ABSTRACT

The study analyzed the importance of salesforce motivation and compensation in mobile phone service market in Nigeria focusing in Umuahia South and North LGA ofAbia State, Nigeria. A multi-stage random sampling technique was used to select 100 mobile phone service users for detailed study. The study described the effectiveness of motivation and compensation among users of the phone service in the market. This topic is very vast and one cannot claim to have treated all the aspects of the literature covered in the topic within this skeletal outfit. It attempts to identii5' the various effects sales force motivation and compensation have to play on performance of the sales person. it also attempt to identify various measures adopted by the mobile phone service in motivating their sales force and to established the relevance or otherwise of the measure, the aim is to ensure that only measures relevant to sales force evaluation in Nigeria are adopted, this is to ensure cost effectiveness. The research instrument used include self administered questionnaires and oral interviews, Analytical, Anova, correlation co-efficient and spearman rank methods. The targeted population where mangers, sales promoters, assistant managers and sales person. Finding and conclusion of the study indude sales men encounter varying problem, which range from ordinary sales related problem in such areas as prospecting, presentation, objection in handling and so on.