STUDI PENGELOLAAN AKTIVITAS TENAGA PENJUALAN SEBAGAI USAHA PENINGKATAN KINERJA TENAGA PENJUALAN

Abstract

The study aims to find the proper management of sales force activities
as an effort to improve the performance of salespeople. The proposed research
problem refers to the research gap of previous research. The formulation of the
problem in this research is how to improve the performance of sales force so that
sales performance can reach the target. Furthermore, to answer the problem
developed a modeling and five hypotheses have been formulated in this study.
The sampling technique used is the census method. The sample of this study
amounted to 109 respondents, where the respondents are the salespeople of PT.
Tempo Scan Pasific in Central Java and Yogyakarta. The data analysis tool
used is Structural Equation Modeling (SEM) in AMOS 4.01 program. The
results of this research data analysis show the model and research results can be
received well. And then the results of this study prove that the influence of sales
area design on the intensity of sales force activity is positive and significant.
The influence of work motivation of sales force to the intensity of sales force
activity is positive and significant. The effect of sales area design on
salesperson performance is positive and significant. The influence of the
motivation of the sales worker's performance on the performance of the sales
force is positive and significant. The effect of the intensity of salespeople activity
on salesperson performance is positive and significant.