treated in this project is “The Effects of sales forces
motivation on productivity. A case study of Emenite Company Limited Emene,
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.
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.
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
It was also
observed that training, incentives pay schemes and management assistance in
solving sales related problems act as motivators to sales people.
observed also that allowing salesmen participate in setting standards is among
relevant ways of controlling the sales force.
conclusion, adequate motivation is seen as necessary for an enhanced sales
CHAPTER ONE: INTRODUCTION
1.1 Background to the study
1.2 Statement of the problem
1.3 Objectives of the study
1.4 Research Hypothesis
1.5 Significant of the study
1.6 Scope of the study
1.7 Definition of Terms
CHAPTER TWO: 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.
THREE: RESEARCH METHODOLOGY
3.1 Sources of data
3.2 Population of the study
3.3 Determination of sample size
3.4 Research Techniques
3.5 Research instruments used
3.6 Method of data analysis
3.7 Limitations of study
PRESENTATION, ANALYSIS AND INTERPRETATION
4.1 Presentation and Analysis of data
4.2 Test of Hypothesis
ECOMMENDATION AND CONCLUSION
5.1 Summary of finds
1.1 BACKGROUND OF THE STUDY
The word motivation comes from Latin word movere, which means to
move. It is a general term that refers to all those inner forces such as
desires, drives or motives, wishes and so forth which kindle, direct and
sustain behaviour towards a goal. To be able to motivate people, managers must
do those things that satisfy these forces so as to induce individuals to
Over the years many psychologist and scholars have put forth
several theories of motivation. Most of these theories have contributed in
various ways in bordering management understanding of the forces that move
people towards accomplishing goals and objectives. And many of the available
theories of motivation are (Maslows Hierarchy of needs theory, Herzberg’s
two-factor theory of motivation, Douglas McGregor. Etc.
In an attempt to evaluate and break the complexity in the process
of motivation this call for the study of “the effect of sales force motivation
on productivity” with Emenite, Enugu as a case study.
Emenite Limited is one of the biggest companies in Enugu State and
it also has a large number of employees.
The Emenite Company is an incorporated registered company in
Nigeria. The company was incorporated in 1961 as limited liability Company with
the name Tuiners Asbestos Nigeria Limited. Due to the indigenization decree of
1976, 22nd March the name was
changed to Turners Building Producing Company Limited Emene.
In July 1988, the name was later changed to Emenite Limited due to
change in Ownership with Foreign partners. When talking about the location of
this company Emene is the Headquarter, the company has about four branches.
Enugu, Lagos, Sapele and Kano Nigeria.
The company specializes in production of
· Fibre roofing sheet called fibre-corrugated
· Celling board of various sizes and thickness
· Roofing sheet of various sizes thickness and
· Pipes for water supply (Building material)
· Tanks, Sinks.
1.2 STATEMENT OF THE PROBLEMS
Some of the problems observed in Emenite Limited Enugu are stated
below. But for more understanding and clarity, we will summaries the major
problems of motivation in Nigeria with more attention to Emenite Enugu.
· The management inability to describe properly
the task to be performed by the sales force (inadequate job description and job
· Lack of adequate training given to sales force.
The newly recruited salesmen are not given adequate sales training before
pushing them to the field to go and sell for the company.
· The sales force in most cases suffers from low
moral. This can be caused as a result of discovering for themselves the true
position of thongs in the field.
· Due to the present economic and numerous sitting
of sales people, there is increase rate of dishonesty and disobedience amongst
the salesmen who are doing everything to survive the hard times.
· There is also the problem of the second tier
foreign exchange market (SFEM) flexibility or rather variation in terms of the
company importation of its roofing sheet (product). At times it could be
revealed in one questionnaire.
The possible outcomes of this problem can be traced to changes in
the relation to 4ps (price, place, product, and promotion).
1.3 OBJECTIVES OF THE STUDY
Since the turn of twentieth century, the phenomenon of motivation
has been the subject of considerable and extensive study of theorists and
researchers in a number of disciplines. Over this span of time, a number of
distinct perspectives or approaches evolved in an attempt to assess the development
of motivation theory on productivity has been favourable.
The study has a broad objectives of investigating, the effect of
motivation on sales force productivity in Emenite company Limited Enugu State.
The specific objectives are stated as follows:-
1. To identify the various causes of low
productivity of the sales force in Emenite Limited.
2. To improve understanding on the nature and role
of sale person.
3. To determine the relationships between job
satisfaction, motivation and productivity.
1.4 RESEARCH HYPOTHESIS
Taking the stated research objectives in due consideration, the
following hypothesis have been formulated.
Ho: Emenite staffs are not satisfied with the rate of
cash incentives presently adopted.
Hi: Emenite staffs are satisfied with the rate of cash
incentives presently adopted.
Ho: Emenite staff are not satisfied with management
Emenite staff are satisfied with management
Factors of motivation adopted by the management of Emenite Limited does not
yield higher productivity.
Factors of motivation adopted by the management of Emenite Limited which yield
Ho: Training of Emenite sales force enhance
Training of Emenite sales force those not enhance productivity.
1.5 SIGNIFICANCE OF THE STUDY
The basic task of a manager is to create and maintain an environment
in which employees will find personal satisfaction to be induced to contribute
effectively towards and goals. The key action is how to get employees
encouraged or motivated in order for them to increase their effort in order to
enhance high productivity which will in turn yield higher talking about how to
motivate employees but the issue on ground is practicalising it. As a result of
doing this worked will be motivated to add more effort in the accomplishment of
company’s objectives and goals. Hence this research work of getting across to
organisations the most important action employed to increase productivity and
also coming out with a recommendation on how best workers productivity in
Emenite can be improved after careful examination of the nature of incentive
that best appeals to employees of labour in this era.
1.6 SCOPE OF THE STUDY
The research is focused on sales force motivation and its effect
on productivity, sequel to this, typical organization (Emenite Limited in Emene
Enugu State, has been selected for study. Since the study focuses mainly on
sales people, the target population is salesmen and sales manager.
This study will look at the sale job and some programmes or
measures designed to motivate the sales force in a typical production and sale
force, training the sales force evaluating the performance of the sales force
to their supervision. Furthermore, formulating sales force objection and task
and establishing sales force structure and size.
1.7 DEFINITION OF TERMS
According to Igboeli, management (19:6,137) motivation is a general term that
refers to all those inner forces such as desires, drives or motives, wishes and
so forth, which kindle, direct and sustain behaviour toward a goal.
is the inner state that dirsct behaviour towards goal. Igboeli (1996:138)
Koter (199:269) define need as a state of deprivation of some
JOB MOTIVATION: It
means transferring sales force from one territory to another at a similar level
in an organization in order to give him experience before promotion year
(Chiruden 1998: 301)
Management involves getting things done through other people
JOB ENRICHMENT: It
entails changing from some aspect of a job in order to have it satisfy more of
a person higher in order needs (Kotler 1997:34)
TERMS AND CONDITIONS APPLY
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