Influence of Sales Force Recruitment and Selection on Salesperson’s Performance in Manufacturing Sector in Nigeria
Abstract
The practice of actual selling of manufactured commodities has taken a different dimension in the contemporary world. The study empirically analyzed sales force recruitment and selection on salesperson’s performance in a manufacturing concern. Explicitly, the verified the level of the relationship between salesperson’s educational qualifications, ascertain the extent of the relationship between salesperson’s past selling experience and salesperson’s performance in the manufacturing industry like Dozzy Oil & Gas Limited, Onitsha Anambra State. Population of the study encompasses all the technical and administrative and marketing staff of the corporation studied. Judgemental sample of 133were administered with structured questionnaire, out of which 120 copies were correctly executed and returned. The value of 0.982 resulted from reliability test of the research instrument conducted using Cronbach’s Alpha. Data generated through survey was analyzed using Pearson’s product moment correlation coefficient. Findings showed a significant positive relationship between salesperson’s educational qualifications and salesperson’s performance (r = 0.964, p < 0.05).It was also revealed that salesperson’s past selling experience have significant positive relationship with salesperson’s performance(r = 0.958, p < 0.05). Conclusively, salesperson’s past selling experience will definitely make enormous contribution to the successful operation of the company’s products. Therefore, human resources managers, sales managers and others involved in recruitment and selection exercise should continuously improve on selecting highly educated and experienced potential salespersons to enhance salesperson’s performance.
