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INTRODUCTION
sales force for the purpose of making sales and building customer
founder. Starling, just before the outbreak of the civil war in 1967,
everything lost.
In over 40 years of its existence, starline Nigeria limited (SNL)
market. The products are distributed locally and along the sub-
Awards.
respectively.
and diversification.
beyond.
profitability.
therefore inconsistent.
set objective.
cosmetics.
Iv. To highlight the problems associated with personal
study.
HYPOTHESIS ONE
HYPOTHESIS TWO
purchase decision.
correct their bad impression of sales people and how they carry
LITERATURE REVIEW
Mc Daniel, lamb, and hair (2006) were of the opinion that personal
Frutell (2002) has the opinion that personal selling refers to the
2012).
Personal selling involves persuasive deliberate contract between a
buyer the salesperson and the buyer discuss needs and talk about
2010).
the 18th century in Great Britain this mean that the local
CUSTOMER ORIENTATION
that by offering the best product, they would generate the most
EFFORT
Perrault and McCarthy (1999) opined that almost every company
customer’s specific interest. They can also stay tune with the
there to ask for the order. And afterward, the salesperson is there
mutually beneficial.
of marketing strategy.
expenses.
iii. Every economy needs and uses many salespeople: any activity
way to start. Good sales people don’t just try to sell to the
especially for firms that target business markets. You may think of
personal selling in terms of old-times stereotypes of a
the firm and its customers, especially if customers are far away:
when a number of people from the firm are involved with the
way, salespeople may take the initiative to fill the gap. The
there for those prepared and willing to work. Even a starting job
for it. Further, sales job are often viewed as entry level positions
INDUSTRIAL PRODUCTS
- Pre-approach
- Approach,
- closing, and
- Follow-up
produced through
advertizing, referrals
sales people
3. Approach Gain prospects First impression is
presentation common
acquaintance, a
referral or product
demonstration.
product or service
through attention to
particular needs is
critical important to
deal professionally
prospect skepticism,
indifference, or
objections.
presentation or when
asked to place an
or psychological and
objections are often
unspoken.
and assumptive
close.
goes can be unique for each product or service. The sales process
or office supplies are generally more routine and may take only a
years on sales, these are seven basic steps in the personal selling
process.
-Generating leads or prospecting
_Qualifying leads
_Handling objections
-Following up
the sales. The final step in the selling process, not only lower
business in which the process may start all over again at the
not ask for them. Effective sales training can help to overcome
clubs have been started for the sole purpose of generating leads
QUALIFYING LEADS
leads are more than twice as likely to follow up. Lead qualification
who are aware of a need but should not discount prospects who
with the prospect for the salesperson. The result is more time
short time frame, for instance, given a higher priority) and then
giving prospects who visit the website their choice form human
communication.
no cost.
on.
if the salesperson doesn’t have a convincing and confident
manner, then the prospect will very often forget the information.
HANDLING OBJECTION
then the salesperson can try to close the sales customers often
give signals during or after the presentation that they are ready
wants to avoid rejection, and asking for a sale carries with it the
risk of a negative answered. A salesperson should keep an open
mind when asking for the sale and be prepared for either yes or
no. rarely is a sale closed on the first call. In fact, the typical
in delivery schedules.
FOLLOWING UP
the sale is all that is important. Once the sale is made, they can
forget about their customers. They are wrong salespeople’s
are properly trained it use the products (mc Daniel, lamb, & hair,
2006).
customers are far loyal to brands and vendors. Buyers are more
inclined to look for the best deal, especially in the case of poor
hair 2006).
process as thus:
sales job: learn all the features and benefits of the products you
competitors.
iii. Obtain a price list for products you will sell: find out what
iv. Make a list of common objections you will face in the field: as
sales manager.
people have: charisma you must also have a voice and face people
can trust, or else they will be wary about spending money with
me? A customer will not buy from you because he likes you and
you have a great smile (though these are important factors). You
ii known your product and tell your story: many personal selling
efforts fail because the seller does not really known much or
like to hear how the product has affected your life. Described in
detail how the product has helped you: saved you money, or made
your life more enjoyable. Help the customer envision how the
iii. Start close to home: the best way to learn personal selling
techniques on your friends and family. Ask your loved ones for
opinion about your sales pitch and what they honestly think of
ones- you don’t want to cause your family and friends to avoid
teach you what does and does not work when selling. It will also
show you what benefits you should push regarding the product.
