RESEARCH PROPOSAL by b9dH9Lt

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									                   TABLE OF CONTENT


TITLE PAGE    --   --    ---   --    ---   --    ---   ---II

APPROVAL PAGE      --    ---   --    --    ---   --    ---III

DEDICATION    --   ---   ---   ----- --    --    ---   ---IV

ACKNOWLEDGEMENT          ---   --    --    --    --    ---V

ABSTRACT      --   ---   ---   --    --    --    --    ---VII

TABLE OF CONTENT         --    ---   ---   ---   --    ---IX

CHAPTER ONE

1.1   INTRODUCTION       -     ---   --    ---   ---   --       1

1.2   STATEMENT OF THE PROBLEMS            ---   ---   ---      5

1.3   OBJECTIVES OF THE STUDY ---          --    ---   ---      6

1.4   SIGNIFICANT OF THE STUDY --          --    --    --       8

1.5   SCOPE OF THE STUDY       --    ---   ---   --    --       9

1.6   HYPOTHESIS   ---   --    --    --    ---   ---   ---      10

1.7   DEFINITION OF THE TERMS        --    ---   --    ---      11

CHAPTER TWO

LITERATURE REVIEW        ---   --    --    --    --    --       12



                                                                     1
2.1   MEANING OF SALES MANAGEMENT           ---   --    12

2.2   THE ROLE OF SALE MANAGEMENT TO ORGANISATION

                                 13

2.3   IMPORTANCE OF SALES MANAGEMENT TO

      ORGANIZATION                                      15

2.4   MANAGEMENT OF SALE OPERATIONS         -     ---   16

2.5   PERFORMANCE EVALUATION OF SALE FORCES---19

2.6   BRIEF HISTORY OF THE COMPANY/PROFILE ----20

CHAPTER THREE

3.1   DESIGN OF THE STUDY --     ---   --   --    --    25

3.2   SOURCE OF DATA COLLECTION        --   ---   --    25

3.3   POPULATION OF THE STUDY- ---     -    --    --    27

3.4   DETERMINATION OF SAMPLE SIZE AND IT’S SELECTION

                                            27

3.5   LIMITATION OF THE STUDY                           29

CHAPTER FOUR

4.1   PRESENTATION AND ANALYSIS OF DATA                 36

4.2   HYPOTHESIS AND IT’S TEST                          43

                                                             2
CHAPTER FIVE

5.1   SUMMARY, RECOMMENDATION AND

          CONCLUSION                51

5.2   SUMMARY OF FINDINGS           51

5.3   RECOMMENDATIONS               53

5.4   CONCLUSION                    56

      BIBLIOGRAPHY                  58

      APPENDIX




                                         3
                            CHAPTER ONE

1.1                        INTRODUCTION

Sales management involves the planning, hiring, directing and

controlling of a company’s sales force.

Sales managers evaluate their firms competitive position,

analyze markets and set goals, recruit, train and motivate sales

people to reach these goals and continually strive to improve the

quality and productivity of the selling effort for which they are

responsible. EDEOGA P.N. (1997: 214).

      According to Nwokoye (2000: 236) managing the sales

effort of an organization encompasses all effort put together in

employing the activities of some sales person (s) in order to

achieve organizational targeted objectives. In fact, sales

operations are so fundamental to the firms marketing

environment that some firms – especially new ones may not even

use the term “Marketing” to describe their operations and the

top marketing man may have the title of sale managers.




                                                                    4
     In ADIRIKA E.O ETAL 91996:164) explains sales

management as a personal selling jobs previously known as a

persuasive environment which is triggered towards persuading

customers to buy goods and services to a more integrated jobs of

a complex activities in today’s larger marketing function. Its

basic area is the tactical marketing which is more important in

the area of offering goods and services and also things of value to

the customers.

     KOTTER AND ARMSTRONG (2001: 583) summarizing the

sale management when he said, This only means the analysis,

planning, implementation and contrive of sales force activities

which encompasses designing sales free strategy and structure

and recruiting, selecting, training, compensating, supervising

and evaluating the firms sales people. Personal selling is usually

regarded as the last bus stop in the total promotional journey.

This is because the illiterate objective of most promotional efforta

is the sales, but the actual consummation or fruition typically

depends on effective selling.

