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
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
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.
it was find out that users of Isol germicide are positively influenced
it was also diagnosed that the company’s offer many a timers long way to
advising on how best to handle these objections.
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
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
Background of the study
Statement of problem
Objective of the study
Significance of study
Scope of the study
Limitation of the study
Review of related literature
Definition of personal selling
Hardis and dromedas sales department
Peculiar sales positions in hardis and dromedas
Attaining effective sales through information gathering of sales persons
The art of persuasion as a key to effective and efficient personal selling
Principle of contingency benefits
The selling process and objectives
Sales force organization
Sales force structure
Sources of data
Population of study
Sample size determination
Validation of instruments
Method of data collection
Method data of analysis
4.0 Data presentation, analysis, interpretation and
testing of hypothesis
Summary of findings
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
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.
experienced in the application of this tool. Should this time be traced
so as to show. Case how it can be carried out so as to reflect that, marketing
concept is practiced in the firm if the selling must be done, marketing concept
will not replace personal selling, but will change its application. This
will ensure customer satisfaction and goal optimization for the firm.
Several authors have stated the
need for all business entities to pay greater attention to personal
selling. Most companies do not really embrace personal selling until they
are driven to it by circumstance like declining sales, lots of market share,
change in buying patterns by consumers, aggressive competition and increase in
market expenditure. Let the role of personal selling be eked out, the
time of its application in the products life cycle, the sales persons,
carefully selected, trained and motivated, other promo tools used not in
isolation of personal selling then we will be achieving our goal of effectiveness
and efficiency in attaining cooperate goals.
Manufactures of household products have been seeing personal
selling as a slow, limited and ineffective tool in the promotion of their
products some cut it out completely, either because the experienced
ineffectiveness in the company’s sales persons. A marketing manager once
said, “What are we doing, is to helping reduce unemployment we don’t need
people whose works do not yield immediate result on our profits”.
The effect of personal selling in the sales of isol germicide in
Enugu has not yet been felt, as it should be. But Germicides is an
industrial goods in outlook.
Some complexities associated with the product needs to be
addressed and such a situation needs the presence or the emergence of
professional sales people.
But can we actually have such in existence without addressing the
problems associated with the management of sales organization, recruiting and
selection, motivation of sales – persons, leadership and supervision and
1.3 OBJECTIVE OF THE STUDY:
The objective of the study are as follows:
1) To measure how well the company is performing to
find the strong and week points of personal selling of isol germicide
2) To obtain market research on personal selling on
information about how, when and where the isol germicide is purchased and used.
3) The objective is to find out if its product is
widely demanded well in Enugu urban
4) To ascertain the rate of satisfaction to
consumers with the present level of physical distribution in personal selling.
5) To know if the product reach the consumers at
the right time and quality
6) To create a favourable image of the company and
indirectly to promote the sales of the company’s product.
7) Winning the goodwill of the consumers of Enugu
urban via personal selling of isol germicide
8) To informing and serving consumers via consumers
magazines, radio and television to buy isol germicide
9) To and sales personal to make sales and to
explain to the consumers that isol germicide is a good product to be used.
With this objective you can say that personal selling is a
discipline that effects, practically everyone whether he or she is aware of it
or not. Edoga P.N (1997).
Hards and Dromedas Nigeria limited will sour higher with the
knowledge that will come from this study.
Given the above objectives, the following tentative solutions to
the research problem has been put forth.
“A” Customers patronize isol
germicide because of effective and efficient personal selling
“B” The effect of personal selling
on the sales of isol germicide is determined by the effectiveness of the sales
“C” Customers do not patronize isol
germicide because of personal selling efforts.
“D” The sales – force organization
has no role to play in the sales of isol germicide
1.5 SIGNIFICANCE OF STUDY
This research topic “The effect of persona selling on the sales of
isol germicide in Enugu urban” is a unique one, and this will be if great
significance firstly, the study will benefit Hardis and Dromedas, producers and
marketers of isol germicide. This is the because of its solution to
problem oriented nature with which it is to be tacked. The sales
department will benefit most. Middlemen, the government and the users of
Isol in Enugu Urban will always appreciate the recommendations culminating from
this study especially those opting from professionalism in the fields of
1.6 SCOLE OF THE STUDY
Geographically this study is to he carried out in Enugu urban of
the Enugu state of Nigeria. This is to so because, the manufacturer of
Isol germicide is located in Enugu urban and a higher percentage of users of
the product are domiciled in Enugu urban.
In subject, the study will address those areas that will make for
effect personal selling.
TERMS AND CONDITIONS APPLY
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