PERSONAL SELLING IN THE MARKETING OF INDUSTRIAL PRODUCTS
TABLE OF CONTENTS
Table of Contents
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 Marketing
- Overview of Personal selling
- Personal selling Process
- Importance of Personal Selling
- Characteristic of professional Industrial Sales persons
- Classification of Industrial products
- Personal Selling Objective
- 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
- Test of Hypothesis
CHAPTER FIVE: SUMMARY OF FINDING, RECOMMENDATIONS AND CONCLUSION.
- Summary of Findings
1.1 BACKGROUND TO THE STUDY
Udeagha (199, 227) defined personal selling as a process of conversing the sale of a company’s 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 favourably on an idea advantage to the buyer and commercial significant to the seller.
Every marketing manager ought to have sales persons beside him that have a through knowledge of what personal selling is all about in order to bring about a good level of profit to the company. The increasing prominent of identifying them as the focus of a firm’s assistance has made it imperative for marketing organization to go for more sales persons.
Personal selling are a branch of marketing that is also broad which is expedient for continued existence of every marketing company.
Most marketing organization today does not take into consideration the impact 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 personal selling 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).