Ballesteros National High School: The Impact of Marketing-Sales Relationship To Business Performance

BALLESTEROS NATIONAL HIGH SCHOOL
THE IMPACT OF MARKETING-SALES RELATIONSHIP TO BUSINESS

PERFORMANCE
A Quantitative Research
Presented to the
Senior High School Department
Ballesteros National High School
Ballesteros, Cagayan
In Partial Fulfillment of the Requirements in

Senior High School
Accountancy Business and Management
By:
Glenziel Rivera
Angelo Joshua Tablit
Juliet Agraba
Leenden Agustin
Lovely Salvador
Rose Anne Tabieros
Submitted to:
Mr. Virgilio M. Tamayo Jr.
(Research Teacher)
S.Y. 2019-2020
1
ACKNOWLEDGEMENT
Even there’s a few names printed on its cover, the authors strongly
believe that this work is monumentally a collaborative effort .Definitely the
persons behind our back without whose assistance and meaningful effort, our
success could not be possible.
We wish to express our boundless gratitude to the wonderful who
constantly devote their unpayable time in assisting us.
Mr. Virgilio Tamayo Jr., our teacher for this subject for his intellectual
stimulation, valuable suggestion and magnanimous assistance throughout the
course of this manuscript.
To all the mentors of our mother school Ballesteros National High School,
the Principal, the coordinators of the different departments and faculty and staff
to whom we owed all these values.
Our parents, who generously offered their substantial financial support
and affectionate concern and who are epitome of courage and sacrifice and
whose existence, gave our life a reason. Our parents are the very reason why we
became a dreamer, an achiever, and determined individual.
Above all, the Father Almighty, for his indispensable guidance and help for
the strength, perseverance, wisdom, and determination he showered on to us.
2
DEDICATION
To our family,
Whom I love,
To our friends,
Who helped me through,
To our teacher,
Who guided as all the way,
And to the Almighty God,
Who is with us everyday,
We thank you with all our love,
Gratitude and respect
We dedicate this to all of you.
3
LIST OF TABLES
Table Page
A.Marketing-sales Relationship Affect Business Performance………..19
Table 1.1: Frequency and Percentage Distribution
of the Respondents who said that
Marketing and Sales Work Together.....................................................19
of the Respondents who said that Collaboration
between Sales and Marketing Affect Business
Performance………………………………………………………………….20
of the Respondents who said that Marketing Sales
Affect the Consumers Perception in Buying or Trying
a Certain Product or Service………………………………………………220
B. Elements of Marketing Sales Relationship, Part Of Time and Goal
Orientation………………………………………………………………….....21
Table 2.1: Frequency and Percentage Distribution of the
Respondents who said that Competitor Orientation
have an Impact to Business Performance…………………………………21
Respondents who said that Inter-functional Coordination
4
have an Impact to Business Performance…………………………………22
Respondents who said that Marketing Orientation Affect Business
Performance……………………………………………………………………22
Respondents who said that Time and Goal Orientation
Improves the Business to run Flawlessly and without Error………………23
C. Marketing Sales Relationship Especially Time and
Goal Orientation of these Departments
Affect Business Performance………………………………………………..24
Respondents who said that Marketing Orientation
Affect Business Performance………………………………………………..24
Respondents who said that there is Enough Time To make
the Goal of the Business To be more Successful…………………………..24
Table 4: Correlation between Marketing Sales
and Business Performance……………………………………………………25
5
TABLE OF CONTENTS
TITLE PAGE…….………………………………………………………............i
ACKNOWLEDGEMENT..............................................................................ii
DEDICATION .…………………………………..…...................................….iii
LIST OF TABLES….………………………………..…..................................iv
TABLE OF CONTENT................................................................................vi
ABSTRACT ……………………………………………..…….........................viii
Chapter 1: THE PROBLEM AND ITS BACKGROUND
Introduction ………………………………………..................................…….1
Statement of the problem ……………………..........................….……….....2
Hypothesis ……………………………………………………………………....2
Scope and Delimitations……………............................………………….…..3
Significant of the Study……….................……………………….………..…..3
Definition of terms…………………………................................……………..4
Conceptual Framework ………………………………………………………...6
Chapter 2: REVIEW OF RELATED LITERATURE AND STUDIES
Local Literature……………………….................................…………………..7
Foreign Literature………………...…….................................………………...9
Foreign Studies ………………..…………………..................................……11
Local Studies……….…………………………...................................….......13
Synthesis ………………………………………………………………………..15
Chapter 3: RESEARCH METHODOLOGY
Research Design……..................……………………………………………..17
Respondents of the Study .………………………………………...................17
Data Gathering Tool……………………….........................………….………17
6
Data Gathering Procedure….…...….................................………….………18
Statistical Tool ……………………................................………….………….18
Chapter 4: PRESENTATION, ANALYSIS AMD INTERPRETATION OF DATA

