TAUFIQI, AHMAD RIEFQI (2016) ANALISIS KINERJA PENJUALAN DAN DAMPAKNYA TERHADAP KINERJA PEMASARAN (STUDI KASUS PADA BANK DANAMON SIMPAN PINJAM CLUSTER SURABAYA 2 ). Masters thesis, STIE PERBANAS SURABAYA.
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Abstract
The purpose of this research is to analyze the factors that affecting sales persons performance to increase marketing performance of Danamon Bank of Surabaya 2 Cluster. This research is categorized as causal quantitative research with dependent variables c onsisted of sales territory design quality, level of selling experience, the behavior of salespe rson , sales adjustment planning, and the role of supervisors; intervening variable consisted of one variable, namely the performance of the sales person , and th e dependent variable is the marketing performance . The data collection is conducted using questionnaires distributed to the sample s of the study consisted of 52 people of Acco unts Officer of the Bank Danamo n of Surabaya 2 Cluster per December 2015 , with th e working age between 6 - 12 months and more than 1 year. The data obtained were analyzed using Partial Least Square (PLS) to test the nine hypothesis proposed in this study. The findings show that the quality of sales territories design has significant posi tive effect on the effectiveness of the activities of th e sales person ; level selling experience has significant positive effect on the technical competence of the salesperson; engineering competencies of salesperson has significant positive effect on the effectiveness of the activities of the salesperson; engineering competencies of salespe rson has significant positive effect on the performance of the salesperson; the effectiveness of the activities of sales person has significant positive effect on the pe rformance of the salesper son; the behavior of salesperson has significant positive effect on the performance of the salesperson; planning and adjustment of the sales approach has significant positive effect on the performance of the salesperson; the role o f supervisor has significant positive effect on the performance of the salesperson; and the performance of the salesperson has signif i kan positive effect on the marketing perfo r mance . Keyword : Performance of sales persons , Marketing performance.
| Item Type: | Thesis (Masters) |
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| Subjects: | 600 - TECHNOLOGY > 650 - 659 MANAGEMENT & PUBLIC RELATIONS > 658 - GENERAL MANAGEMENT > 658.8 - MANAGEMENT OF MARKETING |
| Divisions: | Magister of Management |
| Depositing User: | Perpustakaan Universitas Hayam Wuruk Perbanas |
| Date Deposited: | 07 Sep 2017 04:49 |
| Last Modified: | 07 Sep 2017 04:49 |
| URI: | http://eprints.perbanas.ac.id/id/eprint/2971 |
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