ABSTRACT

This study focuses on the effects of motivation on sales force performance of a selected GSM provider in Umuahia, Abia State. The objective of the study is to determine the direction from very high to very low levels of motivation of sales force of GSM providers, identify the differences in the motivational tools used on the sales force by GSM providers and to ascertain whether staff preferred leave period and participation in decision making have significant effect on sales force performance of GSM providers determine the most effective motivational incentives - insurance scheme, commissions and regular pay used by GSM providers. The data were sourced using structured questionnaire. Simple percentages and frequencies were employed for the purpose of analyzing of variance (ANOVA) test statistic was adopted in the test of the two hypotheses. The target market requires better goods, services,quick and reliable support than they had before. The study concluded that there is no significant difference in the level of sales forces motivation in the service companies in Nigeria. The sales force motivational tools used in the service industry is said to be the same. Based on the finding, the following were recommended; bonus as a motivational factor should be highly considered. Bonus in form of wages and salaries are the basic needs in an organization which must be satisfied. Bonus as a motivational factor should be highly considered and bonus in form of wages and salaries are the basic needs in an organization which must be satisfied.

TABLE OF CONTENTS

Title Page                                                  i

Declaration ii

Certification                                              iii

Dedication                                                  iv

Acknowledgement                                      v

Abstract                                                      vi

Table of Content                                          vii

List of Tables ix

List of Figures xi

CHAPTER ONE: INTRODUCTION

1.1   Background to the Study 1

1.2   Statement of the Problem 3

1.3   Objectives of the Study 5

1.4   Research Questions 5

1.5   Hypotheses of the study 6

1.6   Significance of the Study 6

1.7 Scope of the Study 7

1.8   Limitations of the Study 7

CHAPTER TWO: REVIEW OF RELATED LITERATURE

2.0 Introduction 9

2.0.1 Brief History of 9Mobile 11

2.0.2 Brief History of Mobile Telecommunications Network (MTN) 12

2.1   Concept of Motivation 14

2.2 Models and Theories of Motivation 17

2.2.1 Content Theories 18

2.2.1.1 Abraham Maslow’s Hierarchy of Needs 18

2.3 Factors Which Affects Motivation 21

2.4 Motivational Techniques 23

2.5 Ability, Motivation and Employees Job Performance 28

2.5.1 Sales Force Compensation and Incentive Plan 32

2.5.2 Objectives of Sales Force 37

2.6 Sales Force performance in MTN 39

2.6.1 Sales Force Performance in 9Mobile. 39

2.6.2 The Difference in the Sale of Physical Product and Service Product 40

2.7 The Relationship of Motivation to Productivity And Performance 40

2.8. Motivation and Ability Contribute To Performance 41

CHAPTER THREE: RESEARCH METHODOLOGY

3.1 Research Design 42

3.2       Area of the Study 42

3.3       Sources of Data 42

3.4       Population Of The Study 43

3.5 Sampling Technique 44

3.6 Validity of the Instrument 44

3.7     Reliability Test of the Instrument 44

3.8      Method of Data Presentation And Analysis 46

CHAPTER FOUR: PRESENTATION AND ANALYSIS OF DATA

4.0 Introduction 47

4.1 Data Analysis 47

4.2       Test of Hypotheses 59

4.3 Discussion of Results 64

CHAPTER FIVE: SUMMARY OF FINDINGS, CONCLUSION AND RECOMMENDATIONS

5.1 Introduction 67

5.2 Summary of Research Findings 67

5.3 Conclusion 69

5.4 Recommendations 70

References 72

Appendix 75