Build trusts in your sales contacts with your written words and
selling tasks need to be done and how many people are needed to
do them.
The three basic sales tasks according to them are: order getting,
must known what they are talking about not just be personal
contacts. They work for producers wholesalers and retailers and
have a great need for order-getters. They use than to locate new
order-getters.
the market growth stage. They are also helpful for selling
information.
Order-takers-they nature relationships to keep the business
made regularly to the target customer. Many firms lose sales just
because no one ever asks for the order and close the sale.
a regular route with many calls. To handle these calls well, they
personality that wears well over time they goes along with some
getters and managers and frequently, they run into some order-
but keeping them; such sales people are usually the low pressure
type- friendly and easily going. Usually these jobs are not as high
they are not as taking. They required relatively little travelling, and
takers often are poor sales checkers because they are not paid
much often only the minimum wage. And there will probably be
supporting sales people help the order- oriented sales people, but
they don’t try to get orders themselves their activities are aimed at
specialists.
develop good will and stimulate demand help the middlemen train
triple sales. Recent college grades are often recruited for these
positions.
high ticket items often use team selling. Strategy planners need to
specify what types of selling tasks the sales force will handle.
Once the tasks are specified, the sales manager needs to assign
saves time and money. more useful when customers are small or
popularity.
territories can reduce travel time and the cost sales. Assigning
McCarthy, 1999).
MET HODS
promotion.
i. Personal selling provides a detailed explanation or
customers.
services like beauty care, health care, tailoring services are muted
through p-5 cause in such services, the services provides has to
product) and high priced high price furniture, jewel need story
organizational goal.
The success of failure of an organization depends on how
the business activities and accounting for the results. Such is the
all about finding answer to one single question- are they doing
way? How well is the company being run relative to others in its
RETURM ON ASSETS
single period ROA of a company will not tell you the whole story
you have to check the ROA for the past years and check if it is
showing an increase tread. An increasing tread of ROA indicates
RETURN ON INVESTMENT
This ration measures the profits with assets this is given by:
By this, the higher the ration, the better for the firm.
RETURN ON EQUITY
is given by:
ROE = Net Profit After Tax × 100
Shareholders Equity
- With ROE you get an idea about how to management is using the
liabilities or loan fund, ROE would be more than the ROA. How? A
2011).
ORGANIZATION
Sales people can tailor their presentation to fit the needs, motives
and behaviour of individual customers. As sales people see the
lodging costs and higher salaries, the cost per sales contract
continues to increases.
Reference
2014.
April 2013.
Chris, P.B. (2012). Orientation of Personal Selling. Marketing
Companies Ine.
September 2, 2014.
Companies Inc.
Burton, G, And Thaker, M.(1997). Management Today: Principles
5,2013.
Boundless.
23,2013.
CHAPTER THREE
RESEARCH METHODOLOGY
3.0 INTRODUCTION
problems.
namely:
population size.
24 × 260 = 62.4
100
= 72 sample size
Following:
same item like sale of cosmetic are chosen randomly that is every
item in the population is given equal and independent chance of
being include.
which a research producers that are reliable and valid data. This
female hostel. It was believed that they would possess the training
that most users of cosmetics are ladies of sixteen (16) - fifty (50)
goodness of fit to present and analysis the data collected from the
Nigeria limited Kaduna the data was coded and that would be seen
Crosstabs
Cases
value) of the statistics are greater than the table (critical value) at
HO.
research hypothesis is true, 1.e ×2t on the other hand, if the chi-
Figure 4:1
your company?
