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ANALISIS FAKTOR-FAKTOR YANG MEMPENGARUHI KINERJA TENAGA PENJUALAN STUDI PADA PT. NASMOCO JAWA TENGAH DAN DIY

*Syaeful Amri  -  Magister Manajemen Universitas Diponegoro, Indonesia

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Abstract

The purpose of this research was to test the influences of of learning orientation, quality of
training, sales force competence, smart working orientation toward sales force performance
to achieve sales targets. The usage of these variables was able to solve the arising problem
within PT. Nasmoco Central Java and DIY.
The Research aims to analyze the influences of factors toward performance of sales force,
based on the case, a theoretical model and 4 hypotheses are accomplished to be tested
using Structural Equation Model (SEM). The sample of this research is 100 sales person in
PT. Nasmoco Jawa Tengah and DIY.
From the result of this analysis, Structural Equation Model has fulfilled criteria of Goodness
Fit Index; X2 (chi square) 100,219, probability 0.109 (e”0.05), RMSEA 0.044 (d”0.08), GFI
0.887 (e”0.90), AGFI 0.838 (e”0.90), TLI 0.985 (e”0.95), CFI 0.988 (e”0.95).
The result of the analysis showed that learning orientation, quality of training, and sales force
competence strongness an positive influence, which is significant to sales force performance
and sales targets. The empirical result indicated that to increase sales targets of PT. Nasmoco
Central Java and DIY, management need to pay attention on factors learning orientation,
quality of training, sales force competence, and sales force performance, because that is the
factors that effect high or low level of achieving sales targets.

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Keywords: learning orientation, quality of training, sales force competence, smart working orientation, and sales force performance I. PENDAHULUAN Perkembangan dan kemajuan teknologi yang semakin mengglobal membawa dampak pada

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