ABSTRACT

This research work examines the effectiveness of sales force motivational techniques on sales force performance in manufacturing company. A case study of Pz Nigeria Plc. The objective of the company is to strive to reach the interior of its market in order to satisfy its scattered consumers, however, the company is not sure whether or not it's present sales force motivational techniques are having positive effect on the performance of the sales force. The objective of this research include the following:- (1) To review the sales force motivational techniques of Pz industries plc. (2) To examine the effectiveness of sales force performance of Pz industries Plc. (3) to make recommendations based on our findings. In carrying out this research work primary and secondary data were used. The secondary data were obtained from journal of the company, periodicals, text books and publications. Oral interview were also used to gather relevant information from the personnel manager and sales force of the company. The questions in the questionnaires was structured as to include multi-choice question type, dichotomous question type and open - ended question type. A total of two hundred and thirty questionnaires were distributed to the sales force and managers of the company. (i) The major findings based on the hypothesis shows that the greater the incentives both financial and non-financial, the greater the performance of the sales force. On the issue of significant relationship between the level of performance and the amount of training received by the sales force. The findings shows that, there is significant relationship between them. (ii) Findings on participation in setting target goals by sales force not only positively correlated but it intends to increase the morale of the sales force. Conclusively, through motivation and job performance can be made an effective instrument or tool for achieving organization growth objectives and other goals and that a beneficial investment in human resources depending in its perception by the organization's management.