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" Effect of Sales-force Management on Organizational Performance of Tuyil Pharmaceutical Limited in Ilorin, Kwara State "
Agboola, Silifat Folasade
Zekeri, Abu
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Latin Dissertation
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| Language of Document
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English
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| Record Number
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1106267
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| Doc. No
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TLpq2383389004
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| Main Entry
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Agboola, Silifat Folasade
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Zekeri, Abu
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| Title & Author
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Effect of Sales-force Management on Organizational Performance of Tuyil Pharmaceutical Limited in Ilorin, Kwara State\ Agboola, Silifat FolasadeZekeri, Abu
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| College
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Kwara State University (Nigeria)
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| Date
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2019
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| student score
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2019
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| Degree
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M.B.A.
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| Page No
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106
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| Abstract
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In recent time, business environment is getting more competitive and dynamic as firms offer a wide variety of choice of products and services for customers preferences. The intense competition in the market brought about speculation that products and services might decline into a business commodity. However, the sales-force represents a significant investment in the sales organizations as it occupied or represents a large percentage of total costs each year, business spend enormous amount annually on sales-force training across the world. The question is now whether effective management of sales-force can influence organization performance. This study, therefore, examined the management of sales-force and organizational performance in Pharmaceutical industry in Kwara State. This study explored quantitative method. The quantitative data were collected from 200 respondents through simple random sampling technique using a survey instrument. Correlation and Multiple regression analysis were used to analyze the data collected from questionnaire survey. The statistical results showed a positive and significant relationship between management of sales-force determinants (such as recruitment and selection, training, motivation and evaluation plan) and organizational performance. The findings of the study revealed that there is significant relationship between training and organization profitability with β=.660, t-value= 3.301, while the p-value sig = 0.003 (lower than alpha 0.005). The study equally showed that there is a positive significant implication between evaluation plan and organization growth with β=.634, t-value= 4.254, while the p-value sig = 0.000 (less than alpha 0.005) in Tuyil Pharmaceutical Limited. Whereas the findings of the study showed that that there is no significant relationship between recruitment and selection process and organization profitability with β=.056, t-value= .281, while the p-value sig = 0.781 (higher than alpha 0.005); and motivation of sales-force cannot influence organization growth with β=.142, t-value= .956, while the p-value sig = 0.348 (higher than alpha 0.005). The study established that variables used to measure management of sales-force have statistical significant impacts on organizational performance in Pharmaceutical Companies. The implication of the findings revealed that failure to effectively management sales-force could hinder organizational performance. It was concluded that effective management of sales-force can be used as a tools for achieving organization performance in Pharmaceutical Companies. It is therefore recommended that organization should explore recruitment and selection, and motivation to stimulate or drive behavior of salespeople towards organization goal. Therefore, organization should concentrate more on training and evaluation plan should be linked with strategic mission of the sales-force.
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| Subject
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Business administration
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