Factors affecting the sales performance of the salesperson- Empirical study at Magenest Vietnam Join Stock Company

Abstract

This study investigated the factors influencing on the sales performance of the salesperson of
Magenest Vietnam Joint Stock Company- a company provides digital transformation solutions and builds
e-commerce systems. Based on Churchill et al.'s (1985) model; Pandey's (2019) job demands-resources
stresses framework and previous research, the authors identified four key factors affecting the sales
performance of the salesperson, including: motivation, job satisfaction, compensation, and organisational
commitment. Quantitative method was used in the research to test hypotheses and the research model
with data collected from 155 sales employees at Magenest Vietnam JSC. The research results showed
that all four factors had positive impacts on sales performance. According to these findings, the authors
proposed four actionable strategies for Magenest to enhance sales performance and achieve business
objectives.