-317545720THE EFFECTIVENESS OF COMPETENCY MODEL TOWARD SALESPERSON PERFORMANCE: A CASE STUDY IN BASF INDONESIA
THESIS
(Group Field Project)
By:
Johan Halim, 16221014
Mesagus Azhari 16221015
Academic Supervisor:
Dr. Rima Agristina, SH., SE., MM
MASTER OF MANAGEMENT PROGRAM
IPMI BUSINESS SCHOOL
JAKARTA
2018
00THE EFFECTIVENESS OF COMPETENCY MODEL TOWARD SALESPERSON PERFORMANCE: A CASE STUDY IN BASF INDONESIA
THESIS
(Group Field Project)
By:
Johan Halim, 16221014
Mesagus Azhari 16221015
Academic Supervisor:
Dr. Rima Agristina, SH., SE., MM
MASTER OF MANAGEMENT PROGRAM
IPMI BUSINESS SCHOOL
JAKARTA
2018
66675219075THE IMPLICATION OF ORGANIZATIONAL DESIGN TOWARD SALESPERSON PERFORMANCE: A CASE STUDY IN BASF INDONESIA
Prepared by:
Johan Halim (1622014)
Mesagus Azhari (1622014)
A GFP/CIP/THESIS
Submitted in a partial fulfillment of the requirements for the degree of
Master in Business Administration (MBA)
00THE IMPLICATION OF ORGANIZATIONAL DESIGN TOWARD SALESPERSON PERFORMANCE: A CASE STUDY IN BASF INDONESIA
Prepared by:
Johan Halim (1622014)
Mesagus Azhari (1622014)
A GFP/CIP/THESIS
Submitted in a partial fulfillment of the requirements for the degree of
Master in Business Administration (MBA)
CERTIFICATE OF APPROVAL
Name & Student ID: Johan Halim, 16221014
Mesagus Azhari 1622015
Topic: The Effectiveness of Competency Model toward Salesperson
Performamce: A Case Study in BASF Indonesia
We hereby declare that this Thesis (Group Field Project) is from student’s own work, has been read and presented to IPMI International Business School’s Board of Examiners, and has been accepted as part of the requirements needed to obtain a MBA Degree and has been found to be satisfactory.
Jakarta, 11 October 2017
Examined by,
________________________ __________________________ ________________________
Advisor’s Name ; Signature Chair of Examiners ; Signature Advisor’s Name & Signature
Acknowledged by,
Prof. Roy H.M. Sembel, Ph.D Dean of IPMI International Business School
NON-PLAGIARISM DECLARATION FORM
This Thesis (Group Field Project) is a presentation of our original research work. Wherever contribution of others are involved, every effort is made to indicate this clearly, with due reference to the literature, and acknowledgement of collaborative research and discussions
Also, this work is being submitted in partial fulfilment of the requirements for the degree of Master of Management Program and has not previously been accepted in substance for any degree and is not being concurrently submitted in candidature for any degree.
Jakarta, 11 October 2017
Materai 6000 Materai 6000
Mesagus Azhari Johan Halim
Table of Contents
Certificate of Approval………………………………………………………………………………………………..i
Non-Plagiarism Declaration.……………………………………………………………………………………….ii
Table of Content………………………………………………………………………………………………………….iii
List of Figures………………………………………………………………………………………………………………ivList of Tables……………………………………………………………………………………………………………….v
Acknowledgement…………………………………………………………………………………………………..viExecutive Summary……………………………………………….……………………………………………………vii
Chapter 1: Introduction……………………………………………………………………………………………….1
1.1. Industry Background.……………………………………………………………………………………..2
1.2. Company Background…………………………………………………………………………………….3
1.3. Problem Background……………………………………………………………………………………..4
Chapter 2: Literature Review (Elaborate based on theory used)…………………………………5
Chapter 3: Methodology (Step by step of the project research)…………………………………6
Chapter 4: Findings, Analysis and Discussions………………………………………………………………7
Chapter 5: Conclusions and Recommendations………………………………………………………….8
5.1. Conclusions……………………………………………………………………………………………………..9
5.2. Recommendations………………………………………………………………………………………….10
References and Bibliography……………………………………………………………………………………………11
List of Figures
List of Tables
Acknowledgement
Executive Summary
Chapter 1: Introduction
Industry Background
The growth of chemical industry sector in Indonesia mostly encouraged by demand from other sector such as construction industry, automotive, agricultural, electronics, beside its also derived from the growth of Indonesia’s population on which is accompanied with increase income. In 2017, Indonesian chemical industry growth by 7.50% and on average the growth level is 6.5% per year.
