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All Journal Inovasi: Jurnal Ilmiah Ilmu Manajemen JURNAL BISNIS & AKUNTANSI UNSURYA Jurnal Pengabdian Dharma Laksana JIMF (JURNAL ILMIAH MANAJEMEN FORKAMMA) Penentuan harga obligasi dan teori tingkat bunga JURNAL PEMASARAN KOMPETITIF JURNAL ABDIMAS TRIDHARMA MANAJEMEN JURPIKAT (Jurnal Pengabdian Kepada Masyarakat) Indonesian Journal of Engagement, Community Services, Empowerment and Development (IJECSED) International Journal of Cyber and IT Service Management (IJCITSM) International Journal of Islamic Business and Management Review Jurnal Abdi Masyarakat Humanis Jurnal Adijaya Multidisiplin Journal of Economics and Management Scienties MUQADDIMAH: Jurnal Ekonomi, Manajemen, Akuntansi dan Bisnis
Rosa Lesmana
Universitas Pamulang
Religion Aerospace Engineering Agriculture, Biological Sciences & Forestry Arts Humanities Automotive Engineering Chemical Engineering, Chemistry & Bioengineering Computer Science & IT Decision Sciences, Operations Research & Management Dentistry Economics, Econometrics & Finance Education Electrical & Electronics Engineering Engineering Environmental Science Health Professions Industrial & Manufacturing Engineering Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Library & Information Science Mathematics Public Health Social Sciences Other

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Strategi Pemasaran Berbasis Sales Force Automation dalam Meningkatkan Penjualan Salesman: Analisis pada PT Nobel Varia Anugerah Serang Daniel David Camberra Simanungkalit; Nurmin Arianto; Rosa Lesmana
MUQADDIMAH: Jurnal Ekonomi, Manajemen, Akuntansi dan Bisnis Article in Press
Publisher : LP3M INSTITUT KH YAZID KARIMULLAH

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.59246/7a4zje77

Abstract

Sales Force Automation (SFA) has become an important digital tool for supporting sales activities and distribution management in the Fast-Moving Consumer Goods (FMCG) sector. At PT Nobel Varia Anugerah Serang, which distributes Kino home personal care products, sales performance has continued to grow, although productivity and target achievement remain inconsistent. This research examines the implementation of SFA, the factors influencing salesman productivity, and the appropriate marketing strategies for improving sales performance, particularly in the five top Pareto outlets managed by each salesman. A qualitative descriptive approach was employed through interviews, observation, and documentation, with data analyzed interpretively and supported by SWOT analysis. The findings show that SFA facilitates sales administration, order recording, salesman monitoring, and distribution processes, but its effectiveness is constrained by unstable devices and stock synchronization that is not yet fully real-time. Additional challenges include strong competition, changing consumer purchasing behavior, online price competition, product returns, and inconsistent promotional activities. The SWOT analysis places the company in a Weaknesses–Threats (WT) or Survival position, indicating the need to strengthen operational and marketing strategies. Recommended strategies include improving SFA infrastructure and real-time stock synchronization, strengthening coordination between sales and distribution teams, expanding market penetration, optimizing promotional programs, and improving market monitoring and sales evaluation to support sustainable sales performance.
Co-Authors A Kadim A Kadim Abu Amar Adam Faturahman Agustin Indriyani Arif Siaha Widodo Asep Sutarman Daniel David Camberra Simanungkalit Dzikri Ahmad Fauzy E, Nurzaman Efa Ayu Nabila Endang Nurita Furyanah, Anah Hamdy Hady Hari Muharam Harry Agustian Hastono Hastono Indra Wijaya Jeni Andriani Kartono Kartono Kartono Kartono Kasmad Khoipi Sartika Sari Khotimatus Sadiyah Mike Sepentri Muhamad Yunus Wirawan Nani Sriyani Nardi Sunardi Nova Anggraeni Novia Susanti Nurmin Arianto Nuzul Inas Nabila Priadi Ashari Rachmawaty Raden Yeti Sumiaty Rizki Dahlan Ananda Rudy Rudy Sarwani Sarwani Sipah Audiah Siti Alfiah Suci Dara Ayu Wiwiek Hasbiyah Wiwik Habiyah Wiwik Hasbiayah Wiwik Hasbiyah Yayan Sudaryana Yoga Muhamad Sugama Yuga Pratama Yuyun Nur Sukmawati Zaenuddin Thahira Bukhani