MODEL PENINGKATAN KINERJA TENAGA PENJUAL : ORIENTASI PELANGGAN, KOMPETENSI TEKNIK TENAGA PENJUAL DAN PERILAKU PENJUALAN ADAPTIF

Adaptive sales behavior that is supported by the competence of salespeople is a
variable built in order to bridge the influence between customer orientation on the performance
of salespeople. In this study 102 salespeople at PT. Pelabuhan Indonesia III, (Persero), serve as
a research population. The sampling technique used the census method or used the population
as the research sample. This is done looking at the population that is in accordance with the
minimum sample requirements in the use of SEM analysis tools (equitio modeling structure)
The result of this research proves that customer orientation influence to adaptive selling
behavior. the technical competence of salespeople influences adaptive sales behavior. Technical
competence of salespeople does not affect the performance of salespeople and behavioral
sales adaptive effect on the performance of salespeople

Keywords: customer orientation, technical competence of salespeople, adaptive sales
behavior and performance of salespeople