Philippine E-Journals

Level of Effectiveness on the Practices of Sales Force Management of Honda Cars Batangas

Rosemarie M. Andaya

Discipline: Business

 

Abstract:

This study assessed the level of effectiveness of sales force management of Honda Cars Batangas and provide ways on how to enhance their productivity. More specifically, it described the profile of the respondents; to assess the level of effectiveness of the existing practices in sales force management of Honda Cars Batangas in order to increase sales productivity; to identify common problems met by sales consultants of Honda Cars Batangas considering both internal and external stakeholders; and to test the difference on the practices of sales force management when grouped according to profile variables. The descriptive-correlation method was utilized in the conduct of the study.

The study revealed that most of the sales consultants at Honda Cars Batangas are relatively young, female, new in the field of sales, with middle income group and most of them are bachelor degree holders. Based on the results, the existing practices on sales force management of Honda Cars Batangas were effective, while lost sales due to unavailability of unit’s variant, color etc. and promos being offered by competitors were the most common problem met by sales consultants when internal and external factors were considered respectively and the existing practices on sales force management of the two groups of respondents did not differ.