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Effectiveness of Distribution Management and Sales Force in Enhancing Market Share at PT Semen Tonasa

In: Proceedings of the 9th International Conference on Accounting, Management, and Economics 2024 (ICAME 2024)

Author

Listed:
  • Umar

    (Hasanuddin University)

  • Dian Parawansa

    (Hasanuddin University)

  • Muhammad Ismail

    (Hasanuddin University)

Abstract

Study This aiming for knowing: 1) effectiveness management channel distribution of PT. Semen Tonasa in increase market share and support superiority compete company; 2) the role of sales force management at PT. Semen Tonasa in increase performance sales and contribution to superiority competitive companies in the cement industry. Study This use type study qualitative with approach descriptive analytical. Object in study This is PT. Semen Tonasa, while subject in study This taken from PT. Semen Tonasa environment with using purposive sampling technique. The data collection technique used in study this, among others interviews, observations, questionnaires, and documentation. Data organization and analysis techniques in study This done with three stages, including data condensation, data presentation, and drawing conclusions. Research results This show that the most appropriate strategy for PT Semen Tonasa is market penetration. Focus on utilization network distribution, increase sales in the province with high margins, and efficiency cost in production is key for grow and compete. Some initiative strategic that can apply for reach cost leadership through this strategy including acquisitions factory derivative cement products, acquisition company coal, online cement sales, increase use material burn alternatives, and efficiency in chain supply.

Suggested Citation

  • Umar & Dian Parawansa & Muhammad Ismail, 2025. "Effectiveness of Distribution Management and Sales Force in Enhancing Market Share at PT Semen Tonasa," Advances in Economics, Business and Management Research, in: Mursalim Nohong & Fitra Roman Cahaya & Phung Minh Tuan & Arifuddin Mannan & Anas Iswanto Anwar & Ria (ed.), Proceedings of the 9th International Conference on Accounting, Management, and Economics 2024 (ICAME 2024), pages 2265-2280, Springer.
    • Handle: RePEc:spr:advbcp:978-94-6463-758-8_181
    DOI: 10.2991/978-94-6463-758-8_181
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