The relationship between training, coaching and mentoring with salespersons performance within the electrical home appliances outlet in Kota Kinabalu

Loraine Lowrince, (2010) The relationship between training, coaching and mentoring with salespersons performance within the electrical home appliances outlet in Kota Kinabalu. Masters thesis, Universiti Malaysia Sabah.

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Abstract

The objective of this study is to determine whether there is significant relationship between salesperson performance (dependent variable) with training, coaching and mentoring (independent variables). The samples are the retail salespersons engaged in true "selling" activities (as differentiated from "clerical" order-taking activities) from the electrical home appliances outlet throughout the nine (9) shopping complexes in Kota Kinabalu, Sabah; there are altogether 108 number of respondent in this study. The results of the analysis show that training and mentoring has significant relationship with the performance of salespersons from the electrical home appliances outlet throughout shopping complexes in Kota Kinabalu, Sabah. The study is designed to shed light for a better understanding on whether the electrical home appliances outlet, throughout shopping complexes in Kota Kinabalu, Sabah provide proper training, coaching and mentoring to their salesperson prior performing their task. For sales managers and salesperson, knowing the critical determinants of sales performance will generate a wealth of practical applications. Therefore some significant findings of this study are to help the companies indentify which management internal factors that will greatly influence the performance of their salesperson and how to enhance their salespersons performance to meet the company interests.

Item Type:Thesis (Masters)
Uncontrolled Keywords:salesperson performance, mentoring, electrical home appliances, proper training
Subjects:H Social Sciences > HF Commerce
Divisions:SCHOOL > School of Business and Economics
ID Code:10648
Deposited By:IR Admin
Deposited On:12 Mar 2015 12:44
Last Modified:12 Mar 2015 12:44

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