How does a salesperson improve their performance? The importance role of customer smart response capability

IF 1.1 Q4 BUSINESS

Gadjah Mada international journal of business Pub Date : 2019-08-26 DOI:10.22146/gamaijb.35263

D. Aqmala, Elia Ardyan

引用次数: 9

Abstract

Salesperson is a part of a company who will always meet their customers. Salesperson should have the capability to respond to customers. This research aims at proving the importance of customer smart response capability in insurance industry in Indonesia. The respondents in this research are 317 salespersons in insurance industry. This research uses structural equation modeling to process its data. The results of this research show the importance of customer smart response capability in insurance industry. This customer smart response capability can improve salesperson performance. Additionally, customer smart response capability can mediate the influence of customer sensing on the salesperson performance and can mediate the influence of sales training effectiveness on salesperson performance. This research also has some contribution, both to knowledge and managerial contributions.

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销售人员如何提高业绩?客户智能响应能力的重要作用

销售人员是公司的一部分，他总是与客户见面。销售人员应具备对客户作出回应的能力。本研究旨在证明客户智能响应能力在印尼保险业中的重要性。本研究的调查对象是保险业的317名销售人员。本研究使用结构方程建模来处理其数据。研究结果表明了客户智能反应能力在保险业中的重要性。这种客户智能响应能力可以提高销售人员的绩效。此外，客户智能反应能力可以中介客户感知对销售人员绩效的影响，并可以中介销售培训有效性对销售人员业绩的影响。这项研究也对知识和管理做出了一些贡献。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Gadjah Mada international journal of business BUSINESS-

CiteScore

2.00

自引率

14.30%

发文量

审稿时长

40 weeks

期刊介绍： An objective of the Gadjah Mada International Journal of Business (GamaIJB) is to promote the wide dissemination of the results of systematic scholarly inquiries into the broad field of business research. The GamaIJB is intended to be the journal for publishing articles reporting the results of research on business. The GamaIJB invites manuscripts in the areas: Marketing Management, Finance Management, Strategic Management, Operation Management, Human Resource Management, E-business, Knowledge Management, Management Accounting, Management Control System, Management Information System, International Business, Business Economics, Business Ethics and Sustainable, and Entrepreneurship.