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All Journal Jurnal Manajemen Pemasaran dan Perilaku Konsumen
Sirait, Johanes Christanto Hasian
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Decision Sciences, Operations Research & Management

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Assessing Salesperson Performance through Selling Capability and Experience Sirait, Johanes Christanto Hasian; Ismail, Taufiq
Jurnal Manajemen Pemasaran dan Perilaku Konsumen Vol. 4 No. 3 (2025)
Publisher : Fakultas Ekonomi dan Bisnis Universitas Brawijaya

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.21776/jmppk.2025.04.3.07

Abstract

Purpose –  This study aims to examine the effects of adaptive selling capability, customer networking capability, and sales experience on salesperson performance.    Design/methodology/approach –  This study employs a quantitative research design using a census sampling technique. The sample consists of 73 salespersons from Project ABC at PT. XYZ. Primary data were collected through structured questionnaires and analyzed using IBM SPSS Statistics version 26.   Findings – The results indicate that adaptive selling capability, customer networking capability, and sales experience each have a positive and significant effect on salesperson performance. These findings suggest that higher adaptability in sales approaches, stronger customer relationship networks, and greater sales experience contribute to improved salesperson performance.   Originality/value – This study contributes to sales management literature by integrating adaptive selling capability, customer networking capability, and sales experience as determinants of salesperson performance in a B2B pharmaceutical context. The findings provide practical implications for companies in strengthening sales force effectiveness through capability development and experience enhancement.
Co-Authors Taufiq Ismail