Page 467 - MARSIUM'21 COMP OF PAPER

Muhamad Rifqi Zafran Bin Abdul Hakim (2022)

5.0 DISCUSSION AND CONCLUSION

5.1 Hypothesis Discussion

The first hypothesis, which is sales volume fluctuations, indicated an insignificant influence on sales performance. Therefore, sales
volume fluctuations are negatively influenced sales performance. Hence, the null hypothesis is accepted (Sig 0.465). Sales fluctuations
depend significantly on perceived and interpreted (Dutton and Duncan, 1987). Its indicate that the latter model captures and represents
sales fluctuations and their connection to sales performance are more correctly (Silver et al., 2006). According to (e.g., Baldauf, Cravens,
and Piercy 2005; Darmon 1998), sales fluctuations can cause inconsistency for salespeople and will affect sales performance. From the
results, the sales volume fluctuations are not influencing the sales performance, and H1 is not supported in this research. Thus, the
researcher concludes that sales volume fluctuations are not a significant due to not important element that will contribute or influence
the sales performance.

The second hypothesis, training, and development indicated a significant influence on sales performance. Therefore, sales volume
fluctuations are positively influenced sales performance. Hence, the null hypothesis is rejected (Sig 0.000). Training and development
positively affect staff performance that they may give an existing company a new breath of energy (Ahmad & Ahmad, 2014). Training
and development will help to increase the knowledge and enhance the skills of salespeople (Younas et al., 2018). We can see here that
training and development play an essential role in increasing their sales performance and achieving their goals. This factor can be
considered for the company to improve their sales performance in the future. The results of this study also prove that training and
development drive sales performance. So, that training and development significantly influence sales performance we can see this factor
is an important element to the company to increase their sales performance.

The third hypothesis, commission, and incentive, indicated an insignificant influence on sales performance. Moreover, commission
and incentives are negatively influenced sales performance. Thus, the null hypothesis is accepted (Sig 0.236). The terms commission
and incentive refer to rewards that are much more closely tied to employee productivity and sales performance gains (Ugwu et al., 2012).
Commission and incentive may empower salespeople by encouraging them to improve sales performance (Delvecchio & Wagner, 2012).
A possible explanation is that commission and incentives from the company may not make it attractive to influence salespeople to
increase their performance and target that has been set. The company should revise the commission and incentive scheme to influence
the salespeople to achieve sales performance. The unattractive scheme may affect the sales performance of the salespeople. Commissions
have generally been recognised one of the best strategies to motivate salespeople since they necessarily will increase to sales
performance(Misra & Nair, 2011).

Finally, the hypothesis, planning of sales activity, indicated a significant influence on sales performance. Besides, planning of sales
activity is positively influenced sales performance. Thus, the null hypothesis is rejected (Sig 0.000). According to Hofer (2008), planning
of sales can ensure that the plans of all company functions are aligned with the strategic business plan in order to achieve sales
performance. Sales planning is used to prepare for any unexpected thing that occurs during operation, which will affect the company
(Thomé et al., 2012). Based on this study, planning sales activity is critical for the company to forecast sales to achieve sales performance.
Planning of sales activity helps the company ensure they align with the timeline for every target that has been set. Thus, this factor will
lead to the improvement of sales performance.

5.2 Research Limitation

The research identified certain limitations. The purpose of this research is to determine the factors that influence Navegacion
Shipping (J) Sdn Bhd's sales performance. This study focuses on Navegacion Shipping (J) Sdn Bhd, including respondents from the
sales department. This study used a sample size of just 118 respondents. The amount is insufficient to reflect the whole population of
the company. As a result, the respondent may represent the sales department but not the whole employees or other departments inside
the company.

Additionally, with limited time, researchers must disseminate and collect 118 online surveys within a certain period. Pandemic has
caused research to do contactless surveys for every respondent, and the researcher has disseminated surveys (Google Form) using an
online platform such as WhatsApp and social media to reach them. They complete the questionnaire independently without the help and
guidance from the researcher, which may result in inaccurate data collection.

Finally, and maybe most importantly, this study was performed online using Google Forms. This may generate a bias since the
respondent's ability to understand the question are unknown while answering the survey. The respondent may simply hit or click without
reading or understanding the questions. This is because the responder wants to complete the survey as fast as possible.

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