SALES VOLUME IN A MANUFACTURING INDUSTRY

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SALES VOLUME IN A MANUFACTURING INDUSTRY

(A CASE STUDY OF PROMASIDOR NIGERIA LIMITED, LAGOS.)

ABSTRACT

This research work examined the Effects of Promotional Tools on Sales Volume In a Manufacturing Industry with special reference to Promasidor Nigeria Limited, Lagos.

The method used is survey approach which gives room for primary data-questionnaire while the sampling technique adopted is simple random sampling techniques in which all members of the population has equal probability and independent chance of being selected.

Seventy (70) questionnaires were administered as sample drawn from the entire staff of Promasidor Nigeria Ltd. Sixty (60) were retrieved giving 86% response. Three hypotheses were formulated and tested.

The data extracted were presented on table using percentage and hypotheses were analyzed using chi-square analysis.

Findings from the study shows that the choice of promotional tools affects sales volume of the organization.

It was recommended that during festive period, organizations should take full advantage by developing an effective and efficient sales promotion campaign that can arouse the consumers awareness, thereby leading to greater purchase of their products.

In conclusion, effective implementationof promotional tools lead to increase in sales volume and invariably higher profits and improved organizational performance.

TABLE OF CONTENTS

Cover Page                                                                                                               i

Certification                                                                                                             ii

Dedication                                                                                                                iii

Acknowledgement                                                                                                iv

Abstract                                                                                                                    vi

Table of Contents                                                                                                   vii

CHAPTER ONE: INTRODUCTION

1.1      Background of the Study                                                                         1

1.2      Statement of Problems                                                                            4

1.3      Objectives of the Study                                                                            5

1.4      Research Questions                                                                                   5

1.5      Research Hypotheses                                                                                6

1.6      Research Methodology                                                                            7

1.7      Scope of Study                                                                                            8

1.8      Limitations of the Study                                                                           9

1.9      Significance of the Study                                                                         9

1.10   Historical Background of Chi Limited                                                   10

1.11   Definition of Terms                                                                                    11

CHAPTER TWO: LITERATURE REVIEW

2.1      Introduction                                                                                                            13

2.2      Elements of Promotion Mix                                                                    17

2.3      Theories of Consumer Behavior Applied to Sales Promotions      21

 2.4     Techniques of Sales Promotion                                                              25

2.5      Benefits of Sales Promotion                                                                    32

2.6      Impact of Sales Promotion on Organizational Performance         34

2.7      Ways of Increasing Sales Promotion Performance                          36

2.8      The Impact of Sales Promotion on Sales                                             40

CHAPTER THREE: RESEARCH METHODOLOGY

3.0      Introduction                                                                                                            48

3.1      Sources of Data Collection                                                                      48

3.2      Population of the Study                                                                           49

3.3      Sample Size                                                                                                  49

3.4      Sampling Technique                                                                                  49

3.5      Re-Statement of Research Hypotheses                                                50

3.6      Method of Data Analysis                                                                          51

CHAPTER FOUR: DATA ANALYSIS AND PRESENTATION

4.1      Introduction                                                                                                            52

4.2      Analysis of Questionnaire                                                                        52

4.3      Test of Hypotheses                                                                                    69

4.4      Discursion of Findings                                                                               74

CHAPTER FIVE:       SUMMARY, CONCLUSIONS AND RECOMMENDATIONS

5.1      Summary of Findings                                                                                75

5.2      Conclusions                                                                                                  75

5.3      Recommendations                                                                                     76

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