Achieving Sales Targets Research Articles

Pelatihan Pengendalian Bahan Baku dalam Perencanaan Keuntungan Pada Bisnis Kuliner di Kota Batam

This PKM activity started with complaints from business actors about the remaining raw materials every time they opened a business. This results in losses that cannot cover the fixed costs that must always be incurred. Lecture, exercise and discussion methods are used to explain this training activity. The results of the training provide positive studies so that participants can increase their knowledge and insight into raw material control, participants can independently calculate Economic Order Quantity (EOQ) raw materials, participants can plan future profits for the business they run, participants can increase sales volume by various sales strategies in achieving sales targets. Finally, I hope this article can be developed in the next PKM training.

Sistem Informasi Penjualan Online Berbasis Web Pada Toko Citra Parfum

This research aims to develop an online sales system (e-commerce) for Citra Parfum store in Tambun Selatan, Bekasi Regency. The store faces challenges in achieving sales targets and low customer numbers due to limited promotion through conventional channels and its hidden location within a residential area. The research utilizes the method of information system development, utilizing Visual Studio Code as a medium for creating the e-commerce website. The developed system includes the display of perfume products along with relevant information, a shopping cart, the checkout process, and online payment. This study proposes the implementation of a web-based e-commerce for Citra Parfum store. With the online sales system, it is expected that the number of sales transactions will increase, the marketing reach will expand, and buyers will be able to transact more easily. The research results are also expected to provide practical benefits to the management of Citra Parfum in improving customer satisfaction through the implementation of the online sales system.

An FsQCA Exploration of Multiple Paths to Sales Performance: Evidence from China

ABSTRACT Purpose Sales performance is one of the critical roles in boosting firm performance, making motivating salespeople a concern for many managers. However, few existing studies on sales performance improvement from the holistic perspective exist. Based on triadic reciprocal determinism, this paper explores the combinations of the factors that may influence sales performance. Methodology/approach Based on matching questionnaires from 154 salespeople and their supervisors, this paper employs fuzzy set qualitative comparative analysis (fsQCA) to delve into the inherent complexity of factors influencing sales performance. Findings The results revealed that a combination of personal (family motivation, challenge stress and hindrance stress), behavioral (adaptive selling behavior) and environmental factors (organizational innovation climate and business environment) determine sales performance. Specifically, three paths lead to high sales performance, and one path leads to non-high sales performance. Significantly, the path with an organizational innovation climate can explain high sales performance more effectively than other paths. Research implications This paper makes a valuable contribution to the literature on B2B sales literature by exploring triadic reciprocal determinism. To the best of our knowledge, this is the first fsQCA attempt to address sales performance based on Chinese samples. Practical implications This paper offers an essential basis for sales managers to plan sales strategies. The sales managers could refer to the three paths leading to high sales performance to achieve sales targets. Further, the one path leading to non-high sales performance should be avoided in strategy decision-making. Originality/value/contribution The paper examines different approaches to achieving high and non-high sales performance using the fsQCA method, which offers a unique and relevant perspective on B2B sales literature.

Evaluation of Salesperson Performance in the Sales Allowance Decision Support System Using the MARCOS and PIPRECIA Methods

Optimal salesperson performance is the main key to a company's success in achieving sales targets and business growth. A reliable salesperson is not only able to sell products or services, but also has the ability to build strong relationships with customers. The purpose of this study is to assess the performance of salesperson in providing sales allowances based on performance results carried out by applying a combination of MARCOS and PIPRECIA methods, so as to produce a recommendation for the final assessment of salesperson performance that will assist the company in providing sales benefits to salespersons. The combination of Pairwise Relative Criteria Importance Assessment (PIPRECIA) and Measurement of Alternatives and Ranking According to Compromise Solution (MARCOS) forms a powerful holistic approach to decision making. PRCIA facilitates the identification and assessment of the relative weights of each decision criterion, providing a solid foundation for assigning value to the relative importance between criteria. The results of the salesperson performance evaluation ranking above show the final results for rank 1 with a value of 4.3446 obtained by Rini, rank 2 with a value of 3.5369 obtained by Murniasih, rank 3 with a value of 3.1807 obtained by Hana Ferbi.

