授权他人进行销售知识转换:提高销售业绩的策略

IJIBE International Journal of Islamic Business Ethics Pub Date : 2021-09-30 DOI:10.30659/ijibe.6.2.135-147

Ken Sudarti

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引用次数: 0

摘要

目的——本研究旨在检验在知识转化方面赋予他人权力在提高销售业绩方面的作用。授权他人进行知识转化是销售人员的精神，他们是销售团队的成员，要求并帮助同事愿意并能够进行最好的知识转化活动。设计/方法/方法� 这项研究在印度尼西亚使用了193名伊斯兰教法保险销售人员作为调查对象。使用回归模型对数据进行分析，并对经验模型进行检验。调查结果� 事实证明，在知识转化方面赋予他人权力可以提高印尼伊斯兰教法保险销售人员的销售业绩。创意/价值� 在知识转化方面赋予他人权力的概念是通过伊斯兰价值观的内化对成就需求理论和社会资本理论的批判性重建。通过授权他人进行知识转换，作为销售团队成员的销售人员将掌握最新的销售知识，以实现最佳业绩。

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EMPOWERING OTHERS IN SALESTEAM KNOWLEDGE CONVERSION: A STRATEGI TO BOOST SELLING PERFORMANCE

Purpose - This study aims to examine the role of empowering others on knowledge conversion in improving selling performance. Empowering others on knowledge conversion is the spirit of salesmen who are members of a sales team to ask and help colleagues to be willing and able to do the best knowledge conversion activities.Design/methodology/approach � This study used 193 sharia insurance salespeople as respondents in Indonesia. The regression model is used to analyze the data and test the empirical model.Findings � Empowering others on knowledge conversion has proven to improve the selling performance of sharia insurance salespeople in Indonesia.Originality/value � The concept of empowering others on knowledge conversion is a critical reconstruction of needs for achievement theory and social capital theory through the internalization of Islamic values. Through empowering others in doing knowledge conversion, salespeople who are members of the sales team will have updated sales knowledge to achieve the best performance.

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来源期刊

IJIBE International Journal of Islamic Business Ethics

自引率

0.00%

发文量

审稿时长

12 weeks