Page 459 - MARSIUM'21 COMP OF PAPER

Muhamad Rifqi Zafran Bin Abdul Hakim (2022)
Malaysia had seen a reasonable 1.45 percent growth rate. In many developing countries, such as Singapore, Malaysia, and Thailand,
this has increased the export industry. Logistics operations have grown significantly in supporting export operations in larger export markets
(Roslan et al., 2015). According to Mentzer and Konrad (1991), efficiency in performance indicators demonstrates the amount toward which
resources are used and how efficiently goals are achieved. In addition, differentiation is defined as the capability of logistics to generate value
for the client by means of unique and distinctive logistical services. In the light of the relevance of this problem.

1.1 Problem Statement

It is a great way to examine business with a sales performance in terms of results and behaviors (Anderson and Oliver, 1987). A results-
based perspective focuses on objective results measures (e.g., dollars, product sales, market share, profits, new accounts), while a behavioral
perspective frequently involves a subjective and complicated evaluation. In the past, each sales staff's success was only judged in terms of sales
volume. Nowadays, sales managers recognize that unproductive sales may be made and sales at the price of future sales (Dhingra, 2003). The
priority is not on integrating sales and marketing operations, as sales and marketing are necessary to carry out by different personnel suitable to
each task (Mary' & Kefyalew, 2018).
During the interview session, and while discussing and observing with workers and sales representatives, Navegacion Shipping (J)
Sdn Bhd's manager recognizes that several elements might impact the workers' performance and sales representatives among these elements.
For example, the yearly sales plan/actual sales that cannot be achieved or carried out is significantly less than the planned, fluctuating sales
volume around the fiscal year/ Product shortages/demand and supply imbalanced /. Failure of sales personnel training and development
initiatives. Failure to provide appealing incentives and commissions to stimulate the sales team. Thus, to investigate and get some managerial
insight, this study focuses on these elements and evaluates what variables impact sales success for Navegacion Shipping (J) Sdn Bhd.

1.2 Research Objectives

RO 1: To investigate the influence of sales volume fluctuation towards a company's sales performance.

RO 2: To investigate the influence of training and development towards a company's sales performance.

RO 3: To investigate the influence of commission and incentives towards a company's sales performance.

RO 4: To investigate the influence of planning sales activity towards the company's sales performance.

2.0 LITERATURE REVIEW
2.1 Sales Performance

According to (Rodriguez & Honeycutt, 2011), sales performance is defined as the degree to which a sales representative builds more
incredible customer connections by identifying the client's specific requirements and delivering a solution that satisfies those demands. The
manager affects sales performance by providing feedback to salespeople based on their effort or performance (Shannahan et al., 2013). For
salespeople who know how to present product details properly, they can better serve their customers by identifying their needs throughout the
sales process, increasing the level of trust and satisfaction that their customers have in the company, and ultimately increasing sales performance
(Ohiomah et al., 2019). Effective information utilisation increases a salesperson's capacity to engage in smart selling activities (adaptive selling
and sales planning), which have been significantly correlated with sales performance (Hunter & Perreault, 2006). Each salesperson is expected
to have a direct influence on sales performance, which is monitored monthly for each of them (Wan et al., 2012). Managers assist their
salespeople in increasing their sales performance and achieving sales targets (Gonzalez et al., 2014).

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