ABSRACT
Personnel selling is face contact with the potential customer. Personnel selling is moving from the place of production to the place of distribution to shown or demonstrate the production or cajowque of the product to the potential or existing customers. Other strategies of personnel selling will be pin pointed in the project.
TABLE OF CONTENTS
Title Pages i
Certification ii
Dedicationiii
Acknowledgmentiv
Abstractvi
Table of Contentvii
CHAPTER ONE
BACKGROUND OF THE STUDY
1.1 Introduction1
1.2Statement of Research Problem3
1.3Aim and Objective of Study5
1.4 Significance of the Study6
1.5 Scope of the Study7
1.6 Limitations of the Study9
CHAPTER TWO
LITERATURE REVIEW
2.1Nature and Importance of Personal Selling11
2.2Personnel Selling and Marketing17
2.3Marketing of Petroleum Product28
2.4Personal Selling and Petroleum Product24
2.5Management of the Sales Force36
2.6Evaluation of Salesman’s performance47
2.7The Effectiveness of Personal Selling in marketing of Petroleum Product in Nigeria55
2.8Formulation of Hypothesis57
CHAPTER THREE
RESEARCH METHODOLOGY
3.1 Data Source58
3.2Research Population and Sample Population 59
3.3Research Design63
3.4Data Collection Instruments66
3.5Method of Data Presentation and
Administration66
CHAPTER FOUR
DATA PRESENTATION AND ANALYSIS
4.0Brief History of Total Nigeria Plc69
4.1The Management of Total Nigeria Plc at the Branch Level74
4.3Presentation of Data76
4.4Analysis of Data 77
4.5Test of Hypothesis 87
4.6Result of Findings
CHAPTER FIVE
SUMMARY, CONCLUSION AND RECOMMENDATIONS
5.1 Summary 98
5.2Conclusion101
5.3Recommendations103
REFERENCES106
QUESTIONNAIRE107