salesperson:
Chi-square tests
Value Df Asymp.sig.(2-sided)
Association
N of valid cases 71
Figure 4.1.2
BAR CHART
10
age
8
16-21
22-26
5
27-31
32-36
4
378 above
Do you accept q1
Figure 4.1
Chi-square tests
Value Df Asymp.sig. (2- sided)
N of valid cases 71
Figure 4.2.1
BAR CHART
12
10 AGE
16-21
8
22-26
27-31
6
32-36
378 above
4
Adoptioq2
Figure 4.3:
N of valid cases 71
BAR CHART
20
15
10
0
Strongly disagree undecided agreed strongly agree
Disagree influence q3
Figure 4:4
response thus:
Chi-square tests
N of valid cases 71
Figure 4.4.1
BAR CHART
10
Age
8
16-21
22-26
6
27-31
32-36
4
378 above
Disagree agreed q4
Figure 4.5:
N of valid cases 71
Figure 4.5.1.
BAR CHART
8 Age
16-21
6 22-26
27-31
4 32-36
37&above
0
Strongly disagree undecided agreed strongly agreed
Cost increase q5
Figure 4.6.
Chi-square tests
N of valid cases 71
Figure 4.6.1
BAR CHART
12
Age
10
16-21
22-26
8 27-31
32-36
0
Strongly disagreed undecided agreed strongly
Disagreed agreed
Making q6
Figure 7: do you accept the help of personal selling strategies in making choices of
Chi-square tests
N of valid cases 71
Figure 4:7.1
BAR CHART
20 Age
16-21
15 22-26
27-31
10 32-36
37&above
0
Strongly disagreed undecided agreed strongly
Disagreed agreed
Making q7
Figure 4.9.1
was thus:
Chi-square tests
N of valid cases 71
Figure 4.9.1:
Figure 4.8:
good relationship between the customers and the company through the
Chi-square tests
N of valid cases 71
Age
10
16-21
22-26
8 27-31
32-36
Disagreed agreed
Availability Q8
BAR CHART
20
Age
16-21
15
22-26
27-31
10 22-36
37 & above
Disagreed agreed
Regarding q9
Figure 4.10:
Question 10: do you welcome the view that personal selling strategies
was thus:
Chi-square tests
N of valid cases 71
Figure 4.10.1
BAR CHART
6
AGE
16-21
4 22-26
27-31
32-36
2
37 & above
0
Strongly disagree undecided agreed strongly
Disagree agreed
Welcome q 10
Figure 11: are you of the opinion that the problems encountered in the
Chi-square tests
N of valid cases 71
10
AGE
16-21
8
22-21
27-31
6 32-36
37 & above
one after the other using the chi-square non parametric test.
HYPOTHESIS ONE:
HO: effective personal selling does not lead to increase in the
do
You
Accep Adoptio Influenc Agreed Increase Making choice availabilit regardin welcom problem
t q1 n q2 e Q4 s Q6 s y g e s
Q3 Q5 Q7 Q8 Q9 Q10 Q11
Chi- 33.333a 21.750 19.111 23.694b 40.639 30.36 12.306b 64.944b 04.806 90.222b
squar b b b b b
Df 3 4 4 4 4 4 4 4 4 4
Asym .000 .000 .001 .000 .000 0.15 .000 .000 .005 .000
sig
.
BAR CHART
6
age
16-21
4
22-26
27-31
2
32-36
37 & above
0
FIGURE 4.11
Question 11: are you of the opinion that the problems encountered in
the use of personal selling strategies is higher than its uses and
N of valid cases 71
Figure 4.11.1:
QUESTIONNAIRE
PERSONAL DATA
NAME: - - - - - - - - - - - - -
AGE:
16-21 [ ]
22-26 [ ]
27-31 [ ]
32-36 [ ]
37 & ABOVE [ ]
MARITAL STATUS- - - - - - - - - -
QUALIFICATION (S)- - - - - - - - - -
POSITION- - - - - - - - - - -
SECTION B
purchase decision.
DRECTIONS
(5) (1)
FOR EFFECTIVENESS?
SELLING STR