Normal view MARC view ISBD view

Sales force management of retail stores in selected towns of Cavite / by Mardelyn L. de Jesus.

By:

De Jesus, Mardelyn L [author]

Contributor(s):

Buena, Ma. Corazon A [adviser]

Material type: Text

TextLanguage: English Publication details: Indang, Cavite : 2006. Cavite State University- Main Campus,Description: x, 34 pages : illustrations ; 28 cmContent type:

text

Media type:

unmediated

Carrier type:

volume

Subject(s):

DDC classification:

658.81 D36 2006

Online resources:

Click here to view thesis abstract and table of contents

Production credits:

College of Economics, Management, and Development Studies (CEMDS)

Abstract: DE JESUS, MARDELYN L. Sales Force Management of Retail Stores in Selected Towns of Cavite. Undergraduate Thesis. Bachelor of Science in Business Management major in Marketing. Cavite State University. Indang, Cavite. April 2006. Adviser: Ms. Maria Corazon A. Buena. A study was conducted in selected towns of Cavite to describe the socio-economic characteristics of the retail store operators in selected towns of Cavite; determine the business characteristics of selected retail stores in selected towns of Cavite; describe the recruitment and selection process of the sales force ; identify the training for the sales force; determine the compensation plans and incentive programs, and identify the problems encountered by the store operators in managing the sales force of selected retail stores in selected towns of Cavite. A total of 100 respondents composed the samples of the study. Data were gathered through personal interviews from January to February 2006. Descriptive statistical tools such as frequency count, mean, percentage, range, and ranking were used in presenting and analyzing the data gathered. Results of the study revealed that the respondents generally belonged to the younger age bracket, male and married. All had also taken formal education. The average household size was six and the gross family income averaged at PhP32,761, wherein the major source of income was from retail stores. The selected retail stores were under sole proprietorship form of business organization, operated for an average of six years and with an average asset size of P3, 816, 400. An average of 15 employees comprised the total number of employees in the retail stores with an average of ten employees engaged in selling who comprised the members of the sales force. The retail stores refer to walk-in applicants as the major source of applicants in terms of recruitment and selection process. The applicants were personally interviewed and were given medical/physical examinations and psychological tests before hiring. On-the-job training was the common type of training given to the members of the sales force which was commonly done annually. Workbooks/manuals were the common instructional materials used for such training to familiarize the sales force to the store. The average basic salary of the members of the sales force was PhP2,803.00 with SSS as common benefits enjoyed by the respondents. It was reported that the major problem encountered by the respondents was misbehavior members of the sales force.

Average rating: 0.0 (0 votes)

Holdings ( 1 )
Title notes ( 5 )

Holdings
Item type	Current library	Collection	Call number	Materials specified	URL	Status	Notes	Date due	Barcode
Theses / Manuscripts	Ladislao N. Diwa Memorial Library Theses Section	Non-fiction	658.81 D36 2006 (Browse shelf(Opens below))		Link to resource	Room use only	T-3390		00006679

Thesis (B.S.B.M.--Marketing) Cavite State University

Includes bibliographical references.

College of Economics, Management, and Development Studies (CEMDS)

DE JESUS, MARDELYN L. Sales Force Management of Retail Stores in Selected Towns of Cavite. Undergraduate Thesis. Bachelor of Science in Business Management major in Marketing. Cavite State University. Indang, Cavite. April 2006. Adviser: Ms. Maria Corazon A. Buena.
A study was conducted in selected towns of Cavite to describe the socio-economic characteristics of the retail store operators in selected towns of Cavite; determine the business characteristics of selected retail stores in selected towns of Cavite; describe the recruitment and selection process of the sales force ; identify the training for the sales force; determine the compensation plans and incentive programs, and identify the problems encountered by the store operators in managing the sales force of selected retail stores in selected towns of Cavite. A total of 100 respondents composed the samples of the study. Data were gathered through personal interviews from January to February 2006. Descriptive statistical tools such as frequency count, mean, percentage, range, and ranking were used in presenting and analyzing the data gathered. Results of the study revealed that the respondents generally belonged to the younger age bracket, male and married. All had also taken formal education. The average household size was six and the gross family income averaged at PhP32,761, wherein the major source of income was from retail stores. The selected retail stores were under sole proprietorship form of business organization, operated for an average of six years and with an average asset size of P3, 816, 400. An average of 15 employees comprised the total number of employees in the retail stores with an average of ten employees engaged in selling who comprised the members of the sales force. The retail stores refer to walk-in applicants as the major source of applicants in terms of recruitment and selection process. The applicants were personally interviewed and were given medical/physical examinations and psychological tests before hiring. On-the-job training was the common type of training given to the members of the sales force which was commonly done annually. Workbooks/manuals were the common instructional materials used for such training to familiarize the sales force to the store. The average basic salary of the members of the sales force was PhP2,803.00 with SSS as common benefits enjoyed by the respondents. It was reported that the major problem encountered by the respondents was misbehavior members of the sales force.

Submitted to the University Library 07/18/2007 T-3390