PENGARUH CUSTOMER ORIENTATION, ADAPTIVE SELLING, SERVICE ORIENTATION DAN SALES APTITUDE TERHADAP SALESPERSON PERFORMANCE PADA PT. ANDALAS BERLIAN MOTORS DI KOTA PADANG

ABSTRAK Penelitian ini bertujuan untuk mengetahui dan menganalisis pengaruh customer orientation, adaptive selling, sevice orientation dan sales aptitude terhadap salesperson performance pada PT. Andalas Berlian Motors dikota Padang. Penelitian ini merupakan penelitian exploratory dengan metode kuantitatif. Teknik pengambilan sampel dilakukan dengan metode sensus, dengan jumlah sampel 156 tenaga penjual. Penelitian ini menggunakan Partial Least Squares- Structural Equations Modeling (PLS-SEM) dengan program smartPLS 3. Hasil penelitian ini menunjukkan bahwa 1) Customer orientation berpengaruh positif dan signifikan terhadap salesperson performance pada PT. Andalas Berlian Motors dikota Padang, 2) Adaptive selling berpengaruh positif dan signifikan terhadap salesperson performance pada PT. Andalas Berlian Motors dikota Padang, 3) Service orientation berpengaruh positif dan signifikan terhadap salesperson performance pada PT. Andalas Berlian Motors dikota Padang, dan 4) Sales aptitude berpengaruh positif dan signifikan terhadap salesperson performance pada PT. Andalas Berlian Motors dikota Padang. Kata Kunci: Customer Orientation, Adaptive Selling, Service Orientation, Sales aptitude dan Salesperson Performance. Analysis of Effect of Customer Orientation, Adaptive Selling, Service Orientation and Sales Aptitude to Salesperson Performance at PT. Andalas Berlian Motors Padang Gita Windi Lestari and Syafrizal Magister Management, Andalas University 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 method, 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