The Effect Of Sales Skills On Sales Performance The Case Of Habesha Construction Materials And Development (hcmd)

The objectives of the present study were to understand the influence of sales skills dimensionsrnwhich are: interpersonal skills, salesmanship skills, technical skills and marketing skills on salesrnperformances of salespeople, in the case of Habesha Real Estate. This is an empirical study withrnquantitative research design and particularly, utilizing correlation research methodology. Datarnhas been collected using self-report questionnaire and all sales agents within the organizationrnwere included as respondents (n = 62, 95% response rate). The data has been analyzed usingrnSPSS software employing the descriptive statistics, Pearson’s correlation and hierarchicalrnregression statistical techniques.rnBivariate correlation analysis between sales skills and sales performance of the sales peoplernshowed that all sales skills have statistically significant relationship with salespersons’rnperformance at p = 0.01. A two-step hierarchical regression analysis indicated that marketing (βrn= 0.98, t = 3.27, p = 0.01), interpersonal (β = 0.73, t = 2.45, p = 0.05) and technical (β = -0.69,rnt = -2.41, p = 0.05) skills were statistically significant that contribute 77.7% (R2-change = 0.777,rnp = 0.01) to the predicting power of the model that enhance salesperson performance. Inrncontrast, the findings also revealed that salesmanship skills do not influence salespersons’rnperformance

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