The relationship between training, coaching and mentoring with salespersons performance within the electrical home appliances outlet in Kota Kinabalu

• Main Author: Loraine Lowrince
• Format: Thesis
• Published: 2010
• Subjects: HF Commerce
• Online Access: https://eprints.ums.edu.my/id/eprint/10648/

The objective of this study is to determine whether there is significant relationship between salesperson performance (dependent variable) with training, coaching and mentoring (independent variables). The samples are the retail salespersons engaged in true "selling" activities (as differentiated from "clerical" order-taking activities) from the electrical home appliances outlet throughout the nine (9) shopping complexes in Kota Kinabalu, Sabah; there are altogether 108 number of respondent in this study. The results of the analysis show that training and mentoring has significant relationship with the performance of salespersons from the electrical home appliances outlet throughout shopping complexes in Kota Kinabalu, Sabah. The study is designed to shed light for a better understanding on whether the electrical home appliances outlet, throughout shopping complexes in Kota Kinabalu, Sabah provide proper training, coaching and mentoring to their salesperson prior performing their task. For sales managers and salesperson, knowing the critical determinants of sales performance will generate a wealth of practical applications. Therefore some significant findings of this study are to help the companies indentify which management internal factors that will greatly influence the performance of their salesperson and how to enhance their salespersons performance to meet the company interests.