…………………………………………………………………………….19
Chapter 5: CONCLUSION AND RECOMMENDATION
Conclusion…………………………………………..…..............................…..26
Recommendation…………………………………………………....................27
Bibliography………………………………...................................…………..29
APPENDICES …………………………………………………………………...ix
Letter to Principal ………………………………………………………………..x
Letter to Respondents ………………………………………………………….xi
Questionnaire ……………………………………………………………………xii
Documentations …………………………………………………………………xiv
Curriculum Vitae …………………………………………………………………xv
7
ABSTRACT
This study was conducted in Ballesteros National High School,
Ballesteros, Cagayan, with a total of two hundred sixty-seven (267) respondents
of both Grade 11 and Grade 12 students. Correlational Analysis was used in this
study. The research used survey questionnaire to gather data. The special
problems were conducted to determine the impact of marketing-sales
relationship to business performance at Ballesteros National High School S.Y.
2018-2019.
It aimed to find out the appropriate answers to the following answers to
the following questions: How does marketing sales relationship affect business
performance; What elements are part of marketing sales relationships and part of
time and goal orientation of these departments? How does marketing sales
relationship especially time and goal orientation of these departments affect
business performance?
The findings indicated that marketing sales do affect the performance of
the firm. If a business operates flawlessly and accordingly, it will surely affect the
performance and the ratings of the firm. Product, place, price, promotion are the
elements of marketing-sales and part of time and goal orientation. Time and goal
orientation have the biggest role when it comes to business performance. The
demands through market places must be abided and given in the exact time, to
be able to meet the external’s or consumers.
8
APPENDICES
Department of Education
9
Region II
Division of Cagayan
Ballesteros Cagayan
September 2, 2019
LOLITA CABALZA UNIDA Ph.D
Secondary School Principal IV
Madam,
In partial fulfilments of our requirements for our subject Practical Research II, we Grade
12 students of section ABM would like to ask for your permission to conduct a research
study titled “The Impact of Marketing-sales Relationship to Business Performance”.
In connection with this, we would like to ask your good office to allow us to conduct our
survey in your vicinity. Rest assured that the data we will gather will remain absolutely
confidential and to be use on academic purposes only.
We believe that you are with us in our enthusiasm to finish the requirement as
compliance for our graduation and to develop or well-being. We hope for your positive
response on this humble matter. Your approval to conduct this study will be greatly
appreciated. Thank you very much!
Respectfully Yours,
GLENZIEL RIVERA JULIET AGRABA ANGELO TABLIT
LOVELY SALVADOR ROSE ANN TABIEROS LYNDEN AGUSTIN
Approved:

School Principal
Department of Education
10
Region II
Division of Cagayan
Ballesteros Cagayan
September 2, 2019
Dear Respondents:
We are the Accountancy Business and Management students of Ballesteros

National High School. Presently, we are conducting a study titled “ The Impact of
Marketing-sales Relationship to Business Performance.”
In the regard, we are asking for precious time, and effort to answer all the
questions in the questionnaire that are important and helpful for the completion of
the study.
Rest assured that all data gathered from you will be kept in the highest level of
confidentiality. Your positive response in this request will be valuable contribution
for the success of the study and will highly appreciate.
Thank you very much for your cooperation.
Truly yours,
GLENZIEL RIVERA JULIET AGRABA ANGELO TABLIT
LOVELY SALVADOR ROSE ANN TABIEROS LYNDEN AGUSTIN
Approved:

School Principal
Questionnaire:
11
The Impact of Marketing-sales Relationship to Business Performance
Name (Optional):
Year/Section:
Direction: Write check (√) If the answer is YES and wrong (x) if NO
1. How does marketing-sales relationship affect business performance?
Questions Yes No
1.1 Do marketing and
sales work together?
1.2 Does collaboration

between sales and
marketing affect
Business
performance?
1.3 Does marketing

sales affect the
consumers
perception in buying
or trying a certain
product or service?
2. What elements are part of marketing-sales relationships and part of time

and goal orientation of these departments
Questions Yes No
2.1 Does competitor

orientation have an
impact on business
performance?
2.2 Does inter-functional

coordination have an
impact to business
performance?
12
2.3 Does marketing

orientation affect business
performance?
2.4 Does time and goal

orientation improves the
business to run flawlessly
and without error?
3. How does marketing sales relationships especially time and goal

orientation of these departments affect business performance?
Questions Yes No
3.1 Is marketing orientation
affect business
performance?
3.2 Do you need enough
time to make the goal
of the business be
more successful?
13
DOCUMENTATION
CURRICULUM VITAE
RIVERA, GLENZIEL D.
14
Centro East, Ballesteros, Cagayan

