The Relationship Between Product Knowledge and Salesperson Training Toward Salesperson Performance Mediated by Work Attitude in Real Estate Industry

Authors

  • Bryanna Jersey Wijaya Ciputra Surabaya University, East Java, Indonesia
  • Sonata Christian Ciputra Surabaya University, East Java, Indonesia

DOI:

https://doi.org/10.38035/jemsi.v8i1.9742

Keywords:

Salesperson Training, Work Attitude, Salesperson Performance, SmartPLS 4

Abstract

This study aims to examine factors behind many property agents continuing to experience difficulties in achieving optimal sales performance in the real estate industry despite Indonesia’s macroeconomic growth. This study aims to analyze the effect of salesperson training and product knowledge on salesperson performance through work attitude in the real estate industry. This research employed a quantitative approach using primary data collected through questionnaires distributed to 194 property agents of Brighton Real Estate Surabaya. The data were analyzed using Structural Equation Modeling-Partial Least Squares (SEM-PLS) with SmartPLS 4 software. The results indicate that all seven hypotheses are accepted and significant. Salesperson training and product knowledge positively and significantly affect work attitude and salesperson performance. Work attitude positively and significantly affects salesperson performance and serves as a full mediating variable in the relationship between salesperson training, product knowledge, and salesperson performance. This study is expected to contribute to Brighton Real Estate’s future development, improve salesperson performance, and serve as a reference for future researchers. Therefore, this study takes the title “The Relationship between Product Knowledge and Salesperson Training toward Salesperson Performance mediated by Work Attitude in Real Estate Industry”.

References

Alghizzawi, M., Hussain, Z., Abualfalayeh, G., Abu-AlSondos, I. A., Alqsass, M., & Chehaimi, E. M. (2025). The impact of AI-driven strategy on salespeople training and performance. International Review of Management and Marketing, 15(2), 1–11. [https://doi.org/10.32479/irmm.17774](https://doi.org/10.32479/irmm.17774)

Conde, R., Sumlin, C., & Pointer, L. (2025). The effects of salesperson involvement on training design: Identifying necessary conditions for exceeding sales quota. Marketing Intelligence & Planning, 44(1), 1–21. [https://doi.org/10.1108/MIP-08-2024-0577](https://doi.org/10.1108/MIP-08-2024-0577)

Creswell, J. W., & Creswell, J. D. (2023). Research design: Qualitative, quantitative, and mixed methods approaches (6th ed.). SAGE Publications.

Djakasaputra, A., Christinio, E., & Jayanti, Y. A. (2024). Salesperson training as an effective tool to increase SME sales. International Journal of Social Science and Community Service, 2(2), 51–58. [https://doi.org/10.70865/ijsscs.v2i2.14](https://doi.org/10.70865/ijsscs.v2i2.14)

Hair, J. F., Hult, G. T. M., Ringle, C. M., Sarstedt, M., Danks, N. P., & Ray, S. (2022). Partial least squares structural equation modeling (PLS-SEM) using R: A workbook. Springer.

Hermogeno, K. J. C., & Dulos, C. C. (2022). Work attitude and performance of elementary school teachers in the City Division of San Carlos. *International Journal of Scientific and Management Research, 5*(1), 15–41. [https://doi.org/10.37502/IJSMR.2022.5102](https://doi.org/10.37502/IJSMR.2022.5102)

Hidayat, A., & Helmy, I. (2024). Pengaruh pengalaman dan pelatihan terhadap kinerja tenaga penjualan dengan penjualan adaptif sebagai variabel intervening: Studi pada BNI Cabang Kebumen. *El-Mal: Jurnal Kajian Ekonomi & Bisnis Islam, 5*(9). [https://doi.org/10.47467/elmal.v5i9.4424](https://doi.org/10.47467/elmal.v5i9.4424)

Islam, S. S., Putri, A. G., Fernando, K., Siahaan, A., & Kurniawan, B. (2026). Analyzing success factors in the independent workforce program (TKMP) for first-time entrepreneurs in Indonesia. *Journal of Business Economics Review, 11*(1), 96–108. [https://doi.org/10.35609/jber.2026.11.1(5)](https://doi.org/10.35609/jber.2026.11.1%285%29)

Järvinen, J., & Taiminen, H. (2023). Harnessing marketing automation for B2B content marketing. *Industrial Marketing Management, 54*, 164–175. [https://doi.org/10.1016/j.indmarman.2015.07.002](https://doi.org/10.1016/j.indmarman.2015.07.002)

Kurdi, B., Alshurideh, M., Akour, I., Tariq, E., Alhamad, A., & Alzoubi, H. (2022). The effect of employee training and work attitude on employee performance in service organizations. *International Journal of Data and Network Science, 6*(4), 1201–1210.

