The Effectiveness of Personal Selling in Marketing of Petroleum Products in Nigeria: A Case Study of Total Nigeria Plc

ABSRACT

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

Certification ii

Dedication iii

Acknowledgment iv

Abstract vi

Table of Content vii

CHAPTER ONE

BACKGROUND OF THE STUDY

1.1 Introduction 1

1.2 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

CHAPTER TWO

LITERATURE REVIEW

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

CHAPTER THREE

RESEARCH METHODOLOGY

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

Administration 66

CHAPTER FOUR

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

4.3 Presentation of Data 76

4.4 Analysis of Data 77

4.5 Test of Hypothesis 87

4.6 Result of Findings

CHAPTER FIVE

SUMMARY, CONCLUSION AND RECOMMENDATIONS

5.1 Summary 98

5.2 Conclusion 101

5.3 Recommendations 103

REFERENCES 106

QUESTIONNAIRE 107