Managerial Competence, Sales Management Practices and Sales Service Delivery.
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Date
2023
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Abstract
Sales management practices hold primary responsibility for top line revenue generation in companies. The purpose of the study was to examine the relationship between managerial competency, service delivery and sales management practices of manufacturing firms in Jinja district. This study used primary data was obtained through the use of a self-administered questionnaire. A sample of 208 respondents were obtained during the survey. Data was analysed using STATA 14 and deceptive statistics, Variation Inflation Factor, normal distribution, Pearson correlation to measure the degree of association between variables under consideration, and the and hierarchical regression model was used.
The results for the Pearson correlation show that there is negative significant relationship between sales management practice and sale service delivery (r=-0.104, p>01). There is a significant positive association between sales management practices and sales service delivery (r=0.192***, p<.01). while the hierarchical regression model shows that in Model 1 indicate that there is 2.1% of sales service delivery in explaining managerial competency in manufacturing firms in Jinja. Hence there is a negative significant association between sales service delivery and managerial competency and the change in in R² was significant F (2,203) = 2.157, R2∆=0.021 p=0.013. Model 2 continue illustrate there is a significant positive association between sales management practices and sales service delivery (co-eff=0.042; R2∆=0.064, p=0.001***) since p-value is less than 0.05.
Lastly, the regression model explains that the overall of 59% (AdjR2 = 0.59) of the variance in sales service delivery in manufacturing firms in Jinja, implying that there is 41% being explained by other factors. Nevertheless, considering the two predictors in this study, the results show that managerial competency and sales management practice are significant predictors of sale service delivery in manufacturing firms in Jinja F (2,201) =7.073, p=0.01 Therefore, this study recommends that there is need for management competency of the manufacturing firms should embrace efficient working capital sale management practices as a strategy to improve their financial performance and gaining competitive advantage over competing manufacturing firms.
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A Dissertation Submitted to Makerere University Business School (Faculty of Graduate Studies and Research) in Partial Fulfilment of the Requirements for the Award of Degree of Master of Business Administration of Makerere University. (PLAN A).
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Mebra, T (2023) Managerial Competence, Sales Management Practices and Sales Service Delivery : A Study of Manufacturing Firms in Jinja District. Unpublished Masters Dissertation Makerere University Business School. Kampala, Uganda.