+234 813 0686 500
+234 809 3423 853
info@grossarchive.com

THE EFFECT OF SALES FORCE MOTIVATION ON PRODUCTIVITY A CASE STUDY OF EMENITE COMPANY ENUGU

  • Type:Project
  • Pages:71
  • Format:Microsoft Word
(Marketing Project Topics & Materials)
ABSTRACT

The topic treated in this project is “The Effects of sales forces motivation on productivity. A case study of Emenite Company Limited Emene, Enugu State.
This topic is very vast and one cannot claim to have treated all the aspects of the literature covered the topic within this skeletal outfit. It attempts to identify the various census of low sales force productivity in Nigeria. It also attempt to identify the various measures adopted by the company in motivating their sales force and to established the relevance or otherwise of the measures. The aim is to ensure that only measures relevant to sales force productivity in Nigeria are adopted. This is to ensure cost effectiveness.
METHODOLOGY: The method adopted in this case study is the case study method. Consequently a typical sales territory (Emenite Ltd- a manufacturing company) was selected for the study.
The research instrument used include self administered questionnaire, and oral interviews. Analytical techniques comprising of simple tables, percentages and Chi Square were also used. The target population were management and relevant staffs, customers and distributors in the selected company.

Findings and conclusion:
The study found that sales men encounter varying problems, which range from ordinary sales related problems in such areas as prospecting, presentation, objection handling and so on, to management problem such as arbitrary increase in prices. From other department which render vital complementary and ancillary service to the sales department such as delivery and maintenance services.
It was also observed that low educational qualification of most sales force adversely on productivity.
It was also observed that training, incentives pay schemes and management assistance in solving sales related problems act as motivators to sales people.
It was observed also that allowing salesmen participate in setting standards is among relevant ways of controlling the sales force.
In conclusion, adequate motivation is seen as necessary for an enhanced sales force productivity.


TABLE OF CONTENT

Title Page
Approval Page
Dedication
Acknowledgement
Abstract

CHAPTER ONE:INTRODUCTION
1.1Background to the study
1.2Statement of the problem
1.3Objectives of the study
1.4Research Hypothesis
1.5Significant of the study
1.6 Scope of the study
1.7Definition of Terms


CHAPTER TWO:LITERATURE REVIEW
2.1Definition and theories of motivation
2.2Overview of Sales force
2.3Overview of productivity
2.4Formulating company strategies
2.5Sales force objective and tasks
2.6Sales force Training
2.7Compensation and motivation of sales force
2.8The Benefits of motivating sales force
2.9Performance Evaluation and supervision.

CHAPTER THREE:  RESEARCH METHODOLOGY
3.1Sources of data
3.2Population of the study
3.3Determination of sample size
3.4Research Techniques
3.5Research instruments used
3.6Method of data analysis
3.7Limitations of study

CHAPTER FOUR:DATA PRESENTATION, ANALYSIS AND INTERPRETATION
4.1   Presentation and Analysis of data
4.2Test of Hypothesis

CHAPTER FIVE:SUMMARY, RECOMMENDATION AND CONCLUSION
5.1Summary of finds
5.2Recommendation
5.3Conclusion
Bibliography
Appendix

THE EFFECT OF SALES FORCE MOTIVATION ON PRODUCTIVITY A CASE STUDY OF EMENITE COMPANY ENUGU

Share This

Details

Type Project
Department Marketing
Project ID MKT0725
Price ₦3,000 ($20)
No of Pages 71 Pages
Format Microsoft Word

500
Leave a comment...

    Details

    Type Project
    Department Marketing
    Project ID MKT0725
    Price ₦3,000 ($20)
    No of Pages 71 Pages
    Format Microsoft Word

    Related Works

    THE EFFECT OF SALES FORCE MOTIVATION ON PRODUCTIVITY A CASE STUDY OF EMENITE COMPANY ENUGU Abstract The topic treated in this project is “The Effects of sales forces motivation on productivity. A case study of Emenite Company Limited Emene, Enugu State. This topic is very vast and one cannot claim to have treated all the aspects of the... Continue Reading
    (A CASE STUDY OF EMENITE COMPANY ENUGU) ABSTRACT           The topic treated in this project is    “The Effects of sales forces motivation on productivity. A case study of Emenite Company Limited Emene, Enugu State.           This topic is very vast and one cannot claim... Continue Reading
    EFFECTIVE SALES FORCE MOTIVATION AS A MEANS OF ACHIEVING INCREASED MARKET SHARE IN A COMPETITIVE INDUSTRY. (A CASE STUDY OF NIGERIA BOTTLING COMPANY PLC, OWERRI) ABSTRACT The major purpose of this study is to determine the effectiveness of sales force motivation as a means of achieving increased market share in competitive industry using NBC... Continue Reading
    THE SURVEY OF THE EFFECT OF MOTIVATION ON JOB PERFORMANCE OF SECRETARIES (A CASE STUDY OF EMENITE LTD, ENUGU) ABSTRACT The field of motivation is a very wide one. However, the researchers set out to see how motivation works in a management set using EMENITE LTD as a case study. The concentration is also on the secretary in order to reduce... Continue Reading
    ABSTRAC T The field of motivation is a very wide one. However, the researchers set out to see how motivation works in a management set using EMENITE LTD as a case study. The concentration is also on the secretary in order to reduce generalization and focus on a specific management personnel. A general introduction of chapter is presented to relate... Continue Reading
    THE SURVEY OF THE EFFECT OF MOTIVATION ON JOB PERFORMANCE OF SECRETARIES (A CASE STUDY OF EMENITE LTD, ENUGU) ABSTRACT The field of motivation is a very wide one. However, the researchers set out to see how motivation works in a management set using EMENITE LTD as a case study. The concentration is also on the secretary in order to reduce... Continue Reading
    ABSTRACT This study was focused on the affect of sales promotion on sales volume of Vitafoam product in Enugu metropolis. The researcher find out various ways through which the company employed sales promotion to create awareness of their product, stimulate and arouse customers and dealers favourable behacviour towards the company and its... Continue Reading
    The field of motivation is a very wide one. However, the researchers set out to see how motivation works in a management set using EMENITE LTD as a case study. The concentration is also on the secretary in order to reduce... Continue Reading
    ABSTRACT A deepening world economic crises occasioned by a sustained and continuing fall in process and demand for industrial materials has left Nigerians in general with a severe recession. The need for employers of labour to inference in and motivate the workers for increased productivity has become imperative. Workers almost in every sector of... Continue Reading
    ABSTRACT The research work was carried out to know the effect of employee motivation on productivity in a manufacturing organization. The research going the motion that motivation is one of the factors which urge... Continue Reading
    Call Us
    Get this work
    whatsappWhatsApp Us