ANALISIS FAKTOR – FAKTOR YANG MEMPENGARUHI KINERJA TENAGA PENJUALAN Studi pada PT. Nasmoco Jawa Tengah dan DIY

Abstract

The purpose of this research was to test the influences of of learning orientation, quality of training, sales force competence, smart working orientation toward sales force performance to achieve sales targets. The usage of these variables was able to solve the arising problem within PT. Nasmoco Central Java and DIY. The Research aims to analyze the influences of factors toward performance of sales force, based on the case, a theoretical model and 4 hypotheses are accomplished to be tested using Structural Equation Model (SEM). The sample of this research is 100 sales person in PT. Nasmoco Jawa Tengah and DIY. From the result of this analysis, Structural Equation Model has fulfilled criteria of Goodness Fit Index; X2 (chi square) 100,219, probability 0.109 (≥0.05), RMSEA 0.044 (≤0.08), GFI 0.887 (≥0.90), AGFI 0.838 (≥0.90), TLI 0.985 (≥0.95), CFI 0.988 (≥0.95). The result of the analysis showed that learning orientation, quality of training, and sales force competence strongness an positive influence, which is significant to sales force performance and sales targets. The empirical result indicated that to increase sales targets of PT. Nasmoco Central Java and DIY, management need to pay attention on factors learning orientation, quality of training, sales force competence, and sales force performance, because that is the factors that effect high or low level of achieving sales targets.