PENGARUH KOMUNITAS - KOMUNITAS TERHADAP MINAT BELI KONSUMEN DI RESTORAN SEDERHANA BATU AJI KOTA BATAM

A business has its own way of achieving sales targets and the number of consumers. Apart from the method used by the restaurant itself, external factors, namely the existence of a community, also affect the restaurant in achieving its goals. Community is a collection of people in large numbers and form social groups that work together to achieve common interests or goals and occupy a certain area for quite a long time. The type of this research is the study of The Influence of Community on Consumer Purchase Interest in the Batu Aji Simple Restaurant in Batam City where at this point we know that the Batu Aji Simple Restaurant in Batam City is quite famous and crowded with visitors in the city of Batam. The sampling technique used nonprobablity sampling technique with purposive sampling with a total sample of 98 respondents. Data collection was carried out using literature studies, interviews, observations, and questionnaires. Questionnaire data were analyzed using SPSS ver 25. Data analysis techniques used simple linear regression analysis. The results of the t-test, namely the influence of the community, have a t count of 12.477. The results of this study indicate that the community has an influence on consumer buying interest at the Batu Aji Simple Restaurant in Batam City.

The Effect of Using E-Payment and Social Media on Purchasing Decisions at Alfamart in Medan City

Companies carry out marketing strategies in order to achieve sales targets by means of sales promotions offered and provide ease of transactions in the form of the availability of digital wallet payment tools with the aim that consumers make purchasing decisions on a product. This study aims to analyze the effect of e-payment and social media both partially and simultaneously on purchasing decisions at alfamart in medan city. This research is descriptive research with a quantitative approach. The sample amounted to 110 respondents selected through non-probability sampling with incidental sampling technique. Data collected through questionnaires. The collected data were analyzed by multiple linear regression. The results showed that the significance of the influence of the e-payment variable (X1) and Instagram social media (X2) on the purchasing decision variable (Y) was 45.2% that the independent variables (X1 & X2) could have an influence on the dependent variable (Y) while the remaining 54.8% was influenced by other factors that came from outside this research model such as price, product quality, promotion, location, satisfaction, and various other variables.

STRATEGY DEVELOPMENT OF SALES ORGANIZATION USING FUZZY AHP: DIGITAL TRANSFORMATION OF FMCG

A clear understanding of internal strength allows the company to innovate and adapt in a highly competitive Fast-moving consumer goods market. Therefore, the company's ability to oversee risk and opportunities determines the company's resilience. By employing homogeneous purposive sampling, which focused on the member population of 11 FMCG companies, the present study processed quantitative data from a questionnaire using a Likert scale and qualitative data through in-depth interviews with stakeholders. The data was collected through one-on-one in-depth interviews with 11 respondents online and offline in 12 major cities from August to November 2022. Later, questionnaires were processed using AHP Fuzzy to explain and take into account the role of decision-makers resembling FMCG leaders by defining interactive factors, actors, objectives, and strategies. Factor-actor analysis found that the sales director was the actor with the most influential role in the leadership factor, the sales manager was influential in the Organizational Citizenship Behavior factor, and the sales director was a prominent actor in sales management control. The main goal of the president director, IT/Digital director, supply chain director, and sales director in digital transformation is increasing effectiveness/efficiency in business processes. Besides, the sales manager and sales supervisor aspire to achieve sales targets or sales growth set by the company. In increasing effectiveness/efficiency and achieving sales targets/sales growth set by the company, prioritized strategy can be done through the development of leadership, capability, and human resource capacity. Besides, customer/business partner-oriented digitalization is vital for increasing customer/business partner satisfaction with the company's services/business processes. Furthermore, the present study found leadership models as critical for digital transformation with the realistic scenario (iterative improvement) in all likelihood. Sales organizations are expected to consistently and continuously conduct experiments to find new ways of working and produce digital initiatives that companies need to answer customer/consumer demands. Those strategies can be done by clearly identifying factors, actors, objectives, and strategies for better business execution in digital transformation.

