Effects of personality characteristics on sales Performance: A case of marketers in Morogoro Municipalit
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Date
2015
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Journal Title
Journal ISSN
Volume Title
Publisher
Mzumbe University
Abstract
Sales performance is often described as the quality and quantity of sales closed in a specific time period. However, the literature provides several perspectives on evaluating sales performance. In order to attain the performance measures; personality characteristics of marketers need to be reflected upon to enable marketers to persuade others to change their minds, communicate effectively, listen actively, and manage one’s own time and the time of other people. Despite that marketers in Morogoro municipality have been enhancing personality characteristics of their employees in order to raise sales performance; little or few studies have been conducted with regard to the effects of personality characteristics of sales performance. The general objective of the study was to evaluate the effects of personality characteristics on sales performance. Case study research design was used whereby a sample size of 100 respondents was involved. The data collected were analysed and processed by SPSS computer software through the utilization of descriptive statistics where; frequencies, percentages and tables were run. The findings showed that 85% of respondents argued that personality characteristics enabled sales persons to be sociable, talkative and ambitious as well as being organised and persistent at work. This was associated with the marketer’s ability and competence to undertake business as salespeople who perform better have high self-efficacy because they believe that they have the competency of reaching the sales targets. However, 85% of respondents reported that marketers need to be detailed oriented for the purpose of raising sales performance. The details collected on sales issues and their challenges were important for forecasting the future performance as well as profitability. Furthermore, 87% of respondents stated that marketers are encountering unfavourable investment climate something that does not provide avenue for their business undertakings. It is concluded that the absence of marketing skills has contributed much to marketers’ failure something that necessitate knowledge provision on the same that needs to be provided for their growth
Description
A dissertation submitted in partial fulfillment of the requirement for the award of the Degree of Master of Business Administration ( MBA-Corporate Management) of Mzumbe University
Keywords
Sales performance, Theories of Personality, Personality characteristic-business performance
Citation
APA