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

1.0 Introduction

1.1 Background of the Subject Matter

1.2 Historical Background of Unilever Nigeria Plc

1.3 Statement of General Problem

1.4 Hypothesis

1.5 Rationale for the study

1.6 Scope of the study

1.7 Limitation

CHAPTER TWO

2.0 Literature Review

2.1 Definition of Marketing and Consumer Market

2.2 Promotion Defined

2.3 Promotional Mix and Planning

2.4 Concept of Personal Selling

2.5 Nature and Importance of Personal Selling

2.6 The Personal Selling Process

2.7 Types of Salesmen

2.8 Functions of Salesmen

2.9 Training the Salesman and Problems Faced by Salesmen

CHAPTER THREE

3.0 Research Methodology

3.1 Research Method

3.2 Research Instruments/Tools used

3.3 Research Population and Sample Size

3.4 Sampling Procedure

3.5 Justifications for Samples Selection and Sample Size

3.6 Method of Data Analysis

CHAPTER FOUR

4.0 Introduction

4.1 Presentation and Analysis of Research data

4.2 Discussion of Results

4.3 Proof of Hypothesis

4.4 Summary of new findings

CHAPTER FIVE

5.0 Summary, Conclusion and Recommendations

5.1 Summary

5.2 Conclusion

5.3 Recommendations

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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