Integration of ANP and TOPSIS Methods in Prioritizing Sales Strategies for Frozen Food Products

This research is about determining the best marketing strategy In Frozen Food Products. This Company is a food industry in the form of nuggets, sausages, batagor, empek-empek, meatballs, burgers, and risoles. For the next few years, the Company will be in a growth phase position, which is at the stage of development of increasing sales. Therefore, it is necessary to do mentoring and evaluation to increase sales. Still, the problems that often occur in the Company are: cannot market products in the modern market and hotels and marketing strategies that are less effective in increasing sales results. This certainly has an impact on achieving sales targets. Based on these problems, an assessment and selection of the best strategy is carried out the best design that will be chosen and maintained by the Company in increasing sales at IKM X. Based on the processing of the ANP Method and using Superdecision Software, the weight of product criteria is obtained into selected criteria with a percentage weight of 27.06%. Using the TOPSIS method, the top priority of the new marketing alternative for frozen food products that match the product criteria is the taste according to consumer taste because it has the most significant preference value of 0.8891.

The mediating role of employee ambidexterity and work engagement for talent management and medical representatives’ performance in Indonesian pharmaceutical companies

The business success of pharmaceutical companies in achieving sales targets amid increasingly fierce market competition is highly dependent on the presence of a strong and efficient marketing team. This study aims to explore the impact of talent management on medical representatives’ performance in Indonesia, as well as to analyze the mediation role of employee ambidexterity and work engagement. This study used a quantitative approach involving 167 medical representatives as a sample. Data were collected through questionnaires distributed online and offline. The paper used structural equation modeling-partial least squares (SEM-PLS) for data analysis. The study’s results partially show that talent management, employee ambidexterity, and work engagement can significantly increase medical representatives’ performance (< 0.05). Furthermore, talent management significantly increases employee ambidexterity and work engagement (< 0.05). In addition, an indirect effect was found, where talent management can significantly improve medical representatives’ performance mediated by employee ambidexterity and work engagement (< 0.05). Employee ambidexterity can significantly increase medical representatives’ performance mediated by work engagement (< 0.05). These findings prove that talent management, employee ambidexterity, and work engagement are essential to improve medical representatives’ performance. In addition, these results also can develop more efficient marketing and human resource management strategies in the pharmaceutical industry in Indonesia.

Tax Audit Between Revenue Target (Budgeter) and Law Enforcement (Law Inforcement) in the Context of Securing State Revenue

In theory, a tax audit is a way (means) to identify discrepancies between commercial and tax reports and errors in the application of tax regulations by taxpayers. Tax audit is part of tax administration whose job is to determine the extent of formal and substantive compliance by taxpayers. The main problem of this audit is how the tax audit is carried out at the Tangerang Tax Audit and Investigation Office and whether the tax audit fulfills two objectives, namely achieving sales targets and law enforcement, as well as how the overall audit results can be followed up. within the framework of a future audit and investigative function. The research methodology used in compiling this work is a descriptive analysis method using data collection techniques in the form of literature reviews and field studies, as well as in-depth interviews with relevant parties

