Identifying Factors on Agent’s Sales in an Apparel Manufacturing Company



Agents are the most important marketing tools for company to become a successful in business. Agents not only operate as a channel to customers, but they also play an important role in providing customers with a variety of services before and after the sales. The main purpose of this study is to identify the factor influencing agent’s sales at an Apparel Manufacturing company. There are three categories of agents at the company namely, Trial agent, Basic agent and Premium agent. Based on the sales records in May 2018, the sales of product obtained by Trial Agent is lower than Basic and Premium Agents in this company. Therefore, this study aims to determine difference mean on record sales by agent among three categories of agents. This study also investigates the relationship between sales records by agents and years of experienced in business. Data was collected using questionnaire from 46 active agents at the company. Data was analyzed using One-way Analysis of Variance (ANOVA), Pearson correlation coefficient and Multiple Linear Regression. Result showed that there is a statistically significant difference in the mean sales records among the three of agent’s categories. Furthermore, there is a strong positive correlation between sales records by agent and years of experienced in business. Meanwhile, factors of knowledge and skills in business are most contributed to the agent’s sales. This study can help the company to create a strategic business plan and conducting several workshop trainings for agents to increase their knowledge and skills in business.


Basir, M. S., Ahmad, S. Z., & Kitchen, P. J. (2010). The relationship between sales skills and salesperson performance: an empirical study in the Malaysia Telecommunications Company. International Journal of Management and Marketing Research, 3(1), 51-73.

Hee, O. C., & Yen, W. S. (2018). The influence of advertising media towards consumer purchasing behavior in the food and beverage industry in Malaysia. International Journal of Human Resource Studies, 8(2), 1-16.

Kusumawardhany, P. A., & Trisnawati, J. D. (2019). The effect of prior knowledge and business idea alertness to entrepreneurial opportunity in Indonesia. In 16th International Symposium on Management (INSYMA 2019). Atlantis press.

Malhotra, R., Malhotra, D. K., Mariotz, E., & Poteau, R. R. (2018). Evaluating the impact of advertising on sales and profitability in the apparel industry. In Applications of Management Science (pp. 37-55). Emerald Publishing Limited.

Nieto-Rodriguez, A. (2016). The focused organization: how concentrating on a few key initiatives can dramatically improve strategy execution. Routledge.

Peyton (2017). The 3 Most Important Marketing Skills (And Where to Learn Them). Retrieved from

Ukko, J., Nasiri, M., Saunila, M., & Rantala, T. (2019). Sustainability strategy as a moderator in the relationship between digital business strategy and financial performance. Journal of Cleaner Production, 236, 117626.

How to Cite
MAT DESA, N. H., & MAT JUSOH, S. Z. A. (2020). Identifying Factors on Agent’s Sales in an Apparel Manufacturing Company. Trends in Undergraduate Research, 3(1), g36-41.
Economics and Business