| Summary: | The purpose of this study is to investigate the influence factors of
salesperson's daily activities, the competence level and motivation of
salespersons, and supporting from sales management team in establishing a
positive work culture towards sales force productivity. The study was conducted
by using a qualitative research approach with the method in depth interview.
Sampels taken as many as 10 people sales force from 6 branches in Surabaya
Pakuwon, Pandaan, Sidoarjo2, Cirebon, Surabaya Ngagel, and Tegal. Samples
were taken with a non-probability purposive sampling method with the above
criteria working tenure of 3 months, the productivity at least Rp. 100 million per
month.
Conclusions from the study of salespeople�s daily activities factors as
briefings, conduct effective direct selling techniques, and diligent in conducting
follow-up to prospect customer directly show a higher level of productivity.
Results of the salesperson�s ability level and motivation could be
concluded that the better the ability of the salesperson in terms of mastery of
products, expertise in selling, the ability to make credit simulation shows a higher
level of sales. Motivation factors also greatly affect to the success of the
salesperson.
Factors of support from the management team in the branch as direct
supervisor support, quality training and coaching, the quality of supervision,
management support, and teamwork with other working units in the branch are
the most important factors which affect productivity of salespersons. Factor of
competence level and motivation as well as salesperson�s daily activity can only
be formed when there is the ability of the sales management team in creating a
positive culture within the sales organization.
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