Alat Ukur Tim Recruitment Telemarketing Tenaga Penjual Asuransi Melalui Pendekatan Analisis Faktor Ordinal dan Penskoran

Abstract

Telemarketing is a new way of marketing that uses telecommunications technology. There are two managements at this company, management A and management B. Labors or TSRs (telesales representative) at management A have high performance but also their turnover is high. Labors or TSRs (telesales representative) at management B have low performance but also their turnover is low. This is the background of the researcher to create a questionnaire with limitations scores in every part of the questionnaire for telemarketing recruitment team in the recruitment process. Parts of the questionnaire are all factors that affect the TSR performance. In this study there are two types of questionnaires are questionnaire type 1 and type 2. Questionnaire type 1 is a questionnaire containing questions or variables that have relationship with the TSR performance based on the results of the correlation test using alpha 20%. Questionnaire type 2 is a questionnaire containing questions or variables that have relationship with the TSR performance based on the results of the correlation test using alpha 5%. Based on the analysis results, questionnaire type 1 consists of eight parts : the social demographic characteristic, communication skill and expertise in the field of sales, openness, motivation, perseverance, physical (hearing), assertiveness, and optimism. Questionnaire type 2 consists of three parts : the social demographic characteristic, communication skill and expertise in the field of sales and openness. When using a questionnaire type 1, the recruitment team will receive a new TSR candidate if all parts of the questionnaire total score ≥ 0.637 or requisition score of one part of the questionnaire has been fulfilled on the questionnaire part 1, including score of social demographic characteristic ≥ 0.389, score of communication skill and expertise in the field of sales ≥ 0.750, score of openness ≥ 0.539, score of motivation ≥ 0.767, score of perseverance ≥ 0.779, score of physical (hearing) = 1.000, score of assertiveness ≥ 0.505, or score of optimism = 1.000. When using a questionnaire type 2, the recruitment team will receive a new TSR candidate if all parts of the questionnaire total score ≥ 0.594 or requisition score of one part of the questionnaire has been fulfilled, including score of social demographic characteristic ≥ 0.464, score of communication skill and expertise in the field of sales ≥ 0.750 or score of openness ≥ 0.503.