Determinants of Salespeople Performance Case of EthioTelecom

The purpose of this study is to examine of determinants sales people performance of Ethio telecom case of east region Dire Dawa, Haromaya, and Deder shop. This case namely, job satisfaction, intrinsic motivation, extrinsic motivation, compensation and organizational commitment; on sales people performance in Ethio Telecom were the primary source of data for working this paper and to adopt Qualitative research approach and cross sectional survey research design through the review of existing literature and the experiences of the researcher in respect of the determinants sales people performance of Ethiotelecom. The total sample size was 68 and questionnaires were distributed within East region on four shop included in study using proportionate censes sampling technique s. Out of these, 66 questionnaires were appropriately filled and returned which gives 97% return and the response rate is enough to carry out the analysis. The study used primary data source which were collected from employee of ethio telecom using five Point Likert-Scale questionnaires. Both descriptive and ordinary least square (OLS) were employed in order to satisfy specific objectives of this study using SPSS software.. The data analysis was processed by IBM, SPSS statistical software version 22, and the data analysis was performed by inferential and descriptive statistics. A linear combination of all the independent variables considered under the study predicts that, the variance in the dependent variable of sales people’s performance. Five major assumptions for multiple linear regression were tested:, linearity, Autocorrelation,normality, Homoscedasticity and multi-collinearity were found to be satisfactory. The ANOVA test result showed that, the value of R and R2 (82.9%) obtained under the model summary part was statistically significant. The finding indicated that, job satisfaction, intrinsic motivation, extrinsic motivation, compensation and organizational commitment had significant and positive relationship with sales people performance. The study finally concludes that; the residential division of Ethio-Telecom is significantly determined by these five factors of sales people’s performance.