KECERDASAN HOLISTIK DAN KINERJA TENAGA PENJUAL ASURANSI PADA AGENSI PRUSAMURAI DENPASAR

Abstract

Successful achievement of an enterprise, all systems must be able to work
synergistically. Selection and coaching salespeople performed by salespeople themselves
against 'line' down on it, then the activity is dependent upon the salesperson's own salespeople.
Various attempts have been made in the hope of salesperson performance increases, which in
turn can increase agency revenue, but revenue and salesperson activity still has not shown an
increase as expected, then it should be factors in self salesperson who causes a decrease in
performance. Insurance Salesperson in carrying out his duties always have to face the other
person; whether it be leadership, prospective clients, customers and / or fellow competitors
Insurance Salesperson.
Samples in this research is about 147 person all of contract salesperson of
PRUSamurai Denpasar. The method of data collection was using the questionnaire. Data
analysis was a statistical method of Structural Equation Modeling (SEM) and then the data
processed with SPSS 16.0 and AMOS 16.0 program facilities. SPSS program used to input the
data which already obtained from the data collection, while AMOS program used to display
the result of research which related between the variables.
Data analysis conducted by using SEM software AMOS through 16.0. Through data
normality test, Confirmatory Factor Analysis (CFA) test and the analysis of the influence
through SEM. SEM analysis results indicated that the influence of the physical intelligence (X1)
against the performance of salesperson (Y) that there was a positive influence of 0,138; the
influence of intellectual intelligence (X2) against the performance of salesperson (Y) that there
was a positive influence of 0,347; the influence of emotional intelligence (X3) against the
performance of salesperson (Y) that there was a positive influence of 0,307; spiritual
intelligence and influence (X4) against the performance of salesperson (Y) that there was a
positive influence of 0,140. It could be seen, the most dominant variable influenced salesperson
performance (Y) was the intellectual intelligence variables (X2) of 0,347.