Mekanisme sales contract process outdoor furniture ke pasar eropa pada CV Nova Furniture Boyolali

Oleh :
Dewi Yuliati - F3107058 - Fak. Ekonomi dan Bisnis

ABSTRACT The purpose of this research is to find the mechanism of order sheet and sales contract process that is applied by CV Nova Furniture includes the obstacles, and the difference of buyer characteristic between Denmark and USA in creating a commercial relation with CV Nova Furniture. This research used descriptive analysis method explaining about the mechanism of sales contract which is applied by CV Nova Furniture in accomplishing the buyer’s order. The source of data about the information related with the research are got by doing interview with the employers in CV Nova Furniture about how the mechanism of sales contract process is applied by CV Nova Furniture until now. The researcher also explanation is descriptive. Descriptive explanation is technique to make a description systematically, factually, and accurately about the object researched. The process of sales contract which is applied by CV Nova Furniture is communication promotion, offer (an offer using telephone or email or fax)- order (in a form of technical drawing from buyer). Whereas the theory is a promotion which completed by brochures and introduction letter, inquiry included letter document of inquiry, offer which is completed with offer sheet document, order with order sheet document. The obstacles in the process of order sheet are the character of clumsy buyers, the claim of goods broken, indesciplinire of production and the time of finishing the order which is too short. Also the different character of Denmark and USA’s buyers, Denmark’s buyers are arrogant and clumsy in negotiation, whereas the buyers of USA are warm and nice in negotiation. Based on the result of research above, the researcher give some advices such as the steps of sales contract should be in written documents because as the means of joining two sides for doing their own right and obligation. In doing the negotiation, seller should learn the characteristic of buyer so it will run well. The problems in breakage the goods can be solved by improving the quality. The problem of production capacity is inconsecutively can be solved by improving the coordination between PPIC with production manager in order to be more controllable. The solution for the time of finishing the order can be solved by doing coordination between the craftsmen to finish the buyers order. Keywords: Sales Contract, Introduction Letter, Offer sheet, Order sheet, Letter of Inquiry, Technical Drawing ABSTRAKSI Tujuan dari penelitian ini adalah untuk mengetahui mekanisme sales contract process yang diterapkan CV Nova Furniture disertai dengan hambatan- hambatan, serta perbedaan karakteristik buyer antara Denmark dan USA dalam menjalin kontrak dagang dengan CV Nova Furniture. Penelitian ini menggunakan metode analisa deskripsi mengenai mekanisme sales contract yang diterapkan CV Nova Furniture dalam memenuhi pesanan buyer. Sumber data yang berisi tentang berbagai keterangan mengenai hal-hal yang berkaitan dengan penelitian diperoleh peneliti dengan cara wawancara pada pihak CV Nova Furniture mengenai bagaimana mekanisme sales contract process yang diterapkan CV Nova Furniture sampai saat ini. Peneliti juga melakukan observasi langsung di CV Nova Furniture. Teknik pembahasan pada penelitian ini adalah pembahasan deskriptif yaitu teknik untuk membuat gambaran atau deskriptif secara sistematis, faktual, aktual, dan akurat mengenai obyek yang diteliti. Proses sales contract yang diterapkan CV Nova Furniture yaitu promosi- komunikasi- offer (penawaran menggunakan telepon/ email/ fax)- order (berbentuk technical drawing dari buyer). Sedangkan teorinya yaitu promosi yang disertai brosur dan introduction letter, inquiry yang disertai dokumen letter of inquiry, offer yang disertai dokumen offersheet, order yang disertai dokumen ordersheet. Lalu hambatan dalam proses ordersheet adalah watak buyer yang kaku, klaim kerusakan barang, produksi yang kurang teratur, dan waktu penyelesaian pesanan sempit. Serta karakteristik buyer Denmark dan USA yang berbeda, buyer Denmark yang arogan dan kaku dalam negoisasi, sedangkan buyer USA yang hangat dan lunak dalam negoisasi. Berdasarkan hasil penelitian di atas, peneliti memberikan beberapa saran antara lain tahapan sales contract hendaknya berbentuk dokumen tertulis karena sebagai alat untuk mengikat kedua belah pihak untuk menjalankan hak dan kewajiban masing-masing. Dalam melakukan negoisasi hendaknya seller mempelajari karakteristik dari buyer agar negoisasi berjalan lancar. Permasalahan klaim kerusakan barang bapat diatasi dengan meningkatkan kualitas barang. Masalah kapasitas produksi kurang teratur diatasi dengan lebih meningkatkan koordinasi antara bagian PPIC dengan manager produksi agar kegiatan tersebut bisa lebih terkontrol. Serta penyelesaian pesanan sempit, dapat dilakukan koordinasi dengan pengrajin untuk mengerjakan pesanan dari buyer. Kata kunci: Sales Contract, Introduction Letter, Offersheet, Ordersheet, Letter of Inquiry, Technical Drawing.