Pengaruh Sistem Dan Karakteristik Tenaga Penjualan Terhadap Efektivitas Penjualan Di Pt. Prima Global Sukses
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Institusion
Sekolah Tinggi Ilmu Ekonomi Perbanas Surabaya
Author
Afianto, Adhani Fiqriansyah
Subject
658.85 - PERSONAL SELLING
Datestamp
2024-01-24 02:39:38
Abstract :
This study aims to examine and analyze the variables of the manager's control system, sales area design, selling experience, relationship quality, and selling competence directly affect sales force performance and effectiveness, and how salesperson performance variables affect sales effectiveness. Salesperson performance variable serves as a mediator in this study. The entire sales force of 50 people at PT Prima Global Sukses, a company located in the city of Makassar, was used as the research sample. The analysis technique used is the Structural Equation Model (SEM) and the analytical tool used is WarpPLS 7.0. The primary data of this research was collected through a questionnaire. The results of this study found that sales competence, relationship quality, control systems used by sales managers, and sales area design have a positive and significant effect on salesperson performance. Sales effectiveness is positively and significantly influenced by salesperson performance and selling competence. Sales territory design, selling competence, and relationship quality all influence sales effectiveness through salesperson performance.
This study aims to examine and analyze the variables of the manager's control system, sales area design, selling experience, relationship quality, and selling competence directly affect sales force performance and effectiveness, and how salesperson performance variables affect sales effectiveness. Salesperson performance variable serves as a mediator in this study. The entire sales force of 50 people at PT Prima Global Sukses, a company located in the city of Makassar, was used as the research sample. The analysis technique used is the Structural Equation Model (SEM) and the analytical tool used is WarpPLS 7.0. The primary data of this research was collected through a questionnaire. The results of this study found that sales competence, relationship quality, control systems used by sales managers, and sales area design have a positive and significant effect on salesperson performance. Sales effectiveness is positively and significantly influenced by salesperson performance and selling competence. Sales territory design, selling competence, and relationship quality all influence sales effectiveness through salesperson performance.
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