PENGARUH BASIC SALES TRAINING, REWARD SYSTEM, DAN LEADER'S BEHAVIOR STYLE TERHADAP WORK MOTIVATION PADA TENAGA PENJUAL ASURANSI JIWA DI DKI JAKARTA

Abstract

Abstract

This study is aimed to examine impact of BST (Basic Sales Training), Rewards System (RS) and LBS (Leader's Behavior Style) on WM (Work Motivation). There are some phenomenon as basic consideration of this study, where the agents (TPA) have some unique conditions; TPA has no base pay where 100% of their income come from sales commission, quit without notices, and open your mouth and then the money will in.  Based on the confession of a top executive of life insurance that around 40-50% of their TPA is not productive. The approach used in this research is explanatory survey research, which conducted in Jakarta involving 445 respondents who serves as a life insurance agent with the minimum criteria have 1 year working as a TPA, and have been trained in Basic Sales Training. Assessment tools used were questionnaires that specially designed to capture all  variables. The data were statistically processed by the AMOS program version 18. The results stated that the WM influenced significantly by BST and RS. The impact of the LBS to WM is very small, and can be ignored.

Key word :  Basic Sales Training, Rewards System, Leader's Behavior Style, Work Motivation.