THE EFFECT OF PERSONNEL SELLING ON THE SALES OF ISOL GERMICIDE IN ENUGU URBAN

THE EFFECT OF PERSONNEL SELLING ON THE SALES OF ISOL GERMICIDE IN ENUGU URBAN

The effect of personal selling on the sales of Isol germicide in Enugu Urban will in subsequent chapters the strategies for maximizing the effective and efficient sales calls on customers.

Both primary and secondary data were extensively used in data collection.  Tools as questionnaires, study of documents and observation of things and people were employed as a method of data collection.

The population for this study is drawn from the sales department of Hardis and Dromedas sample of household from Enugu urban.

Visit to libraries. References to journals magazines newspapers and other students projects makes this study a vast one yet strictly adlering to the bound of the topic.

This are the findings of this study.

The proceeding chapters presented an indepth analysis of the areas covered in the study. Concerted efforts were made to know if the users of Isor germicide are influenced positively by the application of personal selling effects in sales.

1)                  it was find out that users of Isol germicide are positively influenced

2)                  it was also diagnosed that the company’s offer many a timers long way to advising on how best to handle these objections.

3)                  It was also find out that consumers or users are more interested in getting an accurate and timely information on how best to use the product than telling them about polices.

And this are the recommendation these recommendation are aimed at suggesting useable solutions to effects of personal selling on the Isol germicide in Enugu Urban.

There is need for a careful selesforce organization, recruitment and selection, training, compensation motivation leadership and supervision and performance evaluation of the saleforce.

More effective handling of objectives will be of immense profit to sales calls.  The firm should implement selling concept.

If these recommendations are carefully implemented these will be sustained growth for the firm and the effects of personal selling on sales will be fully maximized.

TABLE OF CONTENTS

1.0       Introduction

1.1              Background of the study

1.2              Statement of problem

1.3              Objective of the study

1.4              Hypothesis

1.5              Significance of study

1.6              Scope of the study

1.7              Limitation of the study

2.0       Review of related literature

2.1              Definition of personal selling

2.2              Hardis and dromedas sales department

2.3              Peculiar sales positions in hardis and dromedas

2.4              Attaining effective sales through information gathering of sales persons

2.5              The art of persuasion as a key to effective and efficient personal selling

2.6              Principle of contingency benefits

2.7              The selling process and objectives

2.8              Sales force organization

2.9              Sales force structure

CHAPTER THREE

3.0       Research methodology

3.1              Sources of data

3.2              Population of study

3.3              Sample size determination

3.4              Sample technique

3.5              Questionnaire design

3.6              Validation of instruments

3.7              Method of data collection

3.8              Method data of analysis

4.0              Data presentation, analysis, interpretation and testing of hypothesis

5.0       Summary of findings

5.1              Recommendation

5.2              Conclusion

Appendix I

Appendix II

CHAPTER ONE

INTRODUCTION

1.1       BACKGROUND TO THE STUDY

A close examination of the promotional tools reveals that there has been little or no attention to the importance of personal selling.  The key to achieving organizational goal is the proper intermingling of the promotional tools.  Firms pay much attention to advertising, sales promotion and publicity, spending more than necessary on them, this situation leads to increased cost of marketing (promotion), thereby increased cost per unit sales for a product.  This condition of increased cost per unit, if all things being equal, and if other valuable should remain constant leads to a lower demand for a product.  This reduces sake turnover and this lower profit.

Effective application of personal selling will remedy the situation of lower sales and bridge the gap of customers withdrawing from a product through the building of convocation about a product in the minds of customer.  Personal selling is unique of all the promo – tools.  I say this because of the human interaction, which it entails.  Hardis and Dromedas a firm in the household products industries sees personal selling as the final link in the exchange process between it and her numerous buyers.

THE EFFECT OF PERSONNEL SELLING ON THE SALES OF ISOL GERMICIDE IN ENUGU URBAN