Analisis Pengaruh Internal Relationships Terhadap Salesperson Performance dengan Coordination of Expertise Sebagai Variabel Intervening

David, David (2011) Analisis Pengaruh Internal Relationships Terhadap Salesperson Performance dengan Coordination of Expertise Sebagai Variabel Intervening. Undergraduate thesis, Universitas Internasional Batam.

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Abstract

The condition of the tight competition among the companies, a great salesperson can push company performance to a better stage. Thus, there are some way to know how to judge a great salesperson such like coordination of expertise. The coordination of expertise can influence by salesperson internal relationship, such as reputation, diversity, and strength .The purpose of this study was to determine whether there is influence between internal relationship to salesperson performance intervening by coordination of expertise. The population of this study is all salesperson in insurance industry. The sample of this study was manager which have 3 to 4 salesperson subordinate, which consists of Prudential Life Asurance company, Asuransi Jiwa Sinar Mas company, Commonwealth Life company, BNI Life Asurance company, Asuransi CIGNA company . The Sampling method used is purposive sampling technique nonprobabilitas. Data collection method used is survey method with interview techniques and questionnaires. Total questionnaires were 200 respondents. The statistical method used to test, and the research hypothesis is the multiple regression method. Results showed that reputation, diversity, strength of internal relationship have significant influence salesperson performance intervening by coordination of expertise. Keyword: Internal Relationship, coordination of expertise, salesperson performance.

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