The Practice And Challenges Of Ethio Telecolu Enterprise Sales Executives

The purpose of this paper is to determine the challenges of ethio telecom - enterprise salesrnexecutives, product and service sales performance. To identify the challenges throughrncomprehensive answer to the research questions the researcher used mixed research method thatrngoing beyond the limitations of a single approach. Subsequently, the researcher developed andrndistributed three types of questionnaire to 40 sales executives, 75 enterprises - key accountrncustomers and five key account departments mangers. In addition, the current year enterprisernproducts and service of sales target and performance report were collected. The findings indicaternthat, ambitious sales target setting, lack of resources, lack of technical and managers support, andrnunavailability of incentive and reward system are the main challenges of the sales executivesrnwhich are hindered to achieve their target. It is recommended that achievable targets should bernplanned and the current targets needs to be reviewed. Furthermore ethio telecom should providernenough resources and support, provide update and continuous training and achievement basedrnmotivation and reward are key issues.rn• Key terms: Sales Performance, Sales Executives, Key Account

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