IIARD International Institute of Academic Research and Development

INTERNATIONAL JOURNAL OF SOCIAL SCIENCES AND MANAGEMENT RESEARCH (IJSSMR )

E-ISSN 2545-5303
P-ISSN 2695-2203
VOL. 9 NO. 5 2023
DOI: https://doi.org/10.56201/ijssmr.v9.no5.2023.pg1.13

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Sales Force Training and Employee Performance of Insurance Firms in Port Harcourt

OGONU, Gibson Chituru. IHUNWO, Elvis C., BARASIN, Tonye Felix

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Abstract

This study examined the requirements of sales force training and employee performance of of insurance firms in Port Harcourt. This study adopted a cross-sectional survey and correlation investigation to establish relationship between sales force training and employee performance of of insurance firms in a non-contrived setting. Both primary and secondary methods of data collection were used to obtain relevant data for analysis. The instrument of data collection employed was the questionnaire. The population of the study consists of fourteen (14) registered insurance firms in Port Harcourt as obtained from Port Harcourt Chamber of Commerce, Industry, Mines and Agriculture (PHCCIMA). The sample size of this study consists of one hundred and seventy-seven (177) workers as determined by Taro Yamane formula at 5% significant level. The data was analyzed using the Spearman Rank Order Correlation Coefficient statistic through the aid of statistical packages for social science version 23.0. The result of the findings revealed the existence of significant and positive relationship between sales force training and employee performance of of insurance firms in Port Harcourt. The researchers conclude that sales force training affect employee performance of of insurance firms in Port Harcourt and therefore recommended that management of insurance firms in Port Harcourt should intensify their efforts in sales force training in order to improve the skills of their sales force and overall performance.

keywords:

Sales Force Training, Employee Performance, Coaching, Role Playing Training

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References:

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Armstrong, G. & Kotler, P. (2012). Marketing; An introduction (11th Ed).Prentice Hall
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Cunha, R., Morgado, A. & Brewster, C. (2015). Market forces strategic management, HRM
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