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How does a salesperson improve their performance? The importance role of customer smart response capability
Gadjah Mada International Journal of Business Pub Date : 2019-08-26 , DOI: 10.22146/gamaijb.35263
Diana Aqmala , Elia Ardyan

A salesperson is the part of a company who will always meet its customers. A salesperson should have the capability of responding to the customers. This research aims at examining the importance of the salesperson’s customer smart response capability for the insurance industry in Indonesia. The respondents in this research are 317 salespeople who work in the insurance industry. This research uses structural equation modeling to process its data. The results of this research show the importance of the customer smart response capability in the insurance industry. This customer smart response capability can improve a salesperson’s performance. Additionally, the customer smart response capability mediates the influence of customer sensing on the salesperson’s performance and mediates the influence of sales training’s effectiveness on the salesperson’s performance.

中文翻译:

销售员如何提高绩效?客户智能响应能力的重要作用

销售人员是公司的一部分,将始终与客户见面。销售人员应具有回应客户的能力。这项研究旨在检验销售人员的客户智能响应能力对印度尼西亚保险业的重要性。该研究的被调查者是317个从事保险业的销售人员。本研究使用结构方程建模来处理其数据。这项研究的结果表明了客户智能响应能力在保险行业中的重要性。这种客户智能响应能力可以提高销售人员的绩效。另外,
更新日期:2019-08-26
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