The Influence of Personal Selling on Consumers Purchase Decision: The Case of Selected Real Estate Companies
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Date
2022-06
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Addis Ababa University
Abstract
The targets of the current review were to comprehend the impact of sales abilities aspects which incorporate interpersonal skills, salesmanship skills, technical skills, and marketing skills on customers' buy choices, on account of selected Real Estate situated in Addis Ababa. This is an explanatory research with a quantitative examination approach, especially connection research philosophy. Information was gathered utilizing a self-report survey from clients of the chosen real estate companies as respondents. The information has been broken down utilizing SPSS programming version 26 utilizing the expressive insights, predictive correlation coefficient of ordinal regression analysis was employed to measure the relationship between personal selling skills and consumer purchase decision. The ordinal regression analysis correlation coefficient between sales skills of salespeople and consumer purchase decision showed that all sales abilities have measurably huge relationship with customers buy choice at p = 0.01. Form the findings the study we have concluded that all the dimensions of sales skill of salesperson have a significant influence on consumer purchase decision. Therefore we recommend the real estate companies to give attention on the improvement of Interpersonal, technical and marketing 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.
Key Words: Sales Skills, consumer’s purchase decision, Real Estate, Ethiopia