THE EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF PETROLEUM PRODUCTS IN NIGERIA (A CASE STUDY OF TOTAL NIGERIA PLC)

TABLE OF CONTENTS

Title Pages i

Certification ii

Dedication iii

Acknowledgment iv

Table of Content v

CHAPTER ONE:BACKGROUND OF THE STUDY

1.1 Introduction 1

1.2 Statement of Research Problem 2

1.3 Aim and Objective of Study 3

1.4 Significance of the Study 3

1.5 Scope of the Study 4

1.6 Limitations and constraints to the Study 5

CHAPTER TWO:LITERATURE REVIEW

2.1 Nature and Importance of Personal Selling 6

2.2 Personnel Selling and Marketing 9

2.3 Marketing of Petroleum Product 15

2.4 Personal Selling and Petroleum Product 17

2.5 Management of the Sales Force 20

2.6 Evaluation of Salesman’s performance 26

2.7 The Effectiveness of Personal Selling in marketing of Petroleum Product in Nigeria 31

CHAPTER THREE:RESEARCH METHODOLOGY

3.1 Data Source 33

3.2 Research Population and

Sample Population 33

3.3 Research Design 35

3.4 Data Collection Instruments 37

3.5 Method of Data Presentation and administration 37

CHAPTER FOUR: DATA PRESENTATION AND ANALYSIS

4.1 Brief History of Total Nigeria Plc 39

4.2 The Management of Total Nigeria Plc

at the Branch Level 41

4.3 Presentation of Data 43

4.4 Analysis of Data 43

4.5 Test of Hypothesis 48

4.6 Result of Findings 55

CHAPTER FIVE: SUMMARY, CONCLUSION AND RECOMMENDATIONS

5.1 Summary 56

5.2 Conclusion 56

5.3 Recommendations 57

REFERENCES 58

QUESTIONNAIRE 59

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