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"ABSTRAKKarya tulis akhir ini ditujukan untuk menyempurnakan tenaga penjual dari sebuah perusahaan. Karya ini didasari oleh bisnis furniture yang umum ditemukan di pasaran. Adapun sistematika konten penulisan dari karya akhir ini di bentuk berdasarkan konsep sales proses yang dikenal dalam ilmu marketing. Konten penulisan juga mencakup marketing collateral dan sales checklist. Teori ADAPT dan SPIN yang dibahas dalam penelitian kali ini turut menunjukan bahwa kedua konsep tersebut menjadi efektif apabila digunakan secara bersamaan. Serangkaian respon dan cara penanganan yang dicakup dalam bagian Common Objections and Responses turut menunjukan hasil yang positif apabila diterapkan dalam sebuah perusahaan. 

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ABSTRACTThis final paper is intended to maximize the potential of a salesperson in a company. This pape is made based on furniture businesses that are commonly found in market. The systematic writing content of this final work is based on the sales process concept known in marketing. Content of this paper also includes marketing collateral and sales checklist. The theory of ADAPT and SPIN discussed in this study also shows that both concepts are effective when used simultaneously. The series of responses and ways of handling included in the section "Common Objections and Responses" also show positive results when applied in a company."

"Dalam lingkup organisasi, kinerja menjadi topik yang penting untuk diteliti karena perannya yang krusial bagi masa depan dan keberlangsungan organisasi. Pada pramuniaga, khususnya kinerja tugas, dianggap sebagai aspek yang paling penting dan berpengaruh dalam menilai performanya. Disamping itu, kerja emosional diketahui sebagai aturan tampilan yang banyak dijumpai pada pekerja lini depan seperti karyawan pramuniaga. Sehingga penelitian ini berusaha untuk melihat hubungan antara kerja emosional dan kinerja tugas, namun melalui peran mediasi dari kelelahan emosional. Penelitian ini mengambil partisipan sebanyak 58 orang yang bekerja sebagai pramuniaga pada industri ritel. Tiga Instrumen yang digunakan dalam penelitian ini adalah Emotional Labor Scale (ELS), Maslach Burnout Inventory (MBI), dan Individual Work Performance Scale (IWPS). Hasil penelitian menunjukkan bahwa kelelahan emosional tidak memediasi hubungan antara kerja emosional (akting permukaan dan akting mendalam) dengan kinerja tugas. Namun ditemukan bahwa penggunaan strategi akting permukaan mampu membuat karyawan pramuniaga ritel mengalami tingkat kelelahan yang lebih tinggi karena hubungannya yang signifikan dan positif.

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Within the scope of the organization, performance is an important topic to be researched because of the facts that are crucial for the future and sustainability of the organization. To salesperson task performance are considered the most important and influential aspect in assessing their performance. In addition, emotional labor is known to be a display rule that is often found in front-line workers such as salesperson. So this study seeks to examine the relationship between emotional labor and task performance, through the mediating role of emotional exhaustion. This study collected data from 58 participants who work as salesperson in the retail industry. The three instruments used in this study were the Emotional Labor Scale (ELS), the Maslach Burnout Inventory (MBI), and the Individual Work Performance Scale (IWPS). The results showed that emotional exhaustion did not mediate the relationship between emotional labor (surface acting and deep acting) and task performance. However, the use of surface acting strategy is able to make retail salesperson experience higher exhaustion due to significant and positive relations."

"ART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics, or why you need a BS (bad statistics) filter -- The gullibility factor -- Intuition -- How much information is enough? -- Mind games -- Walk a mile in the CFO?s shoes -- The brain of a sales manager -- Evolution in sales management -- The CEO and sales force success -- Perception sticks like glue -- FAQs: frequently asked questions -- Notes -- Bibliography -- Index."

"Today?s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager?s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job."