Decision Support System for Performance Assessment of the Best Salesperson with the Integration of Entropy and WASPAS
DOI:
https://doi.org/10.64366/ijids.v2i2.88Keywords:
Criteria Weight; Decision-making; Entropy Method; Salesperson Performance; WASPAS MethodAbstract
The salesperson performance assessment is an important aspect of improving the effectiveness of a company's marketing strategy. However, this assessment process often faces the challenge of subjectivity, especially in determining the weights of the criteria used. To address this issue, this study implements a combination of the Entropy and WASPAS methods. The Entropy method is used to objectively determine the weights of the criteria based on data variation, while the WASPAS method is used to evaluate and rank alternatives. A case study was conducted on five salesperson personnel with the criteria used in selecting the best salesperson being sales target achievement, product mastery, communication skills, creativity, and work ethics. The results showed that Muhammad Iqbal (A3) ranked first with a score of 0.882, followed by Andi Saputra (A1) with a score of 0.796, Rizky Kurniawan (A5) with a score of 0.770, Budi Santoso (A2) with a score of 0.724, and Siti Rahmawati (A4) with a score of 0.655. The main contribution of this research is to present a more accurate and objective salesperson performance evaluation model through the integration of the Entropy–WASPAS method. This finding has practical implications for companies in selecting the best employees, identifying salesperson personnel with outstanding performance, and supporting strategic decision-making in human resource development in the marketing field.
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