Glenzielrivera8@gamil.com
PERSONAL INFORMATION
BIRTHDAY : August 10, 2001

BIRTH PLACE : Sta. Filomena, Abulug, Cagayan
AGE : 18
CITIZENSHIP : Filipino
MOTHER : Agnes Rivera
FATHER : Edmundo Rivera
RELIGION : Roman Catholic
CIVIL STATUS : Single
EDUCATIONAL BACKGROUND
SENIOR HIGH SCHOOL: Ballesteros National High School

Sta. Cruz, Ballesteros, Cagayan
2019-2020
JUNIOR HIGH SCHOOL: Abulug National Rural and Vocational High

School
Banguian, Abulug, Cagayan
2017-2018
ELEMENTARY SCHOOL: Sta. Filomena, Elementary, School

Sta. Filomena, Abulug, Cagayan
2013-2014
15
TABLIT, ANGELO JOSHUA

16
Angelojoshtablit@gmail.com
BIRTHDAY : March 09, 2002

BIRTH PLACE : Ammubuan, Ballesteros, Cagayan
AGE : 17
MOTHER : Sheryl Dela Cruz
FATHER : Jhony Mar Tablit
RELIGION : Baptist

2019-2020
JUNIOR HIGH SCHOOL: Ballesteros National High School

2017-2018
ELEMENTARY SCHOOL: Ammubuan Elementary School

Ammubuan, Ballesteros, Cagayan
2013-2014
17
AGRABA, JULIET B.
18
yettieagraba@gamil.com
BIRTHDAY : July 27, 2001

BIRTH PLACE : Ballesteros, Cagayan
AGE : 18
MOTHER : Luz B. Agraba
FATHER : Victor T. Agraba
RELIGION : Aglipayano

2019-2020

2017-2018
ELEMENTARY SCHOOL: Ballesteros Central School

2013-2014
19
20
AGUSTIN, LEENDEN MAE A.

Leendenmaeagustin@gmail.com
BIRTHDAY : May 05, 2002

BIRTH PLACE : Mabuttal East,Ballesteros, Cagayan
AGE : 18
MOTHER : Carolyn A. Agustin
FATHER : Joden Anthony C. Agustin
RELIGION : Iglesia ni Cristo
21

2019-2020

2017-2018
ELEMENTARY SCHOOL: Mabuttal East Elementary School

Mabuttal East, Ballesteros, Cagayan
2013-2014
22
SALVADOR, LOVELY M.
lovelysalvador@gmail.com
BIRTHDAY : October 22, 2001

BIRTH PLACE : Cabaritan West, Ballesteros
AGE : 17
MOTHER : Jaymalyn Salvador
FATHER : Crispin Salvador
RELIGION : Aglipayano
23

2019-2020

2017-2018
ELEMENTARY SCHOOL: Cabaritan West Elementary School

Cabaritan West, Ballesteros,Cagayan
2013-2014
24
25
TABIEROS, ROSE ANNE O.

Roseannetabieros@gmail.com
BIRTHDAY : November 04, 2001

BIRTH PLACE : Cabaritan West, Ballesteros
AGE : 17
MOTHER : Lorites Tabieros
FATHER : Robert Tabieros
RELIGION : Roman Catholic
26

