| dc.description.abstract | The study investigated the effect of rewards on sales force performance in the pharmaceutical
industry taking a case study of Laborex Uganda Limited (LUL).
The specific objectives of the study included; to assess the effect of financial rewards on the
performance of sales force at LUL and to assess the effect of non-financial rewards on the
performance of sales force at LUL.
The sample size was 59 with 53 actually responding giving a response rate of 90% which is
acceptable. The study involved a case study design with both qualitative and quantitative methods
of data analysis used. Data was collected, coded, cleaned and analyzed using Statistical Package
for Social Sciences (SPSS version 20). Data analysis involved use of both descriptive and
inferential statistics such as; mean, standard deviation, percentage, correlation coefficient and
regression analysis and the results of the study showed;
a positive significant correlation between financial rewards (Salary, bonus and commission) and
performance. Further regression showed that 26% of the variations in performance of sales force
is explained by financial rewards.
A positive significant correlation between non-financial rewards (recognition, opportunities for
growth and development) and performance. Further regression showed that 14% of the variations
in performance of sales force is explained by non-financial rewards.
The study recommended that; LUL develops several criteria for considering payment of salary
based on qualification, experience and expertise, for determining bonus pay that incorporates the
extra sales achieved, for identifying and recognizing sales that have excelled, for promotions and
implementation of mentorship programs for employees’ skills development. | en_US |
