ANALISIS PENGARUH PENJUALAN ADAPTIF TERHADAP PENINGKATAN KINERJA TENAGA PENJUAL (Studi Pada PT. Oriflame)

Abstract

This research analyses variables such as learning orientation, sales force characteristic, and communication skill. That have positive influence on practice of adaptive selling on sales persons, and the effect on sales persons performance. The sampling technique used is sensus method. Sample used in this research are 108 responden, they are the salesperson of PT.Oriflame in Semarang. Then the data result of survey has analyzed by using of The Structural Equation Modelling technique (SEM) by AMOS 6,0 software is used to process the data. Model the research have fulfilled the criteria goodness of fit: Chi square (128,896), probability (0,131), RMSEA (0,038), CMIN/DF (1,151), TLI (0,972),GFI (0,833), AGFI (0,840) dan CFI (0,977). The result of analysis shows that learning orientation, sales force characteristic, and communication skill have a positive and significant influence of adaptive selling. Adaptive selling have positive and significant influence on sales persons performance. The conclusion from this research is that variable practice of adaptive selling proven to have a positive effect can improve the sales persons performance through improving learning orientation, sales force characteristic, and communication skill.