2019-2020

2017-2018
ELEMENTARY SCHOOL: Cabaritan West Elementary School

Cabaritan West, Ballesteros,Cagayan
2013-2014
27
Chapter 1
THE PROBLEM AND ITS BACKGROUND
Introduction
Entrepreneurship is seen as crucial for organizations nowadays in order to
remain competitive, which becomes evident in the growing literature on
entrepreneurial leadership. On the other hand, organizations are evaluated on
their corporate social performance boil on the social (people) and environmental
(planet) dimension. This exploratory research aims to answer how
entrepreneurial leadership could influence the social performance of an
organization. The findings of this study indicates a positive relationship between
entrepreneurial leadership and social performance or the people dimension, in
particular in absenteeism, student’s retention, and student’s well-being. The
relationship of entrepreneurial leadership on the planet dimension remains
unclear as the answers did not correspond. Moreover, it is found that autonomy,
pro-activeness, and taking ownership are relatively important aspects of
entrepreneurial leadership in relation to the social performance. Besides,
student’s commitment could be a moderating variable. All findings have
extensively been discussed and a conceptual model has been developed. This
research contributes to existing literature as it has studied a novel field in current
28
literature and gives recommendations for future research directions. Further, this
research offers students in organizations who strive for better performance and
new approaches to achieve this.
Additionally, organizations are critically evaluated on their social
performance by and towards stakeholders (Poster and Kramer, 2006). However,
management and subordinates in an organization could play a crucial role in the
awareness, acceptance and execution of sustainable behaviour and to have an
impact on gaining a competitive advantage (Porter and Kramer, 2006)
Statement of the Problem
Generally, the study aimed to identify the impact of marketing-sales
relationship to business performance.
Specifically, it sought to answer the following questions:
1. How does marketing-sales relationship affect business performance?
2. What elements are part of marketing-sales relationship and part of time
and goal orientation of these departments?
3. How does marketing-sales relationship especially time and goal
orientation of these departments affect business performance?
4. Is there a significant relationship of marketing-sales relationship to
business performance?
Hypotheses
29
There was a significant relationship of marketing-sales relationship to
business performance.
Scope and Delimitation
The study aims to determine the impact of marketing-sales relationship to
business performance. The study considers every aspect of students’ information
that has an impact to business performance.
Additionally, the study is delimited to two hundred sixty seven (267)
students from both Grade 11 and 12 Senior High School students for the S.Y.
2019-2020 of Ballesteros National High School. The study uses the statistical
approach in data analysis.
Significance of the Study
The findings of this study would be important most especially to the
following benefactors:
STUDENTS. The study provides learning about the impact or influence of
marketing-sales relationship to business performance, also in dealing with the
economic environment and economic barriers.
TEACHERS. They are the ones who mostly understand why there are
changing circumstances within the environment. They should be mindful and
knowledgeable about the performance of the school canteen or school counter.
PARENTS. It features the relatedness towards their economy, in which
they have the capacity in figuring out the barriers within their environment.
30
FUTURE ENTREPRENEURS. They can give competence and knowledge
about their business entities performance if they are willing to take risks and
solve the problems within the environment, and within the entire business
environment.
Definition of Terms
Some terminologies that are frequently used are enlisted below for the
better understanding of this study.
Business Performance. It is a set of performance management and
analytic process that enables the management of an organizations performance
to achieve one or more pre-selected goals.
Goal Orientation. It is an individual disposition toward developing or
validating one’s ability in achievement settings.
Marketing. It is the action or business of promoting and selling products
or services, including market research and advertising.
Marketing- Sales Relationship. It is the facet of customer relationship
management that focuses on customer loyalty and long-term customer
engagement rather than short-term goals like customer acquisition and
individuals sales.
Organization. It is an organized body of people with particular purpose,
especially a business, society, association.
Sales. It is the exchange of commodity for money: the action of selling
something.
31
Time Orientation. It refers to a culture reflects a preference toward past,
present or future thinking.
Conceptual Framework
Input Process Output
Generally, the
study aims to identify
 Questionnaires Identified Impact of
the impact of
Marketing-sales
marketing-sales  Correlational
Relationship on
relationship on Research Business
business  Correlational Performance
performance. Analysis(Pears
Specifically, it on)
seeks to answer the
following questions:
1. How does
marketing-
sales
32
Feedback
Chapter 2
Chapter 2
REVIEW OF RELATED LITERATURE AND STUDIES
This chapter presents the basic related literature and studies which the
researchers believe to have bearing and connections to the present study. It
provides a view on related topics to expand the researcher’s knowledge and
understanding on the research being conducted. These related literature and
studies will generally obtain from both primary and secondary sources such as
journals, theses, articles and other related materials.
Related Literature
Local
According to Moorman and Day. (2016) Marketing organizations is the
interface of the firm with its market and where the work of marketing gets done.
33
Similarly to Lilly and Stanley, 44(2), 206-207, (2016). This study extends
the relationship marketing framework to the domain of online retailing to identify
what strategies help build relationship with online customers.
In addition, from Malshe 63(1), 13-19, (2010). Extant sales-marketing
interface research has ignored how salespeople interpret marketers` credibility.
This paper integrates interdisciplinary research on credibility and the sales-
marketing interface with interview data from 33 informants to expound three
