THE INFLUENCE OF SALES FORCE AUTOMATION AND SALES TRAINING ON MEDICAL REPRESENTATIVE PERFORMANCE TO IMPROVE SALES EFFECTIVENESS

Authors

  • Dwi Warni Wahyuningsih Management Study Program, Muhammadiyah University, Ponorogo, Indonesia

DOI:

https://doi.org/10.29040/ijebar.v2i04.617

Abstract

This research aims to analyze the influence of sales force automation and sales training on performance medical representative to increase the effectiveness of sales. The population of this research is a multinational pharmaceutical company employee work areas of Yogyakarta and Solo. Sample saturated samples were determined by the respondent, with the whole medical pharmaceutical multinational representative in Yogyakarta and Solo as much as 128 people. The data collection method is used with the kuisoner technique. Engineering analysis using model of causality. The results showed that the influence of the system: there is a sales force automation and sales training on performance medical representative; There is the influence of medical representative's performance against sales effectiveness; There is the influence of the system of sales force automation and sales training sales effectiveness against directly without going through the performance of medical representative in the multinational pharmaceutical companies. Keyword: Sales Force Automation, Sales Training, Performance, Effectiveness Of Sales

References

Adam, Rapp; Raj, Agnihotri; and Lukas, P., Forbes. 2008. “The Sales Force Techonology-Performance Chain: The Role of Adaptive Selling and Effortâ€. Journal of Personal Selling & Sales Management. Vol. 28, No.4, pp: 335-350.

Aguinis, Herman and Kraiger, Kurt. 2009. “Benefits of Training and Development for Individuals and Teams, Organizations and Societyâ€. The Annual Review of Psychology. 2009. No. 60, pp: 451-474.

Barber, J. 2004. Skill Upgrading within Informal Training: Lessons from the Indian

Auto Mechanic. Int.F.Train.Dev. 8:128-39

Cardinali, Silvio; Luca, Gian, Gregori dan Palanga, Paola. 2014. “SFA Adoption: Empirical Evidences from A Case Studyâ€. International Journal of Business and Social Research. Vol. 4, No. 6, pp: 123-136.

T. F. Efendi, “Pengembangan Website Smk Negeri 3 Sukoharjo,†Semin. Nas. Sist. Inf., vol. 1, no. 1, pp. 957–964, 2017.

Challagalla, Goutam, N., and Shervani, A., Tassaduq. 1996. “Dimension and Types of Supervisory Control: Effect on Salesperson Performance and Satisficationâ€. Journal of Marketing. Vol. 60, No.1, pp: 89-105.

Elly, Aprillia, K., and Mursid, Ali. 2015. “Pengaruh Pengawasan, Kepuasan pada Pimpinan, dan Komitmen Tenaga Penjual pada Kinerja Tenaga Penjualâ€. Jurnal EBBANK. Vol. 6, No. 1, pp: 19-32.

Honeycutt, Earl, D.; Jr., Thelen, Tanya; Thelen, Shawn T., dan Hodge, Sharon K. 2005. “Impediments to Sales Force Automationâ€. Industrial Marketing Management. Vol. 34, No. 4, pp: 313-322.

T. F. Efendi, “Pengembangan Website Smk Negeri 3 Sukoharjo,†Semin. Nas. Sist. Inf., vol. 1, no. 1, pp. 957–964, 2017.

Jayachandran, S., Sharma, S., Kaufman, P., and Raman, P. (2005). The Role of Relational Information Processes and Technology use in Customer Relationship Management. Journal of Marketing. Vol. 94, No. 4, pp: 177-192.

Kalalo, Rinny, E. 2013. Customer Relationship Management dan Kualitas Pelayanan Pengaruhnya terhadap Loyalitas Konsumen PT. Matahari Dept. Store, Manado. Jurnal EMBA. Vol. 1, No.4, pp: 1553-1561.

Kurniawan, D. (2009). “Penerapan Aplikasi CRM (Customer Relationship Management) Berbasis Web Dalam Bidang Jasaâ€. http://wiechan.blog.binusian.org/files/2009/06/penerapan-crm-basis-web- dalambidang-jasa1.doc. Diakses pada tanggal 06 Oktober 2016.

Michel, Jean, Moutot and Bascoul, Ganael. 2008. “Effects of Sales Automation use on Sales Force Activities and Customer Relationship Management Processesâ€. Journal of Personal Selling & Sales Management. Vol. 28, No. 2, pp: 167-184.

Onna, Anatasha, C.; Fauzi, Achmad., and Kumadji Srikandi. 2014. Penerapan Customer Relationship Management (CRM) Sebagai Upaya untuk Meningkatkan Loyalitas Pelanggan (Studi Kasus pada Bandung Sport Distro Malang). Jurnal Administrasi Bisnis (JAB). Vol. 15, No. 1, pp: 1-11.

Riduwan; Rusyana, Adun and Enas. 2011. Cara Mudah Belajar SPSS 17.0 dan Aplikasi Statistik Penelitian. Bandung: Alfabeta.

Ridwan, Muhammad; Fudholi, Achmad; and Prasetyo, Edy, Nugroho. 2012. Pengaruh Desain Organisasi, Gaya Kepemimpinan dan Iklim Kerja terhadap Kinerja Karyawan. Jurnal Manajemen dan Pelayanan Farmasi. Vol. 2, No. 3, pp: 171-177.

Rivai, Veithzal and Basri. 2005. Performance Appraisal: Sistem yang Tepat untuk Menilai Kinerja Pegawai dan Meningkatkan Daya Saing Perusahaan. Jakarta: PT. Raja Grafindo Persad.

Sabir, R. I; Rehman, A.; Bahadur, W.; Aziz, S., and Ejaz, K. 2013. “Impact of Sales Force Automation on Relationship Quality and Sales Force Performanceâ€. Journal of Basic and Applied Scientific Research. Vol. 3, No. 12, pp: 1-7.

Smith, Kirk; Eli, Jones and Edward, Blair. 2000. “Managing Sales Person Motivation in a Territory Realignmentâ€. Journal of Personal Selling & Sales Management. Vol. 20, No 4, pp: 215-226.

Theresia, Dorkas, T. 2006. Analisis Pengaruh Sistem Kontrol dan Sales Training terhadap Kinerja Tenaga Penjualan untuk Meningkatkan Efektivitas Penjualan (Studi Kasus Pada Bank ABN AMRO di Semarang). Tesis. Semarang: Universitas Diponegoro.

Downloads

Published

2019-01-30

How to Cite

Wahyuningsih, D. W. (2019). THE INFLUENCE OF SALES FORCE AUTOMATION AND SALES TRAINING ON MEDICAL REPRESENTATIVE PERFORMANCE TO IMPROVE SALES EFFECTIVENESS. International Journal of Economics, Business and Accounting Research (IJEBAR), 2(04). https://doi.org/10.29040/ijebar.v2i04.617

Issue

Vol. 2 No. 04 (2018): IJEBAR, VOL. 02 ISSUE 04, DECEMBER 2018

Section

Articles

Citation Check

License

Authors who publish with IJEBAR agree to the following terms: Authors retain copyright and grant the IJEBAR right of first publication with the work simultaneously licensed under a Creative Commons Attribution License (CC BY-SA 4.0) that allows others to share (copy and redistribute the material in any medium or format) and adapt (remix, transform, and build upon the material) the work for any purpose, even commercially with an acknowledgement of the work's authorship and initial publication in IJEBAR. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in IJEBAR. Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).