The Impact Of Motivation On Sales Force Performance (A Study Of Nigeria Bottling Company Plc Owerri)

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The Impact Of Motivation On Sales Force Performance (A Study Of Nigeria Bottling Company Plc Owerri)


Abstract


This topic, “The impacts of motivation on sales force performance”, was conducted to investigate the extent of relationship between motivation and sales force performance specially in business enterprises with particular study of Nigeria Bottling Company Plc Owerri.

However to achieve this goal of the study quasi-experimental research design was used tom study Nigeria Bottling Company plc, a know business enterprises where ninety five questioners was admistered to respondents in other to obtain first time information.

After a critical analysis of the data collected, The hypothesis were tasted using chi-square and the following were, The findings, incentive inform of timely salary payment enhances sales force ;performance, Salary increase is used to stimulates better performance of salary men., your firm provides laptops to enhance sales force efficiency.

Base on the finding, incentives should nom be based on favoritism but on merit. Salaries should be paid as at when due. There should be more provisions of laptops to enhance sales force efficiency Any person who want to research further on the impact of sales force motivation is free to consult this work as a secondary data.


Table Of Contents


Preliminary Page(s)

  • Title Page
  • Approval Page
  • Dedication
  • Acknowledgement
  • Abstract
  • Table Of Contents

Chapter One

1.0 Introduction

  • 1.1 Background Of Study
  • 1.2 Statement Of Problems
  • 1.3 Objective Of Study
  • 1.4 Research Questions
  • 1.5 Statement Of Hypotheses
  • 1.6 Significance Of Study
  • 1.7 Scope Of The Study
  • 1.8 The Limitation Of The Study
  • 1.9 Definition Of The Terms
  • Reference

Chapter Two

2.0 Review Of Related Literature

  • 2.1 I Introduction
  • 2.2 Definition Of Motivation
  • 2.3 Motivation Process And Theories
  • 2.4 How To Motivate Sales Force
  • 2.5 Situational Factors And Motivation
  • 2.6 Performance Measure
  • References

Chapter Three

3.0 Research Methodology

  • 3.1 Research Design
  • 3.2 The Population Of Study
  • 3.3 Determination Of Sample Size
  • 3.4 Sources Of Data
  • 3.5 Sampling Methods And Procedure
  • 3.6 Distribution Of Questioners
  • 3.7 Description Of Data Analysis Techniques
  • References

Chapter Four

4.0 Data Presentation, Analysis And Interpretation

  • 4.1 Presentation And Interpretation Of Data
  • 4.2 Presentation And Analysis Of Data
  • 4.3 Testing The Hypothesis
  • References

Chapter Five

5.0 Summary Of Findings, Conclusion And Recommendations

  • 5.1 Summary Of Findings
  • 5.2 Conclusion
  • 5.3 Recommendations
  • 5.4 Suggestion For Further Study
  • Bibliography

Chapter One


1.0 Introduction

1.1 Background Of The Study

The achievement of the organizational goals can only be made possible by coordinated human efforts.
In the early days of primitive commercial activities, little attention was give to motivation which affected the performance and productivity of the employees. This led to the “TWO-factor theory” propounded by Fredrick Hertzberg. He pointed out that good feeling otherwise job satisfaction has to do with factors related to job content, such as, achievement, recognition. For achievement, the nature of the job itself, responsibility, growth and advancement opportunities as satisfiers or motivators.

“The overall performance of an organization is directly dependent on the amount of efforts positively applied by the workers individually or collectively towards attaining the desired goals” AGU (2003).
Uwaoma et al, (2000) defined motivation as “the comprehensive actions taken to induce people to do something to the best of their ability”.

Meanwhile, this study will therefore help to identify those working conditions which do not enhance the performance of the sales force in a business organization using Nigeria Bottling Company PLC Owerri as a case study. The business environment is full of competition and other militating factors and the survival of these firms largely depend on the performance of the sales force. But also, how motivated they are contribute to the success of their firms.

The aim of this study is to confident in the impact of motivation of sales force performance.
Finally, the researcher will discuss in the motivation process, how to motivate sales force working conditions and environment etc.


1.2 Statement Of Problems

The business environment is full of competition. These competitors enter the market seeking for profit, improved market share and as well a sustained growth. However with respect to the non alcoholic beverage industry, as it grows, so also business environment (government policies, competitors, technology) increases in dynamism. As such, due to the growing complexity of its business climate, firms must be proactive to the challenges or else crumble.

Despite the fact that studies in the past revealed that motivation plays a significant role in the performance of employees, not much emphasis have been given this important area by most organizations especially to the small and medium business. Issues of motivation cut across some areas which include available of incentives (bonus, promotion, welfare, packages etc), working aids (vehicle, laptops), training and development (workshops, on-the job training) and good work environment (well furnished office, friendly atmosphere, health centre, security). But a great number of business organizations in Nigeria private or public owned shows relative negligence on this issue “motivation”.