components of this phenomenon; expertise trust, and interpersonal proximity.
Also to Guerreiro, Rita and Trigueiros 139 (1),111-128, 2016. Cause-
related marketing (C-RM) has risen to become a popular strategy to increase
business value through profit-motivated giving . Despite the growing number of
articles published in the last decade, no comprehensive analysis of the most
discussed constructs of cause-related marketing is available.
Furthermore, Rosson and Ford, 66-69, 2016. Various aspect of the
relationship between export manufacturers and their overseas distributors are
examined in study reported in this paper.
As well as to Gupta et. al 69(12),5671-5681 (2016). This research uses
complexity theory to prove the relationship between competitiveness and
innovation in the marketing practices of large manufacturing firms that offer their
branded products in a foreign market by engaging a network of local small- and
medium-sized enterprises as resellers of their brand.
Other than that, Keszey and Biemas 69(9), 3698-3706, (2016). The role of
sales has change dramatically during the last two decades, with sales becoming
increasingly strategic and encroaching on domains that traditionally belong to
marketing.
34
Likewise to Johnson and Matthes 82(4), 32-48,(2018). Careers evolve
over time and can take many paths as they develop. Within marketing and sales,
a common variant of career progression is to begin in a sales position and then
advance internally into a marketing role.
Moreover, Klieret. al 54(3), 304-339,(2017). Firm resources play an
important role in explaining the foreign establishment mode choice. However, a
theoritical framework that differentiates between heterogeneous types of
resources.
Also to Bianchi and Matthews 69(2), 426-434,(2016). Previous studies
show that the internet positively influences firm’s export activities from developed
market.
Foreign
The cognition of future business trends and movement along them make
necessity to the existence necessity of marketing research in order to have the
organizational goals (Kfashppur and NajafiSiahroodi, 2010).
Recently, in marketing literature specials work of selling is seen at the
strategic level of organization that is away from the merely operational element
and improved to strategic element (Dehdashti, Shahrokh, and Pourhoseini,
2014).
However, market penetration strategy is also called the concentrated
growth strategy because a firm thoroughly develops and exploits their knowledge
and expertise in a specific market with known products (Ballowe, 2009).
35
In addition, marketing programs will not cause benefit unless they
implement efficient at different organizational levels. Here Across the
organization Customer benefits should be primarily interest of staff. Marketing
Management should consider the resources. In such circumstances are created
the orientation efficiency between the units of the organization (Safarzadeh et al.,
2012).
However , according to Schnaars (2010), the main focus of marketing
strategies is manipulate the variables of the marketing mix, that is, the product,
price, a place, and the promotion strategies so as to achieve the objectives of the
organization.
But the main tasks in the marketing should be integrated and controlled in
different levels of marketing, and various positions in marketing should be
designed to serve important needs of marketing, and the scope and lines of
service. Marketing Units need to effectively work with other departments in
company or organization and finally, the organization must reflect defined system
for development, assessment, testing and commissioning new products because
they form the heart of the future business (Safarzadeh et al., 2012).
Moreover, the research Shafi'iQahdaryjany and RezaieDolatabady (2014),
shows that Marketing resources/human have a positive and significant effect on
the effectiveness implementation of marketing strategy and creativity in the
marketing strategy and creativity in the marketing strategy is effective on the
effectiveness of the implementation of the marketing strategy.
And, the purpose of marketing strategies is attraction actions and loyalty
plans (Dehghan and et al., 2015).
36
On the other hand, strategic orientation is the guiding principles affecting
in the marketing and choosing a company's activities and strategies which reflect
the strategic orientation implemented by Company for creating proper behavior
and lead to better performance and based on Thinks About doing business
through a broad set Of values and radical beliefs (Naybzadeh et al., 2014).
Finally, the efficiency represents means that an organization how well has
used its resources in order to product or service compared to the best
performance at some point in time (Doai and NikkhahFarkhani, 2010).
Related Studies
Foreign
Marketing Strategy is as considered as an important principle to organize
and appropriate allocation of the organizational resources to financial profit to the
consumers which will help to the organization in the recognition of the
organizational Resources constraints, analysis, recognition and market
segmentation and will help to understand the characteristics of the components
market and can be useful in developing and achieving one clear organizational
perspective (Shafi'i, 2013).
Aker (2009) In this regard, states that Marketing Strategy includes
different operations such as positioning, pricing, distribution and global
strategies, that their success rate need Sustainable competitive advantage and
their development need to a proper understanding of the target market and its
requirements.
As well as, appropriate marketing strategy can be considered as a
functional strategy in the organization like other functional strategies such as
37
research strategy and human resource development... support the organization's
business strategy within its own function (Lavai, 2010).
In this way, the main problem related to the realm of the Marketing
strategy is consists of determining the specific markets for a family of products or
a specific product and designing and implementing of the appropriate programs
in the field of mix marketing according to the needs and demands of the potential
customers of the target market and gaining competitive advantage for
organizations (Shafi'i, 2013).
Therefore, in order to achieve their goals requires the use of strategic
management to maximize the effectiveness and corporate performance
(AhmadzadehFard, 2014).
In addition , In this AsgarnezhadNori (2013) According to The framework
of marketing productivity impact of marketing contains marketing resources,
