Browsing by Author "Assefa, Mikiyas"

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    The Impact of Selling Skills and Organizational Commitment on Salespersons Performance in Addis Ababa Real Estate Market
    (Addis Ababa University, 2016-05) Assefa, Mikiyas; Negi, Rakshit (PhD)
    The objectives of this paper is to understand the influence of sales skill dimensions, namely interpersonal, salesmanship, technical and marketing skills and organizational commitment on salespersons performance in Addis Ababa Real Estate Market. To investigate the effect of sales skills and organizational commitment on salespersons performance, data was gathered based on a judgment sample of 98 salespersons from selected 12 real estate companies, filled by their immediate supervisors. The data were analyzed using descriptive statistics, one way ANOVA, independent sample t- test and multiple regressions. The findings show that the effects of interpersonal skills positively influence salesperson performance. On the other hand, salesmanship skills and marketing skills also appeared to be significant predictors of salespersons performance. However, the findings show that technical skills and organizational commitment do not influence salesperson performance. Moreover, the relationship between demographic variables and sales performance i.e. education and sales performance appeared to be significant. Whereas there is no significant relationship between demographic variables i.e. gender, experience and age on sales performance