Determinant Analysis of Salesperson's Performance  at PT. Prima Zirang Utama Semarang

Widiartanto Widiartanto; Wahyu Hidayat

doi:10.14710/jab.v9i2.32851

DOI: https://doi.org/10.14710/jab.v9i2.32851

Determinant Analysis of Salesperson's Performance at PT. Prima Zirang Utama Semarang

*Widiartanto Widiartanto

- Universitas Diponegoro, Indonesia

Wahyu Hidayat - Universitas Diponegoro, Indonesia

Received: 13 Sep 2020; Revised: 20 Sep 2020; Accepted: 20 Sep 2020; Available online: 30 Sep 2020; Published: 30 Sep 2020.

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Abstract

The purpose of this research is to test empirically the effect of salesperson behavior, sales activity planning, and performance orientation on salesperson performance at PT. Prima Zirang Utama Semarang. The research method used is the survey method, namely research that takes a sample from a population and uses a questionnaire as the main data collection tool. The type of research used is explanatory research. The samples studied were all salespeople at PT. Prima Zirang Utama Semarang, totaling 36 people. The result of this research is that there is a positive and significant influence between the salesperson's behavior, sales activity planning, and performance orientation on the salesperson's performance. This can be seen from the significant value in the ANOVA recapitulation of 0.026 indicating a value smaller than 0.05. This means that the regression model is feasible to predict the effect of salesperson behavior variables, sales activity planning, and performance orientation on salesperson performance variables.

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Keywords: salesperson behavior; sales activity planning; performance orientation; salesperson performance

Funding: Department of Business Administration, Faculty of Social and Political Sciences, Diponegoro University, Jl. Prof. H. Soedarto SH Tembalang, Semarang, 1269, Indonesia

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In Vol 9, No 2 (2020)

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