Özet:

The development of the telecommunications industry in Indonesia is determined by the company's ability to manage its operational systems and human resources, as seen in the inability of employees to solve customer problems and the low quality of employee services in marketing company products and have an impact on the number of customer complaints that have not been resolved by employees. Therefore, an effective training method is needed to overcome this problem. The purpose of this study is to examine and analyze the extent of the quality of the use of marketing management concepts and the effectivity of the use of these training methods. This study used a descriptive method with a qualitative and quantitative approach. The data used are primary data and secondary data. The population in this study is 250 employees and the sampling technique uses saturated samples, which means all members of the population are used as samples. The results obtained indicate that the theoretical implications of the research on coaching methods for success haves a negative and significant effect; participative and affiliative approaches in practical implications haves a positive and significant effect while the visionary and situational methods have no effect on the operational management of cellular telecommunications companies in the city of Medan.  

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