@thesis{thesis,
		author={SUGIWARDANI  RESTI},
		title ={ANALISIS FAKTOR – FAKT
OR YANG MEMP
ENGARUHI 
EFEKTIFITAS PENJUALAN DI
 PT. OTSUKA INDONESIA},
		year={2016},
		url={http://eprints.perbanas.ac.id/1002/},
		abstract={Sales  management  control  is  an  important  aspect  required  by  salespeople 
in their duties, not to exceed the limits of its aut
hority established by management. 
Therefore,  the  effectiveness  of  the  sales  organization  in  achieving  the  required 
factor  of  control  of  sales  management.  Salespeople  should  know  the  limits  and 
conditions  of  working  areas  that  do  not  occur  in  their  duties  o
verlap.  The  design 
or the design of an effective sales area is crucial in achieving sales effectiveness. 
This study chose PT. Otsuka Indonesia which is a company in the pharmaceutical 
field, because the pharmaceutical industry in Indonesia has a good marke
t share.
This  study  used  primary  data  as  a  data  source.  Sampling  was  done  by 
purposive  sampling  is  to  take  100  people  Salesperson  at  PT  Otsuka  Indonesia. 
The  analysis  technique  used  to  answer  the  hypothesis  in  this  study  is  SEM 
(Structural   Equation   Modelli
ng).   The   study   only   focused   on   variable   sales 
manager  control  system,  variable  levels  of  experience  selling,  sales  territory 
design  variable,  the  variable  performance  of  the  sales  force  and  also  on  the 
effectiveness of sales at PT. Otsuka Indonesia.
The re
sults showed that there are significant sales manager control system, 
level  of  experience  selling  and  design  sales  territories  to  sales  force  performance 
with CR values are respectively 2.317; 2.585 and 2.778. In addition it showed that 
there   are   significa
nt   control   systems   manager,   sales   territory   design,   and 
performance  of  the  sales  force  of  the  effectiveness  of  sales  by  each  CR  value  is 
2.270; 2.183 and 2.412. The variables that most influence the performance of the 
sales force PT.Otsuka Indonesia is the
design of the sales area, while the variables 
that most influence on sales effectiveness is the performance of the sales force.

Keywords:  Control  Systems  Sales  Manager,  Experience  Level  Selling,  Sales 
Territory Design, Performance sales force and sales ef
fectiveness.}
		}