Identifikasi Faktor-faktor Penentu Kinerja Tenaga Pemasaran dengan Entrepreneurship sebagai Variabel Intervening (Studi pada Kantor Pemasaran Mandiri Prudential Prufuture Team Agency Seluruh Indonesia)

Abstract

Sales Forces have an important role and are the essence investment within life insurance industry, because as field underwriter whom meeting the clients face to face on daily basis in providing financial solution, unlike banking industry in this case products or services offered by life insurance companies are designed and presented based on the priority needs of prospective clients. According to the latest report by Asosiasi Asuransi Jiwa Indonesia (Indonesian Life Insurance Association) on second quarter of 2016, the number of sales forces rose by 12.1% or equivalent to more than 507,000 fresh licensed had joined into the market. Therefore, as such important role possessed by sales forces in contribution to the existence of organization to substain sales growth and mantain accomplishment of sales target, which led to this research conducted on Prudential Life Assurance Indonesia with focus study at Prufuture Team Agency nationwide. The purpose of this research are to determine factors that become determinant to Sales Force’s Performance such as Religiousity, Personality, and Motivation to the Entrepreneurship and Sales’s Force Performance partially as well as analyzing the indirect effect between Religiousity, Personality, and Motivation with Entrepreneurship as mediation to Sales Force’s Performance. The result of this research was analyzed by using SEM-PLS 3.0 and generated with the conclusion: where Religiousity, Personality, and Motivation are having positive and significant effect to Entrepreneurship as well as to Sales Force's Performance partially. Biggest effect by Religiousity, Personality, and Motivation to Sales Force's Performance occur when those variables has mediated with Entrepreneurship, whereas the first largest effect such as Religiousity, Motivation, and Personality affecting the Sales Force's Performance with Entrepreneurship as Intervening. Demographic descriptive data analysis and Qualitative data analysis collected from personal direct interview and observation had conducted to gain further comprehensive explanation on Religiousity, Personality, and Motivation with Entrepreneurship as mediation factor. Hence, it can be concluded that Religiousity, Personality, and Motivation have given positive and significant influence to Sales Force's Performance at Prudential especially for Prufuture Team Agency within this research.