ABSTRACT

This research work effect of sales force motivational incentive on sales force performance in a manufacturing company. A case of Pz Industry PLC. The objective of the company is to reach its scatters customers all over the country and satisfy them. However, the company is not sure whether or not its present sales force motivational incentive are having positive effects on the performance of the sales force. The objective of the research includes the following: to determine the effect of 'financial compensation on sales force performance. To determine the effect of non financial 'compensation on sales force performance in the organization. In carrying this 'research, primary and secondary data were obtained from Journals, periodicals, textbooks and publications Orals interview were also used in gathering relevance information from the personal manager and sales force of the company. The questions in the questionnaire were structures as to include multi-choice questions, and open ended questions. A total of hundred and ten questionnaire were the administered to sales force and managers of the company. The major findings based on 'hypothesis shows that the greater incentive both financial and non-financial, the greater the performance, there is significant relationship between level of performance and amount of training received. The major finding based on the hypothesis shows that setting target goal by sales force is not only positively correlated but tend to increase the morale of sales force. Conc1usively motivation can he an effective tools 'for the increased and effective performance to achieve organizational goals.