Abstract
This study analyzes the orientation analysis of intelligent working patterns based on factors affecting salesperson expertise in sales activities and their impact on sales force performance. Sampling technique is purposive (purposive sampling) method. Respondents from this study amounted to 105 respondents, where respondents were the salespeople at Pharmaceutical Large Traders in Semarang. The data analysis tool used is Structural Equation Modeling (SEM) in AMOS 4.01 program. The results of this research data analysis show the model and research results can be received well. And then the results of this study proves that the influence of learning orientation on salesperson expertise in sales activities is a significant positip. The more effective the implementation of supervisor control orientation on salespeople, the better the salesperson's skill in sales activity. The influence of supervisory control orientation on salesperson expertise in sales activity is a significant positively. And the higher the skills of a salesperson in sales activity, the better the application of intelligent patterns of work done by the sales force. And the skills of salespeople in sales activities have a significant positive effect on the orientation of intelligent working patterns.
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