Meningkatkan Kinerja Penjualan Melalui Optimisime: Kajian tentang Pelatihan Optimisme terhadap Kinerja Penjualan di Perusahaan Fashion Muslim
Abstract
Abstrak: Penelitian ini bertujuan untuk mengetahui perbedaan sales performance sebelum dan setelah pelatihan optimisme pada karyawan penjualan di PT. “X” Bandung. Jumlah partisipan penelitan sebanyak 11 orang. Desain yang digunakan adalah Single Group Pretest-Posttest Studies dengan analisis data menggunakan uji Wilcoxon sign rank. Alat ukur yang digunakan adalah skala Sales performance yang disusun berdasarkan teori Babakus dkk. (1996). Pelatihan optimisme disusun berdasarkan teori Seligman (1990). Hasil penelitian menunjukkan adanya perbedaan sales performance, baik secara keseluruhan maupun per dimensi, antara sebelum dan setelah pelatihan optimisme dengan nilai signifikansi sebesar 0,003 (p < 0,05). Perbedaan tersebut mengarah pada peningkatan skor sales performance pada masing-masing responden setelah diberikan pelatihan, sehingga dapat dikatakan pelatihan optimisme dapat meningkatkan sales performance karyawan penjualan PT. “X” Bandung. Bagi pihak perusahaan diharapkan memberikan kesempatan karyawan untuk mengembangkan perilaku dan hasil kerja, memberikan review hasil kerja dan umpan balik atas review tersebut.
Kata kunci: Optimisme, sales performance, karyawan penjualan
Abstract: This study aimed to determine the difference of sales performance before and after optimism training in PT. “X” Bandung. The respondent were 11 salespeople. The design used Single Group Pretest-Posttest Studies with Wilcoxon sign rank Test to analyze data. The instrument used was Sales performance Scale that conducted from Babakus et al. (1996) theory. Optimism training was conducted from Seligman (1990) theory. There was 37 valid items and the reliability coefficient was 0,919. The results showed a difference in sales performance both overall and dimension of sales performance before and after giving optimism training, with the value of signifance was 0,003 (p < 0,005). This result means Sales performance increased training. It could be concluded that optimism training can improve sales performance in salespeople at PT. “X’. The company has to provide employees the opportunity to develop behavior and work results, provide a review and feedback of work.
Keywords: optimism, sales performance, salespeopleKeywords
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DOI: https://doi.org/10.24167/psidim.v20i1.2370
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