ANALISIS MANAJEMEN KONTROL JALUR DISTRIBUSI, DISAIN TERITORI, PERFORMANSI PENJUALAN DAN EFEKTIFITAS ORGANISASI PENJUALAN kasus PT Indosat Regional Jabotabek

This research analized correlation between control management channel distribution, territory design, channel distribution performance and sales organization effectiveness in PT Indosat Jabodetabek Region, which involve indirect sales and dealer as channel distribution. The focus was in channel distribution (dealers) in the territory, which have responsible to distribute the product and penetrate the market. The channel distribution were coordinated by indirect sales function. We found that some variables have to be focused in the controlling of channel distribution to improve sales performance that impact on sales organization effectiveness. The variables are Assist & Supporting (ASI), and Evaluating Control Result (ECR). Beside that, territory design didn�t have direct effect with the sales organization effectiveness, but have indirect effect through sales performance. The research were focused in Jabodetabek region, and for the next step we can research in the national scope or with involve others telecomunication operators