The Effects Of Representatives Skill On Sales Performance: The Case Of Ethio-Telecom Central Western Region, Oromia Regional State, Ethiopia

Abstract

This study emphasizes the effects of representatives skill on sales performance; the case Ethio-telecom central western region. Seven research hypotheses were formulated and tested. This study was using mixed research approach. purposive sampling used to selected Ethio-telecom salesperson’s from Ambo, Ginchi, Ameya, Gedo, Seyo, Shenen, Weliso, Tulu Bolo, Senbeta, Leman, Adea Berga, Holeta and Jeldu, Gojo. Sample sizes of 102 respondents were selected from thirteen (13) Central Western Regions. From the selected respondents and experienced sales representatives was as a relevant or the best fitted respondents throughout the survey. The data analysis was processed by SPSS statistical software version 27 and the data analysis was performed by inferential and descriptive statistics. A linear combination of all the independent variables considered under the study predicts that, the variance in the dependent variable of sales people’s performance. The Econometric Model Results showed that, From the R square (R2= .798, F=35.178) value (coefficient of determination) the model fits accounts 79.8% of the variation in the sales performance explained by the fitted model linear combination of all the (predictors) determinants of sales performance. The finding indicated that, six variables that are Salesmanship skills, Marketing skills, Follow- up skills, Technology skills, Cooperative skills and Time Management skills have such a significance value of 0.00, 0.00 and 0.01 respectively, which is below 0.05. This suggests a statistically significant association between those six variables and performance of the sales. The remaining one factor, i.e. the Technical skill has a value of significance greater than as of 0.05, which means that there is no statistically significant relationship between this factor and the performance of the sales. Therefore, the researcher recommend the real estate companies to give attention on the improvement of Interpersonal, technical and salesmanship skills of sales reps can assist with augmenting the business execution of salespersons by affecting the client buy choice subsequently expanding the organization's benefit