THE IMPACT OF PERSONAL SELLING ON THE SALES VOLUME OF AN ORGANISATION. (A CASE STUDY OF UNILEVER NIGERIA PLC KADUNA)

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ABSTRACT

The project work deals with the impact of personal selling on the sales volume of an organisation and an attempt is made to have an insight into Unilever Nigeria Plc Kaduna branch. The study centers on finding out the extent which the tool has a positive effect on sales volume of the organisation. The personal selling effort is responded to favourably by the consumers and company distributors because salesmen can be more persuasive and are hard to dismiss. Thus, the medium was chosen because of its full acceptance and support in achieving company goals and objectives. Also salesmen can adapt to the various needs of their customers and can tailor their messages to diverse characteristics.

TABLE OF CONTENTS

Title page---------i

Declaration---------ii

Approval----------iii

Dedication----------iv

Acknowledgement ---------v

Abstract----------vii

Table of contents --------viii

CHAPTER ONE

1.0Introduction

1.1Background of the Subject Matter

1.2Historical Background of Unilever Nigeria Plc

1.3Statement of General Problem

1.4Hypothesis

1.5Rationale for the study

1.6Scope of the study

1.7Limitation

CHAPTER TWO

2.0Literature Review

2.1Definition of Marketing and Consumer Market

2.2Promotion Defined

2.3Promotional Mix and Planning

2.4Concept of Personal Selling

2.5Nature and Importance of Personal Selling

2.6The Personal Selling Process

2.7Types of Salesmen

2.8Functions of Salesmen

2.9Training the Salesman and Problems Faced by Salesmen

CHAPTER THREE

3.0Research Methodology

3.1Research Method

3.2Research Instruments/Tools used

3.3Research Population and Sample Size

3.4Sampling Procedure

3.5Justifications for Samples Selection and Sample Size

3.6Method of Data Analysis

CHAPTER FOUR

4.0Introduction

4.1Presentation and Analysis of Research data

4.2Discussion of Results

4.3Proof of Hypothesis

4.4Summary of new findings

CHAPTER FIVE

5.0Summary, Conclusion and Recommendations

5.1Summary

5.2Conclusion

5.3Recommendations

Bibliography

Appendices I: Management Questionnaire

Appendices II: Customer Questionnaire

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THE IMPACT OF PERSONAL SELLING ON THE SALES VOLUME OF AN ORGANISATION. (A CASE STUDY OF UNILEVER NIGERIA PLC KADUNA)

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