Mwamanenge,, Lucas Abel
(2018)
Assessing the Effect of Incentive Scheme on the Performance of Sales force of Tanzania Cigarette Company.
Masters thesis, The Open University of Tanzania.
Abstract
Businesses are always undergoing changes and in order to remain competitive the pressure to effectively motivate salesforce is of concern in fast moving consumer goods industry as salesforce is key. The general objective of the study was to assess the effect of incentive scheme on performance of the salesforce of Tanzania Cigarette Company. To undertake this general objective, four specific objectives with their underling null hypothesis were designed and assessed by quantitative and qualitative research design. The questionnaires were distributed to the entire selected sample of 80 salesforce and then they were analyzed using statistical package for social scientist (SPSS version 16) and MS-excel. In this analysis, descriptive statistics and Chi-square test analysis were performed. The descriptive finding of the study showed that salesforce have experienced high level of positive perception towards the existing incentive scheme leading to a high level of salesforce performance. The study findings showed that the factors like trainings scored 79% of respondents who agreed to have effect on their performance and 78% of respondents believe to receive higher rewards on higher performance. Also the findings further shows that recognitions and flexible approaches to sales incentive increases salesforce performance. Lastly, factors such as salary increase, target setting involvement scored less in agreement to have greater effect on performance compared to training and rewards. Therefore, it is recommended that, the company has to continue implementing incentive schemes to salesforce and give more emphasis on the magnitude of incentives so that the level of salesforce performance can be advanced.
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