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
Muhammad Abi Sofian Abdul Halim, Wan Asri Wan Abdul Aziz, Adlan Ahmad Bakri, Mohd Hazwan Abd Wahab, Syahrul Hezrin Mahmod
Promoting Islamic financial products to Muslim entrepreneurs Malaysia corporative bank Bank Rakyat
Glo. Adv. Res. J. Manage. Bus. Stud. June 2013 Vol: 2(6): - [Abstract] [Full Text - PDF] (111 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)
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)
Oko, A. E. Ndu
Dis-intermediation and its effects (impacts) in the marketing of consumer products.A case of developing economy-Nigeria.
Glo. Adv. Res. J. Manage. Bus. Stud. May 2013 Vol: 2(5): - [Abstract] [Full Text - PDF] (207 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 510
Printed 172
Downloaded 1427
Powered By iPortal Works