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Hastuti, Yenny Widya
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ADAPTIVE SELLING CAPABILITY DAN KINERJA PENJUALAN PADA PERUSAHAAN FARMASI DI KOTA SEMARANG Hastuti, Yenny Widya
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 14, No 1 (2015): Mei
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (1300.752 KB) | DOI: 10.14710/jspi.v14i1.83-100

Abstract

Thepurpose of this research is to test the influences of individual orientation value and sa/esman competence on adaptive selling capability to increase sales performance. Using these variables, the usage of these variables are ab/e to solve the arising problem within phaanacy industry at Semarang city.The samples size of this research is 100 salesman pharmacy industry at Semarang cify. Using the Stmctural 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 indtvidual orientation value on sales performance are significant; Tne effect of salesman competence on sales performance are significant,’ and The effect of adap[ive selling capability on sales performance are significant; 
ANALISIS YANG MEMPENGARUHI ADAPTIVE SELLING CAPABILITY DAN DAMPAKNYA TERHADAP KINERJA PENJUALAN PADA PERUSAHAAN FARMASI DI KOTA SEMARANG Hastuti, Yenny Widya
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 13, No 1 (2014): Mei
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (440.399 KB) | DOI: 10.14710/jspi.v13i1.113-128

Abstract

The purpose of this research is to test the influences of individual orientation value and salesmancompetence 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 atSemarang 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 orientationvalue and salesman competence on adaptive selling capability to increase sales performance.The effect of individual orientation value on adaptive selling capability are significant; Theeffect of salesman competence on adaptive selling capability are significant; The effect ofindividual orientation value on sales performance are significant; The effect of salesmancompetence on sales performance are significant; and The effect of adaptive selling capabilityon sales performance are significant;
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