PELATIHAN PENETAPAN TUJUAN UNTUK MENINGKATKAN SELLING EFFICACY PADA WIRANIAGA
Self efficacy is one's belief in her ability to carry out specific tasks. Salespersons are required to have a selling efficacy that is like self belief to carry out sales activities. Salespersons are often not achieve the targets to be achieved each month, therefore the method needs to be able...
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| Format: | Thesis |
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[Yogyakarta] : Universitas Gadjah Mada
2012
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| Summary: | Self efficacy is one's belief in her ability to carry out specific tasks. Salespersons are
required to have a selling efficacy that is like self belief to carry out sales activities.
Salespersons are often not achieve the targets to be achieved each month, therefore
the method needs to be able to set goals become clearer. Training using the SMART
goal setting is a method of training that aimed to provide the knowledge to the sales
force. Measurement of selling efficacy is done by providing self-efficacy scale has been
adopted by researchers. This training aims to examine the effect of training SMART
goal setting to improve the selling efficacy salesperson. The subjects were 22 people
salesperson PT. XYZ Yogyakarta divided into experimental group and control group.
The experimental group got preferential treatment in the form of training and a control
group did not receive treatment. The results using the Mixed Anova Design suggests
that training goal setting did not provide an increased in the salesperson selling
efficacy (F = 0.691, p> 0.05). |
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