Factors influencing sales people`s performance : a study of mobile service providers in Bangladesh

Abstract

This study seeks to identify the factors that influence sales people’s performance in mobile service companies in Bangladesh and their viewpoints on sales performance in Dhaka city. The main focus of this study is to address the sales people’s performance. A total of 262 sales people including sales managers and sales executives (166 males and 96 females) were drawn from a purposive sampling method. Two instruments were used to gather information; the main instrument was a self-created agenda to profile the information identified with the sales people’s performance and the second instrument was a structural questionnaires adopted from previous studies. The primary data were collected from six mobile service providers in Dhaka city in Bangladesh. Two statistical tools were used to analyze the data. Statistical Package for the Social Sciences (SPSS) was used for descriptive analysis and Analysis of a Moment Structures (AMOS) was used to fit Structural Equation Models (SEM) for confirmatory factor analysis. The findings indicate that all independent factors including job satisfaction, intrinsic motivation, organizational commitment, extrinsic motivation and compensation have a positive impact on sales people’s performance in mobile service companies in Bangladesh. Job satisfaction did not have a significant impact on sales people’s performance. However, intrinsic motivation, extrinsic motivation, organizational commitment and compensation had significant relationships with sales people’s performance. These outcomes contribute to the success of the proposed augmentation in achieving the objectives of this study.