ANALISIS PENGARUH ORIENTASI PEMBELAJARAN TERHADAP KINERJA TENAGA PENJUAL MELALUI KERJA CERDAS, KEMAMPUAN JUAL, DAN PENJUALAN ADAPTIF SEBAGAI VARIABEL INTERVENING (Studi Kasus Tenaga Penjual Sepeda Motor Jepang di Magelang)
Abstract: Salesperson is one
of the important elements that contribute greatly to the company's profits. In
addition, the salesperson is a party that deals directly with consumers so that
it can influence the purchase decision. Therefore it is often referred to as
the spearhead of the company. The high or low performance of salespeople is
caused by various factors. One of the things that affect is the orientation of
learning from self-salespeople. This study aims to analyze the effect of
learning orientation on the performance of salespeople. Smart work, selling
skills, and adaptive sales are used as intervening variables. The object of
this research is the salespeople from Japanese motorcycles in Magelang. The
sampling technique is purposive sampling, where the sample used is the salesman
from the Japanese motorcycle that has been working for at least 6 months.
Analytical technique using Structural Equation Model (SEM) - AMOS. Overall the
results of this study showed that the orientation of learning has a positive
effect on smart working, selling ability, and adaptive selling, smart working
has a positive effect on the salesperson's performance, adaptive selling have a
positive effect on salesperson performance, and selling ability negatively and
insignificant to performance of salespeople.
Keywords: ORIENTASI
PEMBELAJARAN, KERJA CERDAS, KEMAMPUAN JUAL, PENJUALAN ADAPTIF, KINERJA TENAGA
PENJUAL
Penulis: Randy Mahendra Putra,
Mudiantono
Kode Jurnal: jpmanajemendd180447
