ABSTRACT

Sales force motivation describes a sales force intrinsic enthusiasm about and drives to accomplish work. Every sales force is motivated about something in his or her life. Motivating sales forces about work is the combination of fulfilling the sales force needs and expectations from work and workplace factors that enable sales force motivation  –  or not. These variables make motivating employees challenging. Information about motivating sales force is readily available but it‘s hard to apply the ideas in many workplaces. Too many workplaces still act as  if  the  sales force  should  be  grateful  to  have  a  job.  Managers  are  on  power  trips  and  sales force  policies and procedures are formulated based on the  assumption that  you  cannot  trust sales force to do the right thing. Communication is never transparent and there is always  a  secret  message  or  a  hidden  agenda.  Motivating  sales force  in  this  work  environment  is  tough, if not impossible.  Fortunately, most work environments are not in this extreme. They  each have their own set of problems, but managers appreciate that motivating sales force will  bring positive results for the  Organization. This study used a descriptive approach. Both  quantitative  and  qualitative  data  were  collected  to  answer  the  research  questions.  Both interviews and questionnaires were used to gather these data and analysis were done using  words,  tables  and  statistics.   The  one  on  one  interviews  and  the  administration  of  questionnaires  was  of  an  enormous  help  to  the  researcher  for  effective  comparison  of  all  responses.  After the study it was found that motivation  serves as a factor which influenced  performance  and  hence  increases  productivity.  It  is  therefore  important  that sales force of  coca-cola bottling company   are  well  motivated  to  ensure  sales force performance in the company.

1. 1. This material content is developed to serve as a GUIDE for students to conduct academic research work
2. 2. As a source for additional understanding of the subject.
3. 3. As a source for ideas for your own research work (if properly referenced).
4. 4. For PROPER paraphrasing (see your university definition of plagiarism and acceptable paraphrase)
5. 5. Direct citing (if referenced properly)
Thank you so much for your respect to the authors copyright.