The impact of salespeople's work performance towards sales at YOTARIMAS

Destry, Phoby (2018) The impact of salespeople's work performance towards sales at YOTARIMAS. Bachelor thesis, Universitas Pelita Harapan.

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Abstract

Unilever is one of big companies in Indonesia that relies heavily on personal selling. Unilever itself extends their wing by cooperating with independent distributor like Yotarimas. The purpose of this research is to reveal the method to foster salespeople’s work performance in relation to the sales. In addition, this paper is extended to reveal how the salespeople’s work performance of Yotarimas on the sales. The data collection method used is interview the owner of Yotarimas, observation throughout company and data analysis from the primary data. From this research, writer concludes that Yotarimas is focusing on giving out reward in increasing work performance. There are three types of reward system; Coverage Incentive, Growth Incentive and Extra Incentive. The result if the correlation is 0,798192644 and the determination is 0,637111497. Furthermore, the result from the hypothesis test shows to reject the null hypothesis. The P-value is 0,018 in which smaller than the alpha value mean to accept the alternative hypothesis; there is an impact of salespeople’s work performance towards sales at Yotarimas.

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