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All Journal Jurnal Keuangan dan Perbankan Journal of Accounting and Management Innovation Jurnal Manajemen Indonesia SEEIJ (Social Economics and Ecology International Journal) Aptisi Transactions on Management Abdi Dosen : Jurnal Pengabdian Pada Masyarakat Journal of Accounting and Management Innovation Prosiding Konferensi Nasional PKM-CSR Proceeding National Conference Business, Management, and Accounting (NCBMA) Inkubis: Jurnal Ekonomi dan Bisnis Equivalent: Jurnal Ilmiah Sosial Teknik Proceeding of International Conference on Entrepreneurship (IConEnt) Fundamental and Applied Management Journal
Samuel, Sylvia
Fakultas Ekonomi Dan Bisnis, Universitas Pelita Harapan, Indonesia
Religion Agriculture, Biological Sciences & Forestry Humanities Computer Science & IT Control & Systems Engineering Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Electrical & Electronics Engineering Environmental Science Industrial & Manufacturing Engineering Law, Crime, Criminology & Criminal Justice Nursing Public Health Social Sciences Other

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Determinants of Salesperson Performance: Motivation, Training, Job Satisfaction, and Compensation at PT. ABC Dealers in Bogor and Depok Sudrajat Jonathans; Ardi Kho; Richard Andre Sunarjo; Sylvia Samuel
Equivalent: Jurnal Ilmiah Sosial Teknik Vol. 8 No. 1 (2026): Equivalent: Jurnal Ilmiah Sosial Teknik
Publisher : Politeknik Siber Cerdika Internasional

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.59261/jequi.v8i1.292

Abstract

Background: Employee performance is a key determinant of sales improvement and is significant in the automobile industry, as marketing/sales personnel directly interact with customers during the sales process. From 2020 to 2024, PT. ABC dealerships in Bogor had an achievement rate of only 49.2% to 92.8%, and Depok 50.5% to 85.6%, thus showing a performance gap and untapped potential in Bogor and Depok. Objective: This study aimed to analyze the effect of work motivation, job training, job satisfaction, and compensation on the performance of sales employees (salespersons) at PT. ABC automobile dealerships in the Bogor and Depok area. Methods: The research respondents were 288 sales employees from a total of 306 sales employees of PT. ABC outlets in the Bogor and Depok area. The study employed a quantitative research approach, with SEM-based analysis using AMOS as the data analysis technique. Results: The results show that career development, compensation, and job satisfaction respectively have a positive and significant effect on employee performance. Though, work motivation and job training do not affect employee performance. The model results suggested that career development (β=0.138, p=0.003), compensation (β=0.254, p=0.001), and job satisfaction (β=0.181, p=0.014) were significant predictors of work performance. Conclusion: Training has no impact on job satisfaction and performance, whereas career development and compensation enhance the job satisfaction and performance of employees. Motivation boosts satisfaction but does not lead to improved performance. These relationships are partially mediated by job satisfaction. PT. ABC needs to improve career paths, compensation transparency, and recognition systems.
Co-Authors Ardi Ardi Ardi Kho Arianto, Radityo Fajar Berlianto, Margaretha Pink Budiono, Sidik Chrestella, Valentcia Earlene Daniel Widjaja Diego Elwen Suryadi Gracia Shinta S. Ugut Hardi Basoeki Hendra Achmadi Hutabarat, Zoel Indah Fatmawati Irena, Jovita Isana Sri Christina Meranga Jovita Irena Lianna Wijaya Oscar Jayanagara Pauline H. Partyranie Tan Purba, John Tampil Richard Andre Sunarjo Salamatun Asakdiyah Sarfilianty Anggiani Simatupang, Apriani Song Yup Lee Sudrajat Jonathans Suryadi, Elwen Teguh Sriwidadi, Teguh Theo Rizaldy Siahaan Thomas Green Widjaja, Daniel Wijaya, Lianna Wuisan, Dewi Yohana F. Cahya Palupi Meilaini Yohana FCP Meilani Yohana Meilani Palupi Yokie Radnan Yorkie Radnan Kristiono Yovo, Vanessa