strategic marketing capabilities marketing, and the tactical abilities the
performance indicators Business the performance of the client, the financial
market has been studied.
Also, given the fact that the organizational strategies must be coordinated
with each other and have their strategic coordination it can be said sales
strategies are influenced by marketing strategies (Dehdashti Shah Rukh and
Pourhosseini, 2013).
And as the Market orientation is related to the principles of marketing and
marketing is combined with the philosophy of the organization and positive have
the positive effect on the performance of the organization. Despite the existence
of the extensive research that has been taken place in the various industrial
38
sectors, very little effort has been done in the field service organizations (Kheyri
and Roshani, 2014).
More importantly, the marketing creates fundamental contributions to long-
term business success so, assessment of Performance marketing is considered
as a key task management. The Organizations achievement to the Financial and
market goals in the today's competitive environment requires marketing that is
both efficient and effective. With the fragmentation of the market because of the
diversity, increasing consumer sophistication, and reducing the levels of
investment return rate, marketing assessment seems necessary (Da Gama,
2011).
Finally, measuring the performance is in the center of the development
and implementation of the Marketing strategy and provides the method and the
opportunity to assess the effects and requirements of their strategic decisions for
administrators (Asfidany et al., 2012).
Local
The global dynamics commerce necessitates several commercial entities
to adopt national strategies of dealing with such emerging issues ( Rajan, 2009)
As well as,the relevance of integrated marketing techniques is evident in
meeting this dynamic changes. There is sufficient evidence in the global
commercial morphology that alternating the precepts of marketing is more likely
to yield very tangible results for institutions(Fernandes, 2013).
Other than that ,Integrated marketing according to Seppo and Mika (2012)
,takes many forms. This is the reason why this method of marketing is
considered a very powerful tool in business.
39
Meanwhile,Frances and Paap (2013), posit that before defining a
systematic marketing procedure to use in an institution , there is sufficient need
for the stakeholders to do an extensive and elaborate research for the target
market .
And, Marketers who use strategy , targeting and positioning in their
marketing campaigns make deliberate effort to identify their market segments,
and direct their marketing activities towards segments that they believe their
companies can satisfy in better ways than their competitors. They position their
products un those segments in ways that they appeal to the target
segments(Michael, 2011).
In addition, According Ejup and Alban (2013), marketing is one of the
major departments in an organization that is responsible for identifying customer
needs and wants with the aim of producing or modifying the products to
correspond to market demands.
Furthermore ,Seppo and Mika (2012), argue the marketing forms a core
part of the innovation orientation in the growth of small businesses. Market
orientations defines a company’s posture towards generating an understanding
of the company’s customers and meeting their needs.
Also to Ejup and Alban (2013), argue that company should develop a
strategic plan and set clear goals for it to grow in the market.
According to Chron(2014), getting feedback from both satisfied and
dissatisfied customers and their experiences is important. This helps a business
develop it’s marketing strategy because it shows the different types of marketing
strategies that our working well as well as the marketing areas that need
improvement.
40
Moreover, according to Smart Company(2014), customers satisfaction
refers to the relationship of expectation to perceived performance. It is expected
that high levels of satisfaction lead to increased customer loyalty and helps
reduce price elasticity.
Synthesis
Relevance of marketing-sales relationship to business performance that
leads to exponential growth of a business. Marketing organizations is the
interface of the firm with its market and where the work of marketing gets done.
Obviously, there is a logical inference to the understanding of the market
structure before the institutionalization of any marketing strategy.
There is sufficient reasoning to conclude that relevance of marketing sales
are primary ingredients in business growth. This work has incessantly
underscored the significance of the institution of marketing strategies in a
business. It is very significant tool to advance the growth of a business. In
addition, the marketing strategy are the definitive factors that determine the level
of customer satisfaction.
In conclusion, the evaluation of the publication regarding marketing-sales
relationship or marketing strategy clearly makes from the assertion that
marketing is the foundation of business growth.
41
Chapter 3
RESEARCH METHODOLOGY
This chapter presents research design, respondents of the study, data
gathering tool, data gathering procedure, and statistical tool used in the study.
Research Design
The main focus of the study is to identify the impact of marketing-sales
relationship to business performance. Correlational were used as a research
design.
This will enable the researchers to collect relevant data, work effectively
and have a deeper understanding to the impact of marketing-sales relationship to
Respondents of the Study
The respondents of the study are 267 students of Ballesteros National
High School from Grade 11 to 12 Senior High School.
Data Gathering Tool
42
The researchers made questionnaires with scale to measure the
respondents of the students in the impact of marketing-sales relationship to
Data Gathering Procedure
This study entails to the investigation of the impact of marketing-sales
relationship to business performance in Ballesteros National High School,
Ballesteros Cagayan. The questionnaires were distributed to the respondents
composed of Grade 11 to 12 Senior High School students, briefed on the
objective of the study, and directed in answering the questions accurately as
possible. Retrieval of the questionnaires was done right after the respondents
have accomplished them. Results were collected, tabulated, interpreted,
analyzed and also reviewed for accurate and precise findings.
Statistical Tool
The questions under the study were treated by using correlational
analysis.
∑ wx
r= N∑xy - (∑x) (∑y) Wm=
∑w
√[N ∑x² - (∑x)²] [N ∑y² - (∑y)²]

