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
1.2Statement of problem
1.3Objective of the problem
1.4Research questions
1.5Hypothesis
1.6Significance of the study
1.7Scope of the study
1.8Limitation of the study
CHAPTER TWO
2.1 Definition of personal selling
2.2 Types of personal selling
2.2.1Order Getters
2.2.2Current customers a sales people
2.2.3New business sale people
2.3 Order takers
2.3.1inside order takers
2.3.2Outside (field) order takers
2.4 Sales force objectives
2.5Supporting sales personnel
2.5.1Missionary sales persons
2.5.2Trade sales persons
2.5.3Technical sales persons
2.6 Organizing the sales force.
2.7Compensation and sales force performance Effects of Commercial Banks
2.8Determination of compensation packages
2.9 Theories and models of sales-force welfare
2.10Summary of literature
CHAPTER THREE
3.1RESEARCH METHODOLOGY
3.2Sampling techniques
3.3 Source of data
3.4Method 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
5.1Summary of findings
5.2 Conclusions
5.3 Recommendations
References
APPENDIX
APPENDIX II
