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

Umar (), Dian Parawansa and Muhammad Ismail
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Umar: Hasanuddin University
Dian Parawansa: Hasanuddin University
Muhammad Ismail: Hasanuddin University

A chapter in Proceedings of the 9th International Conference on Accounting, Management, and Economics 2024 (ICAME 2024), 2025, pp 2265-2280 from Springer

Abstract: 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.

Keywords: Channel distribution; sales force; market share; competitive advantage compete (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:advbcp:978-94-6463-758-8_181

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DOI: 10.2991/978-94-6463-758-8_181

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