ABSTRACT

The study was designed to examine the effect of motivation on sales force performance in PZ Cussons Nigeria Plc Aba, specifically the personal characteristics of the respondent were examine, motivation factors to the performance on sales force in the study area was identify, sales force perception towards the use of motivation in influencing their sales performance were ascertained, relationship motivation and sale force performance was examined, the influences motivation the performances of sales force in PZ Cussons Nigeria Plc, Aba was examine and the effect of compensation package on sale force performance were ascertain. A survey method was used this enabled the research get the opinion(s) of respondents on the impacts of motivation on sales force performance which made with a particular reference to PZ Cussons Nigeria Plc, Aba with 60 respondent from the state using a el1 structured questionnaire. Descriptive analytical tools such as Mean, Frequencies, Percentage, Standard Deviation and "X2" test statistical method was used in data analysis. Result shows that: Promotion as a key motivation factors that enhances sales force work performance in PZ Cussons Nigeria Plc, Aba, others include Salary, Commission Recognition and Praise, Conference and Training, Bonus, Good working environment and financial and non-financial incentives. There a significant relationship motivation and sale force performance. Furthermore, motivation influences the performances, of sales forge. Result shows that compensation package increase sale force performance. The hypothesis tested using chi-square (X2) method motivation is a positive influence on sales forces performance, the motivation of sales force increases their performance and that there is significant relationship between motivation and sales force performance. Based on the findings of this study, we recommend that PZ Cussons Nigeria Plc Aba and manufacturing organizations in general, may engage always in more promotional mix strategies, and also tend to be creative to consumers; this in turn would enhance and boost sales revenue.