ABSTRACT

 This project is a study of sales force motivation on some selected business establishment. In Umuahia metropolis of Abia State. The establishment selected for the study is as follow, insurance, pharmaceutical and coca-cola companies. The main reason for their selection is due to available for more sales force in marketing their product than other firms in the city. For this study twenty firms were chosen from each of the industries, relevant information were collected from the two selected group of workers. The sales or marketing managers and the members of the industrial sales force. The questionnaire was based on relative preference between monetary and non-monetary rewards for the effective motivation of industrial compensation and sales forces training programme and the salesforce firms employed statistical method, which is the testing of the relationship between the set of observance frequencies (0) of samples and expected frequencies (E) the result from the analysis shows that monetary rewards is effective instrument of industrial sales force motivation / compensation, relevant recommendation in order to make the motivation much more effective are, the firms should ensure and see to the periodic revision for the compensation plans of changes in other to make them relevant in the face to changes in market forces and as well as meeting the current business challenges. Apart from the afforemention factor, the services of the experts and consultants should be engaged to give more guarantees to execute the monetary and non-monetary rewards / compensation.