ANALISIS ORIENTASI POLA BEKERJA CERDAS BERDASARKAN FAKTOR-FAKTOR YANG MEMPENGARUHI KEAHLIAN TENAGA PENJUALAN DALAM AKTIVITAS PENJUALAN DAN DAMPAKNYA TERHADAP KINERJA TENAGA PENJUALAN
ABSTRACT: This study analyzes
the orientation analysis of intelligent working patterns based on factors
affecting salesperson expertise in sales activities and their impact on sales force
performance. Sampling technique is purposive (purposive sampling) method.Respondents
from this study amounted to 105 respondents, where respondents were the salespeople
at Pharmaceutical Large Traders in Semarang. The data analysis tool usedis
Structural Equation Modeling (SEM) in AMOS 4.01 program.
The results of this research data analysis show the model and research
results can be received well. And then the results of this study proves that
the influence oflearning orientation on salesperson expertise in sales
activities is a significant positip. The more effective the implementation of
supervisor control orientation on salespeople, the better the salesperson's
skill in sales activity. The influence of supervisory controlorientation on
salesperson expertise in sales activity is a significant positively. And the higher
the skills of a salesperson in sales activity, the better the application of
intelligent patterns of work done by the sales force. And the skills of
salespeople in sales activities have a significant positive effect on the
orientation of intelligent working patterns.
Keywords: Learning
Orientation, Control Supervisor Orientation, Salesman Skills in Sales Activity,
Smart Work Pattern and Salesperson Performance
Penulis: M. Roby Jatmiko
Kode Jurnal: jpmanajemendd170388
