Analysis of Improvement Strategies Towards “Agen Perisai” Personal Selling Performance in BPJS Ketenagakerjaan North Sumatra Region

DOI

10.2991/978-94-6463-234-7_59How to use a DOI?

Keywords

Interpersonal Skills; Salesmanship Skills; Technical Skills; Sales Performance; Personal Selling

Abstract

The number of workers registered as participants in BPJS Ketenagakerjaan only reached 42% of the working workforce (according to BPS Indonesia data for February 2020). This is a challenge for BPJS Ketenagakerjaan in achieving its strategic plan targets. One of the strategic steps of BPJS Ketenagakerjaan management is an effort to accelerate the expansion of BPJS Ketenagakerjaan’s participation with the establishment of the Penggerak Jaminan Sosial Indonesia (Agen Perisai). The purpose of this study is to formulate alternative policies to improve the personal selling performance of shield agents in the Northern Sumatra region, with the research objectives in the form of knowing the factors that affect the personal selling performance of the Shield Agent in the Northern Sumatra region and identifying strategic policy alternatives. The study is conducted to identify the effect of sales skills, namely: interpersonal skills, salesmanship skills, and technical skills, on the improved sales performance of “Agen Perisai” to sale product BPJS Ketenagakerjaan in the North Sumatra Region. The sampling uses random sampling. The respondent used here were the “Agen Perisai” from all branches still active until December 31, 2021, 123 “Agen Perisai”. The data was collected with a questionnaire. The data analysis techniques in this study use multiple linear regression analysis. The study identified that interpersonal skills, salesmanship skills, and technical skills have influences on the sales performance of “Agen Perisai”.

Copyright

© 2024 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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TY  - CONF
AU  - Dwita Ramadhini
AU  - Sukaria Sinulingga
AU  - Beby Karina
PY  - 2023
DA  - 2023/09/29
TI  - Analysis of Improvement Strategies Towards “Agen Perisai” Personal Selling Performance in BPJS Ketenagakerjaan North Sumatra Region
BT  - Proceedings of the 7th Global Conference on Business, Management, and Entrepreneurship (GCBME 2022)
PB  - Atlantis Press
SP  - 577
EP  - 583
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-234-7_59
DO  - 10.2991/978-94-6463-234-7_59
ID  - Ramadhini2023
ER  -