SALES LEADERSHIP AND SALESPEOPLE’S PERFORMANCE IN KOGI STATE: AN INVESTIGATION OF HERBAL MIXTURE MARKETING MANAGERS

Abstract

This study focused on leadership styles and job performance of salespeople of Herbal Mixture Marketing Organizations in Kogi State, Nigeria. The population of this study is not definite, and as such Bill Godden method was used to determine the sample size of 384. For the field survey, the instrument used was structured questionnaire. The study analyzed data with descriptive statistics, T-test, correlation and multiple regressions. Finding indicates that there are significant differences between transformational and transactional sales leaders of Herbal Mixture Marketing Organizations in Kogi State, Nigeria. Finding further shows that welfare concern and carrot & stick system has significantly positive effect on salespeople’s performance, where the effect of team spirit building is negative. The study concludes that the differences between transformational and transactional sales leadership is evident, and the practice of these leadership approaches may vary from country to country, region to region and culture to culture. This study therefore recommends that Herbal Mixture marketing managers should adopt more of transformational sales leadership, and focus more on welfarism and carrot & stick system strategically to enhance desired salespeople’s performance.