Diksastera, Raisya Meyna (2025) PERAN PERSONAL SELLING PADA PROSES TENDER UNTUK MENCAPAI KEMENANGAN PROYEK DI PT. KRAKATAU CHANDRA ENERGI. D3 thesis, Universitas Sultan Ageng Tirtayasa.
![[img]](https://eprints.untirta.ac.id/style/images/fileicons/text.png) |
Text
Raisya Meyna Diksastera_5502220015_Fulltext.pdf Restricted to Registered users only Download (2MB) |
|
Text
Raisya Meyna Diksastera_5502220015_01.pdf Restricted to Registered users only Download (1MB) |
|
Text
Raisya Meyna Diksastera_5502220015_02.pdf Restricted to Registered users only Download (445kB) |
|
Text
Raisya Meyna Diksastera_5502220015_03.pdf Restricted to Registered users only Download (325kB) |
|
Text
Raisya Meyna Diksastera_5502220015_04.pdf Restricted to Registered users only Download (558kB) |
|
Text
Raisya Meyna Diksastera_5502220015_05.pdf Restricted to Registered users only Download (426kB) |
|
Text
Raisya Meyna Diksastera_5502220015_Ref.pdf Restricted to Registered users only Download (351kB) |
|
Text
Raisya Meyna Diksastera_5502220015_Lamp.pdf Restricted to Registered users only Download (973kB) |
Abstract
This research aims to describe the role of personal selling in the tender process and the factors influencing project wins at PT Krakatau Chandra Energi. Personal selling is one of the key elements that serves as a direct promotional tool between the company and potential clients, especially within the B2B environment in the industrial sector. In a competitive tender process, personal selling not only functions as a means of conveying information but also as a tool for building relationships, identifying clients' specific needs, and influencing purchasing decisions. This research uses a descriptive approach with data collection techniques including observation, documentation, and interviews with internal company personnel. The results of the study show that personal selling plays a significant role, and that factors influencing success include administration, technical aspects, and cost. Sales personnel contribute greatly to increasing the chances of winning a project by providing support tailored to client needs, clearly explaining the proposal, building strong and trustworthy relationships, and understanding the characteristics and requirements of the client. This indicates that personal selling plays an important role in the company's success in winning project tenders.
| Item Type: | Thesis (D3) | |||||||||
|---|---|---|---|---|---|---|---|---|---|---|
| Contributors: |
|
|||||||||
| Additional Information: | Penelitian ini bertujuan untuk mendeskripsikan peran personal selling pada proses tender dan faktor-faktor kemenangan proyek di PT Krakatau Chandra Energi. Personal selling merupakan salah satu elemen penting yang berfungsi sebagai promosi secara langsung antara perusahaan dan calon klien, khususnya dalam lingkungan bisnis B2B di sektor industri. Dalam proses tender yang kompetitif, personal selling tidak hanya berperan sebagai alat penyampaian informasi, tetapi juga sebagai hal untuk membangun hubungan, menggali kebutuhan klien secara spesifik, serta memengaruhi keputusan pembelian. Penelitian ini menggunakan pendekatan deskriptif dengan teknik pengumpulan data melalui observasi, dokumentasi, dan wawancara dengan pihak internal perusahaan. Hasil penelitian menunjukkan bahwa personal selling memiliki peran penting dan faktor yang mempengaruhi kemenangan seperti administrasi, teknis,dan biaya. tenaga penjual memberikan kontribusi besar dalam meningkatkan peluang kemenangan proyek dengan cara memberikan bantuan yang sesuai dengan kebutuhan klien, menjelaskan penawaran secara jelas, serta menjalin hubungan baik dan saling percaya, serta pemahaman terhadap karakteristik dan kebutuhan klien. Hal ini mengindikasikan bahwa personal selling memiliki peran penting terhadap keberhasilan perusahaan dalam memenangkan tender proyek. | |||||||||
| Uncontrolled Keywords: | personal selling, project tender, project success. personal selling, tender proyek, Kemenangan proyek. | |||||||||
| Subjects: | H Social Sciences > H Social Sciences (General) | |||||||||
| Divisions: | 05-Fakultas Ekonomi dan Bisnis > Program Diploma III Marketing 05-Fakultas Ekonomi dan Bisnis |
|||||||||
| Depositing User: | Raisya Meyna Diksastera | |||||||||
| Date Deposited: | 28 Aug 2025 06:54 | |||||||||
| Last Modified: | 28 Aug 2025 06:54 | |||||||||
| URI: | http://eprints.untirta.ac.id/id/eprint/52150 |
Actions (login required)
 |
View Item |