Page 458 - MARSIUM'21 COMP OF PAPER

Muhamad Rifqi Zafran Bin Abdul Hakim (2022)
FINAL YEAR PROJECT
AHIBS UTM SKUDAI JAN 2022

FACTORS AFFECTING SALES PERFORMANCE: CASE STUDY OF
NAVEGACION SHIPPING (J) SDN BHD

Muhamad Rifqi Zafran Bin Abdul Hakim, Dr Adaviah Binti Mas’od

Azman Hashim International Business School, Universiti Teknologi Malaysia, Johor Bahru

*Corresponding author: zafran1997@graduate.utm.my

ABSTRACT:
This paper provides an overview of logistics and shipping. From the logistics perspective, freight logistics, container logistics, vessel logistics,
and inland transport logistics are the backbone for industry to deliver it to the manufacturer or industry. The main planning problems and
research opportunities in each logistics segment are reviewed and discussed to know the factors affecting sales performance towards logistic
companies. This is because logistic and shipping is essential nowadays because this is where the raw material was transport to the
manufacturer to create a finish good. This research investigates the relationship between Sales Fluctuations, Training and development,
Commission and Incentive, Planning of Sales Activity with Sales Performance. The sample size of the study was a total of 118 respondents.
Primary and secondary data were used to collect data by using a questionnaire for both employees and salespeople. The limitations and
suggestions for overcoming limitations are discussed. Based on the results in this paper, the theoretical and practical implications have been
discussed.

Keywords: Logistic, Shipping, Sales Performance, Incentive, Commission, Training.

ABSTRAK:

Kertas ini memberikan gambaran keseluruhan logistik dan penghantaran. Dari perspektif logistik, logistik pengangkutan, logistik kontena,
logistik kapal dan logistik pengangkutan darat adalah tulang belakang untuk industri menyampaikannya kepada pengilang atau industri.
Masalah perancangan utama dan peluang penyelidikan dalam setiap segmen logistik dikaji dan dibincangkan untuk mengetahui faktor yang
mempengaruhi prestasi jualan terhadap syarikat logistik. Ini kerana logistik dan penghantaran adalah penting pada masa kini kerana di
sinilah bahan mentah diangkut ke pengilang untuk menghasilkan kemasan yang baik. Penyelidikan ini menyiasat hubungan antara Turun Naik
Jualan, Latihan dan pembangunan, Komisen dan Insentif, Perancangan Aktiviti Jualan dengan Prestasi Jualan. Saiz sampel kajian adalah
seramai 118 orang responden. Data primer dan sekunder digunakan untuk mengumpul data dengan menggunakan soal selidik untuk kedua-
dua pekerja dan jurujual. Had dan cadangan untuk mengatasi had dibincangkan. Berdasarkan keputusan dalam kertas kerja ini, implikasi
teori dan praktikal telah dibincangkan.

Kata Kunci: Pengalaman membeli belah dalam talian, insentif luaran, penjual atau perkhidmatan pelanggan, keselamatan dan privasi.

1.0 INTRODUCTION

Today, the shipping or logistic industry is the backbone of the global supply chain to ensure that supply chains move between countries.
This sector is intimately linked to a country's commerce and economic growth. Companies selling raw materials often assign logistics
companies to be responsible for planning, organization, coordination, and control for materials flows from the extraction of raw materials into
ready-to-supply final products (Ulgen & Forslund, 2015). In addition, logistics or shipping offers customer service by guaranteeing that the
materials and resources for the building are always sufficient and accessible (Business & Research, 2018).Logistics are gaining prominence
and are acknowledged as an essential aspect in a firm's competitiveness, not restricted to transport and warehouse (Ying et al., 2014). According
to an analyst opinion in the article (Statista,2021), Between 1980 and 2020, the tonnage of container ships has increased by around 11 million
metric tons to approximately 275 million metric tons. Malaysia had such an average range of indexes of 3.49 compared to 3.44 in 2010 (Roslan
et al., 2015).
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