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ABSTRACT
The project entitled “The Effect of Sales Force Motivation on Productivity”. The purpose of this study is to identify the various causes of low productivity of the sales force in Emenite Limited, also to improve understanding on the nature and role of sale person, and to determine the relationships between job satisfaction, motivation and productivity. The related literature, relating to the subject matter was reviewed from text books, journals and internet. The research design used descriptive and survey method of data collection in an attempt to empirically examine the effect of sales force motivation on productivity. Data used in this study were obtained from two source namely, primary and secondary sources. The primary source gave birth to primary data which were collected via questionnaire administration. Considering the data analyzed and presented the following recommendations are made. Better Workers: management relationship should be encouraged through meetings aimed at and seeking workers opinion on some issues. Autocratic leadership should be avoided. Generally upward review of the fringe benefits should be carried out to be in line with the economic needs of the staff.
CHAPTER ONE
INTRODUCTION
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 kindles, direct and sustain behaviour towards a goal.
The human element is the most dynamic of any organizational setup that is why it has been noted that of all the problems management faces, motivating office workers rank as one of the most difficult task. It is employee motivation is one of the major responsibilities of any organization and not that of the employees themselves. Motivation benefits both the employers and the employees, but employers derive most of the benefits. Because when workers are motivated their productivity level rises and results into better services and product which yield more or higher profit to the organization.
Motivation has been defined by authors in different ways motivation is that which causes, channels and sustain people’s behavior of attitude towards something.
According to Koontz (1976) motivation refers to the inner state that energizes and channel human behavior. Vroom (1954), Maslow (1954) and Herbenz (1986) in their research studies attempted to find an explanation to what really motivate people at workplace.
Maslow (1954) carried out a study of the hierarchy of needs. The prime emotive of man is how to satisfy his or how to support his immediate and extended families and to be able to carter for his responsibilities.
The prime motive of man is social needs. Social needs are such need of belonging to a particular class in the society and the job of the individual has come bearing on the kind of link with the need for self-actualization. The success or growth and also the fall of any organization depend on the manpower development strategies. In order for manpower to be effective, there must be effective motivation.
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.
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 analysis)
- 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 morale. 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 PURPOSE AND 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:-
- To identify the various causes of low productivity of the sales force in Emenite Limited.
- To improve understanding on the nature and role of sale person.
- To determine the relationships between job satisfaction, motivation and productivity.
1.4 RESEARCH QUESTIONS
- What are the various causes of low productivity of the sales force in Emenite Limited?
1 What are the way s of improving the understanding of the nature and role of sale person?
2 To what extent is the between job satisfaction, motivation and productivity?
1.5 RESEARCH HYPOTHESIS
Taking the stated research objectives in due consideration, the following hypotheses have been formulated.
HO: There is no significant relationship between sales force motivation and productivity.
HI: There is a significant relationship between sales force motivation and productivity.
1.6 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 goals. The key action is how to get employees encouraged or motivated in order to increase their effort and enhance high productivity which will in turn yield higher, talking about how to motivate employees but the issue on ground is putting it into practice. As a result, motivated workers add more effort in the accomplishment of company’s objectives and goals. Hence this research work is 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.
1.7 SCOPE AND DELIMITATION 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 the 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.
1.8 LIMITATION OF THE STUDY
The study is limited to the following limitations:
The level of frankness in response to questions by the respondents is quite doubtful.
Finance: Accessing fund for the research work as difficult and this to a great extent limited the quality of research activity.
Time: The time allocated to the research work was not sufficient to give room for further intensive work on the field of study.
Organization Policy: Policies of the organization limited the level of information received. The personnel of the firms were not willing to give information, stating that it was against the organization’s policy.
1.9 DEFINITION OF TERMS
MOTIVATION: 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.
MOTIVE: It is the inner state that directs behaviour towards goal.
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.
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.
SALES FORCE: The division of a business that’s responsible for selling products or services.
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