Framework for Variables

4.1 Framework for variables

After determining the important factors that influence sales volume, we should clarify the logical relationship between them. These factors are collected basically from literature review. The variables and the relationships between them are as the following:

* Sale volume: is the dependent variable that forms the research problem. It is the variable that we concern to study in this research.

* Price: the first independent variable.

* Advertising: the second independent variable.

* Selling policies: the third independent variable.

* Political situation: the forth independent variable.

After revising the literatures we conclude that there is a relationship between all independent variables collectively and sales volume. The following is preliminary illustrative graph for the relationship:

4.2 Hypothesis formulation

After all of diagnosing the problem and determining the related variables will be studied to know there effect to research problem. In other words, we divided the problem into parts or variables to make it easy for understanding. In this section we will formulate the research hypothesis will be tested later.

Ho: Prices, Advertising, Selling policies and Political situation together have no effect on sales volume.

Ho: p=0

Ha: sales volume is affected by Prices, Advertising, Selling policies and Political situation collectively.

Ha: p≠0

initiative, observation, and self-confidence etc. Other traits are like the social traits which mean the ability to make friends and to get along with the people in one of the most valuable assets, and the character traits, as there are some important attributes in a person's character. No one can expect to be successful unless he follows some modal characteristics. Such traits include honesty and reliability, enthusiasm, industry and persistence.

Another important aspect to be developed by the effective salesman is the knowledge of goods or services (Futrell, 1984). The salesman should have the knowledge about the products he is selling. Sales person without technical knowledge about the product would be a danger to the customer. Naturally he cannot explain something prospective to the customers, which he himself doesn't understand. In this context, Whiting (1979)

States the following:

"If the salesman has the knowledge about the product he would be able to answer all the queries raised by the customers. Even if a single answer were not given clearly, the

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