DETERMINANTS OF SALES PEOPLE’S PERFORMANCE IN ETHIO-TELECOM

Abstract

This study emphasizes the determinants of sales people’s performance namely; job satisfaction, intrinsic motivation, extrinsic motivation, compensation and organizational commitment; on sales person performance in Ethio Telecom. Five research hypotheses were formulated and tested. For selecting sample of respondents’ purposive sampling was used. The total sample size was 198 and 132 questionnaires were distributed within six zones. Out of which, 123 questionnaires were returned. The data analysis was processed by IBM SPSS statistical software version 23 and the data analysis was performed by inferential and descriptive statistics. A linear combination of all the independent variables considered under the study predicts that, the variance in the dependent variable of sales people’s performance. Five major assumptions for multiple linear regression were tested: multi-collinearity, linearity, normality and independence of residuals and Homoscedasticity were found to be satisfactory. The ANOVA test result showed that, the value of R and R2 (89%) obtained under the model summary part was statistically significant. The finding indicated that, job satisfaction, intrinsic motivation, extrinsic motivation, compensation and organizational commitment had significant and positive relationship with sales people’s performance. The study finally concludes that; the residential division of Ethio-Telecom is significantly determined by these five factors of sales people’s performance.