CHAPTER 1
1 Background to The Study
According to Adamu (2003) personal
selling involves the presentation of products and services to potential
customer or group of customers, through personal contact or through
personal correspondence telephone conversation or email.
Personal selling is also defined as "the
process which involves the use of private communication between a
salesperson and a prospective customer, in the process the customer's
needs is identified and products and services offered to satisfy those
needs. Personal selling also involves the use of sales force to
communicate sales of company products and services to prospective
customers.For example, the sale of computer system involve the use of
personal selling, while the introduction of a new products involve the
use of a door-to-door selling method. It is important that personal
selling be supported with an advertising to increase its impact.
Personal selling could also be carried out through the delivery of
specially designed messages to a prospective buyer, face to face
communication, telephone conversation etc .Organizational enhanced sales
constitute a fundamental factor which confront modern organizations
which is required to constantly meet the necessity and demands of an
increasingly complex and dynamic environment. Consequently achieving
organizational sales requires Knowledge and informed decision making. It
also entails getting focused on the fundamental objectives of the
organization which are a complex network of important goals.
Consequently The present day organization’s initiatives are more complex
than in the past, and involve connecting, networking and integrating
. Therefore the research seeks to investigate personal selling practice and enhanced sales
1.2 Statement of the Problem
Organizational enhanced sales
constitute a fundamental factor which confront modern organizations
which is required to constantly meet the necessity and demands of an
increasingly complex and dynamic environment. Consequently achieving
organizational enhanced sales requires Knowledge and informed decision
making. It also entails getting focused on the fundamental objectives of
the organization which are a complex network of important goals.
Consequently The present day organization’s initiatives are more complex
than in the past, and involve connecting, networking and integrating.
Personal selling involves the use of
sales force to communicate sales of company products and services to
prospective customers.For example, the sale of computer system involve
the use of personal selling, while the introduction of a new products
involve the use of a door-to-door selling method. It is important that
personal selling be supported with an advertising to increase its
impact. Personal selling could also be carried out through the delivery
of specially designed messages to a prospective buyer, face to face
communication, and telephone conversation
According to Adamu (2003) personal
selling involves the presentation of products and services to potential
customer or group of customers, through personal contact or through
personal correspondence telephone conversation or email.
Personal selling is also defined as "the
process which involves the use of private communication between a
salesperson and a prospective customer, in the process the customer's
needs is identified and products and services offered to satisfy those
needs. Personal selling also involves the use of sales force to
communicate sales of company products and services to prospective
customers
Despite the advantages which accrues as a result of the use of personal selling,
Current trend in marketing sales shows
that the onetime cherish traditional method of selling is fast fading
giving away to newer methods of sales promotions. Consequently many
organization do not budget enough funds for personal selling considering
it rather to be a waste of fund.
This trend has adversely affected the
sales of many organizations. The study is particularly relevant in view
of the numerous methods of promotions that have developed in recent
times. The study seek to determine if the traditional method of personal
selling is still relevant in contributing to organizational sales
Therefore the problem confronting this research is to appraise personal selling practice and enhanced sales
1.3 Objectives of the Study
To determine the role of personal selling practice in enhancing sales
1.4 Research Questions
What is the role of personal selling?
What is the level of impact of personal selling practice and enhanced sales
1.5 Significance of the Study
The study is particularly relevant in
view of the numerous methods of promotions that have developed in recent
times. The study seek to determine if the traditional method of
personal selling is still relevant in contributing to organizational
sales
1.6 Research Hypothesis (If Necessary)
Ho The impact of personal selling practice in enhancing sales is low
Hi The impact of personal selling practice in enhancing sales is high
1.7 Scope of the Study
The study focuses on the appraisal of personal selling practice and enhanced sales
1.8 Limitations of the Study
The research was confronted by geographical constraint and well as logistics.
1.9 Definition of Terms
PERSONAL SELLING DEFINED
Personal selling can be defined as "the
process of person-to-person communication between a salesperson and a
prospective customer, in which the former learns about the customer's
needs and seeks to satisfy those needs by offering the customer the
opportunity to buy something of value, such as a good or service. The
term may also be used to describe a situation where a company uses a sales-force as one of the main ways it communicates with customers.
Sales Growth: This refers to the amount
of increase in the average sale volume of a companys product and
services. Organization growth involves the process of improving some measure of the enterprise's success such as revenue level, sales margin, and profit and cost minimization
Organizational growth constitute a
fundamental factor which confront modern organizations which is required
to constantly meet the necessity and demands of an increasingly
complex and dynamic environment. Consequently achieving organizational
growth requires Knowledge and informed decision making. It also entails
getting focused on the fundamental objectives of the organization which
are a complex network of important goals. Consequently The present day
organization’s initiatives are more complex than in the past, and
involve connecting, networking and integrating.