Assessment of Salesmanship practice (In case of Amru Hairu flour factory in wolkite town)

Abstract

The research was mainly focus on assessing the salesmanship practice of Amru hairu flour factory and the specific objective of the study includes evaluate the factories salesmanship practice, identify how the factory motivates the sales force and point out how to solve customer complaint. Both primary and secondary data was collected. The primary data was collected through distributing questionnaires to customers and sales persons. In addition, interview with manager was conducted. Whereas secondary data analyses have been also be made based on such source as factory records, internet, journals, and books. The population of the study mainly focuses on customers, the sales persons and the manager of Amru hairu flour factory. The researcher use convenience, non-probability sampling approach and selects a total number of 40 customers and by using census sampling technique the researcher selects all the 2 sales persons of Amru hairu flour factory. The major findings were that the sales person’s serves with passion, sales persons are good in their social behavior and first appearance to the prospects, the factory is weak regarding to handling customer’s objections about the product of the factory and it is also found that the sales force is not completely equipped with all the necessary salesmanship skill. Based on the major findings some recommendation was made that are the factory have to concentrate their product quality and must select the products that are defective and non defective before they reach to customers and the factory have to invest and use their resource to keep the sales force happy and to must motivate its sales force by using tools of motivation like promotion and participation. As a result the factory can really improve the salesmanship practice and also the factory can attain their short and long term objectives efficiently or as desired.