Evaluation of Salesperson Performance in the Sales Allowance Decision Support System Using the MARCOS and PIPRECIA Methods

Abstract

Optimal salesperson performance is the main key to a company's success in achieving sales targets and business growth. A reliable salesperson is not only able to sell products or services, but also has the ability to build strong relationships with customers. The purpose of this study is to assess the performance of salesperson in providing sales allowances based on performance results carried out by applying a combination of MARCOS and PIPRECIA methods, so as to produce a recommendation for the final assessment of salesperson performance that will assist the company in providing sales benefits to salespersons. The combination of Pairwise Relative Criteria Importance Assessment (PIPRECIA) and Measurement of Alternatives and Ranking According to Compromise Solution (MARCOS) forms a powerful holistic approach to decision making. PRCIA facilitates the identification and assessment of the relative weights of each decision criterion, providing a solid foundation for assigning value to the relative importance between criteria. The results of the salesperson performance evaluation ranking above show the final results for rank 1 with a value of 4.3446 obtained by Rini, rank 2 with a value of 3.5369 obtained by Murniasih, rank 3 with a value of 3.1807 obtained by Hana Ferbi.