PENGARUH PENGALAMAN MENJUAL, KOMPETENSI MENJUAL DAN KUALITAS HUBUNGAN UNTUK MENINGKATKAN KINERJA TENAGA PENJUALAN (Studi Pada Tenaga Penjualan Smartphone Kota Semarang)
Abstract: This study aims to
analyze the influence of factors of salesperson’s performance of smartphone salesperson in Semarang.
Selling experience as independent variable and salesperson’s performance as
dependent variable. This research uses selling competence and quality of
relationship as intervening variables. Sample of this research is the
salespersons of smartphone who have been working in Semarang at least 2 months.
The sampling method in this research is purposive sampling. The analysis technique
used is Structural Equation Modeling –by using AMOS 22.0 analysis tool.
The results of this study show selling experience and selling competence
have positive and significant effects on quality of relationship, the selling
experience has a positive and significant effect on the selling competence,
selling experience and selling competence have positive and significant effects
on salesperson’s performance, and quality of relationship has a positive and
significant effect on salesperson’s performance.
Keywords: Selling Experience,
Selling Competence, Quality of Relationship, Salesperson’s Performance
Penulis: Ester Hilery
Simarmata, Mudiantono
Kode Jurnal: jpmanajemendd180445
