INTERPERSONAL COMMUNICATION OF CLUSTER SALES MANAGERS AND CLUSTER MANAGEMENT PARTNERS IN IMPROVING PERFORMANCE AT PT. INDOSAT OOREDOO HUTCHISON SURABAYA AREA.

There is a phenomenon of high competition in the telecommunications business, Indosat Ooredoo Hutchison market share is ranked 3rd in Surabaya, whereas many other cities in East Java Indosat's position as market leader While Surabaya's potential is very high seen from the population, high minimum wage, the number of telecommunications outlets and BTS (Base Transceiver Station) / Indosat network is increasing. effective interpersonal communication process that will bring business performance is well maintained, as is the role and function of managing clusters so that business volume grows and performance (KPI) is achieved. Therefore, researchers are interested in conducting research on how the interpersonal communication process of Indosat Cluster Sales Manager (CSM) and Canvasser Cluster Management Partner (MPC) in improving Performance at PT Indosat Ooredoo Hutchison Surabaya Area."

This research uses a qualitative approach that has not been widely done to examine the process of interpersonal communication with data collection techniques carried out through field observations, interviews, and documentation studies.

This research confirms that an effective interpersonal communication process is very important to improve the performance of PT Indosat Ooredoo Hutchison Surabaya Area. This research found that communication only focuses more on ensuring MPC understands KPIs, monitoring KPI achievements, reprimanding and ensuring knowing achievements and pursuing achievements if found not in accordance with the target. But actually, there is something much more important, namely instilling a mentality to improve the Canvasser work process through better interpersonal communication in order to produce maximum performance achievement. While the interpersonal communication factors have shown a supportive attitude communication by being: 1. descriptive, not evaluative, 2. Spontaneous, not strategic, and 3. Provisional not very sure. The quality of openness refers to at least three aspects of interpersonal communication, namely opening up, reacting spontaneously, and feelings / thoughts together.