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All Journal Jurnal Ekonomi Manajemen Sistem Informasi
Bryanna Jersey Wijaya
Ciputra Surabaya University, East Java, Indonesia
Economics, Econometrics & Finance

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The Relationship Between Product Knowledge and Salesperson Training Toward Salesperson Performance Mediated by Work Attitude in Real Estate Industry Bryanna Jersey Wijaya; Sonata Christian
Jurnal Ekonomi Manajemen Sistem Informasi Vol. 8 No. 1 (2026): Jurnal Ekonomi Manajemen Sistem Informasi (September-Oktober 2026)
Publisher : Dinasti Review

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.38035/jemsi.v8i1.9742

Abstract

This study aims to examine factors behind many property agents continuing to experience difficulties in achieving optimal sales performance in the real estate industry despite Indonesia’s macroeconomic growth. This study aims to analyze the effect of salesperson training and product knowledge on salesperson performance through work attitude in the real estate industry. This research employed a quantitative approach using primary data collected through questionnaires distributed to 194 property agents of Brighton Real Estate Surabaya. The data were analyzed using Structural Equation Modeling-Partial Least Squares (SEM-PLS) with SmartPLS 4 software. The results indicate that all seven hypotheses are accepted and significant. Salesperson training and product knowledge positively and significantly affect work attitude and salesperson performance. Work attitude positively and significantly affects salesperson performance and serves as a full mediating variable in the relationship between salesperson training, product knowledge, and salesperson performance. This study is expected to contribute to Brighton Real Estate’s future development, improve salesperson performance, and serve as a reference for future researchers. Therefore, this study takes the title “The Relationship between Product Knowledge and Salesperson Training toward Salesperson Performance mediated by Work Attitude in Real Estate Industry”.
Co-Authors Sonata Christian