ANALYSIS OF FACTORS AFFECTING SALES VOLUME OF MANUFAC TURING ENTERPRISES: (A CASE OF DEBRETABOR TOWN, ETHIO PIA

Abstract

The purpose of this study was to analysis the factors affecting the sales on manufacturing enter prises in Debretabor city. Factors on sales is see in terms of product quality, Distribution system, product promotion, pricing method, sales person skill in the manufacturing enterprise in the re search setting. A descriptive and explanatory research design is use to analyze the data obtained from respondents. The study area and organization is direct contact with in the respondents in Debretabor city. A questionnaire comprising closed-ended questions was adapted and adminis tered to the sales manager in order to gather data relevant to the research objectives and the five hypotheses formulated in the study. A total of 120 respondents is selected The descriptive analyses were used to describe the demographic characteristics of the respondents who participated in the study, while the inferential analyses were used to examine causal relationships between the inde pendent variable (product quality, Distribution system, product promotion, pricing method, sales person skill) and the dependent variable (sales volume). Pearson Correlation Coefficient analysis was carried out to test the hypotheses formulated. In addition, the dependent variables and to identify the influence of the independent variable on the dependent variable. The findings were show that all dimensions of Determinants have a significant and positive relationship accept sell ing price with sales volume in manufacturing enterprise in the study setting. The study also re vealed that product quality, Distribution system, product promotion, pricing method, sales person skill significantly predicted the variation on sales volume.