Individuals Sales Program

Sales of individuals (personal Selling) is the communication of personal charge of trying to inform consumers about a product and membujuknya to buy these products. Sales of individuals is a form of communication that is more appropriate, because the sales the company to ensure individuals in communicating with direct contact with prospective customers that special.
Goals from sales of various individuals is dependent on the role of communication in the integrated long-term prospective consumers find cover, to provide information to potential consumers, coax prospective customers to buy and maintain customer satisfaction through service after sales. To achieve these objectives wiraniaga not only skilled in selling, but also must understand the technical characteristics of the product.
Most companies use wiraniaga and many companies entrust their important role as the holder of the mixture of marketing. Wiraniaga cluster is very effective to achieve a certain target marketing. Entry based on a survey of the Frontier is a Top Brand in the insurance sector by relying on Java wiraniaga approximately 22 thousand people to Bumiputera insurance products are easy to obtain. Nevertheless, they need high cost. Management should give careful thought to plan and develop sources of sales personnel.
Pattern cluster wiraniaga requires decisions about targets, strategy, structure, size and benefits, shown in Figure 1:20. Targets include the search wiraniaga new buyers, sales and communication services, information collection, and allocation. Target sales will determine the type of wiraniaga needed to be recruited. Skills wiraniaga find new buyers with different skills wiraniaga to serve consumers who are already there. Bumiputera raise the sales target in the wiraniaganya around 32%, or approximately Rp. 4.5 trillion from the target in 2006 around Rp.3, 4 to 7 trillion with the regional office, the 46 branches of sharia in almost all major cities in Indonesia, the vision and skills to understand sharia products for wiraniaga in the branch is required.
Strategies are cluster wiraniaga mixture of problems and approach the most effective sales (single sales, sales teams and so forth). Wiraniaga strategy is to the right customer at the right time with the right way. After the type of sales approach is determined, then the company can choose wiraniaga directly or by contract.
Wiraniaga truss structure is a choice between the settings / organization by region, product, customer or a mix of these options, and determine the size and shape appropriate areas. Strategy cluster wiraniaga have impact on the structure of cluster wiraniaga. The structure of the region is used when a company sells a line of products in the industry with the end-user customers in many locations. While the structure of the product or market, if the company sells many products on many types of customers.
The size of cluster wiraniaga include estimates of the burden of work and the number of working hours and therefore the required number of wiraniaga. Wiraniaga cluster size is a function of the type used wiraniaga, the desired sales targets and interests of individuals in the sales programs that integrated marketing communications. Wiraniaga importance of the size of the cluster because the company must balance the cost of which was issued in the sales and income generated.
Wiraniaga cluster benefits also include the determination of the level of payment and payment components, such as salaries, commissions, bonuses, allowances and fees. Wiraniaga to attract high quality, the company must develop an attractive benefits package.