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Journal : IJBE (Integrated Journal of Business and Economics)

THE ROLE OF COURTEOUS SALES PRESENTATIONS IN INCREASING SALESFORCE PERFORMANCE Endang Rusdianti; Paulus Wardoyo; Sri Purwantini
Integrated Journal of Business and Economics (IJBE) Vol 5, No 1 (2021): Vol 5, No 1 (2021)
Publisher : Fakultas Ekonomi, Universitas Bangka Belitung

Show Abstract | Download Original | Original Source | Check in Google Scholar | Full PDF (1130.01 KB) | DOI: 10.33019/ijbe.v5i1.329

Abstract

AbstractThe purpose of the study to verify the research model, Adding to the variable the ability to make courteous sales presentations so that the results of this study can solve the research gap. This research unit is the Rural Bank, and the respondents are the sales force of the Rural Bank (BPR) in Semarang City with 72 people. This research used a purposive sampling technique. Data processing using SmartPls version 2.0. This study succeeded in proving the role of courteous sales presentations in improving the performance of salesforce. Practical implications -This study provides input on the importance of courteous sales presentation.
How Important Are Value-Based Selling And Courteous Selling Behavior In Improving Salesforce Performance? Paulus Wardoyo; Endang Rusdianti; Sri Purwantini
Integrated Journal of Business and Economics (IJBE) Vol 7, No 1 (2023): Integrated Journal of Business and Economics
Publisher : Fakultas Ekonomi, Universitas Bangka Belitung

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.33019/ijbe.v7i1.379

Abstract

This study aims to examine and analyze the role of value-based selling and courteous selling behavior in resolving the research gap between customer orientation and sales force performance. The population of this research is the salesforce at BPR Group Saudara in Central Java Province and DI Yogyakarta. The sampling technique used is purposive sampling, there are only 108 questionnaires that meet the requirements. The analysis technique uses structural equations, the solution is using SmartPLS version 3.2.9. The results show that one hypothesis is rejected, while the remaining five are accepted. In addition, the variable value-based selling and courteous selling behavior were not able to complete the research gap. However, value-based selling can mediate the influence of customer orientation on courteous behavior.