ASSESSMENT OF SALESMANSHIP PRACTICE

(IN CASE OF KEDIJA FLOUR FACTORY)

A research Questionnaire submitted to department of marketing

management in partial fulfillment the requirement for the degree of
Bachelor of Arts in marketing management

PREPARED BY ........ABEBU ASMAMAW

ID No............... 0050/14

ADVISOR: Mr.HACHALU FAYA

HAWASSA UNIVERSITY

College of business and economics

Department of Marketing Management

December, 2025.
APOSTO. ETHIOPIA
 HAWASSA UNIVERSITY
AWADA BUSINESS AND ECONOMICS
Department of Marketing Management
Questionnaire to be filled by consumers of kedija floor factory
Dear Respondent
I am a graduating student at Hawassa University in the department of marketing management.
As partial fulfillment for graduation BA degree in Marketing Management, I have to conduct a
research on assessment of salesmanship practice of kedija flour factory. The information that you
provide is kept secret and used only for academic purpose, so you are requested to give your
answer for the following questions.

Thank you in advance for your cooperation!

Instruction:

 No need of writing your Name

 For close ended questions put ’’√ ‘’ mark on the box corresponding for your choice.

 For open ended questions you are kindly requested to write brief and short answer

Part 1.General characteristics of the respondents

1 .Gender: Female  male 

2. Age: Below 25 years  26-35 years’  36-45years  above 55years 

3. Level of education: Twelve complete  certificate  diploma  degree 

4. How long is your relationship with the factory?

1-5 years  6-10 years  11-15 years  16-20 years 

Part 2: Questions directly related to the study

I: Questions related to salesmanship practice

5. Do you think the company sales persons are physically attractive?

Strongly Agree  Agree  Neutral  Disagree  Strongly Disagree 

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6. How do you evaluate the factory sales person regarding to product knowledge?

Very Good  Good  Medium  Poor Very Poor

7. The sales person gives clear information about the products they are selling

Strongly Agree  Agree  Neutral  Disagree  Strongly Disagree 

8. Dose kedija flour factory sales person treat every customer equally?

Strongly Agree  Agree  Neural  Disagree  Strongly Disagree 

9. How do you evaluate the factory sales force performance regard to giving satisfactory advice?

Very High  High  Medium  Low  Very Low 

10. How do you evaluate your satisfaction level towards the salesmanship practice of the
factory?

Very High  High  Medium  Low  Very Low 

11. How do you see the factories salesmanship practice regard to fulfilling what selling requires?

Very Good  Good  Medium  Poor  Very Poor 

II: Questions related to how the factory motivates its sales force

12. The sales person serves customers with passion

Strongly Agree  Agree  Neutral  Disagree  Strongly Disagree

13. The sales person is more than happy to help customer

Strongly Agree  Agree  Neutral  Disagree  Strongly Disagree 

14. How do you rate the way that factory motivates its sales force?

Very Good  Good  Medium  Poor  Very Poor 

III: Questions related to customer complaint handling

15. How do you evaluate the factory’s responsiveness to handle customer complaints regarding
to sales person performance?

Very Good  Good  Medium  Poor  Very Poor 

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16. How does the factory solve customer objection about the product of the factory?

Very high  High  Medium  Low  Very low 

17. The sales person handles after sales objection efficiently

Strongly agree  Agree  Neutral  Disagree  strongly disagree 

18. Have you ever received a defectives product?

Yes  No 

19. If your answer for question 18 is yes, how was the response by the sales person for the
defected product?

Very Good  Good  Medium  Poor  Very Poor 

20. If you have any further comments about the sales person of kedija flour factory feel free to
mention below.

______________________________________________________________________________
_____________________________________________________________________________

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 HAWASSA UNIVERSITY
AWADA BUSINESS AND ECONOMICS
Department of Marketing Management
Questionnaire to be filled by sales person of kedija floor factory
Dear Respondent

I am a graduating student at Hawassa University in the department of marketing management.

As partial fulfillment for graduation BA degree in Marketing Management, I have to conduct a
research on assessment of salesmanship practice of kedija flour factory. The information that you
provide is kept secret and used only for academic purpose, so you are requested to give your
answer for the following questions.

Thank you in advance for your cooperation!

Instruction:

 No need of writing your Name

 For close ended questions put ’’√ ‘’ mark on the box corresponding for your choice.

 For open ended questions you are kindly requested to write brief and short answer

Part 1.General characteristics of the respondents

1 .Gender: Female  Male 

2. Age: Below 25 years  26-35 years’  36-45years  Above 55years 

3. Level of education: Twelve complete  certificate  diploma  degree 

4. How long is your relationship with the factory?

1-5 years  6-10 years  11-15 years  16-20 years 

Part 2. General questions Related to the study

1. How do you see the factory’s reward to the sales persons?

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Very good  Good  Medium  Poor  Very Poor 

2. How do you measure the factories training program to the sales persons to update their selling
skills?

Very high  high  medium  low  very low 

3. Have you ever received a complaint from customers?

Yes  No 

4. If your answer for question no 3 is yes how do you handle those complaints?

______________________________________________________________________________
_____________________________________________________________________________.

5. How do you rate the way that the factory motivates its sales persons?

Very good  Good  Medium  Poor  Very Poor 

6. Have you ever received an objection from customers?

Yes  No 

7. If your answer for question no 6 is yes how do you handle those objections?

______________________________________________________________________________
_____________________________________________________________________________.

8. How frequent factory measures its sales person’s performance

Every day  every week  every month  every year 

No measurements taken 

9. If you have any further comments about the salesmanship practice of kedija flour factory feel
free to mention below.

______________________________________________________________________________
_____________________________________________________________________________.

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 HAWASSA UNIVERSITY
AWADA BUSINESS AND ECONOMICS
Department of Marketing Management
Interview Questions

Dear Manager,

I am a prospective undergraduate student in Hawassa University. I am working on the

assessment of your factories’ salesmanship practices.

This interview seeks to get your views regarding your factories’ current practice of salesmanship
specifically, on handling your prospects objections and on closing the sale.

Your valid and kind responses and suggestions are very important for the completeness of the
research paper.

The information that you are providing will be treated as confidential and used only for the
research purpose. The outcome of this interview is intended to support the research report to the
partial fulfillment of the degree of BA in marketing management.

Thank you for devoting your valuable time and energy to answer my questions.

1. Would you please tell me briefly about the overall practice of salesmanship of your
Factory?
2. What are the main objectives of your factory’s salesmanship?
3. How do your sales person’s handle objections?
4. How do you evaluate your sales person's performance?
5. How do you motivate and reward your sales persons?

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