CHAPTER ONE

INTRODUCTION

1.1 Background of THE Study

Motivation is the process that produces goal direct directed behavior in an individual. Motivation helps to initiate desired behaviour in a individual and direct it towards the attainment of organizational goals. Motivation consists of three elements-need, drive and goals. Satisfaction of the need in the individual cuts off the drive in him ‘to work towards satisfying of the need. The effectiveness of the sales force plays a crucial role in the success and growth of an organization. (Area Mihalle, 2013).

Motivation in the sales function refers to the amount of effort a salesperson is willing to expend in the selling job. while some sales persons are self motivated, there are others who needs to be motivated to perform. Sales managers can motivate their sales force team by following and using any of the theories namely Maslow’s Hierarchy of needs.

A salesperson’s motivation plays a crucial role in influencing his performance and thereby founding on his effectiveness as well as performance. Motivation is concerned with the development of Keeness and determination to undertake a given action so as to achieve a set of objective (Daft, 2005).

These forces maybe either internal or external to an individual. It aims to compel employees to work harder as to ensure timely delivering on the organizational objectives. (Malik and Naeem, 2009).

In order to ensure that employees act in the best interests of an organization, manager’s need to build the urge in an employee to do better. It is usually applied to inspire employees to do extraordinary things to help deliver on set organizational objectives (Gachanja, 2004).

Sales effectiveness is your sales team’s ability to win at each stage of the buyer’s journey. This is done by coaching your sales organization and improving or equipping your team with the most effective tools, resources and technology to help them sell more effectively.

The essence, is to provide salespeople with what they need to successfully engage the buyer throughout the buying process. Sales effectiveness program begin prior to salesperson’s employment and continued through their ramp time and successful attainment of sales goals or quota.

1.2 Statement of Problem

So many problems have been found or discovered to be hindrance to the entire sales persons employed. It has been noted that employees often complain about their wage and salaries administration, poor working condition, welfare, effective supervision, provision of adequate machinery and material at work place, provision of proper appliance and their maintenance, etc The above mentioned are problem that affect sales person and effectiveness.

The point are that sales persons are not properly motivated or not satisfied with their job. Except opportunities are provided at work place to satisfy the workers needs, they will continue to have decreased production and performance will always remain low. These relationships between motivation and job performance have made many researchers work intensively in this area to find out dependable solutions to the problem.

1.3 Objectives of the Study

The main objective of this study is to ascertain the effect of sales force motivation and sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

Specific objectives:

1.       To ascertain the effect of training on sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

2.       To ascertain the effect of reward on sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

3.       To ascertain the effect of promotion on sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

1.4 Research Question

This research seeks to answer the following:

1.       To what extent does training affects sales effectiveness of firm in Port Harcourt.

2.       To what extent does reward affects sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

3.       To what extent does promotion affects sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

1.5 Research Hypothesis

The following hypothesis guided the study.

H01: There is no significant relationship between training and sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

H02: There is no significant relationship between reward and sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

H03: There is no significant relationship between promotion and sales effectiveness of manufacturing sales effectiveness in Port Harcourt.

1.6 Significance of the Study

The research work when accomplished it will create way which sales person will be motivated in the performances of effectiveness and it will also pose a challenge to other employees who may be interested to work more harder to increase sales force effectiveness.

Hence this research work will help to set the most effective ways of getting across to organization the most important action sale person to increase effectiveness and also sales force effectiveness.

1.7 Scope of the Study

Content Scope: This study is delimited in two perspectives; firstly it is delimited contextually to examining the relationship between sales force motivation and firm’s effectiveness. The independent variable, sales force motivation has training, rewards and promotion as its dimensions while the measure of sales effectiveness is Market Share, Sales Growth and Return on Investment.

Geographical Scope: The study covers Port Harcourt Metropolis with reference to selected manufacturing sales effectiveness which include Zina Polythene, Eleme, Dangote cement, Marine Base and First Alluminium Trand-Amadi all in Port Harcourt.

Unit of Analysis: The unit of analysis for this study consist of both senior and junior staff of the selected manufacturing sales effectiveness at the time of the study.

1.8 Limitation of the Study

In course of carrying out this research, the researcher met with a lot of constraint. Among these constraint is: The time frame which this research was expected to be completed was too short.

Secondly, the cost in carrying out this research work act as a barriers as we were not financially buoyant to carry out all investigation.

Finally, assembling the relevant materials needed this work was a problem. It is difficult due to the fact that some of materials are not available.

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 behavior toward a goal.

Motivation is a willingness to expand energy to achieve a goal or reward. It is a force that activates dormant energies and sets in motion the action of the people. It is the function that kindles a burning passion for action among the human beings of an organization.

Motive: It is the inner state that directs behavior towards.

Is something such as need or desires that causes a person to act.

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 Management involves getting things done through other people.

Job enrichment: It entails changing from some aspect a job in order to have it satisfy more of a person higher in order needs.

Is a management concept that involves redesigning jobs so that they are more challenges to the employee and have less repetitive work.