![Asian Institute of Research, Journal Publication, Journal Academics, Education Journal, Asian Institute](https://static.wixstatic.com/media/ed8b62_1427ccc7f693424a803f346af9b29cf7~mv2.png/v1/crop/x_247,y_0,w_364,h_357/fill/w_50,h_49,al_c,q_85,usm_0.66_1.00_0.01,enc_auto/ed8b62_1427ccc7f693424a803f346af9b29cf7~mv2.png)
![Asian Institute of Research, Journal Publication, Journal Academics, Education Journal, Asian Institute](https://static.wixstatic.com/media/ed8b62_1427ccc7f693424a803f346af9b29cf7~mv2.png/v1/crop/x_40,y_366,w_800,h_139/fill/w_165,h_29,al_c,q_85,usm_0.66_1.00_0.01,enc_auto/ed8b62_1427ccc7f693424a803f346af9b29cf7~mv2.png)
Economics and Business
Quarterly Reviews
ISSN 2775-9237 (Online)
![asian institute research, jeb, journal of economics and business, economics journal, accunting journal, business journal, managemet journal](https://static.wixstatic.com/media/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png/v1/crop/x_723,y_42,w_187,h_153/fill/w_197,h_161,al_c,lg_1,q_85,enc_auto/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png)
![asian institute research, jeb, journal of economics and business, economics journal, accunting journal, business journal, managemet journal](https://static.wixstatic.com/media/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png/v1/crop/x_929,y_45,w_169,h_151/fill/w_181,h_162,al_c,lg_1,q_85,enc_auto/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png)
![asian institute research, jeb, journal of economics and business, economics journal, accunting journal, business journal, managemet journal](https://static.wixstatic.com/media/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png/v1/crop/x_722,y_212,w_191,h_156/fill/w_197,h_161,al_c,lg_1,q_85,enc_auto/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png)
![asian institute research, jeb, journal of economics and business, economics journal, accunting journal, business journal, managemet journal](https://static.wixstatic.com/media/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png/v1/crop/x_925,y_210,w_181,h_158/fill/w_183,h_160,al_c,lg_1,q_85,enc_auto/ed8b62_218ff0f6075c419a98493050ad605a5e~mv2.png)
![crossref](https://static.wixstatic.com/media/ed8b62_da12c7f5b9b148b39a0ab9dc10e5ea78~mv2.png/v1/fill/w_67,h_44,al_c,q_85,usm_0.66_1.00_0.01,enc_auto/ed8b62_da12c7f5b9b148b39a0ab9dc10e5ea78~mv2.png)
![doi](https://static.wixstatic.com/media/ed8b62_f73e9c728e72413181e3f27e7d0d459b~mv2.png/v1/fill/w_43,h_44,al_c,q_85,usm_0.66_1.00_0.01,enc_auto/ed8b62_f73e9c728e72413181e3f27e7d0d459b~mv2.png)
![open access](https://static.wixstatic.com/media/ed8b62_69e6d6358534486fb585485326a95564~mv2.png/v1/fill/w_43,h_43,al_c,q_85,usm_0.66_1.00_0.01,enc_auto/ed8b62_69e6d6358534486fb585485326a95564~mv2.png)
Published: 25 December 2022
Personal Selling Strategies by Relationship Managers in the Indonesia Banking Sector
Awallina Yusanda, Pawito, Andre Noevi Rahmanto
Universitas Sebelas Maret, Indonesia
![asian institute research, jeb, journal of economics and business, economics journal, accunting journal, business journal, management journal](https://static.wixstatic.com/media/ed8b62_f8a759aaf4774824884b7f4979ca846f~mv2.png/v1/fill/w_600,h_463,al_c,q_85,usm_0.66_1.00_0.01,enc_auto/ed8b62_f8a759aaf4774824884b7f4979ca846f~mv2.png)
Download Full-Text Pdf
![doi](https://static.wixstatic.com/media/ed8b62_c05c48edf1394e3380b6b6fbe9ef9d06~mv2.png/v1/fill/w_24,h_23,al_c,q_85,usm_0.66_1.00_0.01,blur_3,enc_auto/ed8b62_c05c48edf1394e3380b6b6fbe9ef9d06~mv2.png)
10.31014/aior.1992.05.04.481
Pages: 314-322
Keywords: Marketing Communication, Personal Selling, Banking Sector
Abstract
This research was conducted to identify the stages in the personal selling process carried out by Relationship Managers in the Banking Sector in the Digital Age. With a qualitative approach, the data collection method is to conduct interviews with four RM practitioners at private and government banks in Salatiga City. The results of this study show that RM practitioners apply a personal selling strategy in marketing banking products, including the prospecting, the approach, the sales presentation, overcoming objection, closing and follow-up service stages. In this study, it can be concluded that RM practitioners still carry out face-to-face approaches and use e-sales kits as a form of using technology in the digital era.
References
Apriyani, I. (2018). Personal Selling Strategy. Journal ofChemical Information and Modeling, 53(9).
Bimantoro, GB (2019). Analysis of Personal Selling Marketing Communication Strategy at PT. Infoglobal. Business Management, 22(1), 43–63.
Dellamita, M. (2014). Application of Personal Selling (Personal Sales) to Increase Sales (Studies at Pt Adira Quantum Multifinance Point Of Sales (Pos) Dieng Computer Square Malang). Journal of Business Administration S1 Universitas Brawijaya, 9(2), 81391.
Donni Juni Priansa. (2017). Integrated Marketing Communications. Faithful Library.
Hermawan, A. (2012). Marketing Communications. Erlangga.
Kotler, A. (2015). Marketing an Introduction (Vol. 1999, Issue December).
Rahma, PS (2013). Qualitative Research.pdf. In Qualitative Research (Vol. 5, p. 8).
Suharsaputra. (2012). Quantitative, qualitative, and action research methods. Alphabet.
Wongso, A., & Secapramana, VH (2019). Identification of Personal Selling Process Stages and Critical Success Factors That Support Sales Force Performance in the Banking Industry. National Seminar 2019 Multidisciplinary Synergy of Science and Technology, 2, 26–27.
yanie. (2016). personal selling persuasive communication strategy in increasing customers on general insurance products at pt. Jasaraharja Putera, Pekanbaru branch. 3(2), 2016.
Assessment, A. A. (2022). Economics and Business Quarterly Reviews An Assessment of The Effect of Mobile Money Services on. 5, 139–152. https://doi.org/10.31014/aior.1992.05.03.443