THE EFFECT OF SALES FORCE MOTIVATION ON PRODUCTIVITY

(A CASE STUDY OF EMENITE COMPANY ENUGU)

By

IGWE LINDA C.

Presented To

Department of Marketing

    The topic treated in this project is     “The Effects of sales forces motivation on productivity. A case study of Emenite Company Limited Emene, Enugu State.
    This topic is very vast and one cannot claim to have treated all the aspects of the literature covered the topic within this skeletal outfit. It attempts to identify the various census of low sales force productivity in Nigeria. It also attempt to identify the various measures adopted by the company in motivating their sales force and to established the relevance or otherwise of the measures. The aim is to ensure that only measures relevant to sales force productivity in Nigeria are adopted. This is to ensure cost effectiveness.
METHODOLOGY: The method adopted in this case study is the case study method. Consequently a typical sales territory (Emenite Ltd- a manufacturing company) was selected for the study.
    The research instrument used include self administered questionnaire, and oral interviews. Analytical techniques comprising of simple tables, percentages and Chi Square were also used. The target population were management and relevant staffs, customers and distributors in the selected company.
    Findings and conclusion:
    The study found that sales men encounter varying problems, which range from ordinary sales related problems in such areas as prospecting, presentation, objection handling and so on, to management problem such as arbitrary increase in prices. From other department which render vital complementary and ancillary service to the sales department such as delivery and maintenance services.
    It was also observed that low educational qualification of most sales force adversely on productivity.
    It was also observed that training, incentives pay schemes and management assistance in solving sales related problems act as motivators to sales people.
    It was observed also that allowing salesmen participate in setting standards is among relevant ways of controlling the sales force.
    In conclusion, adequate motivation is seen as necessary for an enhanced sales force productivity.

Title Page
Approval Page
Dedication
Acknowledgement
Abstract

CHAPTER ONE:    INTRODUCTION
1.1    Background to the study
1.2    Statement of the problem
1.3    Objectives of the study
1.4    Research Hypothesis
1.5    Significant of the study
1.6     Scope of the study
1.7    Definition of Terms

CHAPTER TWO:    LITERATURE REVIEW
2.1    Definition and theories of motivation
2.2    Overview of Sales force
2.3    Overview of productivity
2.4    Formulating company strategies
2.5    Sales force objective and tasks
2.6    Sales force Training
2.7    Compensation and motivation of sales force
2.8    The Benefits of motivating sales force
2.9    Performance Evaluation and supervision.

CHAPTER THREE:      RESEARCH METHODOLOGY
3.1    Sources of data
3.2    Population of the study
3.3    Determination of sample size
3.4    Research Techniques
3.5    Research instruments used
3.6    Method of data analysis
3.7    Limitations of study

CHAPTER FOUR:   
DATA PRESENTATION, ANALYSIS AND INTERPRETATION
4.1   Presentation and Analysis of data
4.2    Test of Hypothesis

CHAPTER FIVE:    
SUMMARY, RECOMMENDATION AND CONCLUSION
5.1    Summary of finds
5.2    Recommendation
5.3    Conclusion
Bibliography
Appendix