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Personal Selling As An Effective Promotional Tool In Marketing Of Industrial Goods
[A CASE STUDY OF NNPC, ILORIN]
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4.4 DISCUSSION OF FINDINGS
In the light of the above, we were made to know the length in which personal selling is used as a promotional tool for survival of petroleum products. We also made to know the rate in which personal selling made to know the rate in which personal selling educate and influence consumers habit of buying through face to face conversation.
The age of people that make or lay the product found to fall within the age group 20 and 30 yeas and 40 and above.
The awareness of the personal selling programme make the people to be more interesting and make majority of them to agreed strongly with personal selling programme.
Personal selling programme affects the buying habit product by making the potential buyer to buy and the existing buying to buy more.
The promotional technique poeter most by the responses is trade off because it encourages them and also influences them to buy more.
Credibility and sincerity of personal selling is very high because it attract their attention educate them and also influence them to buy more.
Personal selling message lead prospects to have more interest to the particular products and majority of them agree very much in the questionnaire answered by them.
Personal selling has a positive impact in any business organization (company) because it lead people to be stress free and it economic effect in the movement of people due to freedom of communication at convenient time. It also reflects on the buying habit of people and make them to buy due to the meaningful benefits that they derived from the particular product.
Personal selling also attract both educated and non-educated person toward buying decision because of its uniqueness and newness of promotional activities. The respondents were motivated by the personal selling (promotional activities) because of the complex and method of promotion that are used.
In conclusion, companies, firm and organization should embark on personal selling because its uniqueness, and effectiveness. It is the major promotional tool or method used to reach the above goals, because of this in many companies personal selling is the largest singly operating expenses, often equally 8.15% of the net sales.
DECISION FROM THE HYPOTHESIS TESTING
Chi-square (X2) calculated values 15
Chi-square (X2) table value is 7.815
CONCLUSION I
It could be concluded that, the chi-square (x2) calculated is greater than the total value, therefore, null hypothesis (Ho) is rejected, while the alternative hypothesis is accepted.
However, from the hypothesis tested, personal selling significantly educates and influence consumers towards buying decision.
HYPOTHESIS II
Chi-square (Z2) calculated values is 181
Chi-square (Z2) table value is 7.815
It could also be concluded that the chi-square calculated values has shown that, it is the alternative hypothesis (Hi) will be accepted while null hypothesis (Ho) is rejected.
However, from the hypothesis tested, it shows that personal selling is the most effective promotional tool in marketing of petroleum (fuel) product in Nigeria.
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ABSRACT - [ Total Page(s): 1 ]ABSTRACTThe project aim at knowing personal selling as a promotional tools in marketing of industrial goods, which provide for detail information about all activities that is going in industrial goods/ products, and also touch the parts of promotional activities like sales promotion, public relation, advertising and publicity which is useful to solve marketing problems. This project explains all process involve in oil companies in order to make successful selling activities. However, it also hig ... Continue reading---
TABLE OF CONTENTS - [ Total Page(s): 1 ]TABLE OF CONTENTTitle Page Certification Dedication Acknowledgement Abstract Table of contents CHAPTER ONE1.0 Background of the study 1.1 Introduction 1.2 Statement of problems of study 1.3 Aims and objective of study 1.4 Significance of the study 1.5 Scope of the study 1.6 Limitation and constraints of the study CHAPTER TWO2.0 Marketing definition and Explanation 2.1 Definition of Industrial Ma ... Continue reading---
CHAPTER ONE - [ Total Page(s): 3 ]CHAPTER ONE1.0 BACKGROUND OF THE STUDY1.1 INTRODUCTION Selling is one of the oldest professions in the world. The people who do the selling go by many names. Sales people, sales representatives, account s executives, sales consultants, sales engineers, agents district managers, marketing representatives, and account development reps, to name just a few. The term salesperson covers a wide range of positions form the clerk selling in a retail store to the engineering sales ... Continue reading---
CHAPTER TWO - [ Total Page(s): 3 ]ACCESSORY EQUIPMENT
This is another class of industrial product in an organization. This
equipment is used to facilitate rather than to perform the basic
operation of a plant. It consist of items such as cutting tools,
fork-lift, truck, chain hosts and small motors, equipment e.g. adding
and calculating machine. These products are typically built for stock
rather than custom built.RAW AND PROCESSING MATERIALS Raw and
party manufactured materials are goods that enter int ... Continue reading---
CHAPTER THREE - [ Total Page(s): 3 ]CHAPTER THREE3.0 RESEARCH METHODOLOGY3.1 RESEARCH DESIGN The research design used in the study is the combination of personal interview includes NNPC and customer services department while the questionnaire were administered of NNPC numerous customers.3.2 POPULATION OF THE STUDY Ordinarily, population refers to all people in a given geographical region. In research, the meaning of population goes beyond human beings alone. Ary and Jacob’s (1976) define ... Continue reading---
CHAPTER FIVE - [ Total Page(s): 1 ]CHAPTER FIVE5.0 SUMMARY, CONCLUSION AND RECOMMENDATION5.1 SUMMARY OF FINDINGS The study is fashioned to determined the effectiveness of personal selling as a promotional tool in marketing of industrial goods (a case study of NNPC). It is based on solutions to the identified problems to improved the performance of the sales person in the oil company in order to capture large share of the fuel markets. The research finding shows that oil companies are expanding intens ... Continue reading---
REFRENCES - [ Total Page(s): 1 ]REFERENCEAfolayan, J.A (2000): Promotional Management and Communication 1st Edition Nigeria; Published by Adewumi Press, Ilorin.David A.A Aaker (1989): Advertising Management 3rd Edition India, Published by private Limited in Prentice Hill.Michael Baker J. (1979): Marketing; N Introductory Text, 3rd Edition Hong Kong; Published by Macmillan Press Ltd.Philip Kotler (1982): Marketing Management Analysis 6th Edition London, Published by Macmillan Press Ltd.Schewe CD (1987): Marketing Principle and ... Continue reading---
