CHAPTER ONE

INTRODUCTION1.1 BACKGROUND OF THE STUDYThe word motivation comes from Latin word movere, which means to move. It 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 behaviour towards a goal. To be able to motivate people, managers must do those things that satisfy these forces so as to induce individuals to perform.Over the years many psychologist and scholars have put forth several theories of motivation. Most of these theories have contributed in various ways in bordering management understanding of the forces that move people towards accomplishing goals and objectives. And many of the available theories of motivation are (Maslows Hierarchy of needs theory, Herzberg’s two-factor theory of motivation, Douglas McGregor. Etc.In an attempt to evaluate and break the complexity in the process of motivation this call for the study of “the effect of sales force motivation on productivity” with Emenite, Enugu as a case study.Emenite Limited is one of the biggest companies in Enugu State and it also has a large number of employees.The Emenite Company is an incorporated registered company in Nigeria. The company was incorporated in 1961 as limited liability Company with the name Tuiners Asbestos Nigeria Limited. Due to the indigenization decree of 1976, 22nd March the name was changed to Turners Building Producing Company Limited Emene.In July 1988, the name was later changed to Emenite Limited due to change in Ownership with Foreign partners. When talking about the location of this company Emene is the Headquarter, the company has about four branches. Enugu, Lagos, Sapele and Kano Nigeria.The company specializes in production of • Fibre roofing sheet called fibre-corrugated sheet.• Celling board of various sizes and thickness• Roofing sheet of various sizes thickness and types.• Pipes for water supply (Building material)• Tanks, Sinks.• Flowerpots.

1.2 STATEMENT OF THE PROBLEMSSome of the problems observed in Emenite Limited Enugu are stated below. But for more understanding and clarity, we will summaries the major problems of motivation in Nigeria with more attention to Emenite Enugu.• The management inability to describe properly the task to be performed by the sales force (inadequate job description and job analysis) • Lack of adequate training given to sales force. The newly recruited salesmen are not given adequate sales training before pushing them to the field to go and sell for the company.• The sales force in most cases suffers from low moral. This can be caused as a result of discovering for themselves the true position of thongs in the field.• Due to the present economic and numerous sitting of sales people, there is increase rate of dishonesty and disobedience amongst the salesmen who are doing everything to survive the hard times.• There is also the problem of the second tier foreign exchange market (SFEM) flexibility or rather variation in terms of the company importation of its roofing sheet (product). At times it could be revealed in one questionnaire.The possible outcomes of this problem can be traced to changes in the relation to 4ps (price, place, product, and promotion).

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