Category - Charles TENKORANG

Vodafone Ghana

Charles ADUSEI Charles TENKORANG Isaac TWENEBOAH-KODUAH

Sales Territory Management and Distributor Performance in the Telecommunications Industry in Ghana

The mobile telecommunications in Ghana is a highly competitive market which faces a problem of retaining their customers due to low switching cost. The purpose of this study was to investigate sales territory management and distributor performance of Vodafone in Sunyani. The population for the study was staff and retailers of Vodafone product and services. Multi-Stage sampling approach was employed for the study. A well-structured questionnaire and interview guide were used in collecting data from the respondents. Descriptive statistics, One Sample t-test, Kendall’s Coefficient of Concordance and Pearson Correlation Matrix were used to analyse the data. Results revealed that there was effective supervision of the sales territory representatives by the sales managers. The retailer’s confirmed the receipt of their requested orders from the distributor when the need arose. The sales territory representatives confirmed that sales managers involved them in developing new or adjusted...

Read More
Aims & Scope

Expert Journal of Marketing welcomes original academic articles to be published in open access.

Read more about Expert Journal of Marketing→

Guide for Authors

This 'Guide for Authors' provides useful information about the publication process at Expert Journal of Marketing.

Read 'Guide for Authors' →

Current Issue

Volume 5 of Expert Journal of Marketing is now available online

View Current Issue →

Forthcoming Papers

View upcoming finance academic articles accepted for publication.

View Articles →

Send Your Article Now
Bitnami