THE EFFECTS OF SALESPERSON TRAINING PROGRAM QUALITY ON SALESPERSON COMPETENCY AND MANAGEMENT OF THE DISTRIBUTION AREA TO INCREASE SALESPERSON PERFORMANCE (Differences Study on Distribution Pharmacy Company in Central Java, Indonesia)

HADIPRASETYA, Daud Christian and Ferdinand, Augusty Tae and Kusumawardhani, Amie (2017) THE EFFECTS OF SALESPERSON TRAINING PROGRAM QUALITY ON SALESPERSON COMPETENCY AND MANAGEMENT OF THE DISTRIBUTION AREA TO INCREASE SALESPERSON PERFORMANCE (Differences Study on Distribution Pharmacy Company in Central Java, Indonesia). Masters thesis, Diponegoro University.

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Abstract

A quality training program for sales persons will optimize sales persons’ performance through several variables, which are the competence of sales persons and the quality of distribution territory management. The problem of this research is how does the improvement of sales persons’ competence affecting the improvement of seller territory management quality is able to fill the gap between sales persons’ training program and sales persons’ performance. The samples were 166 respondents who are sales persons and have followed training program from various pharmaceutical distributor companies in Central Java. In addition, data was analyzed using the Structural Equation Modeling (SEM) of AMOS 23 program. To improving the performance of sales persons, their competence is significantly affected by sales persons training program, and the quality of distribution territory management is also significantly affected by sales persons' competence, while the performance of sales persons is significantly affected by the quality of distribution territory management. Meanwhile, the competence of sales persons provides neither major nor significant effect on the performance of sales persons.

Item Type:Thesis (Masters)
Subjects:H Social Sciences > HF Commerce
Divisions:School of Postgraduate (mixed) > Master Program in Management
ID Code:56104
Deposited By:Mr Endhar Priyo Utomo
Deposited On:14 Sep 2017 15:56
Last Modified:14 Sep 2017 15:56

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