Performance Influence and Sales Force Enhancement of Selected SMES In Delta State
Abstract
Globalization has altered the way organizations conduct their businesses and made competition more pronounced, and technology is constantly becoming more advanced, particularly in the area of retail business. The main objective of this study examined performance influence and sales force enhancement of selected retail outlets in Delta State. The specific objectives were first, to examine the effect of coaching on sales force enhancement of selected retail outlets in Delta State and second, to determine the effect of commission base pay on sales force enhancement of selected retail outlets in Delta State. The quantitative research method which utilized a cross-sectional survey research design was adopted in the study. The population of the study comprises 131 of owners of selected retail outlets across major cities in Delta State. Using Krejcie and Morgan’s (1970) table for determining sample size, the sample size of 97 was obtained. Questionnaire was administered on the 97 respondents and 89 were correctly filled and returned. The value of the reliability test was 0.942, which was determined using Cronbach’s alpha. Survey was adopted for the study and data were analyzed using Pearson’s Product Moment Correlation Coefficient. Findings revealed that coaching has a significant positive effect on sales force. Also, it was revealed that commission based pay has a significant effect on sales force performance and it was revealed that career advancement opportunity has significant effect on sales force performance. Although salesmen are born, adequate coaching is highly accentuated among sales managers. Such coaching is necessary to enable the sales force gather enough and important knowledge and experience needed to distribute quality service delivery national and international borders. Therefore, both coaching and commission based pay programmes should be conducted for the sales force to improve performance.
Keywords
Performance Influence
Coaching
Commission Base Pay
Career Advancement and
References
Ahmad, B., & Akbar, M.I.U.D. (2020). Key drivers of salesperson performance: The role of sales antecedents and moderating effect of customer directed extra role behavior. Asian Journal of Economics, Business and Accounting, 15(1), 22-34. Al-Adamat, A.M., & Alserhan, H.F. (2020). Salesperson creative performance: the role of performance appraisal systems. International Journal of Scientific & Technology Research, 9(1), 2611-2618. Almarri, K., & Gardiner, P. (2014). Application of resource-based view to project management research: Supporters and opponents. Procedia - Social and Behavioral Sciences 119, 437- Aniekwe, I.V, Ofuoma, I,. Edeme, N.C & Orishede, E.E., (2021). Human Resource Management and Employee Relation in the Nigerian Manufacturing Industry. The International Journal of Business & Management, 9(7). DOI No.: 10.24940/theijbm/2021/v9/i7/BM2107-016. Akpan, A.B (2013). Industrial Marketing Management: Buyer and Sellers, Zaria: Isola Ola & Son Akpoyibo, E.G & Edeme, N.C (2023). Effect of Corporate Planning on Organizational Growth in Sunny City Hotel, Ughelli North lga, Delta State. International Journal of Management & Entrepreneurship Research, 5(7). DOI:10.51594/ijmer.v5i7.509. Fair East Publishers Amoako, G.K., & Okpattah, B.K. (2018). Unleashing sales force performance: The impacts of personal branding and technology in an emerging market. Technology in Society, xxx, 1- Amyx, D., Sharma, D., & Alford, B.L. (2014). The influence of role ambiguity and goal acceptance on salesperson performance and commitment. The Marketing Management Journal, 24(1), 52-65. Anderson, R.E. (2019). Personal selling and sales management in the new millennium. Journal of Personal Selling & Sales Management, 16(4), 17-32. Angelova, B., & Zekiri, J. (2021). Measuring customer satisfaction with service quality using American customer satisfaction model (ACSI Model). International Journal of Academic Research in Business and Social Sciences, 1(3), 232-258. Armstrong, M. & Baron, A. (2018). Performance Management: The New Realities, Institute of Personnel and Development, London Asiegbu, I.F., Ogbuji, C.N., & Ubani, V.O.J. (2012). Sales force competence management: Its relevance and framework. European Journal of Business and Management, 4(9), 129- 139. Attia, A.M., Jantan, M.A., Atteya, N., & Fakhr, R. (2014). Sales training: Comparing multinational and domestic companies. Marketing Intelligence & Planning, 32(1), 124- 138 Barney, J.B. (1986). Strategic factor markets: Expectations, luck, and business strategy. Management, Science, 32(10), 1231-1241. Blume, B., Ford, J., Baldwin, T. & Huang, J. (2010). Transfer of training: A meta-analytic review. Journal of Management, 36(4), 1065-1105. Boles J., Brashear, T., Bellenger, D., & Barksdale, H. (2020). Relationship