| Abstract: | The aim of this study was to examine the factors affecting salespersons’ performance in Ayat and
Tsehay real-estate companies of Addis Ababa. To achieve the intended objective of the study,
explanatory research design and quantitative research approach were employed. To do this, 300
respondents were selected from target population of 1800 salespersons using simple random
sampling technique. To accomplish this study, primary data were gathered from the selected
respondents by using questionnaires and also secondary data were reviewed from different
pertinent literatures for this study. Descriptive statistical analysis (frequency distribution, mean
and standard deviation) and inferential statistics (correlation and regression) were utilized for
analyzing survey. This indicated that availability of many facilities for improve the salespersons’
work effort leads to rapid growth of salesperson performance. Based on the results of linear
regression analysis salesperson work effort had a strong positive and statistically significant
effect on salesperson’s performance. Moreover, salesperson’s competence and salesperson’s
individual personality also had positive and statistically significant correlation with salesperson
performance. Therefore, it is concluded that salesperson work effort factors was the most
significant independent variable that had a significant statistical effect on salesperson
performance in Ayat and Tsehay real-estate companies. As it is indicated in the findings part
under linear regression analysis, salespersons’ work effort was the most significant independent
variable that has significant statistical contribution to salesperson performance in Ayat and
Tsehay real estate companies of Addis Ababa with p-value of less or equal to 0.001. The
researcher recommended that the awareness creation training should be delivered to the
salespersons to improve their individual personality for making virtuous ethic on them and
compatible with in their work environment. Moreover, the real estate companies are
recommended to design incentive packages and create good working environment to motivate
sales people show high performance. |
