Studi Tentang Kerja Cerdas dan Kerja Keras Tenaga Penjualan pada PT Prudential Life Assurance Kantor HD Ananda

Agency Semarang
Rustono Staf Pengajar Jurusan Administrasi Niaga Politeknik Negeri Semarang Abstract: Salesperson is one factor that has a very important role in supporting a company's success. This study was conducted to examine variables of working smart, working hard, selling experience, and attitude of competition, the performance of the sales force to develop a research model and the four hypotheses proposed in this study. The sampling technique in this study using purposive sampling method is based on certain characteristics of the sample selection in this case the sales rep who has worked more than 1 (one) year. The number of samples in this study were 149 respondents that salespeople HD Prudential Life Insurance Company Ananda Agency Semarang. Data analysis techniques using the Structural Equation Modeling (SEM) of 16.0 AMOS software package in the model and assessment of hypotheses. The analysis results of Structural Equation Modeling (SEM) to study models of causality between the variables that affect and are affected variables smart work, hard work, experience of selling, the attitude of competition, and sales force performance meeting the criteria of the Goodness of Fit chi square = 107.041; probability = 0.053; GFI = 0.918; AGFI = 0.884; TLI = 0.979; CFI = 0.980; RMSEA = 0.042; Cmin/DF = 1.259 Based on the analysis of data, can be concluded that the model can be well received and further results of this study provide implications of the theory that the experience of selling to the smart work is positive and significant (H1). Attitude towards hard work of competition is positive and significant (H2). Smart work on the performance of the sales force is positive and significant (H3) and the hard work on the performance of the sales force is positive and significant (H4). Managerial implications and research agenda for future research are also discussed in this study. Keywords: Working Smart, Working Hard, Selling Experiences, Attitudes of Competition, and Sales Performance.

RagamJurnalPengembanganHumanioraVol.12No.2,Agustus2012

110