ABSTRACT

This research work evaluates the effectiveness of personal selling strategies in marketing of table water and juice drinks in abia state, Nigeria. Water resources are natural assets that create flows of goods and services over time. One of the ways one can make money in Nigeria today is by investing in table water or sachet water business. Today, due to the free entry and exit in the sector, it has increasingly become highly competitive. Since it is competitive it becomes necessary to apply marketing techniques in other to remain in the market. Different bottle water and juice companies intensively embark on different marketing strategy in other to make impact and remain relevant in the sector, Inspite of the importance of personal selling in sales promotion, scholars in Nigeria have done few empirical investigation and subject matter

In the analysis of data, descriptive and inferential statistics such as means, frequency, percentages as well as multiple regressions were used. The analysis so far shows that male is more into the business of table water and juice drink in the study area. The grater age bracket were 31 – 40 years which shows that relatively young adults with strength are more into the business with the mean (average) age of the marketers being 36.

TABLE OF CONTENTS

Abstract

CHAPTER ONE

INTRODUCTION

1.1    Background of the study

1.2 Statement of problem

1.3 Objective of the problem

1.4 Research questions 

1.5 Hypothesis

1.6 Significance of the study

1.7 Scope of the study

1.8 Limitation of the study

CHAPTER TWO

2.1  Definition of personal  selling

2.2  Types of personal selling

2.2.1 Order Getters

2.2.2 Current customers a sales people

2.2.3 New business sale people

2.3    Order takers

2.3.1 inside order takers

2.3.2 Outside (field) order takers

2.4    Sales force objectives

2.5 Supporting sales personnel

2.5.1 Missionary sales persons

2.5.2 Trade sales persons

2.5.3 Technical sales persons

2.6  Organizing the sales force.

2.7 Compensation and sales force performance Effects of Commercial Banks 

2.8 Determination of compensation packages 

2.9 Theories and models of sales-force welfare

2.10 Summary of literature

CHAPTER THREE

3.1 RESEARCH METHODOLOGY

3.2 Sampling techniques

3.3 Source of data

3.4 Method of data analysis

3.5 Model specification

CHAPTER FOUR

4.0 RESULT AND DISCUSSIONS

4.1 The features of the marketers and their socio – economic characteristics

CHAPTER FIVE

5.0 SUMMARY, CONCLUSION AND RECOMMENDATION

5.1 Summary of findings

5.2     Conclusions

5.3    Recommendations

References

APPENDIX

APPENDIX II