Strategic Applications of Professional Sales Management in Enhancing the Competitiveness of Local Trading Enterprises

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.