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All Journal El-Mal: Jurnal Kajian Ekonomi & Bisnis Islam Journal of Ekonomics, Finance, and Management Studies
Aji Hidayat
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Religion Agriculture, Biological Sciences & Forestry Civil Engineering, Building, Construction & Architecture Economics, Econometrics & Finance Industrial & Manufacturing Engineering Social Sciences

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Pengaruh Pengalaman dan Pelatihan Terhadap Kinerja Tenaga Penjualan dengan Penjualan Adaptif Sebagai Variabel Intervening: Studi pada BNI Cabang Kebumen Aji Hidayat; Irfan Helmy
El-Mal: Jurnal Kajian Ekonomi & Bisnis Islam Vol. 5 No. 9 (2024): El-Mal: Jurnal Kajian Ekonomi & Bisnis Islam
Publisher : Intitut Agama Islam Nasional Laa Roiba Bogor

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.47467/elmal.v5i9.4424

Abstract

This research aims to find out about experience and training on sales force performance with adaptive selling as an intervening variable. The exogenous variables in this research are experience and training, the mediating variable is adaptive selling, while the endogenous variable is sales force performance. The sampling technique in this research used a saturated sampling technique, namely all BNI Kebumen Branch sales personnel totaling 45 people. The data collection technique uses a questionnaire which is then analyzed using SEM using Smart PLS 4.0. The research results found that there is a direct influence of experience, training and adaptive selling on sales force performance. Experience and training have a direct influence on adaptive sales. Adaptive selling is able to mediate the influence of experience and training on sales force performance.
Pengaruh Pengalaman dan Pelatihan Terhadap Kinerja Tenaga Penjualan dengan Penjualan Adaptif Sebagai Variabel Intervening: Studi pada BNI Cabang Kebumen Aji Hidayat; Irfan Helmy
El-Mal: Jurnal Kajian Ekonomi & Bisnis Islam Vol. 5 No. 9 (2024): El-Mal: Jurnal Kajian Ekonomi & Bisnis Islam
Publisher : Intitut Agama Islam Nasional Laa Roiba Bogor

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.47467/elmal.v5i9.4424

Abstract

This research aims to find out about experience and training on sales force performance with adaptive selling as an intervening variable. The exogenous variables in this research are experience and training, the mediating variable is adaptive selling, while the endogenous variable is sales force performance. The sampling technique in this research used a saturated sampling technique, namely all BNI Kebumen Branch sales personnel totaling 45 people. The data collection technique uses a questionnaire which is then analyzed using SEM using Smart PLS 4.0. The research results found that there is a direct influence of experience, training and adaptive selling on sales force performance. Experience and training have a direct influence on adaptive sales. Adaptive selling is able to mediate the influence of experience and training on sales force performance.
Co-Authors Irfan Helmy