Effectiveness Of Score Card As A Control Tool For Achievement Of Sales Target In Consumer Goods Distributors

Abstract

Products produced in production activities become a tool for the process of returning business capital, a number of costs that have been incurred, tax payment obligations and a number of profits obtained. Activities to realize these activities are by carrying out marketing and sales as a strategic step. Salespeople must strive for various ways to achieve sales targets. How to control and monitor the progress of achievements since the product was launched to the consumer segmentation of the product. The method that can be taken is by using the Balance Scorecard as a simple and easy tool to apply to various types of products being marketed, easy evaluation and quick decision making if this occurs. errors and inability to achieve targets. The balanced scorecard is a type of work results measurement method used by companies to improve executive performance so that companies, especially leaders, know more about the extent of movement and development that has been achieved. In this research, the variables used as research are Balance Scorecard, Work Tools and Sales Targets. From the research results, it was concluded that the effect of using scorecards and work tools on sales targets. The calculation results show a path coefficient value of 0.535 with a tstatistic value of 4.953. This value is greater than ttable (1.294), which means the hypothesis is accepted. Based on these results, it can be interpreted that Scorecards, Work Tools have a significant positive effect on Sales Targets at Each Consumer Goods Distributor.