Assessing Sales Force Motivation As A Panacea For Improved Performance In Manufacturing Industry. (Case Study Of Pz Cussons Plc Aba)

ABSTRACT

The study examines sales force motivation as a panacea for improved performance in manufacturing industry in PZ Cussons Nigeria Plc Aba. The relevance of sales force in the face of harsh economic environment and in boosting sales volume cannot be relegated to the background. Motivation whether extrinsic (i.e financial incentives) or intrinsic (i.e nonfinancial incentives), is a vital tool not only in compensating sales person but also in achieving a particular level of performance. To achieve the objectives of the study, correlational research design was adopted. A total of 47 questionnaires were filled and returned. The researcher adopted both primary and secondary data in getting the required information. In testing the hypothesis chi-square analysis was used. The findings revealed that there is a significant relationship between sales force motivation and improved performance in manufacturing industry. The researcher recommends that firm should increase their motivation incentives which will encourage sales force performance.