PERSONAL SELLING PAKET WISATA OUTBOUND DI PT. WISATA AMBOINA BANDUNG

Shafira, Salsabila (2020) PERSONAL SELLING PAKET WISATA OUTBOUND DI PT. WISATA AMBOINA BANDUNG. D4 thesis, Poltekpar NHI Bandung.

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Abstract

PT. Wisata Amboina known as Wina Ekspres Tour & Travel is a travel agency which sells outbound tour packages. Wina Ekspres Tour & Travel prefer on of the promotion which is personal selling as a promotion media in marketing their products. But, since 2017 until 2019 selling tour packages has decreased quite dramatically which is Singapore and Malaysia. Recognized by the owner of Wina Ekspres Tour & Travel that the decline in sales of Singapore and Malaysia tour packages due to the personal selling that has been done so far is still not effective enough in it’s implementation. For this reason, the writer would like to examine more closely the 6 success factors in conducting personal selling theories from Kothler & Keller (2016) that is Prospecting & Qualifying, Pre-Approach, Presentation & Demonstration, Handling Objection, Closing and Follow-Up, which are expected to increase sales of tour packages in the Wina Ekspres Tour & Travel. The research method used in this study is a descriptive research method with a quantitative approach. Data collaction techniques were carried out using a questionnaire data collection tool supported by study documentation and interviews as a support and complement. In this study using a saturated sampling technique that is all members of the population used as sampling. A total of 13 companies and 7 group guests were used as respondents in assessing the sales person to carry out a personal selling process. Based on the analysis there are 2 personal selling processes that are still not good enough, these 2 proccesses are prospecting & qualifying and follow-up both processes are the initial and final process of conducting personal selling to obtain and retain potential customers and potential guests. This research produces recommendations for Wina Ekspres Tour & Travel sales person in the form of input for personal selling activities that have been carried out by Wina Ekspres Tour & Travel. Key word : Personal Selling, Sales Person, Personal Selling Proccess, Tour Package

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