PENGARUH PERSONAL SELLING TERHADAP VOLUME PENJUALAN KURIR DAN LOGISTIK PADA SEGMEN KORPORAT PT POS INDONESIA (PERSERO) KCU MEDAN

Abstract

The purpose of this study was to determine the effect of personal selling on the sales volume of courier and logistics services in the corporate segment at PT Pos Indonesia (Persero) KCU Medan and to determine customer ratings of the implementation of personal selling. Personal selling has an important role, because whether or not the product or service offered by the company is seen from the good or bad personal selling at the time of making sales to customers and aims to help increase the company's sales volume. The population in this study is corporate customers, namely partners with 38 respondents as a sample. In this study using quantitative research methods with simple random sampling technique. Data analysis techniques used descriptive techniques, simple linear regression and hypothesis testing. From the results of hypothesis testing, F test with the result that personal selling simultaneously has a significant effect on sales volume and T test with the result that personal selling partially affects sales volume. The results of this study can be obtained that personal selling has a significant effect on sales volume. The results showed that the influence of personal selling on sales volume was 60.5% and the remaining 39.5% was given by other factors not examined in this study.