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

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 will 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 is 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

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

CHAPTER ONE

INTRODUCTION

1.1       Background to the Study

            A Firm having carried out  some researches  and found out what the buyers want, specifications and requirements converts these findings into product concepts and lastly into goods and services that can satisfy these identified wants, in their exact specification  and requirement.  Hence” the typical firm can be seen as on input-output system” ”(Okeke C. I 1993).

            It is not enjoy  to look at  a firm more so in the context of marketing as on input-output system.  This is because  several other chain of  activities preceed the input as well as the output.

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