Page 466 - MARSIUM'21 COMP OF PAPER

Muhamad Rifqi Zafran Bin Abdul Hakim (2022)

Table 9.0: ANOVA

Anova

Model Sum of Df Mean Square F Sig.
Squares

1 Regression 11.345 4 2.836 13.053 .000

Residual 24.554 113 0.217

Total 35.898 117

Table 10.0: Coefficients

Model Independent Standardized Beta T Sig.
Variable

Sales Fluctuations 0.045 0.574 0.465

Training and 0.513 0.513 0.000
Development

Commission and 0.095 1.193 0.236
Incentive

Planning of sales 0.243 2.925 0.000
activity

Dependent Variable: Sales Performance

*p<0.1, **p<0.05, ***p<0.001

4.7 Hypothesis Testing

As seen in Table 4.9, the research proposes four hypotheses. This indicates that training and development and planning of sales
activity are supported. Thus, sales fluctuations and commission and incentives are not supported to sales performance. The summary of
the hypothesis test results is shown in Table 11.0.

Table 11.0: Summary of Hypothesis

Hypothesis Testing
H1. Sales fluctuations has significant influence on sales performance Not supported
H2. Training and Development has significant influence on sales performance Supported
H3. Commission and Incentive factors have a significant influence on sales performance. Not supported
H4: Planning of sales activity factor has a significant influence on sales performance. Supported

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