1.3 Objective Of The Study

The study was embarked upon to investigate the extent of relationship between motivation and sales force performance in business organizations.
The following are specific objectives:

  1. To know the extent to which incentives (bonus, promotion) affect sales force performance of Nigeria Bottling Company PLC.
  2. To ascertain whether working aids (laptops, vehicles) stimulates sales force productivity in business enterprises.
  3. To ascertain whether training and development (workshops, on the-job training) has any relevance to sales force performance in business organizations.
  4. To know the extent of contribution of good work environment (health centre, well furnished office) to the sales force performance.

1.4 Research Questions

  1. To what extent do incentives (bonus, promotion) affect sales force performance?
  2. Do working aids (laptops, vehicles) stimulate sales force productivity in business organization?
  3. Has training and development (seminar, workshops) has any relevance to sales force performance?
  4. What is the degree of contribution of good work environment (health care, well conditional office) to sales force performance?

1.5 Statement Of Hypotheses

Hypotheses One:

Ho: There is no significant relationship between incentive and sales force performance.
H1: There is significant relationship between incentive and sales force performance.

Hypotheses Two:

Ho: Working aids has no significant relationship to sales force productivity in business organization.
H1: Working aids has significant relationship to sales force productivity in business organization.


1.6 Significance Of Study

This study is important to both the management and the entire business organizations, in the sense that it will help to solve the problem of poor sales force performance due to non-motivation of the sales force.

To the researcher, the benefit of this work is numerous to mention, it is seen by the research as a way of exposing him to the real activities in the field of marketing. It exposes the researcher to know more about motivation, the way of motivating the employees and its benefits.

Finally, this work will serve as a secondary data to student researcher and even manager who will like to study more on this topic. It will also be more significant to some managers who do not know the importance of application of motivation in their management schedule, finding this work will make them have a clearer view of appreciating the good returns to motivation of the sales force.


1.7 Scope Of The Study

This work is arising at discussing the influence of motivation on sales force performance in business enterprises. There are many businesses that exist, but for the sake of this study, it will be narrowed down to Nigeria Bottling Company PLC Owerri, which is taken to represent other business enterprises because of the organized nature of the firm. Among the motivational means are training and development, good working environment, working aids etc.


1.8 The Limitation Of The Study

The limitation of this study lies in the under listed constraints.

Firstly, inadequate co-operation by the respondents was a very big problem, this include the frustration the researcher received when he visited the company under study, by not allowing him gain access to the manager, or with such excuses that he call again or that the manager is too busy.

  1. Time duration of the project work was too short with numerous academic programmes.
  2. The researcher lacked financial support which affected the conclusion of the work early enough.
  3. Finally, some staff were reluctant to accept the questionnaire for filling and if they did, their delay in returning them to the researcher made the work uninteresting and difficult for the researcher.

1.9 Definition Of Terms

Motivation:

A concept of behavioral change or result of influence that alternates on individuals performance.

Productivity:

Capacity to produce or bring about quantifiable result form ones effect.

Business Organization:

A company that makes profit through producing and or selling of goods or services.

Incentive:

Payments, concession or action taken to stimulate greater output by workers.
SALES FORCE: Employees that represent and market the product of their companies to the outside world.

Work Environment:

All the action and forces that influence the ability to work satisfactorily and in accordance with the job assigned to him in his place of work.

Working Aids:

Equipment and facilities used to carry out the job assigned to an employee easily.

On-The-Job Training:

As this implies it involves training an employee which he performs the job. (Ohadinma and Nkwam 2000)


Chapter Five


5.0 Summary Of Findings, Conclusion And Recommendations

5.1 Summary Of Findings

Based on the state of the problem in chapter one, the purpose of the study was to investigate the influence of motivation on sale force performance in the business enterprises with specific reference to the Nigeria Bottling company PLC.

For the findings, motivation helps to ensure higher productivity. Studies show that sales force work harder and have better performance when motivated. Also the sales force produce more because they want to make more money.

They want status and respect, they need security and they desire every opportunity for personal development.
So, base on the analysis of data collected in chapter four, the following were the findings;

  1. Incentives are not given to sales force base on merit
  2. Working aids has relationship between sales force performance in business organization.
  3. Training and development improves sales force performance
  4. Good working environment enhances the performance of sales force in the business organizations.

5.0 Conclusion

From test studies and experts opinion, the researcher therefore concludes that by devising avenue towards enhancing the motivation of sales force, will give rise to achieving corporate objective. Therefore different kinds of well thought and organized plans will be helpful to enable salesmen achieve their personal an career objectives, this will get motivated or boost the morale to strive to achieve corporate objectives.


5.3 Recommendations

Based on the findings in chapter four, the following recommendations are suggested.

  1. While given incentives to sales force, it should be given base on merit and not base on favoritism salaries and bonuses should also be paid as at when due.
  2. Work environment should be improved by proper legating, ventilation and cleanliness
  3. There should be job enrichment and enlargement to provide opportunities for increasing psychological growth.
  4. Work aids should be improved and also obsolete equipments should be replaced with standard and modern ones.

5.4 Suggestion For Further Study

Due to time constraints imposed for the submission of this research into other area which may affect the motivation of employees or sales force could not be possible. These areas are, the influence of individual experience, peer group and family on sales force to be carried out on this in order to findings ways to boost morale and spurs sales personnel into better performance and improving productivity.


The Impact Of Motivation On Sales Force Performance (A Study Of Nigeria Bottling Company Plc Owerri)


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