ANALISIS YANG MEMPENGARUHI ADAPTIVE SELLING CAPABILITY DAN DAMPAKNYA TERHADAP KINERJA PENJUALAN PADA PERUSAHAAN FARMASI DI KOTA SEMARANG

Abstract

The purpose of this research is to test the influences of individual orientation value and salesman
competence on adaptive selling capability to increase sales performance. Using these variables,
the usage of these variables are able to solve the arising problem within pharmacy industry at
Semarang city.
The samples size of this research is 100 salesman pharmacy industry at Semarang city.
Using the Structural Equation Modeling (SEM). The results show that the individual orientation
value and salesman competence on adaptive selling capability to increase sales performance.
The effect of individual orientation value on adaptive selling capability are significant; The
effect of salesman competence on adaptive selling capability are significant; The effect of
individual orientation value on sales performance are significant; The effect of salesman
competence on sales performance are significant; and The effect of adaptive selling capability
on sales performance are significant;