THE IMPACT OF PERSONAL SELLING ON THE SALES OF DURABLE CONSUMER GOODS

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ABSTRACT

This project is focused on the impact of personal selling on the sales of durable consumer goods of NASCO carpet Jos. It is common knowledge that personal selling as one of the promotional tolls available to a marketer indispensable in the sales of consumer product. In the course of the study the researcher employed exploratory approach to acquire the needed information through the use of questionnaire personal selling interview and observation. Base on the recommendation the company should boosting the sales force performance and the organization profitability. Also more salesman should be employed and give them adequate training and incentive so as to ensure proper coverage of the existing and potential market.

TABLE OF CONTENT

Title pagei

Declaration ii

Approval page iii

Acknowledgementiv

Abstractv

Chapter One

1.0Introduction

1.1Statement of the general problem

1.2Background of the subject matter

1.3Scope of the study

1.4Limitation of the study

1.5Rationale for the study

1.6Historical background of NASCO Jos

1.7Definition of terms

Chapter two

2.0Literature review

2.1Definition of personal selling

2.2The importance of personal selling

2.3The quality needed of salesman/person

2.4Function of selling salesman

2.5Types of buyer that salespeople do come across

2.6Type of selling job

2.7Method of compensating the sleds people

Chapter three

3.0Methodology

3.1Research methodology and approved used

3.2Research instrument used

3.3Questionnaire method

3.4Personal interview

3.5Documentary method

3.6Observation

3.7Statement of hypothesis

Chapter four

4.0Introduction

4.1Characteristics of the respondent, age, educational

4.2Presentation of data and analysis of data

4.3Proof of hypothesis (testing)

4.4Decision rule

4.5Research findings

Chapter five

5.0Summary

5.1Conclusion

5.2Recommendation

5.3Bibliography

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THE IMPACT OF PERSONAL SELLING ON THE SALES OF DURABLE CONSUMER GOODS

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