Working Smart, Working Hard, dan Kinerja: Studi Perilaku Distributor P.T. Foreverindo Insanabadi

HONGO, HANI F. (Adv.: Harsono, Dr., M.Sc.), Harsono, Dr., M.Sc.

2014 | Skripsi | S1 Management

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Personal selling is one of the marketing methods that - until today - still is widely used by most marketers. It is perhaps due to the ability of this communication vehicle that allows marketing messages to be adapted to the specific needs and beliefs of each customers.

To optimalize the benefit of this marketing method, the company should train its salespoples in becoming sensitive to the needs of the customers. A salespople should have a capability to practice adaptive selling, i.e., he alters his sales approaches based on the nature of the customers to whom he is selling.

The objective of this study is to analyze the influence of working smart and working hard behaviors toward salespople 's performance. Working smart is defined as behaviors directed toward developing knowledge about sales situations and utilizing this knowledge in sales situations. It is operationalized as the practice of adaptive selling. And working hard is defined as the overall amount of effort salespeoples devote to their work.

Distributors of P. T. Foreverindo Insanabadi - a multi level marketing company - were chosen as research subjects. Sample size was designed to include 160 respondents, using the combination of purposive sampling and simple random sampling.

Collecting datas was conducted by questionnaires, which were distributed to chosen sample's units. Of the 160 questionnaires distributed, 119, or 74.38%, were returned. Of the 119 responded, 101, or 63,13% were feasible to be analyzed.

The results showed that working smart had a significant positive correlation to performance. It was also found that working hard had not succeeded in showing significant correlation to performance. In additon, there was a significant negative correlation between the two work behaviors. It means that the increase degree of one behavior will decrease the other.

Kata Kunci : Kinerja Industri, Working Hard, Working smart