ABSTRACT
This study was
conducted to evaluate for efficiency motivation and compensation plans on sales
force performance in 7up bottling company, Aba.Sales force are not always
active and effective as most of them are late to appointments, fail to keep
business appointments, give incorrect information to customers, supply wrong
product brand, revert to office before responding to customers' enquiries and
poorly manage customer relationship. Survey research design was adopted and
data was sourced from both primary and secondary data. Data generated was
presented and analysed using tables and simple percentages. The copies of the
questionnaire were distributed to 75 respondentswhich comprises of 10 top
management, 20 middle level management, 25 marketing intermediaries, and 20
sales force members of the company. The hypotheses were tested using linear
regression model, 't'test statistics, spearman rank correlation, and Pearson 's
product moment correlation co-efficient. From the test of hypothesis it was
revealed that paucity in ability at ident5'ing problems and opportunities as
bases for the development of motivation and compensation plans has sign flcant
impact (effect) on performance evaluation efficiency, Inadequacy in the
management of compensation and motivation programme has significant effect in
performance evaluation of sales force members, Managerial control indices as
check variables in performance evaluation affect performance evaluation
significantly, Personnel is often negatively affected by the non-disclosure of
bases of their evaluation. Based on the findings, recommendations were made:
Management of organizations should try to disclose to sales force the bases of
their performance evaluation as it will adequately motivate them in meeting the
objectives of the organizations and Management should develop measure to aid
the identflcation of the problems and opportunities as bases for the
development of motivation and compensation plans.
MICHAEL, U (2021). Sales Force Motivation And Compensation; Efficiency Evaluation In 7up Bottling Company Plc. Aba,Abia-State.. Repository.mouau.edu.ng: Retrieved Dec 23, 2024, from https://repository.mouau.edu.ng/work/view/sales-force-motivation-and-compensation-efficiency-evaluation-in-7up-bottling-company-plc-abaabia-state-7-2
UNIVERSITY, MICHAEL. "Sales Force Motivation And Compensation; Efficiency Evaluation In 7up Bottling Company Plc. Aba,Abia-State." Repository.mouau.edu.ng. Repository.mouau.edu.ng, 22 Nov. 2021, https://repository.mouau.edu.ng/work/view/sales-force-motivation-and-compensation-efficiency-evaluation-in-7up-bottling-company-plc-abaabia-state-7-2. Accessed 23 Dec. 2024.
UNIVERSITY, MICHAEL. "Sales Force Motivation And Compensation; Efficiency Evaluation In 7up Bottling Company Plc. Aba,Abia-State.". Repository.mouau.edu.ng, Repository.mouau.edu.ng, 22 Nov. 2021. Web. 23 Dec. 2024. < https://repository.mouau.edu.ng/work/view/sales-force-motivation-and-compensation-efficiency-evaluation-in-7up-bottling-company-plc-abaabia-state-7-2 >.
UNIVERSITY, MICHAEL. "Sales Force Motivation And Compensation; Efficiency Evaluation In 7up Bottling Company Plc. Aba,Abia-State." Repository.mouau.edu.ng (2021). Accessed 23 Dec. 2024. https://repository.mouau.edu.ng/work/view/sales-force-motivation-and-compensation-efficiency-evaluation-in-7up-bottling-company-plc-abaabia-state-7-2