The Practice and Challenges of Ethio telecom Enterprise Sales Executives
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Date
2013-06
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Addis Ababa University
Abstract
The purpose of this paper is to determine the challenges of ethio telecom - enterprise sales
executives, product and serv ice sa les performance. To identify the challenges through
comprehensive answer to the research quest ions the researcher used mixed research method that
going beyond the limitations of a single approach. Subsequently, the researcher developed and
distributed three types of questio nnaire to 40 sa les execut ives, 75 enterprises - key account
customers and five key account departments mangers. In addition, the current year enterprise
products and service of sa les target and performance report were collected. The findings indicate
that, ambitious sales target setting, lack of reso urces, lack of technical and managers support, and
unava ilability 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.
• Key terms: Sales Performance, Sales Executives, Key Account
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Keywords
Sales Performance, Sales Executives, Key Account