A SURVEY OF THE EFFICIENT AND EFFECTIVE PERSONNEL

A SURVEY OF THE EFFICIENT AND EFFECTIVE PERSONNEL MANAGEMENT IN SMALL AND MEDIUM SCALE INDUSTRIES [A CASE OF IVO L.G.A]

TABLE OF CONTENTS

Title Page

Approval Page

Dedication

Acknowledgment

Table of Contents

Abstract

CHAPTER ONE: INTRODUCTION

Background of the Study
Statement of the Problem
Objective of the Study
The Research hypothesis
Significance of the Study
Scope of the Study
Definition of the Terms

CHAPTER TWO: LITERATURE REVIEW

Overview of Survey
Overview of Personnel management
Personnel managementProcess
Importance of Personal Selling
Characteristic of professional Industrial Sales persons
Classification of Industrial products
Personnel managementObjective
Selection and Training of Salesman
Salesman Compensation
Evaluation of Salesman
Problems Involved in Personal Selling.

CHAPTER THREE: RESEARCH METHODOLOGY

Sources of Data
Population of the Study
Sample Size Determination
Research instrument Used
Questionnaire Allocation and Administration
Validation of Research Instruments
Limitation of the Study
Method of Data Analysis

CHAPTER FOUR: PRESENTATION AND ANALYSIS OF DATA

Data presentation Analysis and Interpretation
Interpretation
Test of Hypothesis

CHAPTER FIVE: SUMMARY OF FINDING, RECOMMENDATIONS AND CONCLUSION.

Summary of Findings
Recommendations
Conclusion

Bibliography

Appendix.

CHAPTER ONE

INTRODUCTION

1.1 BACKGROUND TO THE STUDY

Udeagha (199, 227) personnel management as a process of conversing the sale of a Industries’ products or service by sales man or woman, it is a dynamic process involving direct contact between the seller of a product or service and the prospective buyers through oral or face to face or telephone discussion or written mail exchange of ideas through opinion.

Discussing the importance of selling Adirika (1993) defined selling as the process of inducing a prospective customer to act favorably on an idea advantage to the buyer and commercial significant to the seller.

Every survey manager ought to have sales persons beside him that have a through knowledge of what personnel management is all about in order to bring about a good level of profit to the Industries. The increasing prominent of identifying them as the focus of a firm’s assistance has made it imperative for survey organization to go for more sales persons.

Personnel management is a branch of survey that is also broad which is expedient for continued existence of every survey Industry.

Most survey organization today does not take into consideration the effective of personal selling; it has to do with person-to-person communication of which an immediate feedback is provided to the audience. To achieve and gain more customers personnel management needs to be strategically planned to be effective in today highly competitive market place. The tactics implementation of the selling strategy takes place in a process according to Adirika (1998 : 19).

Preparation
Prospecting
Qualifying
Pre-approach and planning
Approach
Presentation and demonstration
Trial closing
Handling objectives
Follow up and post sales activities.

Personnel managements known as a matter of persuasion ie persuading others to buy your proposition, when we persuade people we do not merely change their thinking on the subject, we crass them to do something, their actions are modified as well as their thought. People are motivated by their desire for the benefit you offer them; therefore every sales presentation must convince them.

In the same view of Edoga and Ani (2000; 293) personnel management serves major roles in a firm overall survey efforts, sales people are the critical link between the firm and its customers, this role requires that sales people match Industries interest with customers needs to satisfy both parties in the exchange process. In the eyes of consumer they represent what a Industries attempt to be and affair the personal contract, a customer has with the Industries.

Odo (2003: 121) noted that for personnel management to be effective the personal salesman has to have an in-depth product knowledge which is indispensable in handling the highly technical and professional customers that abound in the industrial sectors.

In communicating face to face with these customers, the industrial salesmen use such aids less calendar, cardholders and other small gift items as reminders to the customer of himself, his product or service offering.

Emenite Nigeria limited is located at Emene. The Industries products and survey roofing sheet. The Industries markets its product through the industrial salespersons.

The importance of these sales people in information gathering and selling functions need not to be over emphasized. It is in the realization of this that the researcher critically looks at the effectiveness of personnel management in the survey of industrial product.

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