INTRODUCTION
When a worker has been employed in an organization after selection and training exercise. It is necessary to encourage him / her to stay and prove his/ her mettle in the performance of the assigned organization task, labour is the only factors of production that can expand and contract its input at will in the productive activities. Labour, therefore, has to be efficiently rewarded for it to carry out its productive activities effectively.
One of the greatest problem facing manger in any organization particularly in Nigeria firms at present is how to make their workers committed to their Jobs and put their organizational activities. The major way of dealing with this problem is by motivating workers.
Motivation can be thought of as the factors which cause people to act the way the feel, allow them to satisfy their individual and group needs. To study motivation is like trying to know why people behave or exhibit certain actions. When people behave in a certain way. They do so because they feel that it is the best way to achiveve their personal goals.
Every organization has one or more person who have direct responsibility for contacting and dealing with prospects and customer.
This group is known as safes force. Sale forces are not only found in commercial companies but also in non profit organization. The traditional term used to described sales force is salesmen. This term however is becoming absolute because of the increasing sales responsibility. This, sales person or sales representative will be used this writer up. Other terms used to described sales force include account executives sales consultants and manufacture representatives, service representative, and so forth.
In this context the sales force in coca-cola Bottling company Nigeria Onitsha includes the following .
Sales force motivation therefore, is specifically concerned with the inducement . incentives and other ways of stimulating sale force so as to make them put in their best in the discharge of all sales activities.
For observation, it appears that the several issues on sales force motivation in Nigeria companies have to be addressed end need to be answered in essence, the research problems are surmmarised as follows.
Nigeria economy is presently faced with the industriatization. Since the introuduction of the structurel adjustment programme (SAP) the establishment of industries has increased tremendously .this development called for the employment of well trained. Semi- skilled and unskilled workers who need to be motivated in order to put in their best in the production processes. Most of these industries have been liquidated .some are distressed, other are striuing to survive while many are booming . it is the sales force effectiveness and efficiency in co- operation with other section of the firm that ensure the continuity of the enterprise.
The importance of the research study there are arises when one consider enormous contribution these industries make to the national economy these contribution deopend greatly on the operation effectiveness of the business which in turn depends on the workers especially the sales force who are appropriately motivated.
The following hypothesis formed basic for the study and the null hypothesis was formulated for the study to be tested 0.5 level of significance.
Ho: Adequate motivation of sales force do not lead to the attainment of company’s goals.
Hi: adequate motivation of sale’s force lead to the attainment company’s goods.
Ho: shortage of competent sales force in a company is not depend on the method of motivation factors adopted.
Hi: shortage of competent sales force in a company is dependent on the method of motivational factors adopted.
The study is limited to only the staff and management of Nigerian coca-cola Bottling company Onitsha.
MOTIVATION: It can be described as the difference between trying to force some one to perform a task or duty and the right use of the appropriate incentives to obtain the desired result.
SALES MANAGEMENT: sales management can be also be define as the managerial process that utilizes resource and influences (either by motivating or adequate punishment ) the sales force behavior in a desired direction in order to stimulate sales people towards the attainment of a set sales objective.
PERsonal selling: it can be defined that aspect of the total promo- tool which makes possible the occurrence of direct personal commication between the organization and its propective buyers for the purpose of facilitating exchange.
SALES QUOTA: MOTIVATIOal target expressed in guantity monetory values that are assigned to filed units such as regions districts , or salesmen territories that are assist mangent in producing incentives for sales men’s and in evalvating the performance.