REVIEW OF COVID-19 CRISIS AND TELEWORK: MEASURING THE PERFORMANCE OF BANKS’ MARKETERS IN AKWA IBOM STATE, NIGERIA

<p>This study measured the relationship between telework during the Covid-19 pandemic lockdown and bank marketers’ performance within Akwa Ibom State, Nigeria. Relevant related literature was reviewed and regular home-based, high mobile and relocated back-office teleworking were adopted as dimensions of telework. The ex-post facto research design was used to investigate the relationships between telework during COVID-19 Pandemic and bank marketers’ performance using the following constructs; ability to achieve sales targets, ability to convert leads to customers, and ability to retain both customers and high net-worth customers. The sample size was determined as 254, using Krejcie and Morgan (1970) sampling table with a 95% confidence level, while 154 usable copies of the questionnaire were submitted indicating a 60.63% respondent rate. Convenience sampling was used to administer the questionnaire via Microsoft form URLs to emails and WhatsApp of respondents. The data were cleaned and analyzed using MS Excel and Power BI respectively, to test the three null hypotheses. The empirical analysis revealed that all three null hypotheses were rejected. This implies a significant positive relationship between the dependent and independent variables in the three hypotheses measured. Although, the ability to retain customers and high net-worth customers had the most significant relationship, with a 0.97 positive influence, however, all female participants (27% of participants) disagreed with meeting their sales target during the Covid-19 pandemic lockdown. This means that the female bank marketers were of the opinion that there is a negative significant relation between telework and bank marketers’ performance. Surprisingly, 33% of females were still willing to continue with extended teleworking probably because of other benefits. Since 55% of respondents agreed to engage in regular home-based telework, 55% also did high mobile teleworking while 36% were involved in relocated back-office telework, which signifies that some bank marketers were involved in more than one dimension of telework. Another minor finding was the fact that there is a very high correlation between high-income earners and willingness to continue teleworking. An area recommended for further studies is the effect of telework on gender-based performance.</p><p> </p><p><strong> Article visualizations:</strong></p><p><img src="/-counters-/soc/0031/a.php" alt="Hit counter" /></p>

SWOT Analysis and Marketing Mix 4P Model as a Method to Develop Strategic Plan for Newly Marketed Agricultural Corn Seed Product

The Province of Sumatera Utara is one of the corn producers in Indonesia. Demand for agricultural products especially corn and corn products keeps steadily increasing. The use of quality seeds will certainly be able to increase the yield productivity of corn farmers to fulfill the increasing demand. In the observed company object, the newly marketed NK corn seed product faces various strategic obstacles. By considering several things such as not achieving sales targets for similar products in the past, changes in environmental conditions after Covid-19, and competition with products that existed on the market, it is necessary to have a strategic plan for marketing this product. A method that can be used to identify the marketing conditions that will be faced by the newly marketed product is SWOT analysis with a focus on the 4P marketing mix model. With this method, the identification of Strengths and Weaknesses is carried out together with the company’s internals, while the identification of Opportunities and Threats is carried out with company stakeholders and product users. Followed by, determining the appropriate type of strategy used by using the Internal Factor Analysis Strategic (IFAS) and External Factor Analysis Strategic (EFAS) Matrix analysis procedures. The results obtained are in the form of recommendations for strategic plans that need to be implemented to win the market competition and achieve the expected targets. Another result gives the hint that the strategic plan recommended also brings socio-economic impact to the farmers.

Implementation of Lean Manufacturing to Identify and Minimize Waste in The Welding Framebody Department of PT XYZ

PT XYZ is a transportation equipment manufacturing company that must always maintain that the products it produces can achieve sales targets. However, in carrying out the production process, PT XYZ often experiences shortages in the production process, one of which is due to problems in the welding frame body department. Thus, the objectives of this research are to determine the flow of the production process in the welding frame body department, then analyze the waste that occurs in the body parts of the welding frame. This frame body welding department has a production process flow starting from St. Rear Frame 1 to St. Rear Frame 4, then St. Front Frame 1 to St. Front Frame 3, after that St. General Assy, Permanent Robot/Robot Handling, Fine Boring, Manual 1 and Manual 2, and ending in Tapping and Numbering. Based on the flow of the production process, it was found that St. Rear Frame 3 is the most problematic with a percentage of 21%. By using the DMAIC method, in the Define stage, it was found that the most common problem that occurred in St. Rear Frame 3 was a torn pipe in lower jig B with a percentage of 6%. At the Define stage, it is also known that the root cause of the problem is the lack of accuracy from the operator, who may be sleepy at work due to lack of rest, or even chatting, which results in setting teaching too far because it is more dominant to the lower, not to the iron connection between the lower and the subframe. Then, at the measurement stage, the target is to reduce 6% of the problems to 4%. Furthermore, at the analysis stage, an analysis is carried out to determine if the potential problem occurs and then what next steps will be conducted which is useful for minimizing waste. At the Improve and Control stage, namely, the steps taken to minimize the problem or waste (preventive actions) and what steps or ways to do if the problem or waste occurs again (contingent actions).

