ABSTRACT

This project is focused on the impact of personal selling on the sales of durable consumer goods of NASCO carpet Jos. It is common knowledge that personal selling as one of the promotional tolls available to a marketer indispensable in the sales of consumer product. In the course of the study the researcher employed exploratory approach to acquire the needed information through the use of questionnaire personal selling interview and observation. Base on the recommendation the company should boosting the sales force performance and the organization profitability. Also more salesman should be employed and give them adequate training and incentive so as to ensure proper coverage of the existing and potential market.

TABLE OF CONTENT

Title page                                                                         i

Declaration                                                                      ii

Approval page                                                                  iii

Acknowledgement                                                            iv

Abstract                                                                           v

Chapter One

• Introduction
  • Statement of the general problem
  • Background of the subject matter
  • Scope of the study
  • Limitation of the study
  • Rationale for the study
  • Historical background of NASCO Jos
  • Definition of terms

Chapter two

• Literature review
  • Definition of personal selling
  • The importance of personal selling
  • The quality needed of salesman/person
  • Function of selling salesman
  • Types of buyer that salespeople do come across
  • Type of selling job
  • Method of compensating the sleds people

Chapter three

• Methodology
  • Research methodology and approved used
  • Research instrument used
  • Questionnaire method
  • Personal interview
  • Documentary method
  • Observation
  • Statement of hypothesis

Chapter four

• Introduction
  • Characteristics of the respondent, age, educational
  • Presentation of data and analysis of data
  • Proof of hypothesis (testing)
  • Decision rule
  • Research findings

Chapter five

• Summary
  • Conclusion
  • Recommendation
  • Bibliography