EFFECTIVE OF SALESPERSONS ON THE CO-OPERATE GROWTH POTENTIALS OF A INDUSTRIES
 ( SEVEN-UP BOTTLING INDUSTRIES PLC, ENUGU)
TABLE OF CONTENTS
CHAPTER ONE:    INTRODUCTION
Background of the Study
Statement of the Problem
Objective of the Study
The Research hypothesis
Significance of the Study
Scope of the Study
Definition of the Terms
 CHAPTER TWO:   LITERATURE REVIEW
Overview of Survey
Overview of Personnel management
Personnel managementProcess
Importance of Personal Selling
Characteristic of professional Industrial Sales persons
Classification of Industrial products
Personnel managementObjective
Selection and Training of Salesman
Salesman Compensation
Evaluation of Salesman
Problems Involved in Personal Selling.
 CHAPTER THREE:                RESEARCH METHODOLOGY
Sources of Data
Population of the Study
Sample Size Determination
Research instrument Used
Questionnaire Allocation and Administration
Validation of Research Instruments
Limitation of the Study
Method of Data Analysis
 CHAPTER FOUR:          PRESENTATION AND ANALYSIS OF DATA
Data presentation Analysis and Interpretation
Interpretation
Test of Hypothesis
 CHAPTER FIVE:           SUMMARY OF FINDING, RECOMMENDATIONS AND CONCLUSION.
Summary of Findings
Recommendations
Conclusion
Bibliography
Appendix.
 CHAPTER ONE
 INTRODUCTION
1.1    BACKGROUND TO THE STUDY
          Udeagha (199, 227) personnel management as a process of conversing the sale of a Industries’ products or service by sales man or woman, it is a dynamic process involving direct contact between the seller of a product or service and the prospective buyers through oral or face to face or telephone discussion or written mail exchange of ideas through opinion.
        Discussing the importance of selling Adirika (1993) defined selling as the process of inducing a prospective customer to act favorably on an idea advantage to the buyer and commercial significant to the seller.
        Every survey manager ought to have sales persons beside him that have a through knowledge of what personnel management is all about in order to bring about a good level of profit to the Industries.   The increasing prominent of identifying them as the focus of a firm’s assistance has made it imperative for survey organization to go for more sales persons.
         Personnel management is a branch of survey that is also broad which is expedient for continued existence of every survey Industry.
        Most survey organization today does not take into consideration the effective of personal selling; it has to do with person-to-person communication of which an immediate feedback is provided to the audience.   To achieve and gain more customers personnel management needs to be strategically planned to be effective in today highly competitive market place.   The tactics implementation of the selling strategy takes place in a process according to Adirika (1998 : 19).
Preparation
Prospecting
Qualifying
Pre-approach and planning
 Presentation and demonstration
Trial closing
Handling objectives
Follow up and post sales activities.
Personnel managements known as a matter of persuasion ie persuading others to buy your proposition, when we persuade people we do not merely change their thinking on the subject, we crass them to do something, their actions are modified as well as their thought.  People are motivated by their desire for the benefit you offer them; therefore every sales presentation must convince them.
In the same view of Edoga and Ani (2000; 293) personnel management serves major roles in a firm overall survey efforts, sales people are the critical link between the firm and its customers, this role requires that sales people match Industries interest with customers needs to satisfy both parties in the exchange process.   In the eyes of consumer they represent what a Industries attempt to be and affair the personal contract, a customer has with the Industries.
Odo (2003: 121) noted that for personnel management to be effective the personal salesman has to have an in-depth product knowledge which is indispensable in handling the highly technical and professional customers that abound in the industrial sectors.
In communicating face to face with these customers, the industrial salesmen use such aids less calendar, cardholders and other small gift items as reminders to the customer of himself, his product or service offering.
Emenite Nigeria limited is located at Emene.   The Industries products and survey roofing sheet.   The Industries markets its product through the industrial salespersons.  The importance of these sales people in information gathering and selling functions need not to be over emphasized.   It is in the realization of this that the researcher critically looks at the effectiveness of personnel management in the survey of industrial product.
