Abstract:
It’s plain and simple: the best salespersons consistently deliver for their organizations.Sales
skills are essential for business to finance their business ideas, generate revenues by selling
products and services, cover business costs and, ultimately, create profits. The primary objective
of this study was to determine how different sales person’s skills affect the sales volume of
brewery industries in Gondar. In order to achieve a research objective, an explanatory research
design was employed to establish causal relationships between salespersons skills and sales
volume and a quantitative approach was chosen as the research questions are quantitative in
nature. A total of 104 samples working in sales and related jobs were contacted and enumerated
the entire population as the list is quite small. As far as the data sources are concerned, the study
makes use of both primary and secondary sources. Secondary data was used to develop the
research questions and hypothesis and primary data collected through structured questionnaire
was utilized to answer them. Both descriptive and inferential statistics were used to analyze and
interpret the findings. Primarily, multiple linear regression was used to determine the effect of
sales skills on sales volume.Thus, with a coefficient of β=0.605 and a p-value of less than 0.05,
salesmanship skill is the variable that had the greatest effect on sales volume. Next, with a
β=0.410 and a p < 0.05, interpersonal skill also has a positive and significant effect on sales
volume followed by marketing skill and technical skill with a β=0.300 and β=0.154 respectively
and a p < 0.05. Moreover, the regression model shows that a one unit increase in interpersonal
skill, salesmanship skill, marketing skill and technical skill increases sales volume by 0.411,
0.612, 0.302 and 0.169 units respectively.
