SALES FORCE TRAINING IN A PHARMACEUTICAL COMPANY CASE STUDY IN PT. XYZ

Diin Fitri
Tanri Abeng University
Prafira Kuswardhani, Jovan Chrismarth
IPMI International Business School

Abstract

Penelitian ini dilakukan pada sebuah perusahaan farmasi di Indonesia PT. XYZ. Paralel dengan semakin kompetitinya dunia persaingan usaha, perusahaan mendirikan departemen commercial excellence dengan tujuan agar perusahaan dapat lebih fokus memonitor serta mengevaluasi aktifitas pemasaran dan penjualan. Salah satu bagian dari departemen itu adalah bagian pelatihan dan pengembangan. Tujuan dari penelitian ini adalah mengidentifikasi kesenjangan antara implementasi praktik harapan perbaikan di masa mendatang. Teknik analisis menggunakan Gap Analisis. Hasil peneliatian menunjukan bahwa bagian pelatihan dan pengembangan sudah mempunyai fondasi yang baik seperti; tujuan bagian yang sesuai dengan tujuan perusahaan, fasiltas dan modul yang baik. Tetapi, ada beberapa area yang harus diperbaiki seperti kebutuhan dan sistem evaluasi pelatihan.

Kata Kunci: Sales force training, Gap analysis, Training need analysis, Evaluation system

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DIMENSI EKUITAS MEREK(BRAND EQUITY) DAN KEPUTUSAN PEMBELIAN PRODUK MIE CEPAT SAJI DI KOTA DEPOK

Yanti Budiasih
STIE Ahmad Dahlan Jakarta

Abstract

Fact that Indomie (instant noodle) is a brand that most stick in the minds of consumers, and it is the evidence that Indomie has high brand equity. However, the facts also show that other brands are able to occupy under the Indomie brand equity. This paper presents an analysis of the influence of forming the dimensions of brand equity ie brand awareness, brand associations, perceived quality and brand loyalty on purchasing decisions on Indomie products. The population in this study were all the people in the city of Depok who consume Indomie. The sampling technique used was accidental sampling. The data are analyzed by using SPSS 19. The tools of analysis use correlation analysis, regression analysis, coefficients of determination, t-test (test partial) and F test (ANOVA test). The results showed that the dimensions of brand equity factors simultaneouslyinfluence the purchase decision. The most dominant factor influencing the purchase decision is brand associations that is equal to 31.1%.

Kata Kunci: Kesadaran merek, Asosiasi merek, Kesan kualitas, Kesetiaan merek

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PELAKSANAAN KREDIT USAHA RAKYAT PADA BANK SYARIAH MANDIRI DI KABUPATEN PATI

Muhamad Nadratuzzaman Hosen
Mas Arif
Fakultas Ekonomi UIN Syarif Hidayatullah Jakarta

Abstract

One of Government Programs in encouraging for small and medium enterprises (SMEs) is Kredit Usaha Rakyat (KUR). The purpose of the implementation of the program to address the capital investment problem particularly un-bankable proposal. KUR makes SMEs will be able to obtain financing. Then the government authorize the commercial bank for the implementation. One of the authorized commercial bank is Bank SyariahMandiri (BSM). This paper present the findings that debtors characteristics of KUR in BSM is 57.69% male, 85.71% of enterprises, 50% of high school graduates, and 50% of debtors have been become SMEs between 1-10 years. The determinant factors of the debtors of KUR in BSM assumed into five variables, namely information KUR procedures, debtor perception of the KUR, transaction costs, their understanding the value of KUR and Islamic values.

Kata Kunci: UMKM, Karakteristik Penerima KUR, SWOT Analysis
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JENDER DAN TANGGUNG JAWAB KREDIT UMKM

Lailah Fujianti
Fakultas Ekonomi Universitas Pancasila

Abstract

Previous researchrevealedthatwomen are moreresponsible forloan repayment(D’Espallie at all, 2011;AgierandSzafarz, 2013 andBoeheandCruz, 2013). Theaim of thisresearchto verificationofthe results ofpreviousresearchwhether there isa differencebetweenmen’sandwomen’sresponsibilitiesin terms ofloan repaymentonSMEs in Indonesiaandtofind out who ismoreresponsibleman or woman. The samples wereSMEsin DepokandBogoras many as 65peopleweretakenbypurposivesampling. Methods ofdata analysis is MannWhitneytwoindependentsamples. The results showedsignificantdifferencesinloan repaymentresponsibilitiesbetweenmenandwomen. Women are moreresponsible forrepaymentthan men.

Kata Kunci: Perempuan, UMKM, Uji Mann-Whitney

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KUALITAS PELAYANAN ISLAMI DAN KEPUASAN NASABAH PADA BANK UMUM SYARIAHDI JAKARTA

Ambardi Juniawan
STIE Ahmad Dahlan Jakarta

Abstract

The syariah banking follows the Islamic law making its cultural background very different to the conventional banking. There is tight competition between the two banking systems in providing customer’s expectation with the best quality of customer service. To allow the syariah banking to win the competition against conventional banking, it is important to have the finest product strategy and quality service scheme in place. This research is using Multiple Regression analysis, resulting in four dimensions of quality service.They are assurance, reliability, tangible and empathy. These dimensions can influence positive customer’s satisfaction. Other dimension such as compliance cannot have positive influence on customer’s satisfaction. Statistically that not all variable of quality services demonstrate significant result. Dimension variable that demonstrates significant result is assurance, reliability, tangible and empathy, while compliance and responsiveness does not have significant result and only reach the confidence rate of 95 %.

Kata Kunci: Kepatuhan, Jaminan, Keandalan, Kenyataan, Empati, Ketanggapan

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TATA KELOLA PERUSAHAAN YANG BAIK, MANAJEMEN RISIKO DAN KINERJA KEUANGAN DI BANK SYARIAH

Aminudin
STIE Ahmad Dahlan Jakarta

Abstract

The syariah banking follows the Islamic law making its cultural background very different to the conventional banking. There is tight competition between the two banking systems in providing customer’s expectation with the best quality of customer service. To allow the syariah banking to win the competition against conventional banking, it is important to have the finest product strategy and quality service scheme in place. This research is using Multiple Regression analysis, resulting in four dimensions of quality service.They are assurance, reliability, tangible and empathy. These dimensions can influence positive customer’s satisfaction. Other dimension such as compliance cannot have positive influence on customer’s satisfaction. Statistically that not all variable of quality services demonstrate significant result. Dimension variable that demonstrates significant result is assurance, reliability, tangible and empathy, while compliance and responsiveness does not have significant result and only reach the confidence rate of 95%.

Kata Kunci: Risiko, kredit, pasar, likuiditas, operasional, stratejik, reputasi, kepatuhan hukum

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