IMPACT OF SALES PERSONS ON THE CORPORATE GROWTH POTENTIALS OF A COMPANY (A CASE STUDY OF SEVEN-UP BOTTLING COMPANY PLC, ENUGU)
ABSTRACT
Prior to our contemporary time, the bottling industry will dominated by the products of Nigerian Bottling Company Plc.
Recently, 7-up bottling company Plc reemerged in the scene to compete with the Nigerian bottling company Plc, both also struggle with other manufacturers of mineral soft drinks. The scene was complicated further by poor economic situation in the country.
Therefore, innovation, dynamism and efficiency vis-à-vis marketing are necessarily required as a means of not just surviving but also ensuring profitability and co-operate growth. The implementation of marketing strategies as well as successful co-operate performance of the sales force.
As a result this work sought to determine the implication of the effective performance of salespersons as an indicator of corporate growth potentials (a case study of 7 –up bottling company Plc) used questionnaire, design and tests of hypothesis. The hypothesis was tested based on the data collected and analyzed and the following findings were accepted.
The consumption pattern of 7-up drinks customers is dependent on the company sales persons performance.
The returns generated by 7-up bottling company is directly proportionate to the effectiveness of the salespersons.
Consumers have favourable attitude toward 7 –up soft drinks.
Furthermore, conclusions and recommendations were made, the conclusions are:
– An average salesperson of 7-up bottling company is professionally unskilled.
– There is a direct relationship between a company’s growth sales potentials and profitability with sales force performance.
– The 7-up salespersons do not effective and intensively distribute their products.
– Consumers have favourable attitude towards 7-up drinks
– The company should strive to increases it’s market share.
– There is a need to give proper training and orientation to the salespersons.
– 7-up bottling company should enhance it’s distribution network.
– It is hoped that if these recommendations are applied by the 7-up bottling company, the effectiveness of it’s salespersons will be enhanced.
TABLE OF CONTENTS
CHAPTER ONE
BACKGROUND TO THE STUDY
OVERVIEW OF THE COMPANY
OBJECTIVE OF THE STUDY
SIGNIFICANCE OF THE STUDY
LIMITATION OF THE STUDY
HYPOTHESIS FORMULATION
SCOPE OF THE STUDY
DEFINITION OF TERMS
CHAPTER TWO
LITERATURE REVIEW
CHAPTER THREE
RESEARCH METHODOLOGY
DESIGN OF THE STUDY
POPULATION OF THE STUDY
SAMPLE SIZE
SAMPLING TECHNIQUES
METHOD OF DATA COLLECTION
QUESTIONNAIRE DESIGN
TREATMENT OF DATA
CHAPTER FOUR
ANALYSIS AND INTERPRETATION FO DATA
ANALYSIS OF DATA FROM THE MANAGEMENT STAFFS
ANALYSIS OF RESPONSES FROM CONSUMERS
TEST OF HYPOTHESIS
HYPOTHESIS 1
HYPOTHESIS 2
HYPOTHESIS 3
CHAPTER FIVE
SUMMARY OF FINDINGS. CONCLUSIONS AND RECOMMENDATIONS
CONCLUSION
RECOMMENDATION
BIBLIOGRAPHY
APPENDIX
QUESTIONNAIRES
CHAPTER ONE
INTRODUCTION
1.1 Background to the Study
A Firm having carried out some researches and found out what the buyers want, specifications and requirements converts these findings into product concepts and lastly into goods and services that can satisfy these identified wants, in their exact specification and requirement. Hence” the typical firm can be seen as on input-output system” ”(Okeke C. I 1993).
It is not enjoy to look at a firm more so in the context of marketing as on input-output system. This is because several other chain of activities preceed the input as well as the output.
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IMPACT OF SALES PERSONS ON THE CORPORATE GROWTH POTENTIALS OF A COMPANY (A CASE STUDY OF SEVEN-UP BOTTLING COMPANY PLC, ENUGU)
