ABSTRACT

The study examines sales force motivation as a panacea for improved performance in manufacturing industry in PZ Cussons Nigeria Plc Aba.  The relevance of sales force in the face of harsh economic environment and in boosting sales volume cannot be relegated to the background.  Motivation whether extrinsic (i.e financial incentives) or intrinsic (i.e non-financial incentives), is a vital tool not only in compensating sales person but also in achieving a particular level of performance. To achieve the objectives of the study, correlational research design was adopted. A total of 47 questionnaires were filled and returned. The researcher adopted both primary and secondary data in getting the required information. In testing the hypothesis chi-square analysis was used. The findings revealed that there is a significant relationship between sales force motivation and improved performance in manufacturing industry. The researcher recommends that firm should increase their motivation incentives which will encourage sales force performance. 

TABLE OF CONTENTS

Title page - - - - - - - - i

Declaration - - - - - - - - ii

Certification - - - - - - - - iii

Dedication - - - - - - - - iv

Acknowledgement - - - - - - - v

Table of Contents - - - - - - - - vi

List of Tables - - - - - - - - ix

Abstract - - - - - - - x

CHAPTER ONE

INTRODUCTION

1.1 Background of the Study - - - - - 1

1.2 Statement of the Problem - - - - - 2

1.3 Objectives of the Study - - - - - - 3

1.4 Research Questions - - - - - - 3

1.5 Research Hypotheses - - - - - - 4

1.6 Significance of the Study - - - - - 4

1.7 Scope of the Study - - - - - - 5

1.8 Limitations of the Study - - - - - 5

1.9 Definition of Technical Terms - - - - - 6

CHAPTER TWO

REVIEW OF RELATED LITERATURE

2.1 Conceptual Framework - - - - - 7

2.2 Review of Related Literature - - - - - 9

2.2.1 Effect of Motivation on Sales Force Performance - 9

2.2.2 Motivation Factor That Affect Sales Force Performance  - 9

2.2.3 Application of Motivation Factor by Firm for Improved 

Sales force performance - - - - - 11

2.3 Recruitment and Selection of Sales Force - - 12

2.3.1 Designing Sales Force Strategy and Structure - - 13

2.3.2 Development and Supervision of Sales Force - - 14

2.4 Compensating and Evaluating Sales Force Performance - 14

2.5 Motivation Definition and Development Motivation plan - 16

2.6 Techniques for Measuring Motivation - - - 17

CHAPTER THREE

RESEARCH METHODOLOGY

3.1 Research Design - - - - - - - 19

3.2 Study Area - - - - - - - - 19

3.3 Population of the Study - - - - - 19

3.4 Sampling procedure and Sampling size - - - 20

3.5 Data Collection Procedure - - - - - 21

3.5.1 Instruments(s) - - - - - - - 21

3.5.2 Validity and Reliability - - - - - - 21

3.5.3 Administration - - - - - - - 21

3.6 Data Analysis Procedure - - - - - 22

CHAPTER FOUR

DATA PRESENTATION, ANALYSIS AND DISCUSSION OF FINDINGS 

4.1 Data Presentation - - - - - - 24

4.2 Test of Hypothesis - - - - - - 29

4.3 Discussion of Findings - - - - - - 32

CHAPTER FIVE

SUMMARY OF FINDINGS CONCLUSION AND RECOMMENDATIONS

5.1 Summary of Findings - - - - - - 33

5.2 Conclusion - - - - - - - - 33

5.3 Recommendation - - - - - - 34

Reference - - - - - - - - - 35

Questionnaire