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Maria Augustine Graciafernandy
UNIVERSITAS SEMARANG
Religion Arts Humanities Computer Science & IT Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Education Engineering Environmental Science Health Professions Industrial & Manufacturing Engineering Languange, Linguistic, Communication & Media Law, Crime, Criminology & Criminal Justice Mathematics Social Sciences Other

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Journal : Adidaya : Jurnal Aplikasi Pendidikan dan Sosial Budaya

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PENGARUH PENJUALAN ADAPTIVE, KAPABILITAS RELASI, KETERAMPILAN MENJUAL TERHADAP KINERJA TENAGA PENJUALAN Putri Ardela, Febiana; Augustine Graciafernandy, Maria
ADIDAYA : Aplikasi Pendidikan dan Sosial Budaya Vol 1 No 1 (2024)
Publisher : Pengelola Jurnal Politeknik Negeri Ketapang

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.58466/adidaya.v1i1.1446

Abstract

This research aims to analyze the influence of adaptive selling, relationship capabilities, and selling skills on sales force performance in a business context. The quantitative method was used by distributing questionnaires to 100 respondents who were salespeople. Adaptive selling is measured by the level of sales force's ability to adjust sales strategies according to customer needs. Relationship capability is assessed based on the ability to build and maintain strong relationships with customers. Meanwhile, selling skills are measured through communication skills, building good relationships with customers. In this research, data collection was carried out using a Google Form questionnaire and data analysis using SPSS version 26 which included descriptive analysis, validity test, reliability test, classical assumption test, multiple regression analysis, significance test using the t test, f test, and R2 test. The results of this research show that adaptive selling (X1), relationship capability (X2), and selling skills (X3) influence sales force performance (Y).
Co-Authors Amaliyah, Erlina Dewi Endah Anita Fitriyani Augusty Tae Ferdinand Dewi Endah Amaliyah, Erlina DWI WIJAYANTI Eko Usriyono Helmi Yuhdana Haryanto Istiyawari, Laurene L. Buchori Lailatul Rofiah Luqman Buchori Masine Slahanti Masine Slahanti Moeljono Moeljono Novi Bella Safitri Novianto Noegroho Nufuz, Ananur Khayatun Pramesti, Anindita Nodia Pramestya, Olivia Sheva Putri Ardela, Febiana Rahmatun Nisa Almayani Ratnawati Ratnawati Rizkiana, Citra Rotua Simamora, Elisabeth Scorina Dwiantari Simamora, Elisabeth Rotua Slahanti, Masine Suhaji Suhaji Suryawardana, Edy Tantri Widiastuti Usriyono, Eko Vicky Immanuel, Vicky