| dc.description.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. | en_US |