selling behaviour: Antecedents and relationship with performance. Journal of Business and Industrial Marketing, 15(2/3), 141-153. Bradford, S.K., Rutherford, B.N., & Friend, S.B. (2006). The impact of training, mentoring and coaching on personal learning in the sales environment. International Journal of Evidence Based Coaching and Mentoring, 15(1), 133-151. Chapman, A. (2010). Motivational Theory; www.businessballs.comChidi, O.C. (2013). Recruitment practices and performance of unionized organizations in the food, beverage and tobacco industry in Lagos State, Nigeria. Interdisciplinary Journal of Contemporary Research In Business, 5(6), 358-384. Chiang, F.F.T. & Birtch, T., (2006). The transferability of management practices: Examining cross-national differences in reward preferences’, Human Resource Management 60(9), 1293–1330. https://doi.org/10.1177/0018726707082849 Clair, D. P. S., Hunter, G. K., Cola, P. A., Boland, R. J., St, D. P., Hunter, G. K., … Boland, R. J. (2018). Systems-savvy selling , interpersonal identification with customers , and the sales manager ’ s motivational paradox?: a constructivist grounded theory approach. Journal of Personal Selling & Sales Management, 38(4), 391–412. https://doi.org/10.1080/08853134.2018.1517357 Dubinski, A.J. (2013). Organizational and individual learning in the sales force: An agenda for sales research. Journal of business research, 56(12) 935-946. Eboh, M.E, Afinotan, E, Okonji, E.E, & Edeme, N.C., (2022). Effect of Electronic Marketing on Customer Satisfaction of Selected Online Firms in Asaba Delta State, Nigeria. International Journal of Academic Management Science Research (IJAMSR) ISSN: 2643- 900X 6(9), 1-14 Dibie,N.P, Anibueze N.M &Eboh, M.E 2022). Strategic intelligence and firm performance Nigeria International Journal of Academic Accounting, Finance & Management Research (IJAAFMR) ISSN: 2643-976X 1(14): 25-34. Edeme, N.C (2022). Strategic Marketing Practices and Brand Performance of Selected Firms in the Nigerian Manufacturing Industry. International Journal of Academic Accounting, Finance & Management Research(IJAAFMR) ISSN: 2643-976X. 6(7): 45-59. Edeme, N.C (2022). Effect of Corruption on Economic and Societal Development; A Review of the Nigerian Economic and Political Environment: The Executive Perspective. International Journal of Academic Multidisciplinary Research (IJAMR). ISSN: 2643- 9670, 6(11), 28-34 Edeme, N.C, Emeyazia, G.C, Okotie E., (2021). Effect of Lean Management on Corporate Performance. International Journal of Academic Accounting, Finance & Management Research(IJAAFMR) ISSN: 2643-976X 6(9), 1-11 Edeme, N.C, Nwabueze, A.I & Odegba, O (2021). Impact of Service-Scape on Customer Loyalty in the Fast Food Industry in Asaba, Delta State, Nigeria. Quest Journals Journal of Research in Business and Management, 9(9); 07-16 Edeme, N.C, Igbigbi, J & Nwabueze, A.I (2020). Impact of Product Packaging on Organizational Growth and Profitability. International Journal of Science and Research (IJSR) ISSN: 2319-7064 SJIF (2020): 7.803 Edih, U., Odita, A.O, Maduemezia, P & Edeme, N.C (2020). Effect of Selection Interview on Organizational Performance in Hotel Management in Nigeria. July –August 2020ISSN: 0193-4120 Page No. 6654-66656654Published by: The Mattingley Publishing Co., Inc. Ekevwo, A.S, Edeme, N.C. & Afinotan, E (2022). Effective Orientation and Employee Performance in the Nigerian Education Sector. The International Journal of Business & Management. 10(1); DOI No.: 10.24940/theijbm/2022/v10/i1/BM2201-029 Hallberg, V., & Pustelnik, C. (2013). How to increase sales performance in a sustainable way? https://www.diva-portal.org › get › FULLTEXT01. Hartmann, N., Plou, C. R., Kohsuwan, P., & Cote, J. A. (2020). Salesperson in fluence tactics and the buying agent purchase decision?: Mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orientation focus (March 2019). https://doi.org/10.1016/j.indmarman.2020.02.023 Herman, A., (2005). Performance management, Prentice Hall, 23 Hitt, M.A., Xu, K., & Carnes, C.M. (2015). Resource based theory in operations management research. Journal of Operations Management, xxx, 1-18. Hochstein, B., Bolander, W., & Goldsmith, R. (2018). Adapting influence approaches to informed consumers in high-involvement purchases?: are salespeople really doomed?? Journal of the Academy of Marketing Science Igwe, S.R., & Tamunoiyowuna, M. (2016). Sales force training methods and sales performance of insurance firms in Rivers State. Global Advanced Research Journal of Management and Business Studies, 5(5), 135-144. Innocent, O. (2015). The performance of commercial banks: the role of organizational culture as a mediator and external environment as a moderator. https://etd.uum.edu.my › s95203_abstract. Iyadi, R.C & Edeme, N. (2023). Consumer Behaviour Strategy and Consumer Purchase Intention Made In Nigerian Fabrics: A Study of Abraka,
