EFFECT OF THE ROLE OF TEAM LEADER AND QUALITY OF MARKETING STRATEGY ON THE PERFORMANCE OF SALES BY SALES FORCE AS INTERVENING VARIABLE (CASE STUDY ON PT. NUSA SOLAR PROPRIETARY FUNDS)

Abstract

This study aims to determine the effect of the role of the team leader, the quality of marketing
strategies, sales force impacting PT. NUSA SURYA CIPTADANA (NSC) KUDUS. Where the
independent variable is the role of team leader and marketing strategies affect the quality of the sales
force as an intervening variable impact on sales performance as the dependent variable.
The population of the research is all employees working in the company PT. NUSA SOLAR
PROPRIETARY FUNDS (NSC Finance) KUDUS. Samples taken as many as 86 respondents using
census techniques. Data was collected using a survey method through questionnaires filled out by the
employee. Then the data were analyzed using multiple linear regression analysis. This analysis includes
the Test Validity, reliability testing, Classical Assumption Test, Multiple Linear Regression Analysis,
Testing Hypothesis Testing with f and t test, and analysis of the coefficient of determination (R2).
Based on the results obtained by regression equation Y1 = X1 + 8923 + 0428 + 0256 X2 and Y2 = e
+ 17 719 0396 Y. Based on statistical data analysis, indicators in this study are valid and are reliable
variables. In the classic assumption test, regression model multikoloniaritas free, does not occur
heteroskedastisitas, and normal distribution. Individually, the variables that have a greater influence is
variable role of team leader with a regression coefficient of 0428, followed by the variable quality of the
marketing strategy with a regression coefficient of 0.256 hypothesis testing using t test showed that both
independent variables studied proved to positively affect the dependent variable sales force. Then
through the F test showed that the independent variables feasible to test the dependent variable sales
performance. Then the next step is to calculate the level of significance between variables sales force
(Y1) on the performance of sales (Y2) by looking at the t value of unstandardized predicted value in this
study is seen that t calculate equal to 2,128> t table 1.27724 with a significance level of 0.001 <α = 0:05
and is positive (one Taile), then Ho is accepted and Ha refused. Figures Adjusted R Square regression
phase 1 of 0,282 indicates that the variable sales force can be explained by the variable quality of the
role of team leader and marketing strategies by 28.2%, while the remaining 72.8% is explained by other
variables outside the two variables used in the study this. While Adjusted R Square 2 Recourse stage of
0.082 indicates that the variable sales performance can be explained by variable sales force by 8.2%,
while the remaining 91.8% is explained by other variables outside variables used in this study.
Keywords: The role of the team leader, the quality of marketing strategies, sales force, sales