Effect Of Personal Selling On Sales Growth

Personal selling is an important component of the overall marketing strategy of an organization. According to Adamu (200) personal selling is the presentation of a persuasive message by selling to a potential customer or group of customers, personal selling can also take place through personal correspondence telephone conversation or email.

Personal selling is an effective communication with potential buyers of a product with the intention of promoting sales. Personal selling may focus initially on developing a relationship with the consumers and potential buyers of a product. This relationship ultimately ends with an attempt to “close the sales” (Okoh, 2009).

The oldest form of promotion is personal selling. It involves the use of a sales force to encourage intermediaries to buy the product or a pull strategy where an organization may be limited to supporting retailers and providing after sales services.  

CHAPTER ONE

INTRODUCTION

1.1BACKGROUND OF THE STUDY

1.2STATEMENT OF PROBLEM

1.3OBJECTIVE OF THE STUDY

1.4SIGNIFICANCE OF THE STUDY

1.5RESEARCH QUESTION

1.6SCOPE OF THE STUDY

1.7LIMITATION OF THE STUDY

1.8DEFINITION OF TERMS

CHAPTER TWO

LITERATURE REVIEW

2.1INTRODUCTION 

2.2CONCEPTUAL FRAMEWORK

2.2.1Concept of personal selling

2.2.2Mordern Trend in Personal Selling

2.3Empirical Literature Review

2.3.1The Effect of Personal Selling on Sales Growth          

2.3.2Theoretical Framework

2.4Impact of Personal Selling on Customers Satisfaction and Retention

2.5The Effect of Personal Selling on Sales Volume

2.6Process of Personal Selling

2.7Constraints of Personal Selling

CHAPTER THREE

RESEARCH METHODOLOGY

3.1Introduction

3.2Research Design

3.3Area of Study

3.4Population and Sample Size of the Study

3.5Research Instrument and Justification for its Appropriateness

3.5.1Validity

3.6Method of Data Collection

3.7Method of Data Presentation and Analysis