Effect of Salesforce Size on the Performance of Selected Listed Manufacturing Firms in South Western Nigeria
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Date
2015
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Faculty of Management of Management Sciences, University of Maiduguri, Borno State, Nigeria
Abstract
The intense competition in the fast-moving consumer goods (FMCG) subsector of the Nigeria food and beverage industry in recent years has made business firms tie their performance to the quality and appropriate size of salesforce. Hiring and maintaining the right salesforce is one of the most challenging activities in salesforce management because the business firm needs to strive to have the right size or number of salesforce required to achieve its stated objectives. The objective of this study is to determine the effect of the sales force on firms' performance using listed manufacturing firms in food and beverage sector operating in the southwestern part of Nigeria as a case study. The study used a combination of simple random and purposive sampling techniques to select three manufacturing firms out of fourteen firms that were listed in the food and beverage sector of the Nigerian Stock Exchange. The study essentially sourced its data from secondary sources such as relevant and related literature to provide conceptual and theoretical background for the subject matter and the Nigerian Stock Exchange Factbook which provides data on annual reports of the selected firms for ten years. Linear regression was employed as an analytical technique. The findings of the study indicated that, there is a statistically significant relationship between the salesforce size and firms' performance and that salesforce size had a significant effect on firms' performance. On the bases of this, it was recommended that management of manufacturing firms in the food and beverage industry should strategically manage the relationship that exists between salesforce size and firms' performance to ensure the attainment of their firms' stated profit objectives.
The intense competition in the fast-moving consumer goods (FMCG) subsector of the Nigeria food and beverage industry in recent years has made business firms tie their performance to the quality and appropriate size of salesforce. Hiring and maintaining the right salesforce is one of the most challenging activities in salesforce management because the business firm needs to strive to have the right size or number of salesforce required to achieve its stated objectives. The objective of this study is to determine the effect of the sales force on firms' performance using listed manufacturing firms in food and beverage sector operating in the southwestern part of Nigeria as a case study. The study used a combination of simple random and purposive sampling techniques to select three manufacturing firms out of fourteen firms that were listed in the food and beverage sector of the Nigerian Stock Exchange. The study essentially sourced its data from secondary sources such as relevant and related literature to provide conceptual and theoretical background for the subject matter and the Nigerian Stock Exchange Factbook which provides data on annual reports of the selected firms for ten years. Linear regression was employed as an analytical technique. The findings of the study indicated that, there is a statistically significant relationship between the salesforce size and firms' performance and that salesforce size had a significant effect on firms' performance. On the bases of this, it was recommended that management of manufacturing firms in the food and beverage industry should strategically manage the relationship that exists between salesforce size and firms' performance to ensure the attainment of their firms' stated profit objectives.
The intense competition in the fast-moving consumer goods (FMCG) subsector of the Nigeria food and beverage industry in recent years has made business firms tie their performance to the quality and appropriate size of salesforce. Hiring and maintaining the right salesforce is one of the most challenging activities in salesforce management because the business firm needs to strive to have the right size or number of salesforce required to achieve its stated objectives. The objective of this study is to determine the effect of the sales force on firms' performance using listed manufacturing firms in food and beverage sector operating in the southwestern part of Nigeria as a case study. The study used a combination of simple random and purposive sampling techniques to select three manufacturing firms out of fourteen firms that were listed in the food and beverage sector of the Nigerian Stock Exchange. The study essentially sourced its data from secondary sources such as relevant and related literature to provide conceptual and theoretical background for the subject matter and the Nigerian Stock Exchange Factbook which provides data on annual reports of the selected firms for ten years. Linear regression was employed as an analytical technique. The findings of the study indicated that, there is a statistically significant relationship between the salesforce size and firms' performance and that salesforce size had a significant effect on firms' performance. On the bases of this, it was recommended that management of manufacturing firms in the food and beverage industry should strategically manage the relationship that exists between salesforce size and firms' performance to ensure the attainment of their firms' stated profit objectives.
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Keywords
Salesforce size, Firm Performance, Listed firm, Net Profit, Salesforce size, Firm Performance, Listed firm, Net Profit
Citation
5. Mustapha, Y.I., Bello, K.A. &Ahmed A.G. (2015). Effect of Salesforce Size on the Performance of Selected Listed Manufacturing Firms in South- Western Nigeria. Sahel Analyst Journal of Management Sciences,13(1): 47-59. A Publication of Faculty of Management Sciences, University of Maiduguri