Personal Selling St ress And Coping Strategies Among Sales Executives: A Case Of Selected Insurance Companies In Ghana
Journal Title: International Journal of Scientific Research and Management - Year 2016, Vol 4, Issue 2
Abstract
The changes in the business environment in Ghana have considerably made it possible for more qualified sales executives to target the working class for their incomes and t his has resulted in job stress of sales executives. In light of this, the st udy was to assess work stress among sales executives in Ghana. The main objectives of the study were to identify the causes of stress among sales executives, the coping strategies th ey adopt to contain the stress and to determine the gender differences in coping strategies of sales executive . The research design for the study was descriptive survey. Questionnaire was employed to collect data from 8 0 sales executives from four insurance companies in Eastern Region of Ghana. Purposive sampling technique was used in selecting the respondents for the study. The study revealed that sales job is stressful in insurance companies. The study again showed that there is poor demand for insurance products as a result of keen competition . The study further revealed that positive relationships with colleagues and family members help reduce stress in insurance oriented job s . Again, the study indicated that sale s men are able to cope with sales job stress better than their fe male counterparts. Therefore, for sales executives to reduce stress, management s hould redesign sales job tasks in terms of difficult y to enhance the achieve ment of objectives and to make the insurance job more interesting
Authors and Affiliations
Kingsley Agyapong
Keywords
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