Developing customer orientation to enhancing salesperson performance
Published: 19 Jan 2018
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Research summary
This study aims to develop empirical model the relationship between salesperson training program on salesperson relationship competence and customer orientation, the relationship between customer orientations on salesperson’s performance. The sampling technique use purposive sampling with 158 salespersons on consumer goods in Central Java Indonesia. The data were gathered by interview and questionnaire combination given to respondents. The data were analyzed using SEM (Structural Equation Modelling). The finding of this study showed that salesperson training program has a positive effect on salesperson relationship competence. Salesperson training program has a positive effect on customers’ orientation. Salesperson relationship competence has a positive effect on customers’ orientation. Customers’ orientation has a positive effect on salesperson’s performance.
Article History
How to Cite
Nuryakin & Sugiyarti, G.. (2018). Developing customer orientation to enhancing salesperson performance. Journal of Business and Retail Management Research, Volume 12 Issue 2. https://doi.org/10.24052/JBRMR/V12IS02/DCOTESP
Citation Context
APA
Nuryakin & Sugiyarti, G.. (2018). Developing customer orientation to enhancing salesperson performance. Journal of Business and Retail Management Research, Volume 12 Issue 2. https://doi.org/10.24052/JBRMR/V12IS02/DCOTESP
MLA
Nuryakin, and Gita Sugiyarti. "Developing customer orientation to enhancing salesperson performance." Journal of Business and Retail Management Research, Volume 12 Issue 2, 2018. https://doi.org/10.24052/JBRMR/V12IS02/DCOTESP
Chicago
Nuryakin and Gita Sugiyarti. "Developing customer orientation to enhancing salesperson performance." Journal of Business and Retail Management Research Volume 12 Issue 2 (19 Jan 2018). https://doi.org/10.24052/JBRMR/V12IS02/DCOTESP
Harvard
Nuryakin & Sugiyarti, G. (2018) Developing customer orientation to enhancing salesperson performance. Journal of Business and Retail Management Research, Volume 12 Issue 2. https://doi.org/10.24052/JBRMR/V12IS02/DCOTESP
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