+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:48
  • Format:Microsoft Word
(Marketing Project Topics & Materials)
ABSTRACT
The topic treated in this project is “the effects of sales force 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 in the topic within this skeletal outfit.  It attempts to identity the various causes of low sales force productivity in Nigeria.    It also attempts to identify the various measures adopted by the company in motivating their sales force and to establish 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 (Eminite 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 populations 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 of both the original part and Taiwan parts, lack of adequate cooperation from other departments 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 sales men participate in setting standards is among relevant ways of controlling the sales force.
In conclusion, adequate motivation is seen as necessary for enhanced sales force productivity.

TABLE OF CONTENTS
Cover page
Title page
Approval page
Dedication
Abstract
Acknowledgement
Table of contents

CHAPTER ONE
1.0 Introduction
1.1 Background of the study
1.2 Statement of the problems
1.3 Objectives of the study
1.4 Research hypotheses
1.5 Significant of the study
1.6 Scope of the study
1.7 Definition of terms

CHAPTER TWO
2.0 Literature review
2.1 Definition and theories of motivation
2.2 Overview of sales force
2.3 Overview of productivity 
2.4 Formulating company strategies 
2.5 Sales force objective and tasks
2.6 Sales force training
2.7 Compensation and motivation of sales force
2.8 The benefits of motivating sales force
2.9 Performance evaluation and supervision

CHAPTER THREE
3.0 Research methodology
3.1 Sources of data
3.2 Population of the study
3.3 Determination of sample size
3.4 Research technique 
3.5 Research instruments used
3.6 Method of data analysis
3.7 Limitations of the study

CHAPTER FOUR
4.0 Data presentation, analysis and interpretation 
4.1 Presentation and analysis of data
4.2 Test of hypotheses

CHAPTER FIVE
5.1 Summary of findings
5.2 Recommendations
5.3 Conclusion
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 MKT0914
Price ₦3,000 ($9)
No of Pages 48 Pages
Format Microsoft Word

500
Leave a comment...

    Details

    Type Project
    Department Marketing
    Project ID MKT0914
    Price ₦3,000 ($9)
    No of Pages 48 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
    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 workers to work efficiently and effectively which lead to an increase in productivity and achieving the objectives of an organization... 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