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You searched Library Catalogue - Title: Study task in English student's book / Mary Waters and Alan Waters
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Call Number (WOU)
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SP CEMBA 2013 18
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Author
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Ng, Gim Hee
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Title
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An empirical study on the factors influencing the sales productivity of retail banking's sales team in Malaysia / Ng Gim Hee
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Abstract
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The purpose of this research is to study the influencing factors that impacting the sales productivity of the sale team in retail banking of Malaysia. From the study, the factors would be identified and tested. The five factors are individual factor, organization factor, environment factor, selling strategies factor and remuneration factor. Five hypotheses has been proposed and tested with the appropriate analysis. The data collected supported the formulated hypotheses, except for the environment factor. The research also indicated that significant relationships exist between the dependent variables and independent variables. The results showed that the remuneration factor has more impact influencing the sales productivity of the sales team. Significantly, the study provides guidelines for the managers to make decision when deal with the attrition and retention of sales staffs.
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Notes
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Final project report submitted in partial fulfilment of the requirements for the Degree of Master of Business Administration (CeMBA)
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Publisher/Year
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Penang : School of Business and Administration, Wawasan Open University, 2013
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Physical Description
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102 p.; 30 cm.
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Subject
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Wawasan Open University -- Dissertations
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Subject
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Sales management -- Malaysia
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Subject
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Banks and banking
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