PERFORMANCE EVALUATION AND IMPROVEMENT AMONG SALESMEN IN THE NIGERIAN FAST MOVING CONSUMER GOODS SECTOR. (A STUDY OF PZ CUSSONS NIGERIA PLC)

Abstract

This study examined the influence of performance evaluation on performance improvement among salesmen in the fast moving consumer goods sector in Nigeria using PZ cussons Nigeria PLC as a case study.  Five hypotheses were formulated to ascertain whether or not there is significant relationship existing between the two intervening variables. Survey research design was adopted, while data were obtained through structured questionnaire and analysed using chi – square. The result of the analysis revealed that there is an existing relationship between performance evaluation and performance improvement among salesmen in Nigeria fast moving consumer goods sector. Based on the findings it was concluded that the discovery pertaining to the efficacy of goal setting in enhancing salesmen performance can be utilized by FMCG companies to develop pertinent strategic planning policies that would yield enduring impacts on both salesmen performance and the overall organisational improvement. The study recommended among others that there should be a clear, complete and inspiring job requirement of all salesmen so that the employee can continuously improve in their performance.