The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in Nigeria
Organizations should equip human resources and sales managers with the vital information and knowledge needed to recruit and select salespersons with the required qualities to help them achieve improved sales performance. This paper aims to determine a salesperson’s educational qualification, sellin...
| Main Authors: | , , , , |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
LLC "CPC "Business Perspectives"
2023-05-01
|
| Series: | Innovative Marketing |
| Subjects: | |
| Online Access: | https://www.businessperspectives.org/images/pdf/applications/publishing/templates/article/assets/18106/IM_2023_02_Okoro.pdf |
| _version_ | 1797690149503500288 |
|---|---|
| author | Ikechukwu Attamah Victor O. Okolo Deborah Okoro Kobi Ikpo Nmere Nnadi |
| author_facet | Ikechukwu Attamah Victor O. Okolo Deborah Okoro Kobi Ikpo Nmere Nnadi |
| author_sort | Ikechukwu Attamah |
| collection | DOAJ |
| description | Organizations should equip human resources and sales managers with the vital information and knowledge needed to recruit and select salespersons with the required qualities to help them achieve improved sales performance. This paper aims to determine a salesperson’s educational qualification, selling experience, and persuasive ability and their effect on the salesperson’s performance at Innoson Motors Manufacturing Company Ltd. The study surveyed 131 company staff to collect the data; only 120 questionnaires were correctly filled and returned. First, the study checked the instrument’s reliability (Cronbach’s alpha = 0.982). Data were then analyzed using a simple linear regression analysis. The findings revealed that salesperson educational qualification has a significant positive effect on salesperson performance (r = 0.944; t = 54.251; F = 2943.209; p < 0.05). Next, salesperson selling experience was found to have a significant positive effect on salesperson performance (r = 0.964; t = 68.905; F = 4747.922; p < 0.05). Finally, salesperson persuasive ability was found to have a significant positive effect on salesperson performance (r = 0.960; t = 64.812; F = 4200.634; p < 0.05). Hence, company managers can use the findings of this paper to understand that employing highly educated, experienced, and persuasive salespersons will lead to improved salesperson performance.
AcknowledgmentWe wish to appreciate the good work done by some of the researchers who contributed immensely to the development of the study’s framework and methodology. Among them: Professor Gerald Nebo, Associate Professor Chinedum Obikeze, Dr. John Anetoh and Dr. Wali Kemkamma. We also commend the effort of Mrs. Okolo Jennifer for typing and editing the work. In a similar tone, we wish to thank our respondents for equipping us with the required information that made this study a success. |
| first_indexed | 2024-03-12T01:55:24Z |
| format | Article |
| id | doaj.art-a048b2ac963a40feb2f49fa69f1d30f1 |
| institution | Directory Open Access Journal |
| issn | 1814-2427 1816-6326 |
| language | English |
| last_indexed | 2024-03-12T01:55:24Z |
| publishDate | 2023-05-01 |
| publisher | LLC "CPC "Business Perspectives" |
| record_format | Article |
| series | Innovative Marketing |
| spelling | doaj.art-a048b2ac963a40feb2f49fa69f1d30f12023-09-08T06:01:47ZengLLC "CPC "Business Perspectives"Innovative Marketing1814-24271816-63262023-05-0119211512810.21511/im.19(2).2023.1018106The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in NigeriaIkechukwu Attamah0https://orcid.org/0000-0002-5968-4684Victor O. Okolo1https://orcid.org/0000-0002-0755-7069Deborah Okoro2Kobi Ikpo3https://orcid.org/0009-0006-4235-3180Nmere Nnadi4Ph.D., Lecturer I, Department of Management, University of Nigeria Nsukka, Enugu Campus, EnuguPh.D., Senior Lecturer, Department of Marketing, Enugu Campus, University of Nigeria NsukkaPh.D., Lecturer I, Department of Marketing, Enugu Campus, University of Nigeria NsukkaM.Sc., Lecturer II, Department of Marketing, Enugu Campus, University of Nigeria NsukkaPh.D., Lecturer I, Department of Marketing, Enugu Campus, University of Nigeria NsukkaOrganizations should equip human resources and sales managers with the vital information and knowledge needed to recruit and select salespersons with the required qualities to help them achieve improved sales performance. This paper aims to determine a salesperson’s educational qualification, selling experience, and persuasive ability and their effect on the salesperson’s performance at Innoson Motors Manufacturing Company Ltd. The study surveyed 131 company staff to collect the data; only 120 questionnaires were correctly filled and returned. First, the study checked the instrument’s reliability (Cronbach’s alpha = 0.982). Data were then analyzed using a simple linear regression analysis. The findings revealed that salesperson educational qualification has a significant positive effect on salesperson performance (r = 0.944; t = 54.251; F = 2943.209; p < 0.05). Next, salesperson selling experience was found to have a significant positive effect on salesperson performance (r = 0.964; t = 68.905; F = 4747.922; p < 0.05). Finally, salesperson persuasive ability was found to have a significant positive effect on salesperson performance (r = 0.960; t = 64.812; F = 4200.634; p < 0.05). Hence, company managers can use the findings of this paper to understand that employing highly educated, experienced, and persuasive salespersons will lead to improved salesperson performance. AcknowledgmentWe wish to appreciate the good work done by some of the researchers who contributed immensely to the development of the study’s framework and methodology. Among them: Professor Gerald Nebo, Associate Professor Chinedum Obikeze, Dr. John Anetoh and Dr. Wali Kemkamma. We also commend the effort of Mrs. Okolo Jennifer for typing and editing the work. In a similar tone, we wish to thank our respondents for equipping us with the required information that made this study a success.https://www.businessperspectives.org/images/pdf/applications/publishing/templates/article/assets/18106/IM_2023_02_Okoro.pdfeducational qualificationexperienceorganizationpersuasive abilityresource-based theory |
| spellingShingle | Ikechukwu Attamah Victor O. Okolo Deborah Okoro Kobi Ikpo Nmere Nnadi The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in Nigeria Innovative Marketing educational qualification experience organization persuasive ability resource-based theory |
| title | The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in Nigeria |
| title_full | The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in Nigeria |
| title_fullStr | The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in Nigeria |
| title_full_unstemmed | The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in Nigeria |
| title_short | The effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in Nigeria |
| title_sort | effect of recruitment and selection on salesperson performance of a vehicle manufacturing company in nigeria |
| topic | educational qualification experience organization persuasive ability resource-based theory |
| url | https://www.businessperspectives.org/images/pdf/applications/publishing/templates/article/assets/18106/IM_2023_02_Okoro.pdf |
| work_keys_str_mv | AT ikechukwuattamah theeffectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT victorookolo theeffectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT deborahokoro theeffectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT kobiikpo theeffectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT nmerennadi theeffectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT ikechukwuattamah effectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT victorookolo effectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT deborahokoro effectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT kobiikpo effectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria AT nmerennadi effectofrecruitmentandselectiononsalespersonperformanceofavehiclemanufacturingcompanyinnigeria |