 1.2    STATEMENT OF STUDY
          Most times, most companies be it large or small do not realize that personnel management is part of the survey team and that, identify them.   It is the key to continuous existence of any organization.   Also it was observed that this problem is worsened by the fact that some of the sales persons are half back and lack the ability to express their sales properly.   Not only was that it observed that most sales persons lack the ability to possessing self-confidence.  Also it was observed that the sales people are not good listeners.   The sales people do not allow the customers to talk with them.
        Furthermore it was observed that sale persons do not listen to customer’s complaints.  They do not consider the customer analysis; aid the handling of objections, ignored.   Ivo L.G.A is not an exception.   The Industries, which started very well, is now faced with competition that is fierce and cut through coupled with the income of the customers of Ivo L.G.A Nigeria Limited, thus no doubt have effective negatively on sales of the comparing.   This research work is focused on the survey of industrial product by personnel management specifically Ivo L.G.A Nigeria Limited.
 1.3    OBJECTIVES OF THE STUDY
          The main purpose of the study is to appraise the effectiveness of personnel management strategy on the survey of industrial product using Ivo L.G.A as Industries, other objectives are:
To find out if personnel management activities of Ivo L.G.A creates customer awareness of their product.
To determine the effective of personnel management on increasing the sales volume cost of Ivo L.G.A.
To aware whether the sales forces of Ivo L.G.A Industries are properly motivated
To find out method used in compensating sales people in Ivo L.G.A.
To what extent selling effectives on the profit of the Industries.
 1.4    HYPOTHESIS FORMULATION
          To give focus to this study the following hypotheses were formulated.
Ho:   Personnel managementactivities of Ivo L.G.A Nigeria are not effective in creating customers awareness of their products.
Hi:    Personnel managementactivities of Ivo L.G.A Nigerian are effective in creating customers awareness of their products.
Ho2:  Personnel management activities of Ivo L.G.A do not lead to increase sales.
H2:    Personnel management activities of Ivo L.G.A lead to increase sales.
Ho3:  Personnel management activities of ivo do not effective positively on the profit of the Industries.
H3:    Personnel management activities of ivo l.g.a effective positively on the profit of the Industries.
 1.5    SIGNIFICANCE OF THE STUDY
          The researcher considers the study very significant on the following bases.
        The consumers and customers of industries will benefit from the study since if the recommendations of the research are carried out, it will help the Industries serves them better.
        Furthermore, the significance of this study is that it helps the researchers to understand and be able to differentiate between the ordinary sales person and the professional salesperson and to other research as a topic for continual research work in the field of study.
        The finding of the study will enable the industries specifically ivo l.g.a to solve their sales problem and correct whatever mistakes they have made or are still making in line with their business operations.
        From the result of the findings individuals or firms prospecting to go into industrial product production or investment who is interested in investing their money in industrial production will have additional information on personnel management as a channel or sales of industrial product.
 1.6    SCOPE OF THE STUDY
          The research for this study would have been nationwide but due to time and other constrain, it was limited to ivo l.g.a
1.7    DEFINITION OF TERMS
          Some terms used in the study are defend for purpose of understanding.
DYAD:       This is the smallest possible group of two or more interesting group (Nebo 1997; 512).
INDUSTRIAL GOODS:   This are goods destined to be sold for the purpose of output for further production of other goods and services Ozo and Odo (1999 : 214).
MARKET SHARE:  This is a firm’s percentage of the industries total sales.
MARKET POTENTIAL:    This is the maximum sales potential for all sellers of a product or service over a fixed period (Udeagha 1999 : 224).
PERSONAL SELLING:    This is just a direct personal contact with present and prospective customers for the purpose of selling customer need of goods and services (Udeagha 1999: 214).
SALES QUOTA:    This is a share of the Industries’ overall sales job that is assigned to some survey unit as a means of evaluation of sales activities, it’s planning and control (Edoga 2000 : 115).
SELLING:      This is the act of persuading prospective buyers to buy goods and services from which they can derive suitable benefits thereby increasing their total satisfaction (Edoga 2000 : 18).