International Journal of Research and Innovation in Social Science (IJRISS)
Strategic Applications of Professional Sales Management in Enhancing the Competitiveness of Local Trading Enterprises
Published January 3, 2026 • Vol. 9, Issue 12, pp. 1986–2010Open Access
DOI: 10.47772/IJRISS.2025.91200151
Abstract
This study aims to examine the strategic applications of professional sales management (PSM) and their influence on the competitiveness of local trading enterprises in Nueva Ecija and Zambales. It specifically investigates the extent to which market orientation, sales process efficiency, and customer relationship quality are implemented, and how these practices contribute to strategic sales planning, sales force capability, and sales digitization.
A quantitative, cross-sectional, and correlational research design was employed. Data were collected from 100 owners, managers, and key personnel of micro, small, and medium trading enterprises through structured survey questionnaires. The instrument measured core sales management indicators and competitiveness outcomes using Likert-scale items, while descriptive statistics and mean ratings were used to analyze the data.
Keywords: sales management, market orientation, customer relationship quality
| Journal | International Journal of Research and Innovation in Social Science (IJRISS) |
|---|---|
| ISSN | 2454-6186 |
| Volume / Issue | Volume 9, Issue 12 |
| Pages | 1986–2010 |
| Publication date | January 3, 2026 |
| DOI | 10.47772/IJRISS.2025.91200151 |
| Publisher | RSIS International |
| License | Open Access |
How to cite this article
Ronnel C. De Guzman, Mary Rose Tong, Julie Ann Rolls Ayban, & Noel Agustin (2026). Strategic Applications of Professional Sales Management in Enhancing the Competitiveness of Local Trading Enterprises. International Journal of Research and Innovation in Social Science (IJRISS), 9(12), 1986-2010. https://doi.org/10.47772/IJRISS.2025.91200151
BibTeX
@article{Ronnel2026,
title = {Strategic Applications of Professional Sales Management in Enhancing the Competitiveness of Local Trading Enterprises},
author = {Ronnel C. De Guzman and Mary Rose Tong and Julie Ann Rolls Ayban and Noel Agustin},
journal = {International Journal of Research and Innovation in Social Science (IJRISS)},
volume = {9},
number = {12},
pages = {1986--2010},
year = {2026},
doi = {10.47772/IJRISS.2025.91200151},
publisher = {RSIS International}
}