What Drives Salespeople's Performance? the Role of Organizational Attributes and the Moderating Effect of Experience

Abstract

The mobile telecommunications services industry has a high level of instability as a result of shifting market conditions, persistent market problems, and changing market demand. As a result, marketers need to take their customers' preferences into account.
 With these considerations in mind, the goal of this study is to determine how the characteristics associated with the mobile communication services industry are presented to salesperson performance and how this influences sales personnel. Primary and secondary data sources were used in the investigation. In this study, we used a structured questionnaire, with 1 indicating strongly disagree and 5 indicating strongly agree. The data was analysed using both inferential and descriptive statistics. In Bangladesh, where the characteristics of mobile service providers are well documented, speculative data on elements influencing salespeople's performance was used. Structural Equation Modeling was utilised to identify impact factors connected to salesperson performance. Data was collected from active salesmen using a convenient sampling method. According to this study, just two parameters, external motivation and salespeople's political abilities, have a significant effect on predicting salespeople's effectiveness in mobile telecommunications in Bangladesh. As a result, business executives should take more initiative to improve their enterprises' performance, as this would benefit both salespeople and their organisations.