The Imp Act Of Sales Strategies On Low Sales A Case Study Of Heritage Insurance Company, Tanzania

TABLE OF CONTENTS

DECLARATION: ................................................................................................................. i

APPROVAL ....................................................................................................................... ii

ACKNOWLEDGEMENT ................................................................................................. iii

DEDICATION .................................................................................................................... iv

TABLE OF CONTENTS .................................................................................................... v

CHAPTER 0 NE ................................................................................................................ 1

1.0 NTRODUCTION: ......................................................................................................... !

1.1 BACKGROUND OF THE STUDY .............................................................................. !

1.2 STATEMENT OF THE PROBLEM ............................................................................. 3

1.3 PURPOSE OF THE STUDY ........................................................................................ 3

1.4 OBJECTIVES OF THE STUDY .................................................................................. 3

1.5 RESEARCH QUESTIONS .......................................................................................... .4

1.6 THE SCOPE OF THE STUDY .................................................................................... .4

1.7 SIGNIFICANCE OF THE STUDY .............................................................................. 5

1.8 CONCEPTUAL FRAMEWORK .................................................................................. 5

CHAPTER TW 0 ............................................................................................................... 7

LITERATURE REVIEW ................................................................................................. 7

2.0 INTRODUCTION ......................................................................................................... 7

2.1 PREVIOUS STUDY DONE IN THE AREA ............................................................. 7

2.1.1 Insurance Journal ........................................................................................................ 7

2.1.2 Competition ................................................................................................................ 8

2.1.3 Distlibution ............................................................................................................... JO

2.1.4 Advertisement. .......................................................................................................... l2

2.1.5 Personal Selling ........................................................................................................ 14

2.1.6 Product Nature .......................................................................................................... 14

2.2 PRODUCT STRA TEGIES .......................................................................................... l5

2.3 DIVERSIFICATION ................................................................................................... 15