Impact of organisational culture on performance of salesperson in Pakistan

Abstract

Purpose of the study: Salespersons have very dynamic and vital importance in a country like Pakistan where industry is not so strong. The study identifies the influence on performance of organizational culture evaluations of salespersons in Pakistani market. Culture of an organization have a very important part in performance of salesperson. The study aims in fmding the impact of organizational culture on performance of salesperson. Research Methodology: The study is quantitative and will explore the impact of Salesperson Performance in north region of Pakistani industry. Primary data was gathered through questionnaires from 250 professionals from corporate sector. Various Statistical Analyses was used for analysis and interpretation of data. Findings: Statistical results show that relationship is positive and with uniformity and flexibility. Likewise, other parameters of culture have good impact with the performance practices of sales professionals. Consequences: The samples were taken from few cities of GB, AK and KPK. Other regions of Pakistan can be selected for same variables for future studies. The only limitation of this study is that it uses sampling technique. Stratified sampling can be used for future studies. Practical implications: This study will help the managers in organizations to better understand the decision taking parameters for their salesperson performances. Moreover, this study will also assist in making sound strategies for acquiring best performances. Value Added: This study would assist in coupling the theory and practice in order to explore the different types of cultures and its vital impacts on performance management systems.