Abstract:
PT. Komatsu Undercarriage Indonesia (KUI) is a Komatsu brand heavy equipment manufacturing company for mining,
construction, forestry and agriculture sectors. KUI sales in domestic through PT United Tractors, Tbk (PTUT) as sole distributor in
Indonesia. To achieve the sales targets is required a good communication and coordination strategy between KUI marketers and
customer. Interpersonal communication are the first level to start the desired relationship. This study explains how interpersonal
communication’s role between KUI marketers to customer in achieving sales target. Researcher refers to Joseph A. Devito e-book
theory, The Interpersonal Communication Book, the thirteenth edition. By using qualitative descriptive research method through
observation and in-depth interview it shows that interpersonal communication by marketers include verbal and nonverbal
communication as well as communication skills with customer oriented to create a comfortable working relationship to achieve
sales target.
