PERILAKU PENJUALAN ADAPTIF PENGARUHNYA TERHADAP KINERJA TENAGA PENJUALAN

Dewinta Mustika Hidayanti, paulus Wardoyo, Endang Rusdianti

Abstract


Penelitian ini bertujuan untuk menganalisis dan membuktikan secara empiris pengaruh dari orientasi pelanggan dan kompetensi teknik tenaga penjual terhadap perilaku penjualan adaptif. Serta pengaruh dari kompetensi teknik tenaga penjual dan perilaku penjualan adaptif terhadap kinerja tenaga penjual.

Penelitian ini menggunakan sample sebanyak 102 orang , sedangkan teknk sampling yang digunakan adalah sensus. Hasil penelitian ini membuktikan kompetensi teknik tenaga penjual tidak berpengaruh terhadap kinerja tenaga penjual dan perilaku penjualan adaptif berpengaruh terhadap kinerja tenaga penjual

The purpose of studies to analyze and prove empirically the influence of customer orientation and the technical competence of salespeople on adaptive sales behaviors. As well as the influence of the salesperson's technical competence and adaptive sales behavior in the performance of salespeople.

This study used a sample of 102 people, while the sampling technique used was the census. The results of this study prove the competence of salespeople techniques do not affect the performance of salespeople and the sales behavior adaptive effect on the performance of salespeople.


Keywords


customer orientation;salesperson teknical competence; adaptive sales behavior; performance of salespeople

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DOI: http://dx.doi.org/10.26623/jreb.v10i3.881

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