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