MARKETING TECHNICAL SALES PEOPLE, FOR HIGHER PRODUCTIVITY

(A CASE STUDY OF EMENIT NIGERIA PLC.)

By

UTI VIOLET OBIAGELI

Presented To

Department of Marketing

ABSTRACT

    A deepening world economic crises occasioned by a sustained and continuing fall in process and demand for industrial materials has left Nigerians in general with a severe recession.  The need for employers of labour to inference in and motivate the workers for increased productivity has become imperative.
    Workers almost in every sector of the economy are being kind of everyday.
Civil service is being reviewed frantically, but the yield/income don’t seem to be coming fast enough.  The quest to motivate the workers with the available resources by federal, state and local government manufacturing industries becomes pertinent for efficient and increase of out put.  Newspaper, researchers and management consultants are teaching with comment and recommendations about motivation for incentives to worker. Several seminars are equally being organized on the subject.
    Motivating workers for higher productivity has become a vial tool aimed at enhancing higher productivity.  It is against this background that I took up by choice, the study of motivating technical sales people for higher productivity – a case study of Emenite Nigeria Plc. I choose to look at the performance of the workers as they constitute the majority of the work force in the company.
A choose to study how the incentives so far granted to these class of workers has affected and will affect their productivity and also under what delimare the workers performing to meet up with the aspiration of their management.
    A conducted a library research in which a picked my way through a great lot of current writing on the subject.  Then I planned and wrote out my program and administered questionnaires followed by oral interview for cross classification of my facts. I get my data in ultimately and analyzed them, using progression analysis that are easy to understand.
    I studied the Emenite Plc. In Enugu metropolis.  The research held oral interview extensively with eh technical sales people as they are the people who been all the pressures and anxieties caused by unexpected frustration and problems.
    The work is divided into five chapter, chapter one gives the general introduction which seek to place the technical sales people problems with their macro economic context, chapter two report our review of literature, chapter three describes the actual process and the methods of research that I carried out.  In chapter four, details of data analysis, finally, in chapter five summary of major findings, recommendations, conclusions and possible areas of further research are recorded.  I do hope that someday my recommendation will get to someone where it matters and arouse serious thought on the policy issues touched upon.
    Perhaps, that may be sooner than I dare to imagine.

    TABLE OF CONTENTS

Title page
Approval page
Acknowledgement
Abstract
Table of content

Chapter One – Introduction
Background of the Study
Profile of Emenite Plc.
Statement of Problems
Objectives of the Study
Research Question
Hypothesis
Significance of the Study
Limitation and Scope of the Study
Definitions and terms

Chapter Two    -    Literature Review
The Influence of Cultural Value and
Perspective in relation to work
The effect of the External Environment of
The Organization and Morale
Review of Related Literature

Chapter Three
Research Design and Methodology

Sources of Data
Area of Study
Population of the Study
Analytical techniques

Chapter Four
Presentation Analysis and
Interpretation of Data

Chapter Five
Summary of Findings, Conclusion & Recommendations
Summary of Findings
Conclusions
Recommendations
Bibliography
Questionnaire

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