IMPACT OF SALES PERSONS ON THE CORPORATE GROWTH POTENTIALS OF A COMPANY (A CASE STUDY OF SEVEN-UP BOTTLING COMPANY PLC, ENUGU)

ABSTRACT 

Prior to our contemporary time, the bottling industry was dominated by the products of Nigerian Bottling Company Plc. 

Recently, 7-up bottling company Plc reemerged in the scene to compete with the Nigerian bottling company Plc, both also struggle with other   manufacturers of mineral soft  drinks.  The scene was complicated further by   poor economic situation in the country. 

Therefore, innovation, dynamism and efficiency vis-à-vis  marketing are necessarily required as a means of not just surviving but also ensuring  profitability and co-operate growth.  The implementation of marketing strategies as well as successful co-operate performance of the sales force. As a result this work  sought to determine the implication of the  effective performance of salespersons as  an  indicator of corporate growth potentials  (a case study of 7 –up bottling company  Plc) used questionnaire, design and tests of hypothesis.  The hypothesis was tested  based on the data  collected and analyzed and the following findings  were accepted. 

The consumption pattern of 7-up drinks customers is dependent on the company sales persons’ performance.

The returns generated by 7-up bottling company are directly proportionate to the effectiveness of the salespersons. 

Consumers have favourable attitude toward 7 –up soft drinks. 

Furthermore, conclusions and recommendations were made, the conclusions are:

-An average salesperson of 7-up bottling company is professionally   unskilled. 

-There is a direct relationship between a company’s  growth sales potentials and profitability with  sales force performance.

-The 7-up salespersons do not effective and intensively distribute their products. 

-Consumers  have favourable attitude towards 7-up  drinks 

-The company should strive to increases it’s market share. 

-There is a need to give proper training and orientation to the salespersons. 

-7-up bottling company should enhance it’s distribution network. 

-It is hoped that if these recommendations are applied  by the 7-up  bottling company, the effectiveness of it’s salespersons will be enhanced. 

TABLE OF CONTENTS 

TITLE PAGE

APPROVAL PAGE

DEDICATION

ACKNOWLEDGEMENT

AB STRACT

TABLE OF CONTENT

CHAPTER  ONE

BACKGROUND TO THE  STUDY

OVERVIEW OF THE COMPANY

OBJECTIVE OF THE STUDY

SIGNIFICANCE OF THE STUDY

LIMITATION OF THE STUDY

HYPOTHESIS FORMULATION

SCOPE OF THE STUDY

DEFINITION OF TERMS

CHAPTER TWO 

LITERATURE REVIEW  

CHAPTER THREE

RESEARCH METHODOLOGY

DESIGN OF THE STUDY

POPULATION  OF THE STUDY

SAMPLE SIZE

SAMPLING TECHNIQUES

METHOD OF DATA COLLECTION

QUESTIONNAIRE DESIGN

TREATMENT OF DATA

CHAPTER FOUR 

ANALYSIS AND INTERPRETATION FO  DATA

ANALYSIS OF DATA FROM THE MANAGEMENT STAFFS 

ANALYSIS OF  RESPONSES FROM CONSUMERS

TEST OF HYPOTHESIS

HYPOTHESIS 1

HYPOTHESIS 2

HYPOTHESIS 3

CHAPTER  FIVE 

SUMMARY OF  FINDINGS. CONCLUSIONS AND RECOMMENDATIONS

CONCLUSION

RECOMMENDATION

BIBLIOGRAPHY

APPENDIX

QUESTIONNAIRES