CHAPTER ONE

1.0    INTRODUCTION

The seeming neglect and disregard of sales force of companies by management which has resulted in falling sales, high found rate committed by the sales for poor attitudes and behaviours of the sales force toward their job in ordinate conduct towards customers suggest to the researcher that management has fallen short of its responsibilities to the sales force and unless management factors are identified and imbibed or built into its effective system, the aforementioned problems will persist. Management involves the creation and maintenance of an environment for the performance of individuals a work therefore, manager can not do this without knowing how manage sale force effectively, the necessity of building management factors into organization sales an therefore