Analisis Strategi Pemasaran Untuk Meningkatkan Penjualan Roti Menggunakan Metode Promotion Mix Dan AHP (Studi Kasus Pada UMKM X Bakery Balikpapan)

The success of a business venture in marketing the products offered can be influenced by marketing strategy planning. Planning the right marketing strategy can help business actors to achieve sales targets. The purpose of this research is to find out, provide, and implement a new marketing strategy recommendation for bread X Bakery Balikpapan. So that the sales results increased by 5% from the implementation of  implementation of the new marketing strategy. This study uses a questionnaire target of 70 respondents who come from the owners of bread X Bakery Balikpapan, distributors of bread X Bakery Balikpapan, and consumers of bread X Bakery Balikpapan. The analysis used is the Analytical Hierarchy Process (AHP) analysis. Promotion Mix is used as a method to analyze the marketing components that will be used as a new marketing strategy. Meanwhile, AHP is used as a decision-making method in selecting a new marketing strategy. Promotion Mix components used as criteria are advertising (0.314), sales promotion (0.302), personal selling (0.195), and public relations (0.189). Each Promotion Mix criteria has its own sub-criteria. The alternatives used are bread marketing through the distribution of brochures (0.147) and bread marketing through social media (0.853). The new marketing strategy for bread X Bakery Balikpapan is based on the Promotion Mix priority component with the highest weight value, namely the marketing of bread through social media (Instagram).

Strategi Komunikasi Pemasaran Terintegrasi PT XYZ Tbk. Tahun 2023-2026

PT XYZ Tbk. is a company that operates in the automotive industry as a company that manufactures fasteners for the B2B market. In recent years, in Indonesia and globally, many phenomena have emerged and been created to increase binder product sales. However, during the last six years, PT XYZ Tbk. has not achieved its sales target even though the automotive sales trend is increasing or stable. Based on interviews, observations, and literature studies that have been conducted, it was found that competitors are more aggressive in communicating their brands and are better known. As a result, the company needs help to intensify sales in global markets and its customer suppliers. This research aims to analyze the role of each integrated marketing communication element for the B2B market and create an integrated marketing communication strategy that has a major impact on achieving sales targets and getting customers. In this study, the analysis uses three perspectives, namely: the company, competitors, and customers. The findings in this study indicate that the integrated marketing communication strategy of PT XYZ Tbk. as a B2B marketer must implement strategies that end with a personal approach to customers and the use of print and digital media to spread wider brand awareness.

THE EFFECT OF WORK STRESS ON JOB SATISFACTION WITH WORK MOTIVATION AS A MEDIATING VARIABLE

The background of this research stems from an understanding of the crucial role job satisfaction plays in influencing employee performance and productivity. Job satisfaction fosters a positive work environment and motivates employees to contribute more effectively. Work motivation is also vital in achieving sales targets with sub-agents or salespeople. Incentives like bonuses support their enthusiasm. However, work-related stress also requires attention as it can negatively impact job satisfaction and performance. This study considers work-related stress as a factor affecting job satisfaction and views work motivation as a mediating variable linking work-related stress and job satisfaction. Through this analysis, the research aims to understand the intricate relationship between work-related stress, work motivation, and job satisfaction at PT. Windhu Sari Gas Batubulan Branch. This research employs a saturated sample determination method with primary data collected through interviews, questionnaires, and observations at PT Windhu Sari Gas Batubulan Branch. The analysis encompasses descriptive analysis and path analysis. The results indicate that 1) work-related stress significantly and negatively influences job satisfaction, 2) work motivation significantly and negatively affects job satisfaction, 3) work-related stress significantly and negatively influences work motivation, and 4) work motivation mediates the influence of work-related stress on job satisfaction. Based on these findings, the management of PT. Windhu Sari Gas Batubulan Branch is advised to enhance job satisfaction by considering work-related stress and work motivation.

