Aplikasi Teori Personal Selling: Kasus pada Bank Regional

Meria Sri Primariyanti, Egi Arvian Firmansyah

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%.

Keywords

Bjb Cianjur Branch, Bjb SurePrize, Personal Selling, Savings, Demand Deposits

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