Kusa, R., Daneshjo, N., & Kaščáková, Z. (2024). Determinants of salesperson performance in contemporary organizations. *Journal of Business Economics and Management, 25*(1), 45–61.

Likert, R. (1932). A technique for measurement of work attitudes. *Archives of Psychology, 140*, 5–55.

Ngo, T. T. A., Phan, T. Y. N., & Le, T. N. T. (2024). Impacts of knowledge and trust on consumer perceptions and purchase intentions towards genetically modified foods. *PLoS ONE, 19*(10), e0311257. [https://doi.org/10.1371/journal.pone.0311257](https://doi.org/10.1371/journal.pone.0311257)

Nguyen, T. H., & Nguyen, P. M. (2024). Adaptive selling behavior and salesperson performance in competitive service industries. *Journal of Marketing Development and Competitiveness, 18*(1), 66–81.

Peesker, K. M., Kerr, P. D., Bolander, W., Ryals, L. J., Lister, J. A., & Dover, H. F. (2022). Hiring for sales success: The emerging importance of salesperson analytical skills. *Journal of Business Research, 144*, 17–30. [https://doi.org/10.1016/j.jbusres.2022.01.070](https://doi.org/10.1016/j.jbusres.2022.01.070)

Wulandari, S., Pebrianggara, A., & Indayani, L. (2025). Consumer ethnocentrism, product knowledge, and brand identity on purchasing decisions on Eiger products. *Jurnal Ilmu Manajemen Advantage, 9*(1), 1–16. [https://doi.org/10.30741/adv.v9i1.1474](https://doi.org/10.30741/adv.v9i1.1474)

Yeo, C., Jang, M., & Kim, J. (2021). The effect of a company’s sales capacity on performance: Focusing on the value congruence between the salesperson and the company and the behavior of the salesperson. *Journal of Channel and Retailing, 26*(2), 53–77. [https://doi.org/10.17657/jcr.2021.04.30.3](https://doi.org/10.17657/jcr.2021.04.30.3)

Downloads

Published

2025-09-23

How to Cite

Wijaya, B. J., & Christian, S. (2025). The Relationship Between Product Knowledge and Salesperson Training Toward Salesperson Performance Mediated by Work Attitude in Real Estate Industry. Jurnal Ekonomi Manajemen Sistem Informasi, 8(1), 571–581. https://doi.org/10.38035/jemsi.v8i1.9742

Issue

Vol. 8 No. 1 (2026): Jurnal Ekonomi Manajemen Sistem Informasi (September-Oktober 2026)

Section

Articles

License

Copyright (c) 2025 Bryanna Jersey Wijaya, Sonata Christian

Creative Commons License

This work is licensed under a Creative Commons Attribution 4.0 International License.

Hak cipta :

Penulis yang mempublikasikan manuskripnya di jurnal ini menyetujui ketentuan berikut:

  1. Hak cipta pada setiap artikel adalah milik penulis.
  2. Penulis mengakui bahwa Jurnal Ekonomi Manajemen Sistem Informasi (JEMSI) berhak menjadi yang pertama menerbitkan dengan lisensi Creative Commons Attribution 4.0 International (Attribution 4.0 International CC BY 4.0) .
  3. Penulis dapat mengirimkan artikel secara terpisah, mengatur distribusi non-eksklusif manuskrip yang telah diterbitkan dalam jurnal ini ke versi lain (misalnya, dikirim ke repositori institusi penulis, publikasi ke dalam buku, dll.), dengan mengakui bahwa manuskrip telah diterbitkan pertama kali di Jurnal Ekonomi Manajemen Sistem Informasi (JEMSI).