Page 47 - MARSIUM'21 COMP OF PAPER

FACTORS AFFECTING SALES PERFORMANCE: CASE STUDY OF

NAVEGACION

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.

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