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.
CHAPTER ONE
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 perform.
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
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