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

Effects Of Motivation On Salesforce Performance In Guinness Nigeria Plc And Mobile Telecommunication Network In South-East, Nigeria

  • Type:Project
  • Pages:135
  • Format:Microsoft Word
(Marketing Project Topics & Materials)
ABSTRACT 
This study was conducted to evaluate the effects of motivation on sales force performance in 
Guinness Nigeria Plc and MTN in South-East. The major objective of this work is to examine the comparative implications of motivation on sales force performance in manufacturing and service companies. Sales force are not active and effective as most of them are late to appointments, fail to keep business appointments, give incorrect information to customers, supply wrong product brand, revert to office before responding to customers' enquiries and poorly manage customer relationship. Survey design was adopted and data was sourced from both primary and secondary areas. Data generated was presented and analyzed using tables, simple percentages and mean. The copies of the questionnaire were directed to a sample size of 400 marketing and sales personnel which were deduced from a population of 892 using Taro Yamane formula. The study was validated and tested for reliability using Cronbach Alpha giving alpha 0.97. The hypotheses were tested using Analysis of Variance (ANOVA). From the test of hypotheses, it was revealed that there was no significant difference in the level of sales force motivation in Guinness Nigeria Plc. And MTN; it was observed that salary increase, bonus, profit sharing, wages and team-building were some of the motivational tools mostly used in manufacture and service companies; it was disclosed that preferred leave period and participation in decision making did not have significant effect on sales force performance in Guinness Nigeria Plc and MTN; it was revealed that insurance scheme, commissions and regular salary payment had significant effect as most effective motivational tools used for performance of sales force by the manufacturing and service companies. Based on the findings, Recommendations were made: financial support, commission and compensation should be maintained and increased in manufacturing and service companies because they are good motivating factors, every employee should be highly motivated because comfortable employees will never think of acting negatively. Bonus and team-building as motivational factors should be considered in every company to encourage employees to perform their duties well. Taking part in workshops, organizational support, and constant training of the sales force are empowering activities which should be encouraged. Conclusively, phone recharge card allowance, vehicle fuel allowance, luncheon voucher, travelling/tour allowance and dressing allowance were found to be the modern tools for motivation of the sales force. 
 
TABLE OF CONTENTS 
Title page - - - - - - - - - - - -i 
Certification - - - - - - - - - - - -ii
 Approval page - - - - - - - - - - -iii 
Dedication - - - - - - - - - - - -iv 
Acknowledgments - - - - - - - - - - -v 
Abstract - - - - - - - - - - - -vi 
Table of contents - - - - - - - - - - -vii 

CHAPTER ONE: 
INTRODUCTION 
1.1 Background Of The Study - - - - - - - - -1 
1.2 Statement Of The Problem - - - - - - - - -3 
1.3 Objective Of The Study - - - - - - - - -4 
1.4 Research Questions - - - - - - - - - -4 
1.5 Research Hypotheses - - - - - - - - - -5 
1.6 Significance Of The Study - - - - - - - - -5 
1.7 Scope Of The Study - - - - - - - - - -6 
1.8 Area Of The Study - - - - - - - - - -6 
1.9 Limitations Of The Study - - - - - - - - -6 
1.10 Definition Of Terms - - - - - - - - - -8 
References - - - - - - - - - - -9 

