Research on Factors Affecting Sales Management Activities: An Empirical Study at Truong Thinh Steel Trading Co., Ltd.

Abstract

This article studies the factors affecting sales management activities with the goal of improving the company's sales activities. The author has systematized and clarified the theoretical basis of sales and sales management and based on previous research models to identify factors affecting sales management activities. The article uses SPSS software to analyze and evaluate independent variables. This process includes assessing the reliability of Cronbach's alpha scale, EFA analysis, multiple linear analysis, and using One-Sample T Test to evaluate the level of influence through the Likert scale. These analyses help identify factors that have a significant impact on sales management effectiveness while eliminating variables that are not statistically significant. From these analyses, a regression model was built of important factors and their impact on sales management activities such as products and services, sales policies, sales force, and channels. distribution. Finally, the article has proposed specific solutions to improve the effectiveness of the company's sales management.