Aplikasi Teori Personal Selling: Kasus pada Bank Regional

Abstract

This research is a descriptive research aiming at knowing the implementation of bjb SurePrize program at bank bjb (bank Jabar Banten) Cianjur branch which is seen from the framework of personal selling theory. In addition, this research is also aimed at determining the growth rate (trend) of savings and demand deposits at bank bjb in the period of enactment of bjb SurePrize program. The research methods used are interview and literature study. The results showed that the implementation of personal selling in the bjbSurePrize program at bank bjb Cianjur branch is executed by executive personal selling, inside personal selling and outside personal selling. Personal selling process conducted uses 6 (six) stages, namely: prospecting, pre-approach, presentation and demonstration, overcoming objections, closing and follow up. In addition, there is also a contribution from the bjb SurePrize program .on the growth of savings and demand deposits in the year 2016 of 0.16%.