Supervisory Behaviour and Salesforce Performance: An Empirical Investigation

Abstract

This study x-raysthe performance of the sales force in selected brewing firms in Nigeria. With emphasis on how a sales person’s performance is influenced by the supervisors’ behaviour. It also attempt to identify of the effective motivational tools for successful sales performance in brewing firms in Nigeria. Data for the study were obtained from primary and secondary sources. The survey research design was used. Personal interview and questionnaire instruments were used to source the primary data. SPSS for windows was used to analyse the data collected from the survey. Analysis of variance (ANOVA) was used to test the hypotheses. The analysis for the study indicates that the sales force performance in selected brewing firms in Nigeria is directly related to supervisors’ behaviour. As a result of the finding among others it is recommended that supervision should be used both as a means of continuous training and as a device to ensure that the brewing firm policies are being carried out properly.