The effects of sales training practice on salesperformance: The Case of Yes Food and Beverage Plc
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Date
2018-06-12
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Addis Ababa University
Abstract
The study assessed the effect of sales training on sales performance of Yes brand food and
beverage plc. To achieve, the overall objective, the study specifically focused to addressing
major steps of sales training and its effect on sales performance, accordingly, the study assess
the organization need assessment, organizational strategies and support of materials and inputs,
delivery techniques of training, sales management support and monitoring practice as well as
measured sales performance. To address the area relevant data were collected both from sales
forces of the organization using structured questionnaire and organizational document.
Accordingly, the study consider only employee respondents worked in sales and organizational
management. Based on this the study were analyzed the collected data using descriptive and
explanatory data analysis method. Accordingly, the major finding of the study implied that, the
organization need assessment practice were negatively affect sales performance, this is because
need assessment were not assess competitors strategies as well as customers need, there were
also a organizational support challenges that affect sales training practice of the organization,
the other challenges that affect sales training effeteness was lack of managerial support and
constrictive feedback of performance evaluation. Generally, the study concludes that, the
organization didn’t strictly implement training steps such as, in appropriate need assessment
practice, lack of organization support, lack of effective monitoring and evaluation system and
this situation affect the delivered training effectiveness of sales forces. Based on this the study
were recommend some of major points such as, organizations should look at the positive effects
of training on employee performance, and consider employee development as a targeted
investment in making the workers stronger. More importantly, development plans that include
better strategies of how needs identified, budget and material impute allocation, delivery
techniques of training, how sales supported and monitored after training on job and off job
strategies and involves constrictive evaluation feedback
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Keywords
Sales, Training, Performance