Beside the above mentioned positive growth, there are some notes of inefficiency and red tape permanent be stumbling, such as:
Sector this especially composed from any number big player small , with only some company large active. Business ingredients chemistry in Indonesia primarily serve market domestic . Governmentrecently this introduce regulations for reduce gas prices for segment fertilizer and petrochemical , that should be give impact positive on the profit margin .
For so many years, chemical industries has contributed in Indonesia development process, mainly in the area of agricultural sector
On average, payments in the sector ingredients Indonesian chemicals are consuming 60 days. amount non- payment notification increased on by 2016 in the sub-sector plastic , however no there isincrease more Further expected happen on 2017. Environmental insolvency stable , and no there is enhancement big in failure expected business because growth demand continues continues and lowcompetition in the market. .
Our underwriting approach to sector ingredients chemistry on generally positive for all segment main , mainly for petrochemicals and rubber synthetic.For subsector Plastic we have approach be carefulbecause some claim insurance credit on year 2016.
Country Report 2017 Indonesia
January 31 , 2017
Although level expected GDP growth more from 5% in 2017, weakness structural permanent there , and company increasingly susceptible to volatility eye money .
Situation political
Head of State / Government : President Joko “Jokowi” Widodo ( Party Indonesian Democracy – Struggle , since October 2014)
Economy Indonesia s ecara structural susceptible to shocks external , because high dependence on export commodities (which include more of 60% of exports ), its dependence on import oil and the heightinvestation portfolio sign in .
GDP growth is based on expansion consumption private , improved Policy economy and rebound investor confidence . Government has announce deregulation and incentive fiscal for interesting more manyinvestation foreign direct (FDI) and for push growth credit . Inflation experience decline on year 2016, mainly caused by Stability value exchange new found , comparable with impact easing monetary H2 by2016.
Indonesia’s economic fundamentals remain strong . Finance public stable , with good solvency, regardless from impact negative decline income from export commodities and a low tax base on structural . Government has cancel and / or lowered subsidy energy since 2015, keep up deficit budget permanent controlled ( estimated will permanent about 2% of GDP in period short ).
Debt public still somewhat low , about 30% of GDP. Government has successful funding its deficit through publishing bond with level relative interest low .Level of debt outside country , moment this about 35% of GDP, fixed could managed , though service debt relatively high . Liquidity enough for cover import , because cover import permanent are underthreshold limit three month .
Sector Indonesian banks remain tough . Credit problematic low about 2.5% and capitalization strong , with ratio capital adequacy ratio (Capital Adequacy Ratio / CAR) more from 20%. However , there issome small banks and conflicting intermediate with assessment general this and will susceptible to shocks liquidity .
While the average rate annual GDP growth has stable about 5.5% since year 2000 and some reform medium lasts , still there is problem deep structural. Recording red, widespread corruption, system bad law, market power that work no flexible and poor infrastructure keep level growth below its potential .
Still many industrial fixed banned for entry investation foreign , and decentralization at Indonesia after ends government President Suharto is still inhibit coordination Policy for development infrastructure , which often cause inefficiency expenditure .
Without reform for complete problem economy structural , level growth Indonesia’s economy is still under its potential .
Although generally healthy economic fundamentals, position external Indonesia moment this more susceptible than in the past . Indonesia is very depends on investation portfolio for finance deficit balance sheet running constantly and improve debt external sector private , who make economy susceptible to tightening monetary more continued in the US and the impact to capital flows to and from market countrydeveloping on generally . In 2013/2014 Indonesia has experience current international capital out very big moment eye money local got it pressure , as the US Federal Reserve slumped program purchasebond and foreign investors sell asset finance and shares . That said , the vulnerability of Indonesia to shift investor sentiment offset by Policy monetary healthy and fact that in part big debt outside countrypublic is period length .
While economy on whole generally protected from impact main because level debt outside relative domestic low and strong access to capital , Indonesian companies increasingly susceptible to volatility eyemoney . This because magnitude portion debt outside country them : Debt external Indonesian companies have increased twice since 2010 and moment this reach more from 70% of total exports , ratio the highest in the world . It is improve the risk of refinancing for company and vulnerability they to depreciation value exchange .
Company Background
Problem Background
Chapter 2: Literature Review
Chapter 3: Methodology
Chapter 4: Findings, Analysis and Discussion
Chapter 5: Conclusions and Recommendations
References and Bibliography
