The Impact of Selling Skills and Organizational Commitment on Salespersons Performance in Addis Ababa Real Estate Market
No Thumbnail Available
Date
2016-05
Authors
Journal Title
Journal ISSN
Volume Title
Publisher
Addis Ababa University
Abstract
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
Description
Keywords
Sales skills, salesperson performance, organizational commitment