Abstract:
The study was conducted in PT Bentoel Prima Pekanbaru branch in order
to determine the effect of a distribution system consisting of a number of
wholesale, sales and cost of shipping traffic on the sale of cigarette brand variants
Bentoel. Variable used is the number of wholesale, sales visits costs, and shipping
costs as independent variables, and sales as the dependent variable. The study
population is sales data, wholesale quantities, cost of sales visits, and shipping
costs for the period 1997 to 2011. The method of data analysis is done using
multiple regression analysis.
The research concludes that the number of wholesalers has positive and
significant increase in the cost of sales visits. Variable number of wholesale, sales
visits costs, and shipping costs, a significant effect on sales, either simultaneously
or partial, where the number of wholesalers being the most dominant factor
affecting sales.
The recommendations can be given to the company that the company is
developing a number of wholesale geographically, streamline and organize visits
to better sales, and revalued its own shipping fleet efficiency.
