FACTORS AFFECTING SALESPERSON PERFORMANCE: THE CASE OF HIDASIE TELECOM

Abstract

This study aims to examine factors affecting salesperson performance in Hidasie-telecom. Accordingly, four factors (emotional intelligence, spiritual intelligence, personality and competency) are identified and examined toward salesperson performance. The research uses explanatory research design and a quantitative approach. For selecting sample of respondents’ census method was used. Data were collected from 191 salespersons of Hidasie telecom by distributing 205 questionnaires, and the data analysis was processed by IBM SPSS statistical software version 23 and the data analysis was performed by employing inferential and descriptive statistics. To test the hypothesis, correlation and multiple regression analysis were conducted. Four major assumptions for multiple linear regressions were tested: multi-collinearity, linearity, normality and Homoscedasticity were found to be satisfactory. The finding of this study demonstrated that emotional intelligence, spiritual intelligence, personality and competency significantly affect the sales performance of Hidasie-telecom sales people. The finding specifically indicated that these factors explained the dependent variable by 71.40%. The study finally concludes that; the sales performance of Hidasietelecom is significantly determined by these four factors. Therefore, the company should give adequate emphasis for these variables to enhance its salesperson performance.