The Practice And Challenges Of Ethio Telecom Enterprise Sales Executives

The purpose of this paper is to determine the challenges of ethio telecom - enterprise salesrnexecutives, product and serv ice sa les performance. To identify the challenges throughrncomprehensive answer to the research quest ions the researcher used mixed research method thatrngoing beyond the limitations of a single approach. Subsequently, the researcher developed andrndistributed three types of questio nnaire to 40 sa les execut ives, 75 enterprises - key accountrncustomers and five key account departments mangers. In addition, the current year enterprisernproducts and service of sa les target and performance report were collected. The findings indicaternthat, ambitious sales target setting, lack of reso urces, lack of technical and managers support, andrnunava ilability 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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