PENGARUH TEKNIK SUKSES PENJUALAN CROSS SELLING TERHADAP MINAT BELI PRODUK DI BANK BTN KANTOR CABANG SYARIAH SOLO

Muninggar, Retno (2014) PENGARUH TEKNIK SUKSES PENJUALAN CROSS SELLING TERHADAP MINAT BELI PRODUK DI BANK BTN KANTOR CABANG SYARIAH SOLO. Other thesis, Universitas Sebelas Maret.

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    Abstract

    This research aimed to find out the effect of successful cross selling on the product purchasing interest in Syariah Solo Branch Office of BTN Bank. Method of collecting data used was survey one through questionnaire distribution. The population of research was all customers of Syariah Solo Branch Office of BTN Bank. The sample derived from the customers coming to Syariah Solo Branch Office of BTN Bank consisting of 100 respondents. The sampling technique used was convenience sampling. In addition to studying the effect of independent variable on the dependent one, the author also wanted to describe the profile of respondents containing sex, age, occupation, and monthly income. According to Affinion Group, there were 7 stages in successful cross selling technique: Greet, Listen, Ask Questions, Use Product Knowledge, Answer Questions and Objections, Test for Agreement, and Take Action Sell the Product. The multiple linear regression represented the relationship between independent variable (successful cross selling technique) and dependent one (product purchasing interest in Syariah Solo Branch Office of BTN Bank). From the result of simultaneously calculation, it could be found F value of 8.415 with probability (significance) level of 0.000 less than 0.05. Thus, the successful cross selling technique variable could be used to predict the product purchasing interest. The coefficient of Adjusted R Square of 0,344 meant that 39% contribution derived from the simultaneous effect multiple regression of (the successful cross selling technique on purchasing interest, while the rest of 65,6% was affected by other factors. The result of t-test, there was no effect of each independent variable on the dependent one. Individual variables were continuing stages so that it was reasonable to study one of dependent variables with the independent variable, the result of which showed no relation/effect. Syariah Solo Branch Office of BTN Bank is expected to maximize cross selling through services that responsive in paying attention to the customer. So it can maintain the customer to cooperate with companies. Keywords: Purchasing Intention, Greet, Listen, Ask Questions, Use Product Knowledge, Answer Questions and Objections, Test for Agreement, and Take Action Sell the Product.

    Item Type: Thesis (Other)
    Subjects: H Social Sciences > HJ Public Finance
    Divisions: Fakultas Ekonomi > D3 - Manajemen Pemasaran
    Depositing User: Minardi Aris
    Date Deposited: 26 Sep 2015 06:35
    Last Modified: 26 Sep 2015 06:35
    URI: https://eprints.uns.ac.id/id/eprint/19564

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