THE IMPACT OF SALES PERSON IN MOTIVATING CONSUMERS BRAND PERFORMANCE FOR BEER PRODUCT (A CASE STUDY OF CONSOLIDATED BREWERIES PLC AWOOMMAMMA IMO STATE
ABSTRACT
The major problem addressed in this study is the exploration of the reluctances the impact of sales person in motivating consumer brand preference for beer product ( a case study of consolidated breweries plc the researcher methodology used by the researcher include the use of questionnaires Journals observation and oral interview also percentage are use to analysis the response obtained from questionnaires distributed.
Thus the summary of the research finding and conclusion shown that sales person has a great impact on product marketing and manufactures. For branded to create awareness the recommendation gave suggestion on way a manufactures can strength their salesperson.
TABLE OF CONTENS
Title page= = = = = = = i
Approval page = = = = = = ii
Dedication = = = = = = = iii
Acknowledgement= = = = = = iv
Abstract= = = = = = = = v
Chapter one
1.0 introduction= = = = = = 1-2
1.1 background of study= = = = 2-7
1.2 statement of the problem= = = 7-8
1.3 objective of the study= = = = 9-10
1.5 research question= = = = = 11
1.6 Significant of the study= = = = 11
1.7 limitation of study= = = = = 12-13
1.8 definitions of terms== = = = 13-14
Chapter two.
2.0 literature review= = = = = 16
2.1 theoretical background= = = = 16
2.2 salesmanship defined= = = = 17-19
2.3 classification of professional salespeople’s=19-21
2.4 personal selling objective and roles= = 21-
2.5 characteristics of professional salespeople’s 21-25
2.6 information gathering function of the salespeople. 26-28
2.7 knowledge and skill of salespeople – – -28-29
2.8 principle of professional selling – – – -30-32
CHAPTER THREE
3.0 research methodology – – – – -33
3.1 research design – – – – – -33
3.2source of data – – – – – – 34-36
3.3population and determination of sample size population 36
3.4 the sample size calculation – – – 37
3.5 method of investigation – – – – -38-39
CHAPTER FOUR
4.0 presentation analysis and interpretation – 40
4.1 analysis of data – – – – – 40
4.2 presentation of data – – – – 40-50
CHAPTER FIVE
5.0 summary, conclusion and recommendations 51-54
Introduction – – – – – – -54-56
5.1 Summary findings – – – – -56-57
5.2 conclusions – – – – – -58-60
5.3 recommendations – – – – -60
Bibliography – – – – – -61
Appendix – – – – – – -62
Questionnaire – – – – – -63-64
CHAPTER ONE
- INTRODUCTION
The era of hard and aggressive selling is gone as most companies have realized that the capacity of organization to survive and prosper the capacity of organizations to survive and prosper depend on their ability to needs and wants. The salesmen bring in the forefront are very good source of finding out the unfulfilled need of customers and coverings some of their companies. The beliefs that a good salesman call cell anything to any one is erroneous.
Salesmanship is the ability to interpret product and service features in terms of benefits and advantages to the buyer and to persuade and motivate him to buy the right kind and quantity of product or service
Hass and Ernest (1974) stated that in order to quantify as a professional salesmanship the salesman must.
- Determine the needs of the customers.
- Present the product features to the customer in term of benefits
- Help the customer find the solution to his or her problem
- Persuade or motivate the customer to take action.
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