Browsing by Author "Lebeta, Beza"
Now showing 1 - 1 of 1
Results Per Page
Sort Options
Item The Effect Of Sales Skills On Personal Selling Performance: The Case Of Chora Gas And Chemical Products Factory(Addis Ababa University, 2018-06-26) Lebeta, Beza; Workineh, Mesfin (PhD)This study is conducted with an objective of identifying effect of sales skills on sales performance of salesperson in Chora Gas and Chemical Factory. Technical, interpersonal, marketing and salesmanship skills were used as dimensions of sales skills. This study is conducted by using both descriptive and explanatory research designs. 24 salespersons of the company participated in the study by providing their responses about their sales skills and sales performance through questionnaire. The data collected with questionnaire was analyzed by using both descriptive and explanatory analysis methods. Frequencies, percentiles, mean and standard deviation were used as descriptive methods. Correlation and multivariate linear regression methods were used to answer research questions. The study has identified that sales skills have significant effect on sales performance of the salespersons. Among the dimensions of sales skills used in the study, marketing skill has no statistically significant effect on sales performance of the sales persons. But technical, interpersonal and salesmanship skills have positive significant effect on sales performance of the salesperson in the company. based on this finding it is recommended to increase technical, interpersonal and salesmanship skills to increase sales performance.