EFFECT OF SALES FORCE MOTIVATION ON PRODUCTIVITY
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EFFECT OF SALES FORCE MOTIVATION ON PRODUCTIVITY
ABSTRACT
The topic of this project is “The Effects of Sales Force Motivation on Productivity.” A case study of Emenite Company Limited in Emene, Enugu State.
This is a big issue, and no one can claim to have covered all parts of the literature on the subject in this minimal approach. It seeks to find numerous sources of low sales force productivity in Nigeria.
It also attempts to identify the numerous metrics used by the company to motivate its sales staff and determine the relevance of the measures. The goal is to guarantee that only measurements that are relevant to sales force productivity in Nigeria are implemented. This is to ensure cost-effectiveness.
METHODOLOGY: This case study uses the case study technique. As a result, the study focused on a typical sales territory (Emenite Ltd, a manufacturing company).
The research instruments employed included a self-administered questionnaire and oral interviews. Simple tables, percentages, and the Chi Square test were among the analytical approaches used. The selected company’s target population included management and relevant employees, consumers, and distributors.
Findings and Conclusion:
The study discovered that salespeople face a variety of obstacles, ranging from regular sales problems such as prospecting, presentation, objection handling, and so on to management issues such as arbitrary price increases. Other departments provide crucial complimentary and ancillary services to the sales department, such as delivery and maintenance.
It was also shown that the majority of salespeople’s poor educational qualifications had a harmful effect on productivity.
It was also discovered that training, incentive pay schemes, and management aid in solving sales-related problems serve as motivators for salespeople.
It was also discovered that allowing salespeople to participate in creating standards is one effective method of regulating the sales force.
In conclusion, proper motivation is regarded as important for increased sales staff productivity.Chapter one
INTRODUCTION
1.1 Background of the Study
The term motivation derives from the Latin word movere, which meaning to move. It is a broad phrase that refers to all inner forces such as desires, urges or motives, wishes, and so on that ignite, direct, and sustain conduct towards a goal. To inspire people, managers must do things that fulfil these forces and encourage individuals to accomplish.
Over the years, many psychologists and academicians have proposed several theories of motivation. Most of these theories have contributed in various ways to management’s understanding of the forces that motivate individuals to achieve goals and objectives.
Many of the known theories of motivation are (Maslow’s Hierarchy of Needs, Herzberg’s Two-Factor Theory of Motivation, Douglas McGregor, etc.).
This call for the research of “the effect of sales force motivation on productivity” with Emenite, Enugu as a case study is intended to examine and break down the complexity of the motivation process.
Emenite Limited is one of the largest firms in Enugu State, with a high number of employees.
The Emenite Company is a legally recognised company in Nigeria. Tuiners Asbestos Nigeria Limited was founded in 1961 as a limited liability company. The name was changed to Turners Building Producing Company Limited Emene on March 22, 1976, in accordance with the indigenization legislation.
The name was changed to Emenite Limited in July 1988 due to a change in ownership with foreign partners. When it comes to the location of this company, Emene is the headquarters, and the company has approximately four branches. Enugu, Lagos, Sapele, and Kano are all in Nigeria.
The company specialises in producing
· Fiber-corrugated sheet is a type of roofing material.
· Celling boards in various sizes and thicknesses.
· Roofing sheets come in various sizes, thicknesses, and sorts.
Pipes for water supply (building materials)
· Tanks and Sinks.
· Flower containers.
1.2 Statement of the Problems
Some of the issues observed at Emenite Limited Enugu are listed below. However, for greater comprehension and clarity, we shall summarise the primary difficulties of motivation in Nigeria, with a focus on Emenite Enugu.
· Inadequate job descriptions and job analyses by management hinder the sales force’s performance.
· Sales force received inadequate training. Newly hired salespeople are not provided with proper sales training before being sent out into the field to sell for the organisation.
· Salespeople typically have low morale. This could be the outcome of discovering for themselves the true position of thongs in the field.
The current economic climate has led to an upsurge in dishonesty and disobedience among salespeople struggling to live.
· The flexibility of the second tier foreign exchange market (SFEM) affects the company’s importation of roofing sheets. Sometimes it can be revealed in a single inquiry.
The different results of this dilemma can be linked back to changes in the 4Ps (price, place, product, and promotion).
1.3 Objectives of the Study
Since the turn of the twentieth century, thinkers and researchers from a variety of fields have conducted extensive research on the phenomena of motivation. Over time, a variety of diverse perspectives or methodologies have emerged in an attempt to examine the positive impact of motivation theory on productivity.
The study’s broad aims include examining the effect of motivation on sales force productivity in Emenite Company Limited, Enugu State.
The precise objectives are as follows:-
1. Identify the main causes of low sales force productivity at Emenite Limited.
2. To better comprehend the nature and role of a salesperson.
3. Determine the links between job happiness, motivation, and production.
1.4 Research Hypothesis
The following hypothesis was developed after carefully considering the mentioned study objectives.
Ho: Emenite employees are not satisfied with the rate of
Cash incentives are currently used.
Hello: Emenite employees are delighted with the rate of cash.
Incentives are currently in place.
Ho: Emenite employees are not satisfied with management.
Staff connection.
H2: Emenite employees are satisfied with management.
Staff connection.
H2: The motivational factors implemented by Emenite Limited’s management do not result in increased productivity.
H3: Motivating factors used by Emenite Limited’s management to increase productivity.
Ho: Emenite sales force training leads to increased productivity.
H4: Emenite sales staff training does not boost productivity.
1.5 Significance of the Study
A manager’s primary responsibility is to develop and maintain an atmosphere in which employees will feel personal pleasure and be motivated to contribute effectively to the organization’s goals. The important step is to urge or motivate people to raise their effort in order to increase productivity, which will result in higher yields.
It is easy to talk about how to motivate employees, but the challenge is to put it into practice. As a result of this, employees will be inspired to work harder to achieve the company’s objectives and goals.
As a result of careful examination of the nature of incentive that best appeals to labour employees in this era, this research work aims to communicate to organisations the most important action used to increase productivity while also making recommendations on how best workers productivity in Emenite can be improved.
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