Assessing the Effect of Sales Skill on Personal Selling Performance: A Case Study at Ethio Telecom in North West Region

Melkie, Ademe

dc.contributor.author	Melkie, Ademe
dc.date.accessioned	2019-04-15T05:52:25Z
dc.date.available	2019-04-15T05:52:25Z
dc.date.issued	2019-04
dc.identifier.uri	http://hdl.handle.net/123456789/9458
dc.description.abstract	The purposes of this study are dual. Firstly, it’s to understand the effect of sales skill dimensions namely: interpersonal, salesmanship, technical and marketing skills on sales person performance in Ethio Telecom North West Region sales force. Secondly, it’s sought to find out the effect of Organizational Commitment both as moderator and independent variable. The research design is quantitative, particularly, it uses inferential statistics. Data was collected from all the population of the study, 129 sales persons working for commercial domain in North West Region. The findings from this research inferred that from the dimensions of sales skills, technical and interpersonal skills appeared to be significant predictors of sales performance. Surprisingly, the findings also revealed that salesmanship skills, and marketing skills do not influence salesperson performance. The research confirmed that organizational commitment of the sales person has no direct influence on personal selling performance. But it has moderating influence on personal selling performance. From the demographic variables, sales experience has significant and positive impact on personal sales performance.	en_US
dc.language.iso	en	en_US
dc.subject	Marketing Management	en_US
dc.title	Assessing the Effect of Sales Skill on Personal Selling Performance: A Case Study at Ethio Telecom in North West Region	en_US
dc.type	Thesis	en_US