The impact of thought self-leadership (TSL) strategies to sales performance through the relationship of self-efficacy and selling skills: Evidence from PT. United Tractors Tbk.

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Sitinjak, Juarisman (2021) The impact of thought self-leadership (TSL) strategies to sales performance through the relationship of self-efficacy and selling skills: Evidence from PT. United Tractors Tbk. Undergraduate thesis, IPMI Business School.

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Abstract

The role salespeople in heavy equipment business are very important. Due to its business characteristic that operates in many remote areas throughout Indonesia, the salespeople must do their job in social and physical separation from the company for which they work. This should be addressed by the company and become one of the important concerns to encourage alternative habits with the purpose to build self-leading abilities in a complex situation. Moreover, the realities of modern sales environment require attention to other forms of leadership that may appear at the individual level. This study aims to measure thought self-leadership and its effectiveness through the relationship self-efficacy and selling skills at the individual level. The model was tested using survey data collected from 65 salespeople and a structural equation model was used to test the hypotheses. The results demonstrate the relationship between thought self-leadership and self-efficacy and the mediation mechanism of selling skills through which self-efficacy influence sales performance. By observing thought self-leadership in the sales context, this study could provide practical guideline for sales managers to leverage salespeople's thought self-leadership strategies to develop self-leading salesperson and optimize the cost being used to supervise salesperson.

Item Type: Thesis (Undergraduate)
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HJ Public Finance
Divisions: Thesis > Master of Business Administration
Depositing User: Dede Faujiah
Date Deposited: 27 Jan 2022 06:46
Last Modified: 27 Jan 2022 06:46
URI: http://repository.ipmi.ac.id/id/eprint/1379

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