Summary of SMB BL 4 Pemasaran : Manajemen Penjualan

PPM School of Management adalah Unit Strategis dari PPM Manajemen, dan merupakan sekolah manajemen pertama di Indonesia sejak tahun 1967. Selain itu, PPM SoM juga meraih Apresiasi Sistem Penjaminan Mutu Internal Terbaik di Indonesia dari Kemenristekdikti.

Introduction

Announcements

SESI 1 : Ch. 1: Introduction to Sales Management in the Twenty-First Century

Buku teks: Sales Force Management

SESI 2 : Ch. 2: The Process of Selling and Buying

Materi PDF Sesi 2.1 : External Environment

Materi Video Sesi 2.1 : External Environment

Materi PDF Sesi 2.2 : Internal Environment

Materi Video Sesi 2.2 : Internal Environment

Materi PDF Sesi 2.3 : Participant in The Organizational Buying Process

Materi Video Sesi 2.3

Kuis Sesi 2

SESI 3 : Ch. 2: The Process of Selling and Buying

Materi Video Sesi 3.1 : Stages in Selling Process

Materi PDF Sesi 3.1 : Stages in Selling Process

Materi Video Sesi 3.2 : Organizational Buying Decision Stages I

Materi PDF Sesi 3.2 : Organizational Buying Decision Stages I

Materi Video Sesi 3.3 : Organizational Buying Decision Stages II

Materi PDF Sesi 3.3 : Organizational Buying Decision Stages II

SESI 4 : Ch. 3: Linking Strategies and the Sales Role in the Era of CRM and Data Analysis

Materi Video Sesi 4.1 : The Concept of CRM

Materi PDF Sesi 4.1 : The Concept of CRM

Materi Video Sesi 4.2 : Personal Selling I

Materi PDF Sesi 4.2 : Personal Selling I

Materi Video Sesi 4.3 : Personal Selling II

Materi PDF Sesi 4.3 : Personal Selling II

SESI 5 : Ch. 4: Organizing the Sales Effort dan Ch. 5: The Strategic Role of Information in Sales Management

Materi Video Sesi 5.1 : Purposes of Sales Organization

Materi PDF Sesi 5.1 : Purposes of Sales Organization

Materi Video Sesi 5.2 : Organizing Your Sales Structure

Materi PDF Sesi 5.2 : Organizing Your Sales Structure

Materi Video Sesi 5.3 : Company Sales Force or Independent Agents?

Materi PDF Sesi 5.3 : Company Sales Force or Independent Agents?

SESI 6 : Ch. 6: Salesperson Performance: Behavior, Role Perceptions, and Satisfaction

Materi Video Sesi 6.1 : Market Opportunity Analysis

Materi PDF Sesi 6.1 : Market Opportunity Analysis

Materi Video Sesi 6.2 : Market Opportunity Analysis

Materi PDF Sesi 6.2 : Market Opportunity Analysis

Materi Video Sesi 6.3 : Determining Sales Force Size &amp; Sales Territories

Materi PDF Sesi 6.3 : Determining Sales Force Size &amp; Sales Territories

Kuis Sesi 6

SESI 9 : Ch. 8: Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople

Materi PDF Sesi 9.1 : Determinant of Succesful Salespeople

Materi Video Sesi 9.1 : Determinant of Succesful Salespeople

Materi PDF Sesi 9.2 : Karakteristik Personal Tenaga Penjual

Materi Video Sesi 9.2 : Karakteristik Personal Tenaga Penjual

Materi PDF Sesi 9.3 : Implikasi untuk Manajemen Penjualan

Materi Video Sesi 9.3 : Implikasi untuk Manajemen Penjualan

SESI 10 : Ch. 9: Sales Force Recruitment and Selection

Materi Video Sesi 10.1 : Isu-isu dalam Rekrutmen Tenaga Penjual

Materi PDF Sesi 10.1 : Isu-isu dalam Rekrutmen Tenaga Penjual

Materi Video Sesi 10.2 : Analisis Pekerjaan dan Kriteria Seleksi

Materi PDF Sesi 10.2 : Analisis Pekerjaan dan Kriteria Seleksi

Materi Video Sesi 10.3 : Pengadaan Pelamar dan Prosedur Seleksi

Materi PDF Sesi 10.3 : Pengadaan Pelamar dan Prosedur Seleksi

Kuis Sesi 10

SESI 11 : Ch. 10: Sales Training: Objectives, Techniques, and Evaluation

Materi Video Sesi 11.1 : Sales Training Issues and Development Process

Materi PDF Sesi 11.1 : Sales Training Issues and Development Process

Materi Video Sesi 11.2 : Sales Training Topics

Materi PDF Sesi 11.2 : Sales Training Topics

Materi Video Sesi 11.3 : Sales Training Methods

Materi PDF Sesi 11.3 : Sales Training Methods

Kuis Sesi 11

SESI 12 : Ch. 11: Salesperson Compensation and Incentives

Materi Video Sesi 12.1 : Perencanaan Kompensasi

Materi PDF Sesi 12.1 : Perencanaan Kompensasi

Materi Video Sesi 12.2 : Kontes Penjualan dan Imbalan Non-Keuangan

Materi PDF Sesi 12.2 : Kontes Penjualan dan Imbalan Non-Keuangan

Materi Video Sesi 12.3 : Implementasi Program Kompensasi dan Insentif

Materi PDF Sesi 12.3 : Implementasi Program Kompensasi dan Insentif

SESI 13 : Ch. 12: Cost Analysis

Materi Video Sesi 13.1 : Pemahaman Istilah

Materi PDF Sesi 13.1 : Pemahaman Istilah

Materi Video Sesi 13.2 : Metode Analisis Biaya bagian 1

Materi PDF Sesi 13.2 : Metode Analisis Biaya bagian 1

Materi Video Sesi 13.3 : Metode Analisis Biaya bagian 2

Materi PDF Sesi 13.3 : Metode Analisis Biaya bagian 2

Kuis Sesi 13

SESI 14 : Ch. 12: Cost Analysis

Materi Video Sesi 6.3 : Determining Sales Force Size & Sales Territories

Materi PDF Sesi 6.3 : Determining Sales Force Size & Sales Territories