STRATEGI MEINGKATKAN MINAT BELI ULANG APTEK TERHADAP PRODUK OBAT PT NOVELL PHARMACEUTICAL LABS MEDAN

Manuntun Pakpahan

Abstract

Sales performance is important to analyze the cause of the common goal of every
company is to gain certain advantages, and it will be achieved if the sales activities
can be carried out successfully as planned. Since 2010, decreases in the number of
pharmaceutical customers, both existing customers and new customers. Decreasing
the number of pharmacies turns is directly proportional to the frequency of repeat
purchases reduced, up to 1,487 times in 2014. It is an indication of a problem to
buy the pharmaceutical interests. The purpose of this study was to identify the
factors that influence buying interest again and find strategies to increase sales,
especially in pharmacy customers. This research is a correlational study. The
population in this study were 91 pharmacies still be customers of PT Novell
Pharmaceutical Sector Labs. Analysis of the data used is multiple regression
analysis. Quality of service, competence of the sales and the price effect of 39.1%
of the interest re buying, while 60.9% are influenced by other factors not examined
in this study. Competence factor sales people give the most dominant influence on
the purchasing pharmaceutical interests in PT Novell Pharmaceuticall Field Labs.