Sales Force Motivation And Compensation; Efficiency Evaluation In 7up Bottling Company Plc. Aba,Abia-State.

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.