Abstract:
Most research on marketing practices, and improved sales turnover was related to big firms. In this study, based on the theoretical framework, a model was developed to investigate the effect of marketing practices on sales turnover in small firms. The findings show that the three components of marketing practices are related positively to business performance in terms of sales turnover of small firms. The further analysis also confirmed that customer orientation and competitor orientation are strong predictors of small firm performance. The findings of this study confirm that effective marketing practices also apply to small firms.
Key words: Marketing practices, Sales turnover, SBE’s.

Introduction

Small Business Enterprises are a major contributor to Ghanaian economy. For a very long time, SBEs sector accounted for a large portion of the total number of business in the Ghanaian economy. Small businesses are considered as a sub sector of SMEs in Ghana, along with micro size enterprises operates in various industrial sectors and contributes not only in greater production but also in employment and provides self employment opportunities.

In this study small businesses from SME sector is on focus which operate with 3 to 50 full/part time employee .Since small business play an important role in the Ghanaian economy, it is therefore crucial to develop an understanding of why organizations are successful and why they fail in Ghanaian business context.
The ultimate factor of small business success is when customers purchase goods and services at profitable terms. However this can only be done if small businesses develop a greater relationship with their customers to retain customers by providing value to the customer and satisfaction through their products and services. These relationships will certainly produce the life giving and sustain