication from the manager need to motivated salesman like: direct order, job description, manual procedure, job training. There are several constituencies factor in organization like: employee, customer, share holder and communities. Salesman giving information to company from the customer. Manager makes regulation from information's salesman. The effective messages needed like brosur and conversation. These are to make communication clearly to salesman and reach the goal organization's.

Item Type: Thesis (Masters)
Uncontrolled Keywords: Corporate, communication, strategy
Subjects: Business
Business > Strategic Management
Divisions: Graduate School > Master Program in Management
Depositing User: Sri Kusuma Dewi
Date Deposited: 26 Jun 2015 08:03
Last Modified: 26 Jun 2015 08:03
URI: http://repository.wima.ac.id/id/eprint/2558

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