The Practice and Challenges of Ethio telecom Enterprise Sales Executives
| dc.contributor.advisor | Dufera, Derebssa (Professor) | |
| dc.contributor.author | Sebsibe, Serkalem | |
| dc.date.accessioned | 2018-10-18T13:01:27Z | |
| dc.date.accessioned | 2023-11-10T13:01:46Z | |
| dc.date.available | 2018-10-18T13:01:27Z | |
| dc.date.available | 2023-11-10T13:01:46Z | |
| dc.date.issued | 2013-06 | |
| dc.description.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 | en_US |
| dc.identifier.uri | http://etd.aau.edu.et/handle/12345678/12887 | |
| dc.language.iso | en | en_US |
| dc.publisher | Addis Ababa University | en_US |
| dc.subject | Sales Performance | en_US |
| dc.subject | Sales Executives | en_US |
| dc.subject | Key Account | en_US |
| dc.title | The Practice and Challenges of Ethio telecom Enterprise Sales Executives | en_US |
| dc.type | Thesis | en_US |