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flexible behavior in serving customers, have a variety of approaches to perform the tasks sale, a good
understanding of product knowledge , and always able to overcome the problems faced by customers Kim,
2010. Ability to communicate largely determines the success of a salesperson. A salesperson who can
sincerely serve customers, can maintain good relations with customers undoubtedly satisfied customers, which
it is an indicator of the success of a salesperson performance Kataria et al ,, 2013; Park et al ,, 2014;
Zielinski, 2013 . The salespersons ability to know the motive of purchase is something that is very important
to the success of a salesperson. The salespersons ability to know the motive of
purchase is something that is very important to the success of a salesperson. This can be done by trying to
sell to new customers. In addition to getting new customers is a challenge that must be faced by a
salesperson. Salespeople need to be creative in finding new ways to be able to overcome the challenges and
smart working so that sales can be achieved and was very pleased when the sales transaction Abed and
Haghighi, 2009; Sergio Roman and Iacobuccl, 2010.
2.2 Selling Relationships Quality. Quality relationships can generate sales, while the
dimensions of the quality of the relationship between the sale of another system quality, information quality,
and quality of interaction design Alhendawi and Baharudin, 2014. The quality of the sales relationship
is the ability of salespeople to get hold of number of expected sales. Trust is the dominant factor influence
the quality of the sales relationship. Customers who feel the attention of salespeople, is a hallmark of
customer confidence to the sales force. Customers are satisfied with the services provided by a salesperson,
will tend to continue to do business in a relatively long time Choi and Kim, 2013; Drolliner and Comer,
2013. Salespeople who can listen to good customer
complaints, not just a good listener, but can understand and overcome what the customer complaint is that
subtantion. Salespeople who can quickly respond to customers ideas, customers feel very valued and
satisfied. The salesperson should be able to make gestures that can convince the customer for example
with a nod. The impact of all the customer makes a purchase Lüthje, 2011; Talib et al ,, 2011.
2.3 Adaptive selling and selling relationship quality Salespeople who can master the technical knowledge
of the products sold, can make good sales planning, sales can boost the quality of the relationship with the
customer. Because salespeople who can explain well about the design and specification and functionality of
the product or service, can satisfy the customer. Against the satisfied customers tend to make
purchasing decisions. What else coupled with good sales planning capabilities such as planning Selles call,
and turnover planning strategy, it helps salespeople to help strengthen the links with customers Artur and
Cravens, 2002; Moberg and Leasher, 2011. The ability to hear a salesperson will be able to give
birth to confidence and improve the quality of customer relationships, which in turn can increase
sales. Because a salesperson who is able to listen well to customers on all complaints and can provide a
solution to the problem, customers can improve their business relationships, and recommend to friends that
if the potential to become new customers. Customers who feel satisfied with the service that is given by
salespeople, in the end the customer feel comfortable and safe in partnering, as a peacock feels good to get
the attention of salespeople Drolliner and Comer, 2013.
Based on the description above hypothesis is proposed:
H1: increasing the sales forces ability to adapt to the increasing quality of the sales relationship.
2.4 Adaptive selling and salesperson performance
Salespeople who can easily adapt to the current environment when dealing with customers, it will have
the potential to improve the performance of salespeople Johlke, 2006; Maroofi et al ,, 2011; Sergio Roman and
Iacobuccl, 2010; Spiro and Weits, 1990. Adjustment salesperson with the environment is necessary, and this
must be done because each customer pick its own uniqueness and each customer has a different character
from one another. For that salespeople do a lot of things, for example, can easily change the way or
approach used for different customers, an interesting presentation style, quality presentation materials, happy
perform experiments. On the basis of the relationship between these variables, the following hypothesis is
proposed:
Hypothesis 2: more and more increase the ability of salespeople to adabtions with the environmental,
more increasing salesperson performance.
2.5 Customer orientation Salespeople in sales should be able to perform tasks
flexible in performing their duties so as to understand the needs and desires of customers. Helping customers
to find solutions to problems faced by the customer until they are satisfied, it is important to be understood
by a salesperson. Salespeople are always trying to provide the best solution for his problems. Customers
who feel satisfied with the service received, the potential to make a purchase that can improve the
performance of salespeople Homburg et al,, 2011; Ramendra Singh and Das, 2013.
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Sales training followed by a salesperson can improve further understanding of the customer, which in turn
can improve the performance of the sales force. Training can expand the horizons of a salesperson, can
increase the intensity of the quality of the interaction. In addition, sales training can share their experiences of
fellow salespeople sell. Through sales force training to understand what the customer needs, and can assess
where the best customers and which customers are not good Pousa and Mathieu, 2013.
It is important to identify the salesperson to get people who really have the talent and the will to carry out the
task of selling. And they feel proud because it can perform tasks with good sales. Proximity to the
customer to determine the success of a salesperson. Proximity can be realized in the form often
congratulated on special days for customers such as birthdays. In addition, a salesperson can always learn
and anticipate competitor, that always exist in the eyes of the customer. Having a sense of pride to the
acquired customer satisfaction for services rendered. All this can improve the relationship between the
salesperson with subcribers Guenzi et al,, 2011; Homburg et al,, 2011; Nwamaka A. Anaza, 2012.
2.6 Customer Orientation and quality of customer relationships
