TACTICAL DECISION MAKING IN TERMS OF HIRING SALES FORCE USING RELEVANT COST ANALYSIS IN PREMIUM AMENITIES

Abstract

TACTICAL DECISION MAKING IN TERMS OF HIRING SALES FORCE USING RELEVANT COST ANALYSIS IN PREMIUM AMENITIES

Premium Amenities engages in hotel amenities supply business in Indonesia. The current competition in this business is highly competitive. Therefore, Premium Amenities must continue to improve its performance in order to maintain the sustainability of the company by expanding to markets outside Java. The company needs to first determine the strategy that will be used, particularly in terms of hiring sales force, whether it is permanent employees or traders in the hotel amenities business. This research aims to determine the company’s tactical decision making as to whether to use permanent employees or traders. The interviewees in this research are 3 respondents from different companies which serve as benchmarking companies and 2 traders. This research also uses relevant cost theory to validate the data. The BEP analysis method of data collection uses relevant cost calculation and interview by means of source triangulation as the validity and reliability tools. The data are analyzed using qualitative analysis with descriptive qualitative approach, namely data reduction and presentation. The results of the interviews, relevant cost calculation, and Break Even Point analysis indicate that the company should hire traders rather than permanent employees.