Abstract:
The study investigated factors affecting sales revenue of West Addis Ababa Zone
Ethiotelecom. The study used descriptive research design to examine factors affecting
sales revenue of Ethiotelecom. Out of 179 employees in fifteen shops, 124 sales
persons were selected randomly to be sample size for gathering and analyzing it. The
primary data collected from shops employees by closed ended questionnaires and
secondary data of sales revenue from WAAZ Zonal offices in quantitative form. The
raw data obtained for the period of July 01, 2016 to June 30, 2022 budget years. A
data was paneled to analysis factors affecting sales revenue. The study used multiple
regression and item response theory or grade response models with Stata 15 to run
and predict factors affecting sales revenue of Ethiotelecom. The model showed that
the coefficient of determination of independent variables used in the study explained
factors affecting sales revenue of WAAZ Ethiotelecom shops by 94.59% and the
remaining 5.41% was explained by other variables or factors not included in the
study. In this study, item response theory of grade response models displayed p-vale
less than 5% that the independent variables have significantly affecting the sales
revenue of WAAZ Ethiotelecom shops. In other way, item response theory of
independent variable z-value greater than or equal two have determining effect on
sales revenue of Ethiotelecom. The study showed that there was the Pearson
correlation among variables at significance level of 10%. The study showed factors
affecting the sales revenue of Ethio-telecom were number of subscribers, sales
transactions, salespersons and others. So, to improve and develop the sales revenue
of the company should have to increase number of voice buyers, internet subscribers,
number of sales transactions, numbers of salespersons, supply and demand for sales
activities in each shops, improve any skill gaps of sales persons , reduce system
irregular problem, respond to price elasticities of customers, improve new technology
use, amend selling policy, adapted to organizational factors and government political
effects on Ethiotelecom working live
