Impact Of Motivation On Sale Force Performance (A Case Study Of Pz Cussons Nigeria Plc, Aba)

ABSTRACT

The study examines the impact of motivation on sales force Performance 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 motivation (i.e. non-financial incentives), is a vital tool not only in compensating salesperson but also in achieving a particular level of performance. Survey data were gathered from 40 respondents. All hypotheses were tested using chi-square. The findings of the research are: (1) there is a significant relationship between motivation and sales force work performance; (2) motivation is a positive influence on sales force performance. (3) the motivation of the sales force increases their performance.