Afianto, Adhani Fiqriansyah (2023) Pengaruh Sistem Dan Karakteristik Tenaga Penjualan Terhadap Efektivitas Penjualan Di Pt. Prima Global Sukses. Masters thesis, Universitas Hayam Wuruk Perbanas Surabaya.
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Abstract
This study aims to examine and analyze the variables of the manager's control system, sales area design, selling experience, relationship quality, and selling competence directly affect sales force performance and effectiveness, and how salesperson performance variables affect sales effectiveness. Salesperson performance variable serves as a mediator in this study. The entire sales force of 50 people at PT Prima Global Sukses, a company located in the city of Makassar, was used as the research sample. The analysis technique used is the Structural Equation Model (SEM) and the analytical tool used is WarpPLS 7.0. The primary data of this research was collected through a questionnaire. The results of this study found that sales competence, relationship quality, control systems used by sales managers, and sales area design have a positive and significant effect on salesperson performance. Sales effectiveness is positively and significantly influenced by salesperson performance and selling competence. Sales territory design, selling competence, and relationship quality all influence sales effectiveness through salesperson performance.
| Item Type: | Thesis (Masters) |
|---|---|
| Subjects: | 600 - TECHNOLOGY > 650 - 659 MANAGEMENT & PUBLIC RELATIONS > 658 - GENERAL MANAGEMENT > 658.85 - PERSONAL SELLING |
| Divisions: | Magister of Management |
| Depositing User: | Perpustakaan Universitas Hayam Wuruk Perbanas |
| Date Deposited: | 24 Jan 2024 02:39 |
| Last Modified: | 24 Jan 2024 02:39 |
| URI: | http://eprints.perbanas.ac.id/id/eprint/11932 |
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