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Role Of Personal Selling In The Marketing Of Petroleum Products In Nigeria:
[A CASE STUDY OF TOTAL NIGERIA PLC]
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1.4 SIGNIFICANCE OF THE STUDY
The significance of this research is that it will enable the researcher to understand in full, what salesman is all about and the various ways of improving salesman services by researching into their problem, it will also improve the practical application of salesman concept.
To the organization which is Total Marketing Nigeria Plc, the research findings and recommendations will enable them see the real effects of personal selling i.e. if it is worth spending all that money to maintain the sales force and various ways of controlling the sales people and best way of motivating them when necessary.
On the part of the salesman, it will give them an idea of what is expected of them and the various remuneration they should expect from the organization.
To the society, the research will give the younger ones an idea of what salesmanship is all about to enable them make decision on their career without mistakes and misconception about the profession.
To our country in general this research will increase the right of the consumers. This is so because the research will show that consumers are king and how the sales representatives try to find out exactly what the consumers need are and send feed back to the manufacturer on what to manufacture that will satisfy these needs.
Another significance of this research is to crystal the marketing concept, which states that marketing concept, is concerned with identifying and satisfactory consumers need at a profit.
1.5 SCOPE OF THE STUDY
This research covers the various principles at personal selling and how total Nigeria Plc applies those principles and concepts to their personal selling activities.
It will deal with only the sales representatives of Total Marketing Nigeria Plc, Ilorin Zone Western branch, Ibadan, the research work consists of five chapter.
The first chapter is the introduction pat it cover the concept of personal selling and its place in the society, it also contains the statement and significance of study and the scope of the study.
Chapter two deals with the review of literature on personal selling. It covers the personal selling principles management of the sales force and ways of evaluating and controlling them.
Chapter three is the research methodology. It is concerned with the source of data research population and samples, research design, data collection instruments and method of data administration.
Chapter four consists of the data presentation and analysis: it is sub-divided into brief history of total Nigeria Plc the management of Total Nigeria Plc interview returns, presentation and analysis testing of hypothesis and discussion of findings.
The last chapter five is the work.
1.6 LIMITATIONS OF THE STUDY
During the course of carrying out this research work, these are some factors that posed as limitation on this study and they are as follows:
Time Limitation: because of the study of the nature of academic programme such as hours of lecture being received as well as the task of preparing for the examination did not prefer or give sufficient time for conducting this research works but at the end of it all, one is able to solve this problem by scheduling time for the research day of research or project writing and 1 day for resting every week.
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ABSRACT - [ Total Page(s): 1 ]ABSRACTPersonnel 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. ... Continue reading---
