Factors Influencing the Sales Performance of Microsoft Resellers: The case of Selected companies in Kampala, Uganda

Abstract

This study examined the factors influencing the sales performance of Microsoft resellers using the case of selected companies in Kampala, Uganda. The study was based on three objectives namely; to find the relationship between Microsoft reseller trainings and the sales performance of Microsoft resellers in Kampala (Uganda), to establish the relationship between Microsoft reseller incentives and the sales performance of Microsoft resellers in Kampala (Uganda), to find out the relationship between Microsoft reseller service quality and the sales performance of Microsoft resellers in Kampala (Uganda). The study adopted a descriptive cross sectional survey design where both quantitative and qualitative approaches were used. In this study, a total number of 49 respondents were expected but 41 respondents returned the survey instruments representing a response rate of 83%. The data was collected using questionnaires and interviews and analysis was done using regression analysis and Pearson correlation coefficients. Findings revealed that: there is a positive relationship between Microsoft reseller trainings and the sales performance of Microsoft resellers in Kampala (Uganda) r =.006. Conclusively, the better the Microsoft reseller training, the better the sales performance of Microsoft resellers in Kampala, Uganda., there is a negative relationship between Microsoft reseller incentives and the sales performance of Microsoft resellers in Kampala (Uganda) r =-0.071. In a nutshell, the Microsoft reseller incentives, do not influence sales performance of Microsoft resellers in Kampala, Uganda, because they are not evenly distributed between the sales people. Lastly there is a positive relationship between Microsoft reseller service quality and the sales performance of Microsoft resellers in Kampala (Uganda) r = 0.042, concluding that, the better the Microsoft reseller service quality, the better the sales performance of Microsoft resellers in Kampala, Uganda. It was recommended that: there is need to think ahead as to what the business needs are, what their challenges are, and making sure that their IT systems and the IT decisions that they have made in the past, can continue to keep up with all that and help provide leverage to grow their businesses.