ABSTRACT
This topic” The impact of motivation on sales force performance”, was conducted to investigate the extent of Nigeria bottling company plc Owerri. However, to achieve these goals of the study quasi experimental research design was used to study Nigeria bottling company plc as a known business enterprise where one hundred and fifty questionnaires after a critical analysis of the data collected, the hypothesis were tested using chi-square and following were the finding, motivation has significance relationship with sales force performance in business Organization. Training and development improves sales force performance. Incentives play an important role in sales force performance in business enterprise; good working environment enhances the performance of sales force in business organization. Also that works aids improve sales force in productivity. Moderating factor (government policies, technology, economic status and political stability interfere sales force performance. Base on finding, there is needed to motivate the sales force better performance which generally leads to achieving the corporate objectives of a business organization. Hence, incentives should be based on favoritism but merit. Salaries should be paid as at when due. They should be job enrichment and enlargement to provide opportunity for increasing physiological growth. Working environment should be improved. Working aids should also be providing to boost the morale of sales force. Finally obsolete equipment should be placed with standard one. Any person who want to research further on the impact of sales force motivation should consult this work as a secondary data.

 

TABLE OF CONTENT

Title page………………………………………………………………………………….........i
Certification….………………………….…………………………………….…………….…ii
Dedication…………………………………………………….…………………………….…iii
Acknowledgment….....................................................................................iv
Table of content……………………………………………..………………………….…v/vi
Abstract………………………………………………………………...........................…vi
CHAPTER ONE

1. Historical Background of the study……………………………………………2
2. Statement of the problem……………………………………………………….…3
3. Objective of the study………………………………………………………….……4
4. Research question…………………………………………………………………...4
5. Research hypothesis………………………………………..……………………….5
6. Significant of the study……………………………………………………………..5
7. Scope of study…………………………………………………………………………6
8. Definition of terms………………………………………………………………..…6
9. Limitation of the study……………………………………………………………..7

CHAPTER TWO
2.0 Review of related literature………….……………………………………………….8
2.1 Definition of Motivation…………………….………………………………………..8
2.2 Motivation process and Theories……….…………………………………………9
2.3 How to motivate sale force………………….……………………………………..11
2.4 Moderation factors and motivation……………………………………………..15
CHAPTER THREE
3.0 Research methodology…………………………….……………………………..…17
3.1 Introduction…………………………………………………………………………..…17
3.2 Research Design…...............................................................................17
3.3 Sampling techniques……………………………………………………………….…17
3.4 Sample/population…………………………………………………………………...18
3.5 Source of Data………………………………………………………………………….19
3.6 Method of Data collection………………………………………………………...20
3.7 Method of Data Analysis……………………………………………………………20

CHAPTER FOUR
4.0 Data presentation Analysis and interpretation……………………………...22
4.1 presentation and interpretation of Data……………………………………….22
4.2 presentation and Analysis of Data…………………………………………….…22
4.3 Testing the Hypothesis………………………………………………………………37
CHAPTER FIVE
5.0 Summary Conclusion and Recommendation……………………………….46
5.1 Summary of finding…………………………………………………………………..46
5.2 Conclusion………………………………………………….…………………………...46
5.3 Recommendation……………………………………………………………........…47
5.4 Suggestion for further study………………………………………………………..47
Appendix 1…………………………………………………………………………………...49
Reference………………………………………………………………………………………50

 

 

Chapter One
Introduction

1. BACKGROUND OF THE STUDY

The achievement of the organizational goal can only be made possible by co-ordinate efforts. In the early days of primitive commercial activities. Little attention was given to, motivation which affected the performance and productivity of the employees. This led the two factor propounded by Fedrick Herzberg. He pointed out the good feedings; otherwise job satisfaction has to do with factors related job content such as achievement, recognition for achievement, the nature of job itself, responsibility growth and advancement opportunities as satisfiers or motivator. It is not surprise up till now, many business organizations, private or public owned are yet to learn from the past the need for employer motivation  while some apply it a bit.
Uwaoma N.C it all (2000:85) defined motivated the comprehensive action taken to induce people to do something to the best of their ability”
Meanwhile, this study will therefore help to identify that working condition which does not enhance the performance of the sales force in a business organization using Nigeria Bottling company PLC owerri as a case study. They business environment is full of competition and other militating factors and the survival of those firms largely depend on the performance of the sales force. But also, held motivated they are contributes to the success of the firms.
The aim of this study is to confident on the impart of motivation of sales forces performance. Finally, the research will discuss on the motivation process, how to motivate sales force, working conduction and environment, etc.

