Factors Affecting the Sales Performance of Salespersons

Abstract

A company's sales performance is one of the benchmarks for a salesperson's ability to perform their job. The role of salespeople is not only to increase the profitability of the company but also from simple responsibilities to basic tasks such as finding products and checking product availability to more complex work, developing interpersonal skills, and offering information to assist customers with their purchasing decisions. Therefore, this study was conducted to identify the factors of salesperson competence that influence sales percentage at Avon boutique in Klang Valley. As a result, the study involved 40 boutiques at 42 Avon boutique locations in the Klang Valley. The analysis used in this study is divided into three namely descriptive analyses, Pearson correlation coefficient analysis and multiple regression analysis. From the findings of the descriptive analysis all the variables are at a high level. In addition, for Pearson coefficient analysis to see relationships Through the descriptive analysis and Pearson correlation used, it can show a simple relationship between product knowledge and sales performance and computer system skills and sales performance. Whereas customer service attitude and sales performance show a high correlation. However, regression analysis showed no significant relationship between product knowledge. Therefore, it can be concluded that product knowledge, computer usage skills and customer attitude have an impact on sales performance changes.

Keywords-competency; sales performance; business