THE EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF CAPITAL GOODS (A CASE STUDY OF ANAMBRA MOTOR MANUFACTURING COMPANY)


For more Info, call us on
+234 8130 686 500
or
+234 8093 423 853
ABSTRACT
This research work focus on the effectiveness of personal selling in the marketing capital goods.  Personal selling is an ancient art, which has spawned a large literature and many principles, effective salesperson have more than instruct, they are trained in a method of analysis customer interaction.  Personal selling takes the from of oral presentation in a conversation with one or more prospective purchasers, for the purpose of making profitable sales.   The main purpose of personal selling is to bring the right products into contact with the right customer to make certain that ownership transfer takes place.
In Nigeria environment personal selling is mainly use in the marketing of industrial products in service and nonprofit organizations.  The industrial buyers are closely located at (Industrial Estate) for sales force convenience  and also reduce the organizational promotional cost for their sales effectiveness.
Chapter one deal with background to the study, statement of the problem, objectives of the study, research question, scope of the study and definition of terms.
Chapter two dealt with an overview of personal selling, an overview of personal process, objective of personal selling.
Chapter three were dealt with primary and secondary data that will be use for data collection, source of data, population of the study, sample size, sample technique, method of data collection of distributing questionnaires, structuring the instruments, method of data analysis and limitation of study.
Chapter four were dealt with presentation analysis and interpretation of data.
Chapter five were dealt with summary of findings, recommendations and conclusion. 
 
TABLE OF CONTENTS
Title Page i
Certification ii
Dedication iii
Acknowledgement iv
Abstract v
Table of Contents vi

CHAPTER ONE:  INTRODUCTION
1.1 Background to the Study 7
1.2 Statement of the Problem 9
1.3 Objectives of the Study 10
1.4 Research Question 14
1.5 Significance of the Study 16
1.6 Scope of the Study 17
1.7 Definition of Terms 18

CHAPTER TWO:  
LITERATURE REVIEW
2.1 An Overview of Personal Selling 20
2.2 An Overview of Personal selling process 25
2.3 Objectives of Personal selling 30

CHAPTER THREE: 
RESEARCH METHODOLOGY
3.1 Sources of Data 35
3.2 Population of the Study 36
3.3 Sample Size Determination   36
3.4 Sample Techniques 37
3.5 Method of Data Collection 38
3.6 Research Instrument 38
3.7 Method of Data Analysis Used 40
3.8 Method of Distributing Questionnaire 40
3.9 Limitation of Study 40

CHAPTER FOUR: 
PRESENTATION, ANALYSIS AND INTERPRETATION OF DATA
4.1 Data Presentation, Analysis and Interpretation 42

CHAPTER  FIVE: 
SUMMARY OF FINDINGS, RECOMMENDATIONS AND CONCLUSION
5.1 Summary of Findings 65
5.2 Recommendations 67
5.3 Conclusion 69
Bibliography 71
Appendix 73

THE EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF CAPITAL GOODS (A CASE STUDY OF ANAMBRA MOTOR MANUFACTURING COMPANY)
For more Info, call us on
+234 8130 686 500
or
+234 8093 423 853

Share This
Payment Instruction
Bank payment for Nigerians, Make a payment of ₦ 5,000 to

Bank GTBANK
gtbank
Account Name Obiaks Business Venture
Account Number 0211074565

Bitcoin: Make a payment of 0.0005 to

Bitcoin(Btc)

btc wallet
Copy to clipboard Copy text

500
Leave a comment...

    Details

    Type Project
    Department Business Administration and Management
    Project ID BAM1923
    Fee ₦5,000 ($14)
    No of Pages 84 Pages
    Format Microsoft Word

    Related Works

    ABSTRACT This research work focus on the effectiveness of personal selling in the marketing capital goods.  Personal selling is an ancient art, which has spawned a large literature and many principles, effective salesperson have more than instruct, they are trained in a method of analysis customer interaction.  Personal selling takes the from of... Continue Reading
    ABSTRACT This research work focus on the effectiveness of personal selling in the marketing capital goods. Personal selling is an ancient art, which has spawned a large literature and many principles, effective salesperson have more than instruct, they are trained in a method of analysis customer interaction. Personal selling takes the from of... Continue Reading
    ABSTRACT This study focused on the effectiveness of personal selling in the marketing of capital goods. It goes on to explain some processes involved in personal selling and how it can be combined to achieve efficiency. Anambra Motor Manufacturing Company was the company used in this study, its staff were studied as well as their business consumer... Continue Reading
    ABSTRACT This study focused on the effectiveness of personal selling in the marketing of capital goods. It goes on to explain some processes involved in personal selling and how it can be combined to achieve efficiency. Anambra Motor Manufacturing Company was the company used in this study, its staff were studied as well as their business consumer... 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
    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 1.1BACKGROUND 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
    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
    TABLE OF CONTENTS TITLE PAGE APPROVAL PAGE DEDICATION ACKNOWELDGEMENT PREFACE TABLE OF CONTENTS CHAPTER ONE INTRODUCTION BACKGROUND OF THE STUDY STATEMENT OF THE PROBLEM OBJECTIVES OF THE STUDY FORMULATION OF HYPOTHESIS SIGNIFICANCE OF THE STUDY SCOPE OF THE STUDY LIMITATION OF THE STUDY DEFINITION OF TERMS CHAPTER TWO REVIEW OF RELATED LITERATURE... Continue Reading
    TABLE OF CONTENTS TITLE PAGE APPROVAL PAGE DEDICATION ACKNOWELDGEMENT PREFACE TABLE OF CONTENTS CHAPTER ONE INTRODUCTION BACKGROUND OF THE STUDY STATEMENT OF THE PROBLEM OBJECTIVES OF THE STUDY FORMULATION OF HYPOTHESIS SIGNIFICANCE OF THE STUDY SCOPE OF THE STUDY LIMITATION OF THE STUDY DEFINITION OF TERMS CHAPTER TWO REVIEW OF RELATED LITERATURE... Continue Reading
    Call Us
    whatsappWhatsApp Us