EFFECT OF MOTIVATION ON SALES FORCE PERFORMANCE IN AN ORGANISATION (A CASE STUDY OF FANMILK PLC, ELEYELE IBADAN)

ABSTRACT This project work “Effect of Motivation on sales force performance in an organisation” The aim of this project is to analysis and access the effect of motivation. This is research makes us to understand the effect of motivation on sales force performance in an organisation. The first chapter comprises of Introduction, statement of the problem of the study, aims and objective of the study, statement of research questions, statement of hypothesis, significance of the study, scope of the study, limitation of the study, definition of terms, historical background of FAN MILK PLC. The second chapter of this project work comprises literature review, motivation, importance of motivation, motivation in practice, ways to motivate employees to build skills set, strategy used to motivate Nigerian marketing sales officer, factors affecting motivation, understanding motivation, setting sales targets or quotas, leadership, Training, skill development, satisfaction and motivation, job analysis, sales force performance, what does sales force do?, communication with sales force, problems of using sales force in marketing, the importance of recruitment and selection of sales force, theoretical review, empirical review, references. Chapter three comprises of population and sample of the study, methods of data collection, design and data collection instrument, administration of the instrument, methods of data analysis. The fourth chapter focuses on presentation of data and analysis of data collected. Finally, chapter five of this project work shows details of summary of findings, recommendation, conclusions, appendix and references.