The Influence of Customer Orientation, Adaptive Selling, Service Orientation and Sales Aptitude to the Salesperson Performance at Pt. Andalas Berlian Motors Padang

Abstract

This research aims to determine and analyze the influence of customer orientation, adaptive selling, sevice orientation and sales aptitude to sales performance at PT. Andalas Berlian Motors Padang.This research is exploratory research with quantitative method. Sampling technique with census, so sample size of 156 salesperson. This research uses SEM-PLS with smartPLS 3 program. The results of this research showed that customer orientation have positive and significant effect to salesperson performance, adaptive selling have positive and significant effect to salesperson performance, service orientation have positive and significant effect to salesperson performance, and then sales aptitude have positive and significant effect to salesperson performance at PT. Andalas Berlian Motors Padang.

Keywords: Customer Orientation, Adaptive Selling, Service Orientation, Sales Aptitude and Salesperson Performance.