ABSTRACT

The study focus on the Constraints of Performance Evaluation and Control of Sales force in Nigeria (a case study of Dana Pharmaceutical Private Ltd Company). Sales force refers to group of sales people collaborating and working together to help a company meet in sales goals. The main purpose of this study is to find out the constraints of performance, evaluation, and control of sales force in Nigeria. A simple size of 160 users was determined using chi-square formula; the sampling technique used was sample random sampling. Both primary and secondary data were employed and the measurement of instrument used was open –ended questionnaire. Two hypotheses were tested using null hypothesis. The major findings were that there exist significant satisfactions of staff with management/staff relationship of the company. On the strength of the findings, the researcher concludes that incentives have significant effects on the performance of sales force. On the strength of the conclusion, we recommend that management relationship be encouraged through meetings and seeking workers’ opinion on some issues. 

TABLE OF CONTENTS

Title page i

Certification ii

Dedication iii

Acknowledgement iv

Abstract v

Table of contents vi

CHAPTER ONE

INTRODUCTION

1.1 Background of the Study 1

1.2 Statement of the Problem 2

1.3 Objective of the study 2

1.4 Research Question 2

1.5 Statement of the Hypothesis 3

1.6 Significance of the Study 4

1.7 Scope of the Study 4

1.8 Limitation of the Study 4

1.9 Definition Terms 5

CHAPTER TWO

2.0 Literature Review 8

2.1 Over View of Related Literature 8

2.2 Implementation, Evaluation and control    10 

2.3 Theoretical foundation of sale force 15

2.4 Marketing Performance    16

2.5 Sales Force Competence Management 

and Marketing Performance 18

2.6 Marketing Performance a Measure of the 

Contributions of Organizations Marketing 

Functions To Its Corporate Goals Objectives 19

2.7 Sales Force Competence Analysis (SFCA) 

and Marketing Performance 20

2.8 Sales force competence Development (SFCD) 

and Marketing Performance 21

2.9 Force Competence Evaluation (SFCE) 

and Marketing Performance 25

2.10 Structure of customer sales force 27

2.11 Sales Force objective and Task 27

2.12 Sales Force Training 28

2.13 Compensation and Motivation of Sales force 29

2.14 The Benefit of motivating Sales  Forces 32

2.15 Performance, Evaluation and Supervision 33

CHAPTER THREE

3.0 Introduction 35

3.1 Research Design 35

3.2 Area of study 36

3.3 Population of the study 36

3.4 Sampling Techniques and method 36

3.5 Determination of Sample Size 36

3.6 Measurement of Instrument 37

3.7 Sources of Data collection 38

3.8 Validity and Reliability of instrument 38

3.9 Method Data Collection 39

CHAPTER FOUR

PRESENTATION, ANALYSIS AND INTERPRETATION OF DATA

4.1 Presentation of Data 41

4.2 Testing of Hypothesis 46

CHAPTER FIVE

SUMMARY, CONCLUSION, AND RECOMMENDATION

5.1 Conclusion 54

5.2 Recommendation 55

References 56