TA DIGITAL
Analisis kerja cerdas, kerja keras, dan umpan balik supervisi dalam meningkatkan kinerja penjualan (studi kasus pada agen PT Asuransi Jiwasraya (Persero) Semarang Timur Branch Office)
There are influencing factors in sales performance: ability and condition of sales people, market condition, organization’s capital, company organization’s condition beside some others. Thus, the company needs a sales strategic plan which focuses on the increase of sales performance. Sales ability and condition aspect are to be included there.
The purpose of the research was to know the influence of working smart, working hard and supervisory feedback on increasing of sales performance of PT. Asuransi Jiwasraya (Persero) Semarang Timur Branch Office. It was known that the independent variables were working smart, working hard and supervisory feedback, while the dependent variable was sales performance. The objects of the research were 40 samples of sales people of PT. Asuransi Jiwasraya (Persero) Semarang Timur Branch Office taken from the total of 72 sales force there. While the methods of analysis were multiple linier regressions, determination coefficient and hypothesis test by significance test. The result of the regression analysis showed that coefficient of Y = -1.885 + 0.446 X1 + 0.090 X2 + 0.387 X3. The determination coefficient showed that Adjusted R2 = 0.489. The hypothesis of partial result showed that working smart and supervisory feedback were significant for increasing sales performance, whereas working hard was not significant. While the simultaneous result concluded that there was the influence of working smart, working hard and supervisory feedback on the increase of sales performance.
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