Personnel selling is face contact with the potential customer. Personnel selling is moving from the place of production to the place of distribution to shown or demonstrate the production or cajowque of the product to the potential or existing customers. Other strategies of personnel selling will be pin pointed in the project.
TABLE OF CONTENTS
Title Pages i
Table of Content vii
BACKGROUND OF THE STUDY
1.1 Introduction 1
- Statement of Research Problem 3
1.3 Aim and Objective of Study 5
1.4 Significance of the Study 6
1.5 Scope of the Study 7
1.6 Limitations of the Study 9
2.1 Nature and Importance of Personal Selling 11
2.2 Personnel Selling and Marketing 17
2.3 Marketing of Petroleum Product 28
2.4 Personal Selling and Petroleum Product 24
2.5 Management of the Sales Force 36
2.6 Evaluation of Salesman’s performance 47
2.7 The Effectiveness of Personal Selling in
marketing of Petroleum Product in Nigeria 55
2.8 Formulation of Hypothesis 57
3.1 Data Source 58
3.2 Research Population and
Sample Population 59
3.3 Research Design 63
3.4 Data Collection Instruments 66
3.5 Method of Data Presentation and
DATA PRESENTATION AND ANALYSIS
4.0 Brief History of Total Nigeria Plc 69
4.1 The Management of Total Nigeria Plc
at the Branch Level 74
- Presentation of Data 76
4.4 Analysis of Data 77
4.5 Test of Hypothesis 87
4.6 Result of Findings
SUMMARY, CONCLUSION AND RECOMMENDATIONS
5.1 Summary 98
5.2 Conclusion 101
5.3 Recommendations 103
BACKGROUND OF THE STUDY
Personnel selling is the presentation of a product service or ideal by salesman in the direct contact with prospect in order. To make sale’s it is also personnel presentation of product or ideas of commercial significance. To prospective buyer. The America marketing association defines it as oral presentation in conversation with one or more proposal for the purpose of making sales.
Proposal selling is the most important promotion tool when measured in terms of time and money. The goal of all marketing efforts is to increase profitable sales by offering wants satisfaction to the market over the long run. Personal selling is the major promotion method used to teach the above goal because of this, in many company, personal selling is the largest single operating expenses, often equally 8% – 15% of net sales by using personal selling. The company can pinpoint its target market and the advertising to creating awareness and arouse interest but it is only personal selling that result in actual sales.
This is because when the salesman is indirect contact, he tries to stimulate desire in an attempt to obtain action. There by creating urge in prospective buyer to take decision. Now and not later petroleum product are industrial goods and as such posses the features of an industrial goods that make it extremely necessary to use personal selling the marketing of petroleum product such characteristics are:
They are sold in bulk and need assurance of the quality of the product, this makes it important use a sales person so that he can demonstrate. The product to the potential industrial users and arrange for quality easy transportation of the goods to their distinction.
The market for the industrial goods is very competitive, therefore, for the produces of such goods (e.g. petroleum product) to be able to maintain a large market share they need the services of sales people.
The demand for industrial goods is a derived demand which means that the attribute of the product should be sold to the industrial users by the sales people.
Total marketing Nigeria PLC is the leading company in the petroleum marketing industrial in Nigeria it is the first major marketer that was given the award at quality product (150 – 9002) by standard organization of Nigeria (SON) they make use of personal selling more effectively and personal selling activities take a higher percentage of their promotional budget.