The Practice and Challenges of ethio telecolU Enterprise Sales Executives
No Thumbnail Available
Date
2013-06
Authors
Journal Title
Journal ISSN
Volume Title
Publisher
Addis Ababa Univerisity
Abstract
The purpose of this paper is to determine the challenges of ethio telecom - enterprise sales
executives, product and service sales performance. To identify the challenges through
comprehensive answer to the research questions the researcher used mixed research method that
going beyond the limitations of a single approach. Subsequently, the researcher developed and
distributed three types of questionnaire to 40 sales executives, 75 enterprises - key account
customers and five key account departments mangers. In addition, the current year enterprise
products and service of sales target and performance report were collected. The findings indicate
that, ambitious sales target setting, lack of resources, lack of technical and managers support, and
unavailability of incentive and reward system are the main challenges of the sales executives
which are hindered to achieve their target. It is recommended that achievable targets should be
planned and the current targets needs to be reviewed. Furthermore ethio telecom should provide
enough resources and support, provide update and continuous training and achievement based
motivation and reward are key issues.
Description
Keywords
Sales Performance, Sales Executives, Key Account