+234 813 0686 500
+234 809 3423 853
info@grossarchive.com

THE EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF INDUSTRIAL PRODUCT IN ENUGU METROPOLIS (A CASE STUDY OF EMENITE NIGERIA PLC)

  • Type:Project
  • Pages:65
  • Format:Microsoft Word
(Marketing Project Topics & Materials)
ABSTRACT

This research was designed to apprise “The Effectiveness of Personal Selling in the Marketing of Industrial Products in Enugu Metropolis (A Case Study of Emenite Plc Enugu).
The researcher set out with the following objectives:
To find out the effectiveness of personal selling of Emenite in creating customers awareness of their products. 
To determine the impact of personal selling on increasing the sales volume of Emenite.
To what extent selling impacts on the profit of the company. 
Based on the above objectives, extensive literature review on test books, journals, newspapers was carried out.   Questionnaires were prepared and administered to a population comprising customers, distributors and management/relevant staff of Emenite in Enugu.   Topman formular was used to determine the sample size of distributors and customers. Chi-square was used to test the hypotheses. The following findings were made personal selling activities of Emenite lead to increased sales, although one discovered that some of these sales representatives are not too effective, this is because the company deals on technical items = that personal selling activities of Emenite Nigeria are effective in creating customers awareness of their products.  That personal selling activity of Emenite impacts positively on the profit of the company. Based on these findings the researcher made the following recommendations that will enhance positive effect on the company.   The company should make adequate budget provision for their sales representatives. The company should recruit and properly train their sales people so as to bring in increase in sales and better performance of the company.  If the above recommendations are carried out, the company will not only serve their customers better but also bring in improved profit to the organization.  






TABLE OF CONTENTS

Title Page i
Approval Page ii
Dedication iii
Acknowledgment iv
Abstract v
Table of Contents v

CHAPTER ONE: INTRODUCTION 
1.1 Background of the Study 1
1.2 Statement of  Problem 5
1.3 Research Questions 7
1.4 Objective of the Study 7
1.5 Significance of the Study 8
1.6 Scope of the Study 10

CHAPTER TWO: LITERATURE REVIEW
2.1 Overview of Marketing 1
2.2 Meaning of Personal Selling 15
2.3 Personal selling Process 19
2.4 Importance of Personal Selling 28
2.5 Characteristic of professional Industrial 
Sales persons 28
2.6 Classification of Industrial Products 32
2.7 Personal Selling Objective 33
2.8 Selection and Training of Salesman 34
2.9 Salesman Compensation 37
2.10 Evaluation of Salesman 39
2.11 Problems Involved in Personal Selling 40 

CHAPTER THREE: RESEARCH METHODOLOGY 
3.0 Research Methodology 42
3.1 Source of Data 42
3.2 Population of the study 43
3.3 Sample Size Determination 43
3.4 Research Instrument Used 43
3.5 Method of Data Analysis 44
3.6 Limitation of the Study 44

CHAPTER FOUR
SUMMARY OF FINDINGS, CONCLUSION AND RECOMMENDATION  
4.1 Summary of Research Findings 46
4.2 Conclusion 48
4.3 Recommendation 48
Bibliography 50
Appendix




THE EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF INDUSTRIAL PRODUCT IN ENUGU METROPOLIS (A CASE STUDY OF EMENITE NIGERIA PLC)

Share This

Details

Type Project
Department Marketing
Project ID MKT0863
Price ₦3,000 ($20)
No of Pages 65 Pages
Format Microsoft Word

500
Leave a comment...

    Details

    Type Project
    Department Marketing
    Project ID MKT0863
    Price ₦3,000 ($20)
    No of Pages 65 Pages
    Format Microsoft Word

    Related Works

    ABSTRACT This research was designed to apprise “The Effectiveness of Personal Selling in the Marketing of Industrial Products in Enugu Metropolis (A Case Study of Emenite Plc Enugu). The researcher set out with the following objectives: • To find out the effectiveness of personal selling of Emenite in creating customers awareness of their... Continue Reading
    (A CASE STUDY OF EMENITY NIGERIA PLC) ABSTRACT This research was designed to apprise “The Effectiveness of Personal Selling in the Marketing of Industrial Products in Enugu Metropolis (A Case Study of Emenite Plc Enugu). The researcher set out with... Continue Reading
    ABSTRACT This research was designed to appraise the effectiveness of personal selling in the marketing of industrial products in Enugu Metropolis (A Case Study of Emenite Plc Enugu). The researcher set out with the following objectives. To find out the effectiveness of personal selling of Emenite in creating customers awareness of their products.... Continue Reading
    THE EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF INDUSTRIAL PRODUCTs IN ENUGU METROPOLIS (A STUDY OF EMENITE NIGERIA PLC) ABSTRACT This research was designed to apprise “The Effectiveness of Personal Selling in the Marketing of Industrial Products in Enugu Metropolis (A Case Study of Emenite Plc Enugu). The researcher set out with the... Continue Reading
    THE IMPACT OF PERSONAL SELLING IN THE MARKETING OF BEVERAGES IN ENUGU STATE (A CASE STUDY OF MILO PRODUCT OF NESTLE NIGERIA PLC) ABSTRACT The importance of personal selling cannot be over emphasized. This has informed this study which is on the impact of personal selling on the marketing of beverages. A case study of Milo. The objective, the study... Continue Reading
    ABSTRACT The importance of personal selling cannot be over emphasized. This has informed this study which is on the impact of personal selling on the marketing of beverages. A case study of Milo. The objective, the study among other things include: - To determine the impact of personal selling on the marketing of Milo. - To find out whether... Continue Reading
    THE IMPACT OF PERSONAL SELLING IN THE MARKETING OF BEVERAGES IN ENUGU STATE (A CASE STUDY OF MILO PRODUCT OF NESTLE NIGERIA PLC) ABSTRACT The importance of personal selling cannot be over emphasized. This has informed this study which is on the impact of personal selling on the marketing of beverages. A case study of Milo. The objective, the study... Continue Reading
    PREFACE This study of cusses on the effectiveness of personnel selling in the marketing of capital goods. It is necessitated by managerial uncertainty with regard to the cause of the aforementioned redirection in sales volumes and profitability in recent times. This managerial indecision created a room for its suspicion as to whether the sales... Continue Reading
    INTRODUCTION 1.1 BACKGROUND OF THE STUDY According to L.A. Rogers (1980) personal selling has become one of the vital promotional tools in marketing. He further buttresed the above proposition by stipulating that after all the theorists, planners must have had their moment and the predicaments associated with production, finance and labour have... Continue Reading
    THE EFFECT OF PERSONAL SELLING ON MARKETING PERFORMANCE OF INDUSTRIAL PRODUCT IN PORT HARCOURT (A CASE S STUDY OF FIRST ALUMINUM EXTRACTION COMPANY PLC PORT HARCOURT RIVER STATE) ABSTRACT In our locality where the patronage of industrial product is common or high firm involve must devise means to keep their head water in term of sale and cost of... Continue Reading
    Call Us
    Get this work
    whatsappWhatsApp Us