Citation

Yaakub, Hawa (2024) Determinants of salespeople's performance in financial planning agencies. Masters thesis, Multimedia University.

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Abstract

Sales performance is a critical factor in the profitability and success of firms, especially in the financial planning industry where the competitive landscape requires effective and efficient sales forces. This study investigates the key determinants influencing the performance of salespeople in financial planning agencies in Malaysia, focusing on the Five Factor Model (FFM) of personality traits. Despite the extensive research on sales performance in various industries, there is a significant gap in the financial planning field. Underpinned by the Big Five Model, this research aims to identify the relationship between personality traits — Extraversion, Agreeableness, Conscientiousness, Neuroticism, and Openness to Experience — and sales performance. Using a quantitative approach, data were collected from certified financial planners, unit trust consultants, takaful and insurance agents. The findings indicate that certain personality traits significantly impact sales performance, offering valuable insights for agency owners to enhance recruitment strategies, training programs, and retention rates of high-performing salespeople. Understanding these determinants not only contributes to academic knowledge but also provides practical implications for improving overall sales figures and driving growth in the financial planning industry.

Item Type:	Thesis (Masters)
Additional Information:	Call No.: HF5438 .H39 2024
Uncontrolled Keywords:	Sales personnel
Subjects:	H Social Sciences > HF Commerce > HF5001-6182 Business > HF5437-5444 Purchasing. Selling. Sales personnel. Sales executives
Divisions:	Faculty of Management (FOM) > MBA Programme
Depositing User:	Ms Suzilawati Abu Samah
Date Deposited:	22 May 2025 04:32
Last Modified:	22 May 2025 04:32
URII:	http://shdl.mmu.edu.my/id/eprint/13800

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