CHAPTER TWO:
REVIEW OF RELATED LITERATURE 
2.0. Introduction - - - - - - - - - - -10 
2.0.1 Brief History of Guinness Nigeria Plc - - - - - - -11 
2.0.2 Brief History Of Mobile Telecommunications Network (MTN) - - - -13 
2.1 Concept of Motivation - - - - - - - - -16 2.2 Theories of Motivation - - - - - - - - -18 
2.2.1 Content Theories - - - - - - - - - -19 
2.2.1.1 Abraham Maslow‟s Hierarchy of Needs - - - - - - -19 
2.2.1.2 Herzberg‟s Two Factor Theory of Motivation - - - - - -21 
2.2.1.3 Vroom‟s Expectancy Theory of Motivation - - - - - - -22 
2.2.2 Process Theories - - - - - - - - - -23 
2.2.2.1 J.S Adam‟s Equity Theory - - - - - - - - -23 
2.2.3 Reinforcement Theory - - - - - - - - - -24 
2.3 Functions Of Motivation On Sales Force Productivity - - - - - -25 
2.4 Factors Which Affects Motivation - - - - - - - -26 
2.5 Motivational Techniques - - - - - - - - -28 
2.6 Ability, Motivation and Employees Job Performance- - - - - -32 
2.7 Sales Force Management - - - - - - - - -34 
2.7.1 Functions Of Management - - - - - - - - -36 
2.7.2 Sales Force Compensation and Incentive Plan - - - - - -39 
2.7.3 Training/Supervision - - - - - - - - - -43 
2.7.4 Quota Allocation - - - - - - - - - -46 2.7.5 Communication - - - - - - - - - -47 
2.7.6 Promotion - - - - - - - - - - -50 2.7.7 Advertising - - - - - - - - - - -50 
2.7.8 Public Relation - - - - - - - - - -51 
2.7.9 Publicity - - - - - - - - - - -51 
2.7.10 Sales Promotion - - - - - - - - - -52 
2.8 The Sales Force: Traits and Quality - - - - - - - -52 
2.8.1 Objectives of Sales Force - - - - - - - - -53 
2.8.2 Sales Force Traits - - - - - - - - - -57 2.8.3 Sales Force Quality - - - - - - - - - -58 
2.9.1 Productivity And Organizational Performance - - - - - -59 
2.9.2 Sales Force performance in MTN - - - - - - - -60 
2.9.3 Sales Force Performance in Guinness Nigeria Plc - - - - - - -60 
2.9.4 The Difference in The Sale Of Physical Product And Service Product - - -60 
2.9.5 Performance and Productivity Measurement- - - - - - -61 
2.9.6 The Relationship Of Motivation To Productivity And Performance- - - -62 
2.9.7 Performance And Productivity As A Goal Of Business- - - - - -63 
2.10 Leadership Styles and Sales Force Performance- - - - - - -63 
2.11 Interrelationship Of Motivation, Control Systems, Compensation And Sales Force 
Performance - - - - - - - - - - -65 
2.12 Summary - - - - - - - - - - -67 
References - - - - - - - - -
Effects Of Motivation On Salesforce Performance In Guinness Nigeria Plc And Mobile Telecommunication Network In South-East, Nigeria

Share This

Details

Type Project
Department Marketing
Project ID MKT0880
Price ₦3,000 ($9)
No of Pages 135 Pages
Format Microsoft Word

500
Leave a comment...

    Details

    Type Project
    Department Marketing
    Project ID MKT0880
    Price ₦3,000 ($9)
    No of Pages 135 Pages
    Format Microsoft Word

    Related Works

    ABSTRACT This study was conducted to evaluate the effects of motivation on sales force performance in Guinness Nigeria Plc and MTN in South-East. The major objective of this work is to examine the comparative implications of motivation on sales force performance in manufacturing and service companies. Sales force are not active and effective as... Continue Reading
    ABSTRACT This study was conducted to evaluate the effects of motivation on sales force performance in Guinness Nigeria Plc and MTN in South-East. The major objective of this work is to examine the comparative implications of motivation on sales force performance in manufacturing and service companies. Sales force are not active and effective as... Continue Reading
    ABSTRACT This research centered on ‘the effect of motivation on employee performance in the communication industry (A case study of MTN Enugu State Branch). The study set out to accomplish the following objectives: to determine the impact of motivation on workers performance in MTN, to examine the motivational techniques applied by MTN... Continue Reading
    ABSTRACT The study examined sales promotion as a persuasive activity hence is the direct and indirect communication used by firms to influence present and... Continue Reading
    ABSTRACT Budgeting – A systematic approach to profit planning and control is a work centered on the use of budgeting as a tool for planning and control for profit maximization in a mobile telecommunication network Nigeria Limited Enugu as a case study. The objective of the study is to show the importance of budgeting as a tool for systematic... Continue Reading
    ABSTRACT Budgeting – A systematic approach to profit planning and control is a work centered on the use of budgeting as a tool for planning and control for profit maximization in a mobile telecommunication network Nigeria Limited Enugu as a case study. The objective of the study is to show the importance of budgeting as a tool for systematic... Continue Reading
    BUDGETING: A SYSTEMATIC APPROACH TO PROFIT PLANNING AND CONTROL (A CASE STUDY OF MOBILE TELECOMMUNICATION NETWORK NIGERIA LIMITED’ (MTN), ENUGU STATE) PROPOSAL Budgeting – A systematic approach to profit planning and control is a work that will be centered on the use of budgeting a tool for planning and control in order to maximize profit... Continue Reading
    CHAPTER ONE INTRODUCTION 1.1 Background of the Study Today’s world is filled with consumers who are more conscious of the reputation of the brand and the branding techniques used by organisations whenever they make a buying decision. Consider the chaos that would be at the point of buying if manufacturers have no means of distinguishing their... Continue Reading
    ABSTRACT In Nigeria today, admission into radiography is competitive relative to what it used to be. Many students from other discipline are craving to change to radiography, those that are already in the course are not planning to leave and people that did not qualify for the programme course are struggling to enter at all cost. The purpose of... Continue Reading
    ABSTRACT The purpose of this study was to find out the effects of promotions on customer growth in the Nigerian mobile telecommunication industry. The method adopted by this study was the sample survey method of study instead of a census. The semi-structured questionnaire is made up of both close and open-ended questions. The researcher sampled 50... Continue Reading