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M.Tech / M.E / PhD Thesis | Business Management | Indonesia | Volume 6 Issue 6, June 2017

Analysis Effectiveness and Efficiency Depot Distribution of Bandung to Increase Sales

Louis Apriell | Sahara ^[12] | Dan Kirbrandoko

Abstract: Area sales management is a discipline that pertains the area of sales, area management, customer type, journey plan management, time consumed for sales to managing area, and the quantity of human resources needed to achieve sales target with minimum cost. This research aims to measure how effective and efficient the distribution in Bandung Depot. The analysis will delve extensively on the sales representatives discipline and effectivity in managing and following the journey plan to visit the car workshop, maximizing potential distribution within an area, and maximizing sales target with consideration of working experience in lubricant industry and the tightness of market competition within January December 2016 period. The result of this research boils down to the conclusion that there is a correlation between the sales representatives discipline of following the journey plan with the sales volumewhen decreasing number of visit is followed by decreasing number of sales volume. However, apparently it does not work the other way around. When the number of visit is increasing, the sales volume does not always follow. Lastly, setting the right sales volume target is crucial in determining whether the target will be achieved or not.

Keywords: Distribution, area management, effectivity, efficiency, lubricants, depot Bandung

Edition: Volume 6 Issue 6, June 2017,

Pages: 13 - 18

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