EFFECT OF WORK LIFE QUALITY PERCEPTIONS ON SALESPERSONS’ PERFORMANCE: EVIDENCE FROM ETHIO TELECOM, GONDAR CITY.

Abstract

In the ever-evolving business landscape, sales personnel are essential to maintaining the vitality of every organization. Whether in start-ups or large multinational firms, the critical role of effective salespersons cannot be underestimated. Consequently, the topic of salesperson’s performance has emerged as a pivotal area of study. Thus, the general objective of this study was to determine the effect of work-life quality perceptions on salespersons performance at ethio telecom, Gondar. An explanatory research design was used to uncover the effect of work life quality perceptions on salespersons performance in ethio telecom by using a questionnaire survey from a sample of 104 peoples working in sales and related tasks. In this study a census was chosen over a sample as the population is quite small to deal with. Descriptive statistical analysis technique was employed to describe respondents’ demographic characteristics and to evaluate work life quality perceptions of salespersons. The descriptive result analysis indicates average mean less than 1.8 which indicates the perceptions about the quality of work life is unfavourable. The calculated standard deviation is fairly low which shows less variability with the responses among the respondents. Furthermore, a multiple linear regression was carried out to determine the relative contribution of each work life quality dimensions on salespersons performance. By carrying out a linear regression analysis, it was observed that salesperson’s performance is significantly influenced by compensation scheme, opportunity for development, working conditions, participation and constitutionalism. In light of this, the study recommends salesperson’s compensation scheme to be appropriate, working conditions be improved, opportunity for development and participation to be increased.