Where in:
Where N: No. of pair of scores ∑= the sum of ( in other
43
N∑xy: sum of the products of paired scores words add them up)
∑x: sum of x scores w= the weight
∑y: sum of y scores x= the value
∑x²: sum of squared x scores
∑y²: sum of squared y scores
Chapter 4
PRESENTATION, ANALYSIS AND INTERPRETATION OF DATA
This chapter discussed the data analysis and finding from the
questionnaires completed by the Senior High School in Ballesteros National High
School 2019-2020.
A. Marketing-sales Relationship Affect Business Performance
Table 1.1: Frequency and Percentage Distribution of the Respondents who

said that Marketing and Sales Work Together.(N=267)
Response Category Frequency Percentage

Yes 243 90.01%
No 24 8.99%
Total 267 100%
Table 1.1 shows that 243 of the respondents or 90.01 percent answered
that marketing and sales work together, whereas 24 of the respondents or 8.99
percent answered that marketing and sales does not work together.
44

said that Collaboration between Sales and Marketing Affect Business
Performance.(N=267)

Yes 220 82.40%
No 47 17.60%
Total 267 100%
that collaboration between sales and marketing affect business performance,
whereas 47 percent of the respondents or 17. 60 percent answered that
collaboration between sales and marketing does not affect business
performance.

said that Marketing Sales Affect the Consumers Perception in Buying or
Trying a Certain Product or Service.(N=267)
Yes 236 88.39%
No 32 11.99%
Total 267 100%
that marketing sales affect the consumers perception in buying or trying a certain
45
product or service, whereas 32 of the respondents or 11.99 percent answered
that marketing sales does not affect the consumers perception in buying or
trying a certain product or service.
B. Elements of Marketing Sales Relationship, Part Of Time and Goal
Orientation

said that Competitor Orientation have an Impact to Business Performance.
(N=267)

Yes 254 95.13%
No 13 4.87%
Total 267 100%
that competitor orientation have an impact to business performance, whereas 32
of the respondents or 11.99 percent answered that competitor orientation does
not have an impact to business performance.
46

said that Inter-functional Coordination have an Impact to Business
Performance.(N=267)

Yes 224 83.90%
No 43 16.10%
Total 267 100%
that inter-functional coordination have an impact to business performance,
whereas 43 of the respondents or 16.10 percent answered that inter-functional
coordination does not have an impact to business performance.

said that Marketing Orientation Affect Business Performance .(N=267)

Yes 224 83.90%
No 43 16.10%
Total 267 100%
that marketing orientation affect business performance, whereas 43 of the
respondents or 16.10 percent answered that marketing orientation does not
affect business performance.

said that Time and Goal Orientation Improves the Business to run
Flawlessly and without Error .(N=267)
47

Yes 229 85.77%
No 38 14.23%
Total 267 100%
that time and goal orientation enable the business to run flawlessly and without
error, whereas 38 of the respondents or 14.23 percent answered that time and
goal orientation do not improve the business, and so run flawlessly and without
error.
C. Marketing Sales Relationship Especially Time and Goal Orientation

of these Departments Affect Business Performance

said that Marketing Orientation Affect Business Performance .(N=267)

Yes 219 82.02%
No 48 17.98%
Total 267 100%
that marketing orientation affect business performance, whereas 48 of the
respondents or 17.98 percent answered that marketing orientation does not
affect business performance.

said that There is Enough Time to make the Goal of the Business to be
more Successful .(N=267)
48
Yes 250 93.63%
No 17 6.37%
Total 267 100%
that there is enough time to achieve the goal of the business to become more
successful, whereas 17 of the respondents or 6.37 percent answered that it
doesn’t have enough time to make the goal of the business to be more
successful.
Table 4: Correlation between Marketing Sales and Business
Performance
Business Performance
Pearson Correlation 0.8978
Coefficient Determination 80.61%
Sig. (1-tailed) 0.025

