A unique approach to a conceptual framework based on sales force motivation & performance : Sanita case study

Abstract

This paper details a study that explores the sales force in a Lebanese international company called Sanita, which is part of the INDEVCO group. This research is aimed at answering the relationship between several factors and motivation as well as performance; and the effect of motivation itself on performance. These factors are mainly salesman expectancy, presence of a goal, salesman recognition from superiors, salary, commission, adaptive selling, and salesman knowledge. This study is unique in the way the methodology was conducted; unlike conventional methods. This research did not set a detailed conceptual framework from which specific survey questions can be derived to clarify perceptions of various factors and the relationships between them. Instead the approach was to set general relevant topicsin which many questions can be posed to test various theoretical relationships between them. After the surveys were completed, the particular factors within the topics that were of greatest importance to the Sales force were used to develop a conceptual framework from which hypothesis can be formulated. Then the data entry was completed and the SPSS results were obtained. Exactly 15 hypotheses were formulated and the results of each were analyzed and discussed. One of the most unexpected results was that there was no significant relationship between motivation and performance, however, this finding does not refute any theory instead it shines a light on a unique Sanita case.