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Analysis of factors that influence salesmen performance in automotive retail industry (case study: plaza toyota gading serpong)

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The rapid growth in Indonesian Automotive Industry brings the heat in competition among all the car companies. Toyota as one of the most wanted brand in Indonesia must compete hardly with the other brands. Generating more number of unit car sales is very important, therefore Plaza Toyota Gading Serpong as one of the biggest authorized dealer in Indonesia manages to use its marketing strategy as well as possible. Personal selling becomes the most significant activity in Toyota marketing strategy. It allows Toyota to obtain sales and maintaining the relationship to valuable customers. The success of personal selling is greatly influenced by the performance of the salesmen. The objective of this research is to analyze the factors that influence the salesmen performance in executing personal selling at Plaza Toyota Gading Serpong. The research was inspired and supported by the problem occurs in Plaza Toyota Gading Serpong. The uneffective performance of some salesmen in obtaining sales target has shown a tendency that there is an existence of factors that influence the performance of salesmen. By this situation the research has a finding shows that there is the strongest factor that influence the salesmen performance at Plaza Toyota Gading Serpong among three factors examined (personal characteristics, organization factors, and environmental factors). The respondents participated in this research is 65 respondents, that suits the number of total salesmen in Plaza Toyota Gading Serpong. The data collection method being used is questionnaires and exclusive interview with one of marketing coordinator at Plaza Toyota Gading Serpong. This thesis uses AMOS to analyze the correlation between two variables used. The other data analysis uses SPSS software to conduct the validity and reliability test and to examine the coefficient correlation between two variables. This research result shows that there are three factors influence the salesmen performance which are: personal characteristics, organization factors, and environment factors. The result also indicates there is the strongest factor thatrninfluence the salesmen performance in executing personal selling which is personal characteristics. The specific result has shown that the most influence indicator in personal characteristic is sales skills levels of the salesmen.

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Availability

B01535

(Rack Thesis)

Available

Detail Information

Series Title

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Call Number

1535

Publisher

: Swiss German University., 2014

Collation

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Language

English

ISBN/ISSN

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Classification

NONE

Content Type

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Media Type

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Carrier Type

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Edition

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Subject(s)

Personal selling
Salesmen performance
Personal characteristics
Organization factors
Environment factorsIBA

Specific Detail Info

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Statement of Responsibility

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