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Journal of Business & Retail Management Research
Vol-12, Issue 2, July 2018
ISSN 1751-8202 (Print) ISSN 2056-6271 (Online)
www.jbrmr.com

Developing customer orientation to enhancing salesperson performance
Nuryakin Management Department, Economics and Business Faculty Universitas Muhammadiyah Yogyakarta, Indonesia Gita Sugiyarti Management Department, Economics and Business Faculty Universitas 17 Agustus 1945 Semarang, Indonesia


KEY WORDS

Salesperson Training Program, Salesperson Relationship Competence, Customers’ Orientation, Salesperson’s Performance.

ABSTRACT

This study aims to develop empirical model the relationship between salesperson training program on salesperson relationship competence and customer orientation, the relationship between customer orientations on salesperson’s performance.  The sampling technique use purposive sampling with 158 salespersons on consumer goods in Central Java Indonesia. The data were gathered by interview and questionnaire combination given to respondents. The data were analyzed using SEM (Structural Equation Modelling). The finding of this study showed that salesperson training program has a positive effect on salesperson relationship competence. Salesperson training program has a positive effect on customers’ orientation. Salesperson relationship competence has a positive effect on customers’ orientation. Customers’ orientation has a positive effect on salesperson’s performance.

 

DOI: https://doi.org/10.24052/JBRMR/V12IS02/DCOTESP




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This work is licensed under a Creative Commons Attribution 3.0 unported (CC BY 3.0)

 
 
 
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