PELATIHAN PENETAPAN TUJUAN UNTUK MENINGKATKAN SELLING EFFICACY PADA WIRANIAGA

• Main Authors: , Putu Eka Wijayanti, , Prof. Dr. Thomas Dicky Hastjarjo
• Format: Theses and Dissertations NonPeerReviewed
• Published: [Yogyakarta] : Universitas Gadjah Mada 2012
• Subjects: ETD
• Online Access: https://repository.ugm.ac.id/118502/; http://etd.ugm.ac.id/index.php?mod=penelitian_detail&sub=PenelitianDetail&act=view&typ=html&buku_id=58474
• Institution: Universitas Gadjah Mada

Self efficacy is one's belief in her ability to carry out specific tasks. Salespersons are required to have a selling efficacy that is like self belief to carry out sales activities. Salespersons are often not achieve the targets to be achieved each month, therefore the method needs to be able to set goals become clearer. Training using the SMART goal setting is a method of training that aimed to provide the knowledge to the sales force. Measurement of selling efficacy is done by providing self-efficacy scale has been adopted by researchers. This training aims to examine the effect of training SMART goal setting to improve the selling efficacy salesperson. The subjects were 22 people salesperson PT. XYZ Yogyakarta divided into experimental group and control group. The experimental group got preferential treatment in the form of training and a control group did not receive treatment. The results using the Mixed Anova Design suggests that training goal setting did not provide an increased in the salesperson selling efficacy (F = 0.691, p> 0.05).