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Amri, Syaeful
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Journal : JURNAL SAINS PEMASARAN INDONESIA

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ANALISIS FAKTOR-FAKTOR YANG MEMPENGARUHI KINERJA TENAGA PENJUALAN STUDI PADA PT. NASMOCO JAWA TENGAH DAN DIY Amri, Syaeful
Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) Vol 13, No 3 (2014): Desember
Publisher : Master of Management Diponegoro University

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (890.395 KB) | DOI: 10.14710/jspi.v13i3.235-258

Abstract

The purpose of this research was to test the influences of of learning orientation, quality oftraining, sales force competence, smart working orientation toward sales force performanceto achieve sales targets. The usage of these variables was able to solve the arising problemwithin 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 testedusing Structural Equation Model (SEM). The sample of this research is 100 sales person inPT. Nasmoco Jawa Tengah and DIY.From the result of this analysis, Structural Equation Model has fulfilled criteria of GoodnessFit Index; X2 (chi square) 100,219, probability 0.109 (e”0.05), RMSEA 0.044 (d”0.08), GFI0.887 (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 forcecompetence strongness an positive influence, which is significant to sales force performanceand sales targets. The empirical result indicated that to increase sales targets of PT. NasmocoCentral 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 thefactors that effect high or low level of achieving sales targets.
KINERJA TENAGA PENJUALAN PT.NASMOO JAWA TENGAH DAN DIY Amri, Syaeful
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 (1692.001 KB) | DOI: 10.14710/jspi.v14i1.45-68

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. 7/›e osage o/ 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 pemon ir› PT. Nasmoco Jawa Tengah and DIY.From the result of this analysis, Structural Equation Model has fulfilled criteria of Goodness Fit Index; W (chi square) 100,219, probability 0. 109 (e”0.05), RMSEA 0.044 (d”0.08), GFI 0.887 (e”0.90), A GFI 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 fnrce competence, and sales force performance, because that is he factors that effect high or low level of achieving sales targets.
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