Keahlian Penjualan, Perilaku Penjualan dan Kinerja Penjualan Salesforce PT Nasmoco Pemuda Semarang

Fitri Maulana; Andi Wijayanto

doi:10.14710/jab.v8i2.25966

DOI: https://doi.org/10.14710/jab.v8i2.25966

Keahlian Penjualan, Perilaku Penjualan dan Kinerja Penjualan Salesforce PT Nasmoco Pemuda Semarang

Fitri Maulana - Universitas Diponegoro, Indonesia

*Andi Wijayanto

- Universitas Diponegoro, Indonesia

Received: 17 Oct 2019; Revised: 12 Nov 2019; Accepted: 26 Nov 2019; Available online: 28 Nov 2019; Published: 28 Nov 2019.

BibTex Citation Data :

@article{JAB25966,
    author = {Fitri Maulana and Andi Wijayanto},
    title = {Keahlian Penjualan, Perilaku Penjualan dan Kinerja Penjualan Salesforce PT Nasmoco Pemuda Semarang},
    journal = {Jurnal Administrasi Bisnis},
  volume = {8},
    number = {2},
    year = {2019},
    keywords = {Sales Skills; Sales Behavior; Sales Performance},
    abstract = {  This study aims to determine the effect of sales skills and sales behavior on sales performance. The population in this study was 32 sales  forces   of PT. Nasmoco Pemuda Semarang. The data used in this study are primary data obtained using questionnaires, interviews and observations. Data analysis using linear regression. The results of the study indicate that sales skills has a positive and significant effect on the sales performance. The sales behavior has a positive and significant effect on the sales performance. Simultaneously, the sales skills and sales behavior have a positive and significant effect on the sales performance. To improve sales performance, salespeople are expected to further increase their sales behavior because it is a more dominant variable. To increase sales behavior, salespeople are expected to be more responsive to listen to what prospective buyers say, not be proactive.   Penelitian ini bertujuan untuk mengetahui pengaruh keahlian penjualan dan perilaku penjualan terhadap kinerja penjualan. Populasi dalam penelitian ini sebanyak 32 tenaga penjual PT. Nasmoco Pemuda Semarang. Data yang digunakan dalam penelitian ini adalah data primer yang di peroleh menggunakan kuesioner, wawancara dan observasi. Analisis data menggunakan regresi linier. Hasil penelitian menunjukkan bahwa keahlian penjualan berpengaruh positif dan signifikan terhadap kinerja penjualan. Perilaku penjualan berpengaruh positif dan signifikan terhadap kinerja penjualan. Secara simultan, keahlian penjualan dan perilaku penjualan bersama-sama memiliki pengaruh yang positif dan signifikan terhadap kinerja penjualan. Sebaiknya dalam meningkatkan kinerja penjualan seharusnya tenaga penjual lebih meningkatkan lagi perilaku penjualannya karena merupakan variabel yang lebih dominan pengaruhnya. Untuk meningkatkan perilaku penjualan diharapkan tenaga penjual agar lebih responsif mendengarkan apa yang dikatakan calon pembeli, tidak bersikap proaktif. },
   issn = {2548-4923},   pages = {121--130}  doi = {10.14710/jab.v8i2.25966},
    url = {https://ejournal.undip.ac.id/index.php/janis/article/view/25966}
}

Citation Format:

Abstract

This study aims to determine the effect of sales skills and sales behavior on sales performance. The population in this study was 32 salesforces of PT. Nasmoco Pemuda Semarang. The data used in this study are primary data obtained using questionnaires, interviews and observations. Data analysis using linear regression. The results of the study indicate that sales skills has a positive and significant effect on the sales performance. The sales behavior has a positive and significant effect on the sales performance. Simultaneously, the sales skills and sales behavior have a positive and significant effect on the sales performance. To improve sales performance, salespeople are expected to further increase their sales behavior because it is a more dominant variable. To increase sales behavior, salespeople are expected to be more responsive to listen to what prospective buyers say, not be proactive.

Penelitian ini bertujuan untuk mengetahui pengaruh keahlian penjualan dan perilaku penjualan terhadap kinerja penjualan. Populasi dalam penelitian ini sebanyak 32 tenaga penjual PT. Nasmoco Pemuda Semarang. Data yang digunakan dalam penelitian ini adalah data primer yang di peroleh menggunakan kuesioner, wawancara dan observasi. Analisis data menggunakan regresi linier. Hasil penelitian menunjukkan bahwa keahlian penjualan berpengaruh positif dan signifikan terhadap kinerja penjualan. Perilaku penjualan berpengaruh positif dan signifikan terhadap kinerja penjualan. Secara simultan, keahlian penjualan dan perilaku penjualan bersama-sama memiliki pengaruh yang positif dan signifikan terhadap kinerja penjualan. Sebaiknya dalam meningkatkan kinerja penjualan seharusnya tenaga penjual lebih meningkatkan lagi perilaku penjualannya karena merupakan variabel yang lebih dominan pengaruhnya. Untuk meningkatkan perilaku penjualan diharapkan tenaga penjual agar lebih responsif mendengarkan apa yang dikatakan calon pembeli, tidak bersikap proaktif.

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Keywords: Sales Skills; Sales Behavior; Sales Performance

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