Company Profile Website Development Using Prototyping Method

Fabrication is a field that is much needed in the industry now due to the increasing industrial sector, one of the companies working in this sector is PT Cipta Indah Bangun Pertiwi. Even though it has been operating for more than 1 decade, it still does not have a website that helps them to reach more customers. For this reason, the author wants to help in achieving sales targets for partners by forming a website that is created as a medium to show the company profile of Cipta Indah Bangun Pertiwi that consists of, detailed information related to company history, contacts, addresses and services provided. This website is designed using couple of programming languages, such as Javascript, and HTML5. This research is expected to help PT CIBP with this website, making it easier for readers to know the background profile and can increase potential customers.

Strategi Komunikasi Pemasaran Pada Baso Aci Tulang Rangu Albara Melalui Instagram

Marketing communication strategies are always carried out by business people, therefore marketing communication strategies are an important aspect for a business so that these businesses can achieve sales targets. This research is entitled Marketing Communication Strategy for Baso Aci Tulang Rangu Albara. The purpose of this study was to find out how the marketing communication strategy carried out by Baso Aci Albara using social media Instagram. The research method used is a qualitative method with a qualitative descriptive approach. The result of this research is that Baso Aci Albara has succeeded in using Instagram social media to carry out its marketing activities, as well as achieving the consumer target desired by Baso Aci Albara.

A Qualitative Case Study of the Barriers faced by Bancassurance Managers due to the Covid-19 Pandemic

Bancassurance is an expanding, significant, yet a highly understudied area. The ongoing Covid-19 pandemic had a critical impact on many industries, including bancassurance, which is defined as a collaborative format to sell insurance products through partnering banks. In the light of this context, this research study identifies and explores the barriers faced by bancassurance managers amidst the Covid-19 pandemic. Following a qualitative approach, a case study strategy has been used to explore the barriers faced by bancassurance managers in the context of Diriya[1] life insurance company. The findings were bracketed under two main themes, namely, a) increased pressure to achieve sales targets from both insurance company and the partnering bank and b) the work-life imbalance caused by the additional workload during the Covid-19 pandemic. The first theme explored the pressure and consequences faced by the bancassurance managers through the insurance company and the partnering bank, while the second theme explored agent-manager engagement, shouldering additional workload and the unique burdens faced by the married, female bancassurance managers. As Covid-19 is an ongoing phenomenon, this study contributes in terms of advancing literature by making knowledge more explicit, in addition to policy formulation and application. Finally, the novelty of this study would be a foundation for further research conducted on barriers faced by bancassurance managers in managing agents amidst the Covid-19 pandemic.
 Keywords: Bancassurance, Covid-19, Qualitative, Case Study

Determining Promotion Priority Using TOPSIS on Trilogi University

Promotion is one way to achieve sales targets, private universities are also inseparable from the need for promotions to increase the number of student admissions so it is necessary to carry out various strategies to achieve the targets that have been set so that the promotions carried out by Trilogy University are right on target, a target analysis is needed. In this study, the TOPSIS method was used to rank schools that would be the target of promotion in the hope that promotional activities would be right on target and could increase the income of the number of new students. The results showed that the TOPSIS method was able to rank the target schools to be visited, from the ranking results showed that the number of applicants, the distance from school to university and the status of the school in collaboration with the education office had no significant effect on the ranking results.