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Penerapan Strategi Sales-Visit Untuk Meningkatkan Customer Engagement Pada Vendor Produksi Bali PT Major Sukses Berkah

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The event industry in Indonesia has become increasingly competitive, requiring production vendors to possess not only strong technical capabilities but also effective strategies for building relationships with prospective clients. PT Major Sukses Berkah faced challenges in developing approachment strategy due to the absence of a structured sales visit strategy, resulting in inconsistent interactions with potential clients. This project improvement aimed to implement a sales visit strategy to enhance customer engagement through a more systematic communication approach. The project employed Root Cause Analysis (RCA) and the Performance–Importance Matrix (PIM) to identify key issues, followed by the development of a Standard Operating Procedure (SOP), execution of sales visits, implementation of a Customer Relationship Management (CRM) dashboard, and evaluation using Success Rate Analysis. The implementation involved 15 prospective companies in Bali, consisting of venues, event organizers, and end-users. The results indicated that WhatsApp-based hook messages generated the highest response and engagement rates compared with email and telephone approaches. A total of 8 out of 15 prospects successfully reached the 4A category, representing successful sales visit outcomes and producing a success rate of 53.3%. In addition, the project produced several organizational outputs, including an official Sales Visit SOP, a CRM dashboard, a prospect database, and standardized documentation procedures for marketing activities. These findings demonstrate that implementing a structured sales visit strategy can improve customer engagement by creating more personal, systematic, and well-documented interactions with prospective clients.

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Availability

Detail Information

Series Title

Laporan Proyek Akhir Penelitian Project Improvement

Call Number

TA 6584 Zul-p

Publisher

Tabanan : Politeknik Internasional Bali., 2026

Collation

71 hlm.

Language

Indonesia

ISBN/ISSN

160420220001

Classification

6584

Subject(s)

Event Management
Consumer engagement

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