Impact of HR Development Programs on Sales Team Performance at PT Misi Depo Bangunan

Nurafifah Tri Surahman ()
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Nurafifah Tri Surahman: Hasanuddin University

A chapter in Proceedings of the 10th International Conference on Accounting, Management, and Economics (10th ICAME 2025), 2026, pp 2254-2261 from Springer

Abstract: Abstract This study aims to evaluate the influence of Human Resource (HR) development programs on the performance of the sales team and customer satisfaction at PT. Misi Depo Bangunan, a leading building materials retail company. Amidst intense industry competition and rising customer expectations, HR development programs have become a strategic investment to enhance the capabilities of the sales team. This research employs a mixed-methods approach, combining quantitative data analysis from 50 sales team members and 100 customers with qualitative data from in-depth interviews with a sales manager and several sales team representatives. Quantitative data were analyzed using multiple linear regression, while qualitative data were analyzed using thematic analysis. The results indicate that HR development programs focusing on three key areas product knowledge, negotiation skills, and customer centric service have a positive and significant influence (p

Keywords: HR Development; Sales Team Performance; Customer Satisfaction; Building Materials Retail; Sales Training (search for similar items in EconPapers)
Date: 2026
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Persistent link: https://EconPapers.repec.org/RePEc:spr:advbcp:978-94-6239-709-5_157

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DOI: 10.2991/978-94-6239-709-5_157

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