THE ANTECEDENTS OF SALESFORCE PERFORMANCE
Abstract. Salesforce competence, sales management control, and sales territory design, are conceptualized as antecedents to salesforce performance. All of these variables, according to previous research, have a positive effect on the performance of salesforce. However, the phenomenon that occurs in the field is not in accordance with the previous research. Based on this, the researchers also added competitive intensity variables as a variable that moderate the influence of sales territory design on the salesforce performance. The population of this research is 35 respondents. The number of respondents taken in this study were all respondents or as many as 35 respondents. The method of data collection is done through questionnaire using likert scale. In this study data analysis using Partial Least Square (PLS). Based on the results of research and data analysis using SmartPLS show that Salesforce competence, sales management control, and sales territory design have positive effect on salesforce performance in the Indo Makmur company. Meanwhile, intensity of competition can have a negative impact on salesforce.
Keywords: Salesforce performance, competence, territory, control, competition.
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