HUBUNGAN ANTARA KETERAMPILAN PENJUALAN DAN KINERJA TENAGA PENJUAL DI PERUSAHAAN CAT INDONESIA

Jurnal Manajemen Industri dan Logistik

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Field Value
 
Title HUBUNGAN ANTARA KETERAMPILAN PENJUALAN DAN KINERJA TENAGA PENJUAL DI PERUSAHAAN CAT INDONESIA
 
Creator Kertocahyono (Universitas Prasetiya Mulya), Aria Eddy
Ginting (Universitas Prasetiya Mulya), Haryanto
Kurata (Universitas Prasetiya Mulya), Julius
Dermauli (Universitas Prasetiya Mulya), Risnawati
Sihaloho (Universitas Prasetiya Mulya), Sony Chandra
 
Subject
Salesmanship skill, Sales force performance, Paint manufacture company
 
Description AbstractThe phenomenon of the existence of a successful salesperson and does not indicate that the variables affect the salesperson's performance. The understanding is beneficial for the company to provide training focus. The purpose of this study is to test the influence of sales skills dimensions (interpersonal skill, salesmanship skill, marketing skill, company’s product knowledge and competitors’ product knowledge) on salesperson performance in a domestic paint company which has the potential to influence salesperson performance. The questionnaire was distributed to 57 Supervisors with samples amounting to 268 salespersons form 348 population. The method is linear regression analysis through SPSS Statistik 26th edition software. This analysis was conducted to test the influence of sales skills dimensions on salesperson performance. Based on the questionnaire, it is evident that salesmanship and interpersonal skills have a significant influence on salesperson performance. On the contrary, the remaining three dimensions were found to have no influence on salesperson performance.AbstrakFenomena adanya tenaga penjual yang sukses dan yang gagal menunjukkan bahwa terdapat variabel yang memengaruhi kinerja tenaga penjual. Pemahaman ini bermanfaat bagi perusahaan untuk memberikan fokus pelatihan. Penelitian ini ditujukan untuk menguji pengaruh dimensi keterampilan penjualan yakni: keterampilan interpersonal, keterampilan keahlian menjual, keterampilan pemasaran, kemampuan pengetahuan produk perusahaan dan kemampuan pengetahuan produk pesaing terhadap kinerja tenaga penjual di sebuah perusahaan cat nasional yang memiliki potensi untuk memengaruhi kinerja tenaga penjual. Kuesioner didistribusikan kepada 57 Supervisor dengan sampel sebanyak 268 orang dari populasi sejumlah 348 orang. Metode analisis regresi linier menggunakan perangkat lunak SPSS Statistik edisi 26, analisis ini untuk menguji atas pengaruh dimensi keterampilan terhadap kinerja dari tenaga penjual. Berdasarkan pengumpulan kuesioner terlihat bahwa keterampilan dalam penjualan dan keterampilan interpersonal secara signifikan memengaruhi kinerja tenaga penjual. Sementara itu, ketiga dimensi yang lain tidak berpengaruh terhadap kinerja tenaga penjual.
 
Publisher Politeknik APP Jakarta
 
Contributor
 
Date 2021-01-18
 
Type info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Peer-reviewed Article
 
Format application/pdf
 
Identifier https://jurnal.poltekapp.ac.id/index.php/JMIL/article/view/571
10.30988/jmil.v4i2.571
 
Source Jurnal Manajemen Industri dan Logistik; Vol 4, No 2 (2020): page 84 - 168; 84-101
2598-5795
2622-528X
10.30988/jmil.v4i2
 
Language eng
 
Relation https://jurnal.poltekapp.ac.id/index.php/JMIL/article/view/571/pdf
https://jurnal.poltekapp.ac.id/index.php/JMIL/article/downloadSuppFile/571/74
 
Coverage


 
Rights Copyright (c) 2020 Sony Chandra Sihaloho
https://creativecommons.org/licenses/by/4.0
 

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