The Impact Of Selling Skills And Organizational Commitment On Salespersons Performance In Addis Ababa Real Estate Market

The objectives of this paper is to understand the influence of sales skillrndimensions, namely interpersonal, salesmanship, technical and marketingrnskills and organizational commitment on salespersons performance in AddisrnAbaba Real Estate Market. To investigate the effect of sales skills andrnorganizational commitment on salespersons performance, data was gatheredrnbased on a judgment sample of 98 salespersons from selected 12 real estaterncompanies, filled by their immediate supervisors. The data were analyzed usingrndescriptive statistics, one way ANOVA, independent sample t- test and multiplernregressions. The findings show that the effects of interpersonal skills positivelyrninfluence salesperson performance. On the other hand, salesmanship skillsrnand marketing skills also appeared to be significant predictors of salespersonsrnperformance. However, the findings show that technical skills andrnorganizational commitment do not influence salesperson performance.rnMoreover, the relationship between demographic variables and salesrnperformance i.e. education and sales performance appeared to be significant.rnWhereas there is no significant relationship between demographic variables i.e.rngender, experience and age on sales performance

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