The impact of reward tools used in motivating the Sales force in the fast moving consumer goods Sector in Kenya.

Abstract

The purpose of this study was to establish the impact of reward tools used in motivating the sales force in the fast moving consumer goods sector in Kenya. A descriptive study design was used and a sample size of 100 respondents selected by use of purposive sampling. A self administered questionnaire was used to collect data. Data was analyzed using mean scores and percentages with the help of Statistical Package for Social Sciences (SPSS) computer program and presented in pie charts and frequency tables. The findings of the study showed that financial compensation, opportunities for promotion, opportunities for personal growth, job security recognition, job security and a sense of accomplishment are important motivators of the sales force in the fast moving consumer goods in Kenya. The study also showed that impacts of the reward tools included increasing performance, reducing or increasing employee turnover and reasons for working hard. The study also showed that the factors that affect the effectiveness of the reward tools include gender, age, education, work experience and wage formation.