Global Advanced Research Journal of Management and Business Studies (ISSN: 2315-5086) May 2016 Vol. 5(5), pp 135-144

Copyright © 2016 Global Advanced Research Journals   

 

Original Research Articles

Sales Force Training Methods  and Sales Performance of Insurance Firms in Rivers State

Dr.  Sunny  R.  Igwe1.  and   Tamunoiyowuna,  Mathias,  Msc.

Department of Marketing, University of Port Harcourt,  Nigeria

Corresponding author Email: chikordi@Yahoo.Com

Accepted 11 May 2016


Abstract 

With the increasing customer apathy to insurance services,  the  need for insurance sales force to acquire relevant skills to  persuade and  recover lost customers and  remain competitive amidst growing competition have necessitated the investigated into  the relationship between sales force training methods and sales performance. A sample of 70 respondents of   sales managers and sales personnel) were surveyed through questionnaire from 23 insurance firms in Rivers State. And spearman rank correlation was used for the analysis. The outcome revealed a very strong and positive relationship between training methods and sales performance. It specifically showed that coaching training, seminar and role playing have positive, strong and significant correlations with sales volume, market coverage, and lost account recovered. This study therefore concludes that sales force training was veritable tool to drive sales performance. It recommended that analysis of  sales force  training need should follow  strategic, periodic, use and implementation  of various training method.

Keywords:  Coaching, Sales force training, Seminar, role playing, Market coverage, lost account recovered, Sales performance, Sales volume.








 








Related Articles


Original Research Articles
SMJ Hossain, MF Afroz, AKFH Bhuiyan and MA Habib
Milk Production Performance of Red Chittagong Cattle Based on Phenotypic and Genetic Parameters
Glo. Adv. Res. J. Manage. Bus. Stud. April 2018 Vol: 7(4): - [Abstract] [Full Text - PDF] (174 KB)
SMJ Hossain, MFH Miraz, GK Deb, MF Afroz, SM Amanullah, MA Kabir and MM Rahman
Ex situ productive and reproductive performances of Munshiganj Cattle
Glo. Adv. Res. J. Manage. Bus. Stud. June 2018 Vol: 7(6): - [Abstract] [Full Text - PDF] (1,010 KB)
Carlito A Vizconde
The Participants Evaluations Result for the Seminar Workshop in Community Outreach Program of the College of Business and Accountancy
Glo. Adv. Res. J. Manage. Bus. Stud. June 2016 Vol: 5(6): - [Abstract] [Full Text - PDF] (258 KB)
Elpawati, Lim Ghee Thean, Mohd Mansor Ismail and Ilmas Abdurofi
Does attending seminars affect technical efficiency of white shrimp (Litopenaeusvannamei) aquaculture?
Glo. Adv. Res. J. Manage. Bus. Stud. January 2018 Vol: 7(1): - [Abstract] [Full Text - PDF] (277 KB)
Sana Al-Eidraous, Sharifah Mohidin, Laila Al-Tabsh, Amro Al-Hibshi and Thurayya Eid
A validation of the novice nurse evaluation tool following one year of clinical experiences with the organization supports
Glo. Adv. Res. J. Manage. Bus. Stud. December 2018 Vol: 7(10): - [Abstract] [Full Text - PDF] (213 KB)
Elías David Caisa Yucailla, María Dolores Guamán Guevara, Rodrigo Fernando Miranda López, Geovanny Fabricio Ríos Lara, Gabriel Arturo Pazmiño Solys and Jorge Iván Carrillo Hernandez
Coaching and work performance in the cooperative sector of the province of Tungurahua - Ecuador
Glo. Adv. Res. J. Manage. Bus. Stud. June 2017 Vol: 6(2): - [Abstract] [Full Text - PDF] (135 KB)

Current Issue

Viewing Options

View Full Article - PDF
Download Full Article - PDF

Search for Articles

Sunny R Igwe on Google Scholar
Sunny R Igwe on Pubmed
Tamunoiyowuna Mathias on Google Scholar
Tamunoiyowuna Mathias on Pubmed

Statistics

Viewed 1232
Printed 253
Downloaded 2850
Powered By iPortal Works