Salesforce Control Systems as Direct Antecedents of Salesperson and Sales Unit Performance: A Literature Review

The Influence of Sales Training Quality, Sales Experience, and Smart Working on Salesman Performance

“…The theoretical implications of this study is that salesman performance is strongly influenced by smart working (Friebel et al, 2015;and Murshed, and Sangtani, 2015), sales experience (Williams, 2017, andWaheed et al, 2017) and sales training quality (Chung and Narayandas, 2017;Bennet et al, 2017 ;Williams, (2017);and Waheed et al, (2017) which result that smart working, sales experience, and sales training quality influence the salesman performance. The theoretical implications are presented in Table 9 below: …”

“…Chung and Narayandas, (2017) and Bennet et al (2017) explains the influence of quality sales training on sales performance Ural (2008) did not indicate the influence of quality sales training on salesperson performance.…”

“…The conclusion is that sales training can improve the knowledge and skills of a salesman, and lead to maximum sales force performance. Bennet et al (2017) show the effect of sales training quality on the salesman performance, so it can be drawn a hypothesis: H1: The better of the quality of sales training, results in better salesman performance.…”

“…Source : Friebel et al (2015); Murshed and Sangtani, (2015); Chung and Narayandas, (2017);Bennet et al (2017) ;Williams, (2017);and Waheed et al, (2017) The population determination for this study is restricted to Bank Jateng Semarang and branches which includes a total of 229 employees, does not include clerk, cleaning service, security, drivers and other employees who are not directly related to the sales of Bank Jateng consumptive loans.…”

“…therefore, the Department of Education and Training (Diklat Bank Jateng) has a very important role to produce a reliable salesman with a variety of work programs they have. Research results from Chung and Narayandas, (2017) and Bennet et al (2017) shows that there is an influence of the quality of sales training on salesperson performance.…”