EFFECTIVE SALES FORCE MOTIVATION AS A MEANS OF ACHIEVING INCREASED MARKET SHARE IN A COMPETITIVE INDUSTRY
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EFFECTIVE SALES FORCE MOTIVATION AS A MEANS OF ACHIEVING INCREASED MARKET SHARE IN A COMPETITIVE INDUSTRY
ABSTRACT
The primary goal of this study is to determine the efficacy of sales force motivation as a strategy of increasing market share in a competitive business, using NBC Owerri as a case study.
The researcher’s objectives were as follows: to evaluate the current sales force motivational programme of the NBC, to identify if there are flaws in the current sales force motivational programme of the NBC,
to identify problems that impede the effectiveness of the NBC’s motivation strategies, and so on. In chapter two, the researcher uncovered various topics about sales force motivation, some of which are included below.
The definition of sales force motivation, the necessity of sales force motivation, the challenges that management faced in determining the proper motivational mix, selecting an effective combination of motivating tools,
and so on in order to accomplish the desired results. In carrying out this work, relevant data were acquired from the respondents via survey research (questionnaire).
The respondents’ responses were analysed using simple tables and percentages, and then hypotheses were tested to confirm or reject the premise given in Chapter One. Finally, using the responses gathered from the respondents, the researcher presented her results, conclusion, and recommendations.
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