1.0 Introduction
1.1 Background of the Study
The achievement of the organizational goals can only be made possible by coordinated human efforts.
In the early days of primitive commercial activities, little attention was give to motivation which affected the performance and productivity of the employees. This led to the “TWO-factor theory” propounded by Fredrick Hertzberg. He pointed out that good feeling otherwise job satisfaction has to do with factors related to job content, such as, achievement, recognition. For achievement, the nature of the job itself, responsibility, growth and advancement opportunities as satisfiers or motivators.
“The overall performance of an organization is directly dependent on the amount of efforts positively applied by the workers individually or collectively towards attaining the desired goals” AGU (2003).
Uwaoma et al, (2000) defined motivation as “the comprehensive actions taken to induce people to do something to the best of their ability”.
Meanwhile, this study will therefore help to identify those working conditions which do not enhance the performance of the sales force in a business organization using Nigeria Bottling Company PLC Owerri as a case study. The business environment is full of competition and other militating factors and the survival of these firms largely depend on the performance of the sales force. But also, how motivated they are contribute to the success of their firms.
The aim of this study is to confident in the impact of motivation of sales force performance.
Finally, the researcher will discuss in the motivation process, how to motivate sales force working conditions and environment etc.
1.2 Statement of Problems
The business environment is full of competition. These competitors enter the market seeking for profit, improved market share and as well a sustained growth. However with respect to the non alcoholic beverage industry, as it grows, so also business environment (government policies, competitors, technology) increases in dynamism. As such, due to the growing complexity of its business climate, firms must be proactive to the challenges or else crumble.
Despite the fact that studies in the past revealed that motivation plays a significant role in the performance of employees, not much emphasis have been given this important area by most organizations especially to the small and medium business. Issues of motivation cut across some areas which include available of incentives (bonus, promotion, welfare, packages etc), working aids (vehicle, laptops), training and development (workshops, on-the job training) and good work environment (well furnished office, friendly atmosphere, health centre, security). But a great number of business organizations in Nigeria private or public owned shows relative negligence on this issue “motivation”.
1.3 Objective of the Study
The study was embarked upon to investigate the extent of relationship between motivation and sales force performance in business organizations.
The following are specific objectives:
- To know the extent to which incentives (bonus, promotion) affect sales force performance of Nigeria Bottling Company PLC.
- To ascertain whether working aids (laptops, vehicles) stimulates sales force productivity in business enterprises.
- To ascertain whether training and development (workshops, on the-job training) has any relevance to sales force performance in business organizations.
- To know the extent of contribution of good work environment (health centre, well furnished office) to the sales force performance.
1.4 Research Questions
- To what extent do incentives (bonus, promotion) affect sales force performance?
- Do working aids (laptops, vehicles) stimulate sales force productivity in business organization?
- Has training and development (seminar, workshops) has any relevance to sales force performance?
- What is the degree of contribution of good work environment (health care, well conditional office) to sales force performance?
1.5 Statement of Hypotheses
Hypotheses One:
Ho: There is no significant relationship between incentive and sales force performance.
H1: There is significant relationship between incentive and sales force performance.
Hypotheses Two:
Ho: Working aids has no significant relationship to sales force productivity in business organization.
H1: Working aids has significant relationship to sales force productivity in business organization.
1.6 Significance of Study
This study is important to both the management and the entire business organizations, in the sense that it will help to solve the problem of poor sales force performance due to non-motivation of the sales force.
To the researcher, the benefit of this work is numerous to mention, it is seen by the research as a way of exposing him to the real activities in the field of marketing. It exposes the researcher to know more about motivation, the way of motivating the employees and its benefits.
Finally, this work will serve as a secondary data to student researcher and even manager who will like to study more on this topic. It will also be more significant to some managers who do not know the importance of application of motivation in their management schedule, finding this work will make them have a clearer view of appreciating the good returns to motivation of the sales force.
1.7 Scope of the Study
This work is arising at discussing the influence of motivation on sales force performance in business enterprises. There are many businesses that exist, but for the sake of this study, it will be narrowed down to Nigeria Bottling Company PLC Owerri, which is taken to represent other business enterprises because of the organized nature of the firm. Among the motivational means are training and development, good working environment, working aids etc.
1.8 The Limitation of the Study
The limitation of this study lies in the under listed constraints.
Firstly, inadequate co-operation by the respondents was a very big problem, this include the frustration the researcher received when he visited the company under study, by not allowing him gain access to the manager, or with such excuses that he call again or that the manager is too busy.
- Time duration of the project work was too short with numerous academic programmes.
- The researcher lacked financial support which affected the conclusion of the work early enough.
- Finally, some staff were reluctant to accept the questionnaire for filling and if they did, their delay in returning them to the researcher made the work uninteresting and difficult for the researcher.
1.9 Definition of Terms
Motivation:
A concept of behavioral change or result of influence that alternates on individuals performance.
Productivity:
Capacity to produce or bring about quantifiable result form ones effect.
Business Organization:
A company that makes profit through producing and or selling of goods or services.
Incentive:
Payments, concession or action taken to stimulate greater output by workers.
SALES FORCE:
Employees that represent and market the product of their companies to the outside world.
Work Environment:
All the action and forces that influence the ability to work satisfactorily and in accordance with the job assigned to him in his place of work.
Working Aids:
Equipment and facilities used to carry out the job assigned to an employee easily.
On-The-Job Training:
As this implies it involves training an employee which he performs the job. (Ohadinma and Nkwam 2000)
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