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Impact Of Personal Selling On Scale On Scale Volume Of Organization In Nigeria
[A CASE STUDY OF NIGERIA BREWERIES]
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1.4 SIGNIFICANCE OF THE STUDY
The researcher consider the study very significant on the following bases.
The consumer and customer of Nigeria breweries will benefit from the study since if the recommendations of the researcher are carried out, it will help company serve them better.
Furthermore, the significance of this study is that it helps the researchers to understand and be able to different between the ordinary sales person and the professional sales person and another research as a topic for continue research work in the filed of study.
The finding the study will enable the industries especially breweries plc to slave their sales problem and correct whatever mistakes the have made or are still making have additional information on personal selling as a channel or sales of industrial products.
1.5 SCOPE OF THE STUDY
Scope of the study simply means the study’s areas of coverage. The scope of this study is thus expressed as follow:
THE CONCEPTUAL SCOPE: The concept covered by this study is personal selling which is one of the promoting mixes usually employed by marketer or enterprise.
THE INDUSTRIAL SCOPE: This simply means the industrial cover by the study. However, this study cover Nigeria breweries, Lagos State branch Nigeria.
THE TERRITORIALS SCOPE: This simply means the geographical location covered by the study. This study however cover Lagos state which is one of the longest state in Nigeria.
TIME SCOPE: This implies the period of time use to carry out the study. The period use to do this study is the time between the periods of 2012-2014.
1.6 LIMITATIONS AND CONSTRAINT TO THE STUDY
To carry out the research successfully is a grate achievement, because it is faced with several constrains or set back. Some at the problem encountered are as follow:
a. The attitude of some workers in the reception was intuitive and frustrating just to see the manager to discus out mission to the organization. The reception will look at the researcher to sit and wait and wait for the manager endlessly.
b. In distributing the questionnaire and to point of collection. It tool is many weeks and even we could not retrieve all.
c. Yet, despite and letter of introduction and the presentation of our identification caves to them as final year studies carrying out a research work, some of the staff could not release get to the hand of their rival or competitor.
d. A large proportion of time was taken away by lecturers other important school assignment, which limited the time that would have been sued in concentrating on the research work.
e. Finally, the most important problem was finance due to the distance of the enterprise chosen as case study a list of amount was spent on transportation.
1.7 DEFINITION OF THE STUDY
Some terms used in the study are defined for purpose of understanding.
INDUSTRIAL GOOD: These are goods destined to be sold for the purpose of output for further production of other goods and service.
INDUSTRIAL MARKETING: This is the marketing of industrial goods and services to industries users OZO & ODO (1999: 141).
MARKET SHARE: This is a firm’s percentage of the industries total sales,
MARKET POTENTIAL: This is the maximum sales potential for all sellers of a product or service over a fixed period (UDEAGHA 1999:224).
PERSONAL SELLING: This is just a direct personal contact will present and prospective customers for the purpose of selling customer need to goods and services (UDEAGGHA 1999:214).
SALES QUOTA: This is a share of the company’s overall sales job that is assigned to some marketing unit as a means of evaluation of sales activates; it’s planning and controls (EDOGA 2000:115).
SELLING: This is the act of persuading prospective buyers to buy goods and services from which they can drive suitable benefit thereby increasing their total satisfaction (EDOGA 2000: 18)
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