EFFECT OF SALESFORCE TRAINING ON THE RELATIONSHIP BETWEEN SALES TERRITORY DESIGN AND SALESFORCE PERFORMANCE IN THE DETERGENT MANUFACTURING COMPANIES IN KENYA
Abstract
Purpose of the Study: This study sough to determine the effect of salesforce training on the relationship between sales territory design and salesforce performance. The study was anchored on Human Capital Theory.
Methodology: The study adopted positivism approach and a descriptive cross sectional design. The population of the study was the salesforce in the detergent producing companies in Kenya who are members of Kenya Association of Manufacturers (KAM) obtained from KAM in December 2018. The sample size was 326 salespersons. The study utilized primary data which was collected by administering semi-structured questionnaires. The data was analyzed applying a mixture of both descriptive and inferential statistics.
Results and Findings: It was established that salesforce training has a statistically significant moderating influence on the relationship between sales territory design and salesforce performance. The null hypothesis was rejected.
Conclusion and Recommendations: The study recommends that sales managers, policy makers and other stakeholders in the detergent manufacturing sector should utilize the findings of this study by designing efficient sales territories which help to improve the route to the market and also by taking full advantage of unique firm resources and putting in place the necessary sales people training programs to deliver superior performance of their salesforce.
Keywords: Salesforce Training, Sales Territory Design, Salesforce Performance & Detergent Manufacturing Companies
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