The Role of Feedback-Seeking Behavior and Oriented Behavior Sales as a Predictor of the Relationship between Sales Capability and Performance Sales in the Company Motorcycles in Serang Raya

Juwita Juwita (), Bambang Dwi Suseno and Furtasan Ali Yusuf
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Juwita Juwita: Bina Bangsa University Master of Management Study Program
Bambang Dwi Suseno: Bina Bangsa University Master of Management Study Program
Furtasan Ali Yusuf: Bina Bangsa University Master of Management Study Program

A chapter in Proceedings of the 2nd International Conference on Management and Business (ICOMB 2023), 2024, pp 26-39 from Springer

Abstract: Abstract In motorbike companies in Serang Raya, this study looks at the relationship between feedback-seeking behavior and sales-oriented behavior as a predictor of the relationship between sales ability and sales performance. It also looks at this relationship as a necessary quality that a salesperson must possess or a mindset that must be developed in order for it to grow. The essential qualities that a salesperson continues to develop include behavior seeking customer feedback, sales-oriented behavior, and sales abilities to improve individual performance. The point is how to build good relationships with customers and make customers become permanent customers and comfortable transacting with salespeople. In this case, the author reduced the number of questionnaires distributed to 115, and 112 questionnaires were returned. Through convergent validity tests on 38 indicators for each variable, both exogenous, intervening, and endogenous variables. The inferential test results using SmartPLS were tested first using the PLS Algorithm module to test the validity and reliability of each indicator item. The researcher concluded the overall results based on inferential analysis using SmartPLS on the empirical research model. The outer model analysis results state that each variable's indicators show good validity and reliability test results. These results indicate that each latent variable hand can measure the latent variable well. Eight hypotheses were found to be acceptable in the meantime based on the findings of the hypothesis testing. 4 shows how the behavior variable seeking feedback affects employee performance significantly, how it positively affects sales-oriented behavior, how it significantly positively affects behavior seeking input on employee performance through sales ability, and how it positively affects sales-oriented behavior toward employee performance through sales. Power is significantly positive. Hypothesis, while the other four were rejected, including feedback-seeking behavior on sales ability, sales-oriented behavior on sales ability, sales ability on employee performance, and sales-oriented behavior on employee performance.

Keywords: Feedback Seeking Behavior; Sales Oriented Behavior; Sales Ability; Employee Performance (search for similar items in EconPapers)
Date: 2024
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DOI: 10.2991/978-94-6463-402-0_4

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