The Effects Of Motivation On Sales Force Performance Of A Selected GSM Provider In Umuahia, Abia State

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