STRATEGI PENINGKATAN VOLUME PENJUALAN MENU MAKANAN DI RESTORAN NEWTON HOTEL MELALUI SUGGESTIVE SELLING

Rahayu, Ria Puji (2013) STRATEGI PENINGKATAN VOLUME PENJUALAN MENU MAKANAN DI RESTORAN NEWTON HOTEL MELALUI SUGGESTIVE SELLING. S1 thesis, Universitas Pendidikan Indonesia.

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Abstract

Menurunnya volume penjualan menu makanan di Restoran Newton Hotel merupakan masalah yang diteliti agar tercapainya tujuan perusahaan yaitu memperoleh profit. Tujuan dari penelitian ini adalah untuk memberikan strategi dalam meningkatkan volume penjulan menu makanan di Restoran Newton. Metode yang di gunakan dalam penelitian ini adalah menggunakan pendekatan kedalam (hasil perhitungan menu engineering selama 6 bulan periode) dan menggunakan metode pendekatan keluar (kuesioner). Metode pengumpulan data dilakukan dengan cara observasi, wawancara, studi literatur dan penyebaran angket. Untuk mengolah data menggunakan program microsoft office excel 2007. Berdasarkan pengujian secara parsial (uji t), hasil penelitian menunjukan bahwa menu tidak berpengaruh signifikan terhadap volume penjualan, sedangkan suggestive selling berpengaruh signifikan terhadap volume penjualan. Namun secara Simultan (uji f) kedua variable independen tersebut berpengaruh signifikan terhadap variable dependen . Dari hasil penelitian ini strategi yang diperlukan untuk menaikan volume penjualan menu makanan adalah : 1) waiter harus mampu merekomendasikan menu unpopular sehingga dapat mempengaruhi konsumen dalam melakukan keputusan pembelian menu unpopular. 2) Buatlah Program sell and win untuk waiter yang mampu melakukan penjualan menu unpopular, dan berikan penghargaan agar para waiter lebih semangat dalam melakukan peningktan penjualan menu unpopular. 3) Jika dalam jangka waktu 3 bulan tidak ada perubahan peningkatan volume penjualan pada menu unpopular maka sebaiknya pihak managemen restoran The Newton melakukan inovasi produk sebulum mengganti atau menghapuskan menu unpopular tersebut. 4) Jika dalam jangka waktu 6 bulan tidak ada perubahan peningkatan volume penjualan, maka sebaiknya pihak managemen restoran The Newton menghapus dan mengganti menu kategori unpopular dengan menu baru. Kata kunci: Menu Unpopular, Menu Engineering, Suggestive Selling, Volume penjualan,Restoran Newton Hotel Decreasing sales of volume food at The Newton Hotel Restaurant is the main problem of this researh and need to be investigated, in order to achieve the company's goals to make a profit. The purpose of this research is to provide a strategy to increase unpopular menu. This Research used an enggineering method, which calculation of menu engineering by doing on worksheet in six month period, and using the questionnaire to make sure the result both of the method above. The methods to collects some data are by observation , interviews , questionnaires and literature studies . To process the data using Microsoft Office Excel 2007. The results of this research is to showing that menu has not significant effect on sales of volume but suggestive selling has significant effect on sales of volume . But based on (uji f) both of the independents variable has significant effects on dependents variable. And the strategies to increase sales of volume unpopular menu are : 1 ) waiter must be able to recommend unpopular menu that may affect to the consumers, so they making purchasing decisions for buying unpopular menu . 2 ) Make a program with named “sell and win program” which a waiter must be able to sell unpopular menu, if they can do it they get a reward. This strategy can makes a waiter more passion on doing upselling unpopular menu . 3 ) If in 3 month period there was no change to increase sales of volume unpopular menu, the management should make a product innovation before replace or abolish the unpopular menu. 4 ) If in 6 months period there was no change the increase sales of volume , management of The Newton must remove unpopular menu and replace it with the new menu wich more marketable. Keywords : Unpopular Menu , Menu Engineering , Suggestive Selling , Sales of Volume , Newton Hotel Restaurant

Item Type: Thesis (S1)
Uncontrolled Keywords: Menu Unpopular, Menu Engineering, Suggestive Selling, Volume penjualan,Restoran Newton Hotel
Subjects: H Social Sciences > H Social Sciences (General)
Depositing User: Riki N Library ICT
Date Deposited: 22 Aug 2014 02:45
Last Modified: 22 Aug 2014 02:45
URI: http://repository.upi.edu/id/eprint/7369

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