Marketing-sales
N 267
This shows the correlation between marketing-sales and business
performance. It is evidently indicated that marketing-sales has positive
relationship to business performance, with the Pearson correlation coefficient of
r=0.8978 and a significance of 0.025.
Chapter 5
SUMMARY OF FINDINGS, CONCLUSIONS AND RECOMMENDATIONS
This chapter consists of the summary of results of the data gathered, and
the conclusions which were formed to provide the output needed to come up with
49
the correct approach on the research problem stated. The recommendations
were given based from the output of the whole study.
Summary of Findings
1. Marketing-sales Relationship Affect Business Performance, the
respondents have a response of “YES” with 87.27 percent.
2. Elements of Marketing-sales Relationship and Part of Time and Goal
Orientation of these departments, the respondents have a response of
“YES” with 82.18 percent.
3. Marketing –sales Relationship especially Time and Goal Orientation of
these Departments Affect Business Performance, the respondents have a
response of “YES” with 87.14 percent.
4. Correlation between Marketing-sales to Business Performance
The Pearson Correlation is 0.8978, whereas 80.61 percent is the
coefficient determination.
Conclusions
Based on the Research Findings and Data Analysis, the following
conclusions were drawn.
Most of the respondents from the Senior High School Students agreed
that Marketing-sales Relationship Affect Business Performance.
Most of the respondents said that competitor orientation and inter-
functional coordination have impact to business performance.
50
Most of the respondents said that marketing orientation can affect
business performance. And it needs enough time to achieve the goal of the
business and become more successful.
There is a significant relationship between marketing-sales to business
performance.
Recommendations
1. The school should conduct a seminar to all students regarding the impact
of marketing-sales relationship to business performance.
2. The teachers should be accountable in terms of enhancing the
competitiveness of the students in whatever organization they are member
of, to be able to deal with barriers in their environment.
3. The parents/guardians should teach their children how to organize,
contemplate and manage their time wisely.
4. The future entrepreneurs should conduct seminars with regards to
supervision and manufacture of products for the better outcome of a
business.
51
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BALLESTEROS NATIONAL HIGH SCHOOL

THE IMPACT OF MARKETING-SALES RELATIONSHIP TO BUSINESS

In Partial Fulfillment of the Requirements in

Mr. Virgilio M. Tamayo Jr.

believe that this work is monumentally a collaborative effort .Definitely the

success could not be possible.

We wish to express our boundless gratitude to the wonderful who

constantly devote their unpayable time in assisting us.

stimulation, valuable suggestion and magnanimous assistance throughout the

course of this manuscript.

to whom we owed all these values.

Our parents, who generously offered their substantial financial support

became a dreamer, an achiever, and determined individual.

the strength, perseverance, wisdom, and determination he showered on to us.

Who helped me through,

Who guided as all the way,

And to the Almighty God,

Who is with us everyday,

We thank you with all our love,

Gratitude and respect

We dedicate this to all of you.

A.Marketing-sales Relationship Affect Business Performance………..19

Table 1.1: Frequency and Percentage Distribution

of the Respondents who said that

Marketing and Sales Work Together.....................................................19

Table 1.2: Frequency and Percentage Distribution

of the Respondents who said that Collaboration

between Sales and Marketing Affect Business

Table 1.3: Frequency and Percentage Distribution

of the Respondents who said that Marketing Sales

Affect the Consumers Perception in Buying or Trying

a Certain Product or Service………………………………………………220

B. Elements of Marketing Sales Relationship, Part Of Time and Goal

Table 2.1: Frequency and Percentage Distribution of the

Respondents who said that Competitor Orientation

have an Impact to Business Performance…………………………………21

Table 2.2: Frequency and Percentage Distribution of the

Respondents who said that Inter-functional Coordination

have an Impact to Business Performance…………………………………22

Table 2.3: Frequency and Percentage Distribution of the

Respondents who said that Marketing Orientation Affect Business

Table 2.4: Frequency and Percentage Distribution of the

Respondents who said that Time and Goal Orientation

Improves the Business to run Flawlessly and without Error………………23

C. Marketing Sales Relationship Especially Time and

Goal Orientation of these Departments

Affect Business Performance………………………………………………..24

Table 3.1: Frequency and Percentage Distribution of the

Respondents who said that Marketing Orientation

Affect Business Performance………………………………………………..24

Table 3.2: Frequency and Percentage Distribution of the

Respondents who said that there is Enough Time To make

the Goal of the Business To be more Successful…………………………..24

Table 4: Correlation between Marketing Sales

and Business Performance……………………………………………………25

Chapter 1: THE PROBLEM AND ITS BACKGROUND

Statement of the problem ……………………..........................….……….....2

Scope and Delimitations……………............................………………….…..3

Significant of the Study……….................……………………….………..…..3