DOI: 10.36347/sjebm.2018.v05i05.011

Pages: 422-429

The purpose of this research is to develop conceptual model of sales force performance. The specific targets of this study empirically examine the effect of presentation skills, questioning skills, adaptation skills to selling skills, and the influence of sales skills on salesperson performance. Sampling technique based on purposive sampling, the sample of 105 respondents. The data obtained in this study was obtained by interview. Data collection uses a combination of open questions and closed questions given to respondents. The collected data is then analyzed by using SEM (Structural Equation Modeling). The theoretical findings in this study are enriching the literature to create salesperson performance. While the managerial findings in this study are to develop and improve sales skills, where sales training is very important to improve sales success and establish good relationships with customers in the long run. The focus of training can be directed to elements of presentation skills, questioning skills, adaptation skills.