Determining Sales Growth through Effective Personal Marketing in the Telecommunication Industry

Abstract

This study is assessing the effects of personal selling and sales growth as its focus. It attempted to establish whether canned personal selling effects on the sales growth. It investigated how features personal selling can influence sales growth, and the impact of system personal selling on sales growth performance of sales force. This study adopted the quantitative and qualitative survey design and used game theory. A sample size of 56 was selected out of a population of 58. The simple random sampling method was adopted as a method of sample selection. Data collected were subjected to appropriate statistical analysis using tables and simple percentages. Multiple regression was used to test the hypothesis accordingly. Three hypotheses were formulated for this study and were tested at 0.05 level of significance. The findings of the study reveal among others that: there is a significant relationship between canned personal selling, features personal selling and system personal selling on sales growth. The study recommendation that Sales representative of an organization should be well trained on what is expected from them on the job. This would enable them to be able to convince the customers as to why they need to purchase such a specific product.