FEBRYANDOKO, FEBRYANDOKO (2021) PENGARUH KEPEMIMPINAN, KERJASAMA DAN PROSES BISNIS TERHADAP KINERJA ACCOUNT MANAGER DALAM PENJUALAN PRODUK VPN. S2 thesis, Universitas Mercu Buana Jakarta.
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Abstract
This research has a purpose to reveal and analyze the influence of leadership, teamwork and business processes on the AM performance in VPN sales targets. The great success of an account manager's performance cannot be separated from their leadership style until GM is applied to the Account manager (AM). An effective leadership style will change AM's attitudes and behavior when carrying out daily work activities. Besides, the appearance of strong teamwork among colleagues and simple business processes would improve the easiness in achieving the sales target of VPN products. The research method was included in a quantitative approach. The population was 85 employees in the Manufacturing Segment, Service Business Division. The sampling technique used saturated sampling, with a total sample of 85 AM employees. The research data was collected through distributing questionnaires. The quantitative data analysis method was a multiple linear regression method. The results indicated that 1) leadership partially has a significant affect on the account manager performance in selling the VPN products. 2) Teamwork partially has a significant affect on the account manager's performance in selling the VPN products. 3) Business process partially has a significant affect on the account manager performance in selling VPN products. 4) Leadership, teamwork, business processes simultaneously have a significant affect on the account manager's performance in selling VPN products. This research outcome shows that the most crucial and significant factor which affected the performance of the account manager in selling the VPN products was leadership, followed by business process variables and the last one was teamwork. Keywords : leadership, teamwork, business processes, performance, product sales. Penelitian ini bertujuan untuk mengetahui dan menganalisa pengaruh kepemimpinan, kerjasama dan proses bisnis kepada AM Terhadap pencapaian target penjualan VPN. Keberhasilan suatu kinerja account manager tidak terlepas dari gaya kepemimpinan manager hingga GM yang diterapkan kepada Account manager (AM). Gaya kepemimpinan yang efektif akan membawa perubahan pada sikap dan perilaku AM dalam menjalankan aktivitas pekerjaan sehari-hari. Ditambahkan lagi, adanya kerjasama yang kuat diantara sesama rekan dan proses bisnis yang sederhana akan menambah kemudahan didalam mencapai target penjualan produk VPN. Metode penelitian menggunakan pendekatan kuantitatif. Populasi sebanyak 85 karyawan di Segmen Manufaktur Divisi Bisnis Service. Teknik sampling yang digunakan sampling jenuh, dengan jumlah sampel sebanyak 85 orang AM. Data penelitian dikumpulkan melalui penyebaran kuesioner. Metode analisis data kuantitatif menggunakan metode regresi linear berganda. Hasil penelitian menunjukkan bahwa 1) Kepemimpinan secara parsial berpengaruh signifikan terhadap kinerja account manager dalam penjualan produk VPN. 2) Kerjasama secara parsial berpengaruh signifikan terhadap kinerja account manager dalam penjualan produk VPN. 3) Proses Bisnis secara parsial berpengaruh signifikan terhadap kinerja account manager dalam penjualan produk VPN. 4) Kepemimpinan, kerjasama, proses bisnis secara simultan berpengaruh signifikan terhadap kinerja account manager dalam penjualan produk VPN. Kesimpulan penelitian menunjukkan bahwa faktor yang paling kuat dan signifikan didalam mempengaruhi kinerja account manager dalam penjualan produk VPN adalah kepemimpinan, kemudian diikuti oleh variabel proses bisnis, dan terakhir variabel kerjasama. Kata kunci : kepemimpinan, kerjasama, proses bisnis, kinerja, penjualan produk
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