ABSTRACT
The project work on sale motivation in Nigeria (Acase study of coca-cola Bottling company Nigeria Onistsha)
Chapter one explained purpose and the significance of the study. The main pupose of the study is to know the problems associated with sales force motivation. Its study whether management is aware of the need to motivate sale force.
Chapter two of this work dealt with review related literature the scope of the study e.t.c . the study here show that effective motivation is a continual activity that increase the sales repentative enthusiasm and moral in the organization thus making him or her to stay in the enterprise and work effectively for it.
Chapter three contains the research methodoly, the research , design population of the study and the gathered through questionnaire, oral interview, personal observation. Then secondary data from textbook and other various research materials.
Chapter four of this project, analysed the data collected.
Chapter five analyses the findings, conclusion and recommendation. Recommendation in view of findings will help the researcher to make some suggestion on how to improve sales force motivation in Nigeria industries as some management may not actually know the need and the ways of motivating sales force.
TABLE OF CONTENTS
Title
Certification
Dedication
Acknowledgements
Table of Contents
Abstract
CHAPTER ONE
- Introduction
1.1. Background of Study
1.2. Statement of Problem
1.3. The Objectives of the problem
1.4. Significance of Study
1.5. Research Questions
1.6. Hypothesis
1.7. Scope of Study
1.8. Definition of Terms
CHAPTER TWO
- Literature Review
2.1 .Mtivation factors
2.2. compensation
2.3. recruiting and selecting sales personnel
2.4. training sales resresentatives
2.5. establishing standards for evaluation
2.6. theories relevant to the research Question sales territory
2.7. review of current literature theories and research question
2.8. summary of the literature review
CHAPTER THREE
- Research Methodology
3.1.design of the study Population
3.2. area of the study
3.3. Population of the study
3.4. sample of the study
3.5 instrument for data collection
3.6 validity of the study
3.7 distribution and retrieval of the instrument
3.8 method of data analysis
CHAPTER FOUR
4.1. Data presentation and Analysis
4.2. testing of Hypothesis
4.5 Findings
CHAPTER FIVE
5.1. Summary of the findings
5.2. Conclusions
5.3. Recommendations
5.4 limitation of the study
5.5 suggestion for further research
References
Bibliography
Appendix
Questionnaire
CHAPTER ONE
INTRODUCTION
- BACKGROUND OF STUDY
When a worker has been employed in an organization after selection and training exercise. It is necessary to encourage him / her to stay and prove his/ her mettle in the performance of the assigned organization task, labour is the only factors of production that can expand and contract its input at will in the productive activities. Labour, therefore, has to be efficiently rewarded for it to carry out its productive activities effectively.
One of the greatest problem facing manger in any organization particularly in Nigeria firms at present is how to make their workers committed to their Jobs and put their organizational activities. The major way of dealing with this problem is by motivating workers.
Motivation can be thought of as the factors which cause people to act the way the feel, allow them to satisfy their individual and group needs. To study motivation is like trying to know why people behave or exhibit certain actions. When people behave in a certain way. They do so because they feel that it is the best way to achiveve their personal goals.
Every organization has one or more person who have direct responsibility for contacting and dealing with prospects and customer.
This group is known as safes force. Sale forces are not only found in commercial companies but also in non profit organization. The traditional term used to described sales force is salesmen. This term however is becoming absolute because of the increasing sales responsibility. This, sales person or sales representative will be used this writer up. Other terms used to described sales force include account executives sales consultants and manufacture representatives, service representative, and so forth.
In this context the sales force in coca-cola Bottling company Nigeria Onitsha includes the following .
- Sales cherks in the plant office and depots
- Mobile sales assisters
- Office sales assisters
- Sales drivers
- Field sales person
- Sales officers and man agers
- Sales agents and
Sales force motivation therefore, is specifically concerned with the inducement . incentives and other ways of stimulating sale force so as to make them put in their best in the discharge of all sales activities.
- STATEMENT OF PROBLEM
For observation, it appears that the several issues on sales force motivation in Nigeria companies have to be addressed end need to be answered in essence, the research problems are surmmarised as follows.
- No specific guideline to ensure that sales improved through sales force motivation
- Absence of good sales force motivation which will increase the inflow of the company.
- Staff welfare are not been into consideration in abide to maximize profit.
- Existence of non-chaclant attitude of the sales personnel’s as a result of management motivation.
- PURPOSE OF THE STUDY
- To identify the specific guide lines to ensure that sale improved through sales force motivation
- To recommend the good sales force motivation
- To recommend how the staff welfare is to be taken into consideration in order to maximize profit.
- To know how to solve the problem of non-chalcent attitude of the sales personnel as a result of management motivation behavior.
- significance of the study
Nigeria economy is presently faced with the industriatization. Since the introuduction of the structurel adjustment programme (SAP) the establishment of industries has increased tremendously .this development called for the employment of well trained. Semi- skilled and unskilled workers who need to be motivated in order to put in their best in the production processes. Most of these industries have been liquidated .some are distressed, other are striuing to survive while many are booming . it is the sales force effectiveness and efficiency in co- operation with other section of the firm that ensure the continuity of the enterprise.
The importance of the research study there are arises when one consider enormous contribution these industries make to the national economy these contribution deopend greatly on the operation effectiveness of the business which in turn depends on the workers especially the sales force who are appropriately motivated.
- RESEARCH QUESTIONS
- To what extent has the management set guidelines that with improve the sales force
- What are the good sales force motivation that will increase the inflow of the company.
- To what extent has the staff motivation incressed the sale force of the organization
- What are the best ways of improving sales force in Nigeria companies.
- HYPOTHSIS
The following hypothesis formed basic for the study and the null hypothesis was formulated for the study to be tested 0.5 level of significance.
Ho: Adequate motivation of sales force do not lead to the attainment of company’s goals.
Hi: adequate motivation of sale’s force lead to the attainment company’s goods.
Ho: shortage of competent sales force in a company is not depend on the method of motivation factors adopted.
Hi: shortage of competent sales force in a company is dependent on the method of motivational factors adopted.
- SCOPE OF THE STUDY
The study is limited to only the staff and management of Nigerian coca-cola Bottling company Onitsha.
- DEFINITION OF TERM
MOTIVATION: It can be described as the difference between trying to force some one to perform a task or duty and the right use of the appropriate incentives to obtain the desired result.
SALES MANAGEMENT: sales management can be also be define as the managerial process that utilizes resource and influences (either by motivating or adequate punishment ) the sales force behavior in a desired direction in order to stimulate sales people towards the attainment of a set sales objective.
PERsonal selling: it can be defined that aspect of the total promo- tool which makes possible the occurrence of direct personal commication between the organization and its propective buyers for the purpose of facilitating exchange.
SALES QUOTA: MOTIVATIOal target expressed in guantity monetory values that are assigned to filed units such as regions districts , or salesmen territories that are assist mangent in producing incentives for sales men’s and in evalvating the performance.
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