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Supra Wimbarti
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Communication Skill in Selling and Salespersons' Self-efficacy in Insurance Business Dewi, Desak Nyoman Arista Retno; Wimbarti, Supra
ANIMA Indonesian Psychological Journal Vol 26 No 2 (2011): ANIMA Indonesian Psychological Journal (Vol. 26, No. 2, 2011)
Publisher : Faculty of Psychology, Universitas Surabaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.24123/aipj.v26i2.4208

Abstract

The purpose of this research was to measure salesperson’s self-efficacy and communication skills in selling process based on the communication training given. The subjects in this research were insurance salespersons who deal directly with consumers (financial advisor) in selling life insurance products. The research design was an experimental design with pretest-posttest control group, using communication training on one group (experimental group) and not in the other group (control group). The data collection conducted using interviews and questionnaires then processed using mixed ANOVA analysis. Based on the results (p < .05) it is revealed that there is a difference of self-efficacy between the experimental group (N = 22) and control group (N = 22) during pre-and post communication training (F = 9.910), where the increase of self-efficacy in the experimental group after post communication training is higher. Penelitian ini dilakukan untuk mengukur keyakinan diri wiraniaga terhadap kemampuan komunikasi yang dimilikinya dalam melakukan proses menjual. Subyek pada penelitian ini adalah wiraniaga asuransi yang berhadapan langsung dengan konsumen (financial advisor atau penasehat keuangan) dalam memasarkan produk asuransi jiwa. Penelitian ini merupakan penelitian eksperimen dengan rancangan pretest-posttest control group, dengan pemberian pelatihan komunikasi pada salah satu kelompok (kelompok eksperimen) dan tidak pada kelompok yang lain (kelompok kontrol). Pengambilan data dilakukan menggunakan wawancara dan kuesioner, dan hasil akan diolah menggunakan analisis anava campuran (mixed anova). Berdasarkan hasil olah data (p < ,05) diketahui bahwa terdapat perbedaan keyakinan diri antara kelompok eksperimen (N = 22) dan kelompok kontrol (N = 22) pada saat pra dan pasca pelatihan komunikasi (F = 9.910), dimana peningkatan keyakinan diri pada kelompok eksperimen pasca pelatihan komunikasi lebih tinggi.
Co-Authors Abraham Sabda Respati Adfadia Mera Afifah, Sabrina Puti Amira Mulika, Rifda Andaru Dahesihdewi Anugrahastuti, Bernadeta Yosefani Asniar Khumas Asniar Khumas, Asniar Atik Triratnawati Avin Fadilla Helmi Baringin Noach, Gian Bestari Nindya Suyanto Budi Mulyono Budi Mulyono Danu Mukti Dewi, Desak Nyoman Arista Retno Diffani Mufidah Edilburga Wulan Septandari Elsa Anggelina Endro Winarno Erni Agustina Setiowati Faizah, Niswatul Fani Eka Nurtjahjo Fikri Jatmiko, Nadief Fitri, Radhiatul Handini Hardianti Handy Aulia Zharfani Hanggoro, Debora Debby Hermahayu I Ketut Suada Ira Paramastri Iwan Dwiprahasto Iwan Dwiprahasto Jauza, Nabila Juliarni Siregar Khakim, Zulfikri L Dion Praditya Maria Goretti Adiyanti Metta Rahmadiana Mistety Oktaviana Muhadjir M Darwin Mukhlina, Nova Mukti, Danu Mustaghfirin Mustaghfirin Mustaghfirin Mustaghfirin Nabella, Abigail Naomi Vembriati Nita Handayani Pikoli, Amr Yazid Regiastri Regiastri Regiastri, Regiastri Resnia Novitasari Ria Lumintuarso Rita Susanti Riwu Kaho, Nadia Rosana Dewi Yunita Rosana Dewi Yunita Sabilla, Kamila El Sabrina, Nur Amalina Naada Saifuddin Azwar Salamun Abdul Rahman, Muchamad Satrio Budi Wibowo Savitri, Rizki Indriana Wulan Siregar, Juliarni Sitti Wahyuni Sitti Wahyuni Sri Koesrohmaniah Sri Kusrohmaniah, Sri Susanto, Nadila Apriola Suyanto, Bestari Nindya Syifa Fauziah Syifa Paramitha Divani, Prajna Th. Dicky Hastjarjo Th. Dicky Hastjarjo, Th. Dicky Thomas Ari Wicaksono Trubus Raharjo Viki Love Reformasianto Warsito Utomo Wibowo, Nurhida Rahmalia Wibowo, Nurhida Rahmalia Willy Kristianto Yappy Wiwik Handayani Wurgan Rahadian Yappy, Willy Kristianto Zahra, Novina Sabila Zharfani, Handy Aulia