Master of Business Administration Executive

Faculty / School

Faculty of Business Administration (FBA)

Year of Award


Project Type

MBA Executive Research Project

Access Type

Restricted Access

Executive Summary

This research aims to analyze the motivational strategies regarding the scope of sales goals of consumer companies: Kraft Foods and Nestle. It is located in a field study of character explanatory. The study subjects are limited to two Sales Managers one on each company belonging studied, 25 vendors which 15 belong to the Kraft Foods and 10 belong to Nestle, region Western Central. Technical survey and interviews were used to gather information. A questionnaire results statistical significance was estimated the relationship between these variables to achieve contrasting them and get the necessary validity (ANOVA). The analysis was conducted using the strategy triangulation of information. It was concluded that both sales managers as Sellers consider relevant motivation as an essential factor for achieve sales goals. motivational strategies implemented by both firms are adequate and sellers both groups achieved their goals Sales during the period studied contrasting with little results statistical significance between the two variables. It is recommended investigate other variables that may influence more directly on the variable reach sales goals. Finally the proposed guidelines were developed strategic and motivational tool to modern sales management for the development of effective strategies.



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