THE EFFECT OF SALES FORCE MOTIVATION ON PRODUCTIVITY A CASE STUDY OF EMENITE COMPANY ENUGU

ABSTRACT The topic treated in this project is “the effects of sales force 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 in the topic within this skeletal outfit.  It attempts to identity the various causes of low sales force productivity in Nigeria.    It also attempts to identify the various measures adopted by the company in motivating their sales force and to establish 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 (Eminite 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 populations 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 of both the original part and Taiwan parts, lack of adequate cooperation from other departments 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 sales men participate in setting standards is among relevant ways of controlling the sales force. In conclusion, adequate motivation is seen as necessary for enhanced sales force productivity.
TABLE OF CONTENTS
Cover page Title page Approval page Dedication Abstract Acknowledgement Table of contents
CHAPTER ONE 1.0Introduction 1.1Background of the study 1.2Statement of the problems 1.3Objectives of the study 1.4Research hypotheses 1.5Significant of the study 1.6Scope of the study 1.7Definition of terms
CHAPTER TWO 2.0Literature review 2.1Definition and theories of motivation 2.2Overview of sales force 2.3Overview of productivity  2.4Formulating company strategies  2.5Sales force objective and tasks 2.6Sales force training 2.7Compensation and motivation of sales force 2.8The benefits of motivating sales force 2.9Performance evaluation and supervision
CHAPTER THREE 3.0Research methodology 3.1Sources of data 3.2Population of the study 3.3Determination of sample size 3.4Research technique  3.5Research instruments used 3.6Method of data analysis 3.7Limitations of the study
CHAPTER FOUR 4.0Data presentation, analysis and interpretation  4.1Presentation and analysis of data 4.2Test of hypotheses
CHAPTER FIVE 5.1Summary of findings 5.2Recommendations 5.3Conclusion Bibliography Appendix