ANALISIS YANG MEMPENGARUHI ADAPTIVE SELLING CAPABILITY DAN DAMPAKNYA TERHADAP KINERJA PENJUALAN PADA PERUSAHAAN FARMASI DI KOTA SEMARANG

The purpose of this research is to test the influences of individual orientation value and salesman competence on adaptive selling capability to increase sales performance. Using these variables, the usage of these variables are able to solve the arising problem within pharmacy industry at Semarang city. The samples size of this research is 100 salesman pharmacy industry at Semarang city. Using the Structural Equation Modeling (SEM). The results show that the individual orientation value and salesman competence on adaptive selling capability to increase sales performance. The effect of individual orientation value on adaptive selling capability are significant; The effect of salesman competence on adaptive selling capability are significant; The effect of individual orientation value on sales performance are significant; The effect of salesman competence on sales performance are significant; and The effect of adaptive selling capability on sales performance are significant