STUDI PENGELOLAAN AKTIVITAS TENAGA PENJUALAN SEBAGAI USAHA PENINGKATAN KINERJA TENAGA PENJUALAN
ABSTRACT: The study aims to
find the proper management of sales force activitiesas an effort to improve the
performance of salespeople. The proposed researchproblem refers to the research
gap of previous research. The formulation of theproblem in this research is how
to improve the performance of sales force so thatsales performance can reach
the target. Furthermore, to answer the problemdeveloped a modeling and five
hypotheses have been formulated in this study. The sampling technique used is
the census method. The sample of this study amounted to 109 respondents, where
the respondents are the salespeople of PT.Tempo Scan Pasific in Central Java
and Yogyakarta. The data analysis toolused is Structural Equation Modeling
(SEM) in AMOS 4.01 program. Theresults of this research data analysis show the
model and research results can bereceived well. And then the results of this
study prove that the influence of sales area design on the intensity of sales
force activity is positive and significant.The influence of work motivation of
sales force to the intensity of sales forceactivity is positive and
significant. The effect of sales area design onsalesperson performance is
positive and significant. The influence of themotivation of the sales worker's
performance on the performance of the salesforce is positive and significant.
The effect of the intensity of salespeople activityon salesperson performance
is positive and significant.
Keywords: Design of Sales
Region, Motivation of Sales Workers Performance, Intensity of Salesperson
Activity and Salesperson's Performance
Penulis: M. Roby Jatmiko
Kode Jurnal: jpmanajemendd170425
