Impact of Training, Customer Orientation and Supervisory Behavior on Sales Performance

Azeem Khan

doi:10.52633/jms.v2i2.30

Abstract

This study examined the effect of Training, Customer Orientation and Supervisory Behavior on Salesforce Performance in the context of small and medium-sized companies (SMEs). The diffusion of technology, such as customer relationship management (CRM) systems and social media, has created a need to improve the understanding of how to manage interactions with customers in today’s digital era. The importance of technology is raised in terms of social media and as the world is treated as the “global village’. More importantly, the beginning of novelties such as cloud computing and web-based technology saves time and human efforts. The term, sales performance is the key to success for many organizations and is treated as the most demanding topic for firms. For this study, three hypotheses were formulated and tested with the help of Pearson correlation by using SPSS. Findings indicate that all the Training, Customer Orientation and supervisory behavioural dimensions were statistically significant and positively related to salesforce performance. Implications were drawn for future research and managerial attention.

Highlights

Sales performance has been treated and supported as the endogenous, moderator, and mediating variables in the previous literature
A Pearson correlation analysis was performed at significance level of p=0.01 using Statistical Package for Social Scientists (SPSS) to test the hypothesis
It is observed that the sales trainings have positive correlation with sales performance, and it is statistically significant

Summary

Introduction

Sales performance has been treated and supported as the endogenous, moderator, and mediating variables in the previous literature. In today’s fast pace world, the prospect for progressing in sales and performance to achieve the goal is high in relation to the training, customer orientation and supervisory behaviors. The best approach to increase the sale performance, is to analyze the impact of training, customer-oriented goals and supervisory behavior of an organization and its structural composition. This is a way that enhance in order to gain motivation and satisfaction to organizational commitment. It is very important to know about the things that included and influenced the sales performance by training and skills development for personnel This could be functional with the help of the principle of customer orientation goals for the organization. Constructed on the above argument, this study aims to identify the impact of training, customer-oriented goals, and supervisory behavior of an organization on sale performance of SME’s

Objectives

Methods

Results

Conclusion