PERCEIVED RELATIONSHIP BETWEEN SELECTED MANAGEMENT PRACTICES AND THE PERFORMANCE OF MARKETING EXECUTIVES IN SELECTED BANKS IN NORTH WEST, NIGERIA

Considering the competitive nature of today's Nigerian banking industry, the role of sales force (marketing executive) is very crucial to the growth and survival of the industry as they demonstrate aggressive selling efforts to push the bank services to the market win favorable market response and persuade prospective customers to accept their offers. Therefore ensuring a high performance of the Salesforce would is a panacea for organization management. This study assess the perceived relationship between selected management practices and the performance of marketing executives in selected banks in North West, Nigeria. The specific objective of the study includes t ascertain the impact of target setting on the performance of Marketing Executive in the banks (ii) the effect of on the job training on the performance of Marketing Executive in the bank, (iii) the effect of close supervision on the performance of Marketing Executive in the banks and (iv) the influence of non- financial reward on the performance of Marketing Executive in the banks. The study adopts the survey design among 418 marketing executives spread across the North West of the country.