PROJECT TOPIC: IMPACT OF PERSONAL SELLING ON MARKETING OF NESTLE PRODUCTS
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- Price : ₦ 3000
- Format: docx
- Category: Project material
- Department: Marketing
- Study Level: Undergraduate
- Chapters: 5
- No. of Pages: 70
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The project work deals with Impact of Personal Selling on Marketing of NESTLE Products and an attempt is made to have an insight into Nestle Nigeria Plc Lagos 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
1.1 Background of the Subject Matter
1.2 Statement of General Problem
1.4 Rationale for the study
1.5 Scope of the study
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
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
4.1 Presentation and Analysis of Research data
4.2 Discussion of Results
4.3 Proof of Hypothesis
4.4 Summary of new findings
- Summary, Conclusion and Recommendations
Appendices I: Management Questionnaire
Appendices II: Customer Questionnaire
Personal selling consist of individual, personal communication i.e. face to face communication of information from the seller to prospective buyer. Personal selling is person-to-person communication in which the receiver provides immediate feedback to the source message through words gestures, expressions e.t.c such instant feedback allows the source to make instantaneous changes in encoding to adopt message to the receiver i.e if a sales person detects that a prospective buyer dislikes the features or the price of a products he or she can stress the advantages and benefits of the product’s feature to justify the price or even show the customers some other products which may be substituted, supplementary or complementary. Unlike advertising, personal selling focuses on communication and encouraging exchange and it also provide the human touch that is lacking in advertising.
Personal selling enable marketers to tailor their presentation to fit the needs, wants, motives and behaviour of individuals customers to a particular sales approach, personal selling often results to particular purchase. The need for personal selling increases with the complexity of products and services for these reasons, manufacturer like to promote their goods and services through personal selling.
Personal selling is seen as an effective tool used by organizations to receive the desired response from its customers and prospects. Effective personal selling will include effective communication. Educating customers, problem solving, stimulating and or motivating and ultimately soliciting of favourable response. Personal selling has become necessary in today’s organizational operations due to the nature of the economy, which is becoming highly competitive. The effective implementation of personal selling may go a long way to assist organizations in achieving their overall sales objectives and goals.
1.1 BACKGROUND OF THE SUBJECT MATTER
Personal selling is simply to make a sale on individual’s basis. Sales person serves as the link between the selling and buying system. Today, sales persons are required to have more education and technical training than their predecessors. Sales people have many resources at their at their disposal and are better equipped to develop long term relationship with buyers. They are backed by a team of specialists, including market researchers, financial experts and engineers. Salesman of today they are very good diagnosticians of customers needs and they are also problems consultants who make well considered recommendations. They (sale people) are at home to all facets of a prospective customers business that will in any way relate to the goods and services to be sold.
1.2 STATEMENT OF GENERAL PROBLEM
The current economic situation has forced most business organisations to sell and operate within a dynamic and competitive environment. This has made salesmen to engage in many activities, putting a lot of energy and traveling extensively in an attempt to sustain the organisations growth as well as to meet most customer’s satisfaction. He is thus face with the problems of total selling activities. Such goals brings the sales person in contact within many different people from all works of life. This contact gives birth to many problem amongst which are:-
- Limited knowledge of product offerings especially good and services where nature is highly technical.
- Their inability to communicate and recognize customers true needs.
- Most salesmen portray poor personality especially in their appearance, intelligence and sense of humour
- Inability to deliver the right product at the right time
- Discriminatory attitude towards certain customers and giving preferential treatment to chosen customer instead of all customers.
The following is the research hypothesis which the researcher may prove right or wrong.
Ho – That personal selling does not lead to a high sales volume in an organisation.
H1 – That personal selling leads to a high sales volume in an organisation.
1.4 RATIONALE FOR THE STUDY
Generally the study will help business organisations in ensuring that objectives and goals are achieved. To the management of Nestle Nigeria Plc, the study will point out how personal selling technique can be applied in their operations and how their services can be effectively applied in creating relationship; with customer and be improved respectively. The study is hope to provide for incoming students a pragmatic approach to personal selling and scope for their research needed to succeed in this field finally to provide and fulfill academic requirement for the award of Higher National Diploma Certificate.
1.5 SCOPE OF THE STUDY
The researcher will limit her study to only one organisation, which is Nestle Nigeria Plc Lagos. The scope of personal selling will be restricted to types of salesmen, selling process, sales force training and sales force management.
A problem in gathering facts and figures for a project of this nature is inevitable. The researcher encountered some problems in administering the questionnaire. It look a lot of time and patient to get the appropriate people to fill and return the questionnaires, and getting access to the necessary documents was even more difficult.
Finally, time constraint is another limitation in the conduction of this research work. Although, despite the researcher work-load in preparing for the final examination during this research work, serious efforts were made to keep appointments with respondents and collection of other data that are objective factual and adequate for this research work.
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myProject.ng (2022). Impact of personal selling on marketing of nestle products. myProject.ng: retrieved September 30, 2022, from https://myproject.ng/marketing/impact-of-personal-selling-on-marketing-of-nestle-products/index.html
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Accessed 30, September, 2022
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myProject.ng, . "Impact of personal selling on marketing of nestle products" (2022). Accessed 30, September, 2022. https://myproject.ng/marketing/impact-of-personal-selling-on-marketing-of-nestle-products/index.html .;
myProject.ng (2022), . Impact of personal selling on marketing of nestle products [Online] myProject.ng (2022). Available at: https://myproject.ng/marketing/impact-of-personal-selling-on-marketing-of-nestle-products/index.html . ( Accessed 30, September, 2022 ).