PELATIHAN MANAJEMEN HUBUNGAN TENAGA PENJUALAN
Main
Rodhiah*
Lerbin Roberto Aritonang R.
A sales manager seeks to motivate, empower, and measure the contribution of customer engagement in building and reinforcing increased customer loyalty and retention. Supporting relationship management strategies with the sales team will encourage a comfortable working atmosphere for the sales team and increase motivation in sales efforts. The partners in this activity are engaged in a resin handicraft business located in Serang, Banten. However, they are facing major problems related to sales management strategies. This PKM aims to assist partners in an effort to improve relationship management skills with the sales team. The activity method was conducted through training related to the science of sales relationship management, which was organized online. The results of this activity show that the provision of knowledge about sales relationship management presented in the form of a slide-based presentation (PPT) runs smoothly. Business partners gained the necessary knowledge to improve the role of salespeople in establishing long-term relationships with customers.
Claycomb, C., Germain, R., & Dröge, C. (2000). The effects of formal strategic marketing planning on the industrial firm’s configuration, structure, exchange patterns, and performance. Industrial Marketing Management, 29(3). https://doi.org/10.1016/S0019-8501(98)00055-8
F. Hair Joseph, Rolph E. Anderson, Rajiv Mehta, & Barry J. Babin. (2010). Administraciòn de ventas, relaciones y sociedades con el cliente. Cengage Learning Editores, S.A. De C.V.
Hilton, B., Hajihashemi, B., Henderson, C. M., & Palmatier, R. W. (2020). Customer Success Management: The next evolution in customer management practice? Industrial Marketing Management, 90. https://doi.org/10.1016/j.indmarman.2020.08.001
Purcărea, T. (2018). Developing Marketing Capabilities by Mapping Customer Journey and Employer Journey, Considering the Blurring of Boundaries between Marketing, Technology and Management. Holistic Marketing Management Journal.
Riniwati, H. (2016). Manajemen Sumberdaya Manusia: Aktivitas Utama dan Pengembangan SDM. Universitas Brawijaya Press.
Ryals, L., & Rogers, B. (2007). Key account planning: Benefits, barriers and best practice. Journal of Strategic Marketing, 15(2–3). https://doi.org/10.1080/09652540701320894
Steinhoff, L., Palmatier, R. W., Martin, K. D., Fox, G., Henderson, C. M., Clair, J. K. Saint, Yan, S., Lee, J.-Y., Perko, T., & Harmeling, C. M. (2022). Commentaries on Relationship Marketing: The Present and Future of Customer Relationships in Services. Journal of Service Management Research, 6(1). https://doi.org/10.5771/2511-8676-2022-1-2
