Assessing the Effect of Sales Force Automation on Sales Force Performance in the Sekondi-Takoradi Metropolis, Ghana
Journal Title: International Journal of Academic Research in Business and Social Sciences - Year 2019, Vol 8, Issue 9
Abstract
The general objective of the study was to explore how sales force automation (SFA) can be used to improve sales force performance (SFP). The study was conducted in in the STM of Western Region of Ghana in four Unilever distributing firms. These four companies had a combined sales force of 102 dedicated salesmen and saleswomen. The study adopted the descriptive survey design. In other to capture all the sales force in the area for the study, the researcher used the census method. However, at the end of data collection, the study was able to elicit data from 97 sales force persons resulting to 95.1 percent response rate. A questionnaire, made up of only close-ended items with five sections was the instrument used to collect data. Both descriptive and inferential statistical tools were used to analyse the data. The findings of the study revealed that effective use of SFA will lead to SFP in the organisation through improvement in sales persons’ communication styles and adaptive selling behaviours which will in turn ignite the sales person’s ability to use appropriate communication styles in increasing the sales performance of the company. It is recommended that the managers of the various key distribution companies of Unilever Ghana should ensure that all it salespersons are train to be able to apply information technology and to use it in supporting their selling and/or administrative activities. This will help them in recording, storing and retrieving customers and market information.
Authors and Affiliations
Nuhu Alhassan
Keywords
Related Articles
- EP ID EP567251
- DOI 10.6007/IJARBSS/v8-i9/4675
- Views 40
- Downloads 0
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