ABSTRACT

The study examined "The effect of Sales force training on the marketing performance of industrial products ". The objective of the study were to investigate the effect of training and development of sales force on organizational performance, determine the effect of sales force training and development on employee performance, identify various forms of training programme which are made available for sates force, investigate the factors militating against effective sales force training programme and suggest ways of improving sales force motivational strategy for increased productivity of sales force. A sample size of 110 was computed from a population of 150 using Taro Yemen's method and a well-structured questionnaire was designed and used for the collection of primarily data, which were later analyzed using simple percentage and multiple regression model. The study concluded that the experience was significant in the sale force performance which was translated to organizational productivity, the level of education had positive impact on the workers performance and the age and marital stall/s had negative impact on the productivity of the workers in particular and the organization in general. However, Nigeria in the face of our economy, minimum wage further becomes very imperative to be in the present economic realities. This is because income is an important incentive for motivating work force, also appropriate mix of determining factors could be employed to motivate the work force to achieve greater productivity and efficiency. A case in point is the combination of pay rise and improvement of work environment, job, security and market target for the marketing firms. Also periodic capacity and skill enrichment programs should be organized for the sales force to assist in the realization of increase productivity and lastly, to enhance and consolidate on the gains of increase productivity. managerial and administrative positions should be occupied by high/v educated and experienced personnel.