Kualitas komunikasi interpersonal sales person dalam menjalin hubungan dengan pembeli dan calon pembeli pada showroom immanuel motor Tulungagung = Interpersonal communication quality sales person engage with buyers and prospective buyers of motor showroom immanuel Tulungagung

Magdalena, Melysa (2017) Kualitas komunikasi interpersonal sales person dalam menjalin hubungan dengan pembeli dan calon pembeli pada showroom immanuel motor Tulungagung = Interpersonal communication quality sales person engage with buyers and prospective buyers of motor showroom immanuel Tulungagung. Bachelor thesis, Universitas Pelita Harapan.

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Abstract

Persaingan penjualan mobil bekas semakin ketat karena bersaing dengan penjualan mobil baru. Untuk terus bertahan dan meningkatkan pendapatan, cara yang dilakukan perusahaan adalah membangun komunikasi yang baik dengan pembeli. Sales person merupakan salah satu strategi dalam memasarkan produk yang berhadapan langsung dengan pembeli. Salah satu pelaku usaha yang menggunakan sales person dalam melakukan penjualan adalah Showroom Immanuel Motor (SIM). Penelitian ini menggunakan pendekatan kualitatif dengan metode penelitian deskriptif. Pengumpulan data penelitian dilakukan dengan data primer, yaitu wawancara dan observasi, serta data sekunder berupa studi kepustakaan dan dokumentasi. Wawancara dilakukan kepada pimpinan dan karyawan SIM terkait dengan sales person dalam menjalin hubungan dengan pembeli. Hasil penelitian menunjukkan bahwa kualitas komunikasi Interpersonal Sales Person dalam menjalin hubungan dengan pembeli yang ditunjukkan dengan lima aspek komunikasi menurut Joseph De Vito, dapat dilihat ketika sales person menjelaskan bagaimana cara berkomunikasinya kepada pembeli dan calon pembeli menunjukkan bahwa cara berkomunikasi sales person sama dengan apa yang dijelaskannya maka hasil penelitian tentang cara berkomunikasi sales person SIM dan pembelinya berjalan cukup baik serta menunjukkan bahwa lima aspek tersebut sudah diterapkan dengan baik di SIM./ Used car sales competition is getting tougher due to competition from new car sales. In order to continue to survive and increase revenue, how committed the company is to establish good communication with buyers. Sales person is one of the strategies in marketing products that deal directly with buyers. One of the businesses that use the sales person to make a sale is Immanuel Showroom Motor (SIM). This study used a qualitative approach with descriptive method. The data collection of research conducted with the primary data, ie interviews and observations, as well as secondary data from literature study and documentation. Interviews were conducted to the leadership and employees of SIM associated with the sales person in a relationship with the buyer. The results showed that the quality of communication Interpersonal Sales Person in a relationship with the buyer indicated by the five aspects of communication, according to Joseph De Vito, it can be seen when the sales person to explain how berkomunikasinya to buyers and potential buyers showed that the way we communicate sales person the same as what it explains the results of research on how to communicate SIM sales person and the buyer went pretty well and shows that five of these aspects have been implemented well in the SIM.

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