Nigeria Bottling Company PLC Owerri , come to existence in Owerri in 1976 and stated it full operation in 1977. Its location is at Km55 Owerri/Onitsha road. The company since its operation has employed more than a thousand of workers and has been the best selling beverage company with annual sales running into billions of bottles. The Owerri plant was established to capture the market in Owerri and some parts of Anambara Sate.
The Nigeria Bottling Company PLC (NBC) was incorporated in 1951, a subsidiary of the A.G. invent is group with the sole franching to bottle and sell coa-cola product in Ngeria.
Production of coca-cola begins in 1953 at a bottling facility in Ebute Meta Lagos. Over the years, production capacity has over 80 distribution warehouse located across the country. Since production started, bottling company Nigeria has remained the largest bottling company of non-alcoholic beverages in the country in terms of saves volume, with billions sold per year, marketing it the second largest market. Nigeria bottling company head office is located on the Lagos mainland at Ebute Meta.
The company become a public company in 1972 and has it shares listed in the Nigeria stock exchange. The product was given to the world by Dr. John Smith Pemberton a know pharmacist in Attalnta Gerogia, on May 8, 1886. Hence produced the syrup for coca-cola and it was carried down the street to Jacob’s pharmacy and it was pronounce “Excellent” and placed on sale for five cent a glass.    
In addition to core brand of the coca – cola company coca-cola and sprite sparking soft drinks (SSD) brands produced by the coca-cola include a range of Schwepps product. Bitter lemon. Tonic Water. Soda water Non CSDs include Eva Table Water. Five Alive Juice etc. returnable Glass Bottles (RGB) is available in 25cl sized available in 35cl for core brands coke, Fanta and sprit.

    As mentioned earlier, the business environment is fully of competition these competitions enter the market seeking for profit improved market share and as well as sustained growth.
However with respect to the non alcoholic beverage as it grows, so also business environment (Government policies competitors’ technology) increase in dynamism as such. Due to the growing complexity of its business climate firms must be productive 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 employment area by emphases have been given to this important area by most organizations especially the small and medium business. Issue of motivation cut across some area which include available of availability of incentive (bonus, promotion, welfare packages etc) working aids (vehicle. Laptops and communication gadgets) training and development (seminar, workshops. On the job training etc) and good.
Work environment (well furnished office friendly atmosphere health center, security). But a great number of business organization in Nigeria private or public owned shows relative negligence on this motivation” it is reason why this study focuses on investigation, the extent of relationship between motivation and sales force performance. Poor performance of the sales force due to lack of motivation using NBC plc Owerri.  

     The study was embarked upon the investigate the extent of relationship between motivation and sales force performance in business organization.
All the following specific objectives will be determined in extend to which intensive (bonus, promotion etc) effects sales force performance. Whether work aids (laptop, vehicle etc) stimulate sales force productivity in business enterprise. Whether moderation factors like government police competition, technology etc interfere in the relationship between motivation and sales force performance.

 

1.4 RESEARCH QUESTION
1) Is there any relationship between motivation and sale force performance?
2) To what extent to incentives (bonus, promotion etc) affect business organization sale force.
3) Has training and development (seminar, workshop, the job training etc) any relevance to sales force performance?
4) Do working aid (laptop, vehicle etc) stimulate sale force productivity in business organization?
What is the degree of contribution of food work environment (well conditional office, health care etc) business enterprise sales force performance?

The study is important to both the management and the entire business organization. In the sense that it will help to solve problem of poor sales force performance due to lack of motivation. This work in view of the researcher will encourage and expose the relativity of lack of motivation of the sales force to profit organizations. To the researcher. The benefit of this work is numerous to mention.
It is seen by research as a way of exposing him to the real activities in the field of marketing. It exposes him to know more above motivation, the ways motivating the employees and benefits.
    Finally there workers serve as a secondary data to student researcher and even managers 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 cleave view of appreciating the good returns of motivation of the sales force.

This is arising at discussing the influence of motivation one sales force performance in business enterprise there are many business that exist, but for the sales 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 organization nature of the firm? Among the motivational means are training and development good worker environment working aid etc.

 

Motivation: it is a concept if behavioral change or results of influence that alternate an individual performance.

PRODUCTIVITY: it is a capacity to produce or bring about quantifiable result from effect.
BUSINESS ORGANIZATION: a company that make profit through producing and selling of goods or services.

INCENTIVE: payment 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 actors and force that influence the ability to work satisfactory and in accordance with the assigned to an employee in this place of work.

WORK AID: Equipment and facility used to carry out the jobs assigned to an employee easily.

ON-THE TRAINING: As this implies it involve training an employee while he performs the job.

The limitation of this study lies in the under listed constraints. First inadequate cooperation by the respondent was a very big problem this include the frustration the researcher receive when he visited the company understudy. By not allowing him gain access to the manager or with such excuses that he call again or that manager is too busy.

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