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"Tesis ini menuangkan hasil penelitian penulis mengenai preferensi tenaga personal selling PT XYZ terhadap elemen kontes penjualan yang terdiri atas tujuan kontes, jumlah potensial pemenang, jenis hadiah, nilai hadiah, dan durasi kontes. Dengan uji statistik konjoin, diketahui bahwa urutan evaluasi elemen oleh tenaga personal selling PT XYZ secara berturut-turut adalah jumlah potensial pemenang, durasi kontes, nilai hadiah, jenis hadiah, dan terakhir tujuan kontes. Tenaga personal selling PT XYZ lebih menyukai kontes penjualan dimana tidak terdapat maksimum jumlah pemenang selama target tercapai, durasi kontes selama 6 bulan dibanding 3 bulan, hadiah kontes berupa uang dibanding barang elektronik, nilai hadiah lebih dari 1/3 hingga1/2 kali gaji bulanan dibanding 1/4 hinga 1/3 kali gaji bulanan, dan tujuan kontes penjualan berupa angka penjualan dan usaha yang ditunjukkan dibanding angka penjualan saja. Preferensi tersebut tidak sama dengan preferensi dari responden tenaga personal selling yang berasal dari perusahaan pasar industrial yang lainnya. Dengan uji cross tabulation dan uji chi square diketahui pula adanya hubungan antara jenis kelamin tenaga personal selling pasar industrial dengan pilihan elemen kontes jumlah potensial pemenang.

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This thesis focuses on research result done by writer about preference of personal selling force in PT XYZ on selling contest element which are contest goal, number of potential winner, type of reward, value of reward, and duration of contest. By means of conjoint analysis, it is known that personal selling force of PT XYZ evaluate elements in the following order: number of potential winner, duration of contest, value of reward, type of reward, and lastly, contest goal. PT XYZ?s personal selling force prefer selling contest where there are no limitation in number of potential winner as long as certain sales target is achieved, contest duration of 6 months compared to 3 months, money compared to electronic merchandise as type of reward, value of reward as much as more than 1/3 to 1/2 of monthly salary compare to those of 1/4 to 1/3 monthly salary, and contest goal in form of sales number and effort shown compared to those of sales number alone. Such preference is different from those of other company from industrial market. By means of cross tabulation, it is known that there are association between gender of personal seller and their preference toward number of potensial winner in a sales contest."

"Penelitian ini membahas pengaruh dan hubungan dari variabel personal selling terhadap kepuasan nasabah dan variabel sales promotion terhadap kepuasan nasabah. Penelitian ini adalah penelitian kuantitatif dengan desain penelitian eksploratif dan deskriptif. Responden penelitian ini berjumlah 170 orang dengan kriteria pernah berkomunikasi atau berhubungan dengan sales funding dan pernah bertransaksi di BNI Syariah minimal 3 tiga bulan terakhir. Model penelitian dengan dua hipotesis diuji dengan analisis regresi. Hasil penelitian menyatakan bahwa personal selling dan sales promotion berhubungan dengan kepuasan nasabah. Akan tetapi personal selling belum berpengaruh terhadap kepuasan nasabah sedankan sales promotion memiliki pengaruh terhadap kepuasan nasabah.

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This study discusses the influence and relationship of personal selling against customer satisfaction and sales promotion for customer satisfaction. This research is quantitave research with exploratory and descriptive research design. This survey respondents amounted to 170 peoples by communicate or relate to sales funding and had transaction in BNI Syariah at least 3 three months. The research model with two hypotheses were tested by regression analysis The study states that personal selling and sales promotion relating to customer satisfaction. However personal selling not affect the customer satisfaction while the sales promotion had an influence on customer satisfaction."

"Kinerja penjualan telah banyak dipelajari dalam literatur ekonomi dan bisnis, terutama terkait faktor-faktor yang berpengaruh terhadap peningkatan kinerja tenaga penjualan. Tujuan penelitian ini adalah untuk mengetahui apakah orientasi belajar, orientasi kinerja, dan orientasi pelanggan berpengaruh pada kinerja tenaga penjualan, dan apakah penjualan adaptif memediasi pengaruh tersebut. Penelitian ini dilakukan pada salah satu perusahaan yang bergerak di bidang barang yang bergerak cepat (fast moving consumer goods) di Indonesia. Pengumpulan data dilakukan dengan menyebarkan kuesioner kepada 200 tenaga penjualan yang sudah ditempatkan di perusahaan minimum 1 tahun. Data hasil kuesioner dianalisis dengan menggunakan metode Lisrel - Structural Equation Modelling. Hasil dari penelitian menunjukan bahwa orientasi kinerja memiliki pengaruh positif dan signifikan terhadap kinerja tenaga penjualan, dan penjualan adaptif memediasi secara signifikan hubungan antara orientasi kinerja dan orientasi pelanggan terhadap kinerja tenaga penjualan. Penelitian ini memberikan kontribusi bagi literatur kinerja penjualan dan dapat menjadi rujukan bagi perusahaan agar dalam sistem seleksi dan pengembangan tenaga penjualan memperhatikan faktor orientasi kinerja, orientasi pelanggan, dan penjualan adaptif.

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Sales performance has been widely studied in the economic and business literature, especially in relation to the factors that affect sales force performance improvement. The purpose of this study was to determine whether learning orientation, performance orientation, and customer orientation have an effect on sales force performance, and whether adaptive selling mediate these effects. This research was conducted at one of the companies engaged in fast moving consumer goods business in Indonesia. Data collection was done by distributing questionnaires to 200 sales force who have been placed in the company for minimum 1 year. The questionnaire results were analyzed using the Lisrel - Structural Equation Modeling method. The results of the study indicate that performance orientation has a positive and significant effect on sales force performance, and adaptive selling significantly mediate the relationship between performance orientation and customer orientation to sales force performance. This study contributes to the sales performance literature and could become a reference for companies so that in the sales force selection and development program, company need to pay attention to performance orientation, customer orientation, and adaptive selling ability."