ABSTRACT

This research work the effects of sales force motivation techniques on sales force performance in the manufacturing company. A study of PZ Nigeria PLC. The objective of the company is to reach its scattered customers all over the country and satisfy them. However, the company is not sure whether or not its resent sales force motivational techniques are having positive effects on the performance of the sales force. The objective of the research includes the following; To determine the effect of implementation of motivational techniques on sales force performance in the organization. To determine the effectiveness of financial and non financial compensation on sales force performance. To identify the appropriate means of sales force motivation in achieving the organizational objectives. To make recommendation base on findings. In carrying out this research primary and secondary data were obtained from journals, periodicals, textbooks and publications. Oral interview were also used in gathering relevant information from the personnel manager and sales force of the company. The questions in the questionnaire were structured as to include multi-choice questions, dichotomous questions and open ended questions. A total of one hundred and ten questionnaires were distributed and administered to sales force and managers of the company. The major-findings based on hypothesis shows that the greater the incentives both financial and non-financial, the greater the performance, there is significant relationship between level of performance and amount of training received. The major findings based on the hypothesis shows that setting target goal by sales force is not onJy positively correlated but tend to increase the morale of the sales force. Conclusively, motivation can be an effective tool for the increased and effective performance to achieve organizational goals.