Perkembangan industri penerbitan yang semakin kompetitif menuntut peran tim penjualan untuk tidak hanya unggul dalam menawarkan produk, tetapi juga mampu membangun kepercayaan, memahami kebutuhan klien secara mendalam, serta menghadirkan solusi yang relevan dan berkelanjutan. Menyadari tantangan tersebut, BINUS @Malang berkolaborasi dengan Penerbit Erlangga Malang Raya menyelenggarakan pelatihan bertajuk Sales Excellence: From Presence to Client Insight sebagai upaya strategis dalam penguatan kompetensi sumber daya manusia.
Pelatihan ini dilaksanakan pada Kamis, 18 Desember 2025 di Kampus BINUS @Malang dan diikuti oleh tim Sales Penerbit Erlangga Malang Raya. Kegiatan ini diikuti oleh tim Sales Penerbit Erlangga Malang Raya yang secara aktif terlibat dalam seluruh rangkaian pelatihan yang dirancang untuk menjawab kebutuhan nyata di lapangan. Kegiatan dibuka oleh Kepala Cabang Penerbit Erlangga Malang Raya, Bapak Dodi Wahyudi, yang menekankan bahwa peningkatan kapasitas dan kualitas sumber daya manusia merupakan investasi jangka panjang yang krusial bagi keberlanjutan perusahaan.
Bapak Dodi Wahyudi menyampaikan, “Di tengah perubahan pola belajar dan kebutuhan pelanggan yang semakin beragam, tim sales dituntut untuk terus bertumbuh, tidak hanya dari sisi target, tetapi juga dari cara berpikir, cara berkomunikasi, dan cara memahami klien. Melalui pelatihan ini, kami berharap tim Sales Erlangga Malang Raya dapat memiliki perspektif yang lebih tajam dan pendekatan yang lebih relevan dalam membangun hubungan jangka panjang dengan klien.” Dalam sambutannya, beliau menyampaikan bahwa pengembangan kompetensi tim sales menjadi langkah penting untuk menjaga daya saing di tengah dinamika industri dan perubahan ekspektasi pelanggan.
Sesi pelatihan kemudian dilanjutkan dengan materi mengenai Personal Branding yang dibawakan oleh Ibu Galuh Ayu Savitri. Pada sesi ini, peserta diajak untuk merefleksikan peran diri sebagai representasi perusahaan di hadapan klien, serta memahami bagaimana membangun citra profesional yang konsisten, kredibel, dan mampu memberikan nilai tambah dalam setiap interaksi penjualan. Agenda berikutnya mengangkat topik Empathize melalui pendekatan Design Thinking yang dipaparkan oleh Bapak Riefky Prabowo. Melalui pendekatan ini, peserta didorong untuk melihat permasalahan klien dari sudut pandang yang lebih luas dan empatik, sehingga mampu merumuskan strategi dan solusi penjualan yang tidak hanya berorientasi pada produk, tetapi juga pada kebutuhan dan tantangan klien secara menyeluruh. Pelatihan ini dikemas secara aplikatif dengan mengombinasikan pemaparan materi, pembahasan studi kasus, diskusi kelompok, serta simulasi melalui sesi role play. Pendekatan tersebut memberikan ruang bagi peserta untuk mengasah kemampuan analisis, komunikasi, dan pengambilan keputusan yang dapat langsung diterapkan dalam aktivitas kerja sehari-hari.
Direktur Kampus BINUS @Malang, Dr. Robertus Tang Herman, S.E., M.M., menyampaikan bahwa pelatihan ini mencerminkan peran BINUS @Malang sebagai institusi pendidikan yang responsif terhadap kebutuhan industri. “BINUS @Malang berkomitmen untuk menjadi mitra strategis dunia usaha dan industri dengan menghadirkan program pengembangan kompetensi yang relevan dan berdampak. Melalui pelatihan ini, kami berharap peserta dapat memperkuat kapabilitas profesionalnya serta membangun pendekatan penjualan yang lebih strategis dan berorientasi pada relasi jangka panjang,” ungkapnya.
Melalui penyelenggaraan pelatihan Sales Excellence: From Presence to Client Insight, BINUS @Malang kembali menegaskan kontribusinya dalam menjembatani dunia pendidikan dan industri. Kolaborasi dengan Penerbit Erlangga Malang Raya ini diharapkan dapat terus berlanjut sebagai bagian dari upaya bersama dalam meningkatkan kualitas sumber daya manusia yang adaptif, kompeten, dan siap menghadapi tantangan industri di masa mendatang, termasuk dalam menghadapi transformasi digital dan perubahan model bisnis yang semakin dinamis.
Melalui program ini, BINUS @Malang menegaskan perannya dalam mendukung lahirnya profesional penjualan yang tidak hanya unggul dalam aspek teknis, tetapi juga memiliki pola pikir strategis, empati terhadap klien, serta kesiapan beradaptasi di era digital. Komitmen ini sejalan dengan visi BINUS @Malang dalam mencetak talenta yang siap berkontribusi sebagai profesional, inovator, dan digital technopreneur yang mampu menciptakan nilai berkelanjutan bagi industri dan masyarakat.
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