                                                                   5
Therefore, the organisations general well being and the totality

of their objective set up is dependent on the ability and general

management of their sales forces in order to be a profit oriented

firm.


                       RESEARCH PROPOSAL

Definition :- Proposal is a way of winning somebody to enable

the person carry out a research work. it is also on outline,

methodology and procedure the researcher tends to implore in

solving an unidentified research problem which will help the

researcher in allowing a result.

To achieve a reasonable research work, eight (8) things are

involved;-

1)      RESEARCH TOPICS:- The role of sales management in

        achieving profit objective of firms in Nigeria. (A case study

        of Emenite Ltd)




                                                                        6
2)   OBJECTIVE OF THE STUDY:- This study is designed to

     find out the roles of sales management in achieving profit

     objectives putting a particular attention to Emenite Enugu.

3)   THE SCOPE OF THE STUDY:- This study will be carried

     out basically in Enugu State since the case study is

     Emenite Roofing Company.

4)   SOURCES OF DATA:- To achieve this research work, the

     following group of persons will be visited e.g students,

     lecturers and individuals that have used the product.

5)   RESEARCH INSTRUMENT:- In order is collect the relevant

     data needed for this research work, the researcher will use

     oral interviews, questionnaires discussion outline etc.

6)   METHOD OF DATA ANALYSIS:- This data will be analyzed

     using tables percentages, standard deviations etc.

7)   PLANS FOR THE REVIEW OF RELATED LITERATURE:- To

     collect the relevant materials necessary for this research

     topic, the researcher will visit UNEC library, National

     library and IMT Enigi Library etc.

                                                                   7
8)   SIGNIFICANCE OF THE STUDY;- This research if carried

     out will enable EMENITE ROOFING COMPANY to improve

     in their services to their customer especially in the area of

     sale management.



1.2 STATEMENT OF THE PROBLEMS.

Firms in general have been suffering from many problems in an

effort put together in order to effectively manage their sales task.

As a result, some firms cannot make a reasonable turnover at

the end of each financial season. Some of the notable problems

includes;-

The time taken by the sales managers to design their selling task

to each sale person is always long and will lead to so much

delays in other hands loosing their market to the competitors.

     The problem involved in the training the respective sales

force to the organisation to enable them achieve what is expected

of them by the organisation will be long in such that the

company will take a longer days in achieving their sales volume.

                                                                     8
The manger may at the process of trying to satisfy the longer

market by positioning their sales loose to the challenger firms.

The decision of what product line a company wishes to sell will

effect the early management of their sales task and invariably

frustrates the efforts of the people to the marketing field.

Sale manager stands a risk of not covering the areas expected of

them due to the problem associated with product which may

need a proper definition to the consumers concerned.

The organization stands a chance of not having so much needed

financial capacity to effectively positive their selling task which

will result to a low profit margin to the organisations. The sales

managers stands a chance of loosen to their competitors

because of little understanding of the environment which he has

to satisfy or manage.



1.3 OBJECTIVE OF THE STUDY.

The broad objectives of this research work is to seek the extent

through which sales management can achieve a reasonable

                                                                      9
profit objective of firms in Nigeria especially EMENITE ROOFING

COMPANY limited. In summary, the objective of the research

are;-

   To determine the effectiveness of sales management in profit

    objectives of the firm.

 To evaluate the level of satisfaction due to be derived by the

    firm.

 To investigate the sales performance of the firm with a view of

    ascertaining its efficiently.

 To determine the impact of sales management in achieving

    profit objectives of some firms.

 To identify and evaluate the effort towards improving the sales

    effort of the firm and how the firm would become a profit

    oriented one.

 To ascertain the impact of sales management in firms

    marketing environment.




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   And to identify the sales performance of the firm and their

    achievements.

 To also find out the marketing impact of sales force in the

    Emenite Roofing Industry.



1.4 SIGNIFICANCE OF THE STUDY.

The study is designed to be beneficial to the following group of

persons;-

The study is designed in such that it will reeducate the Emenite

roofing company on the basis of sales management, its

effectiveness and the extent it will improve firms profit

objectives, it will make them understand that sales management

or management of sale forces is the starting point of firms profit

objective.

      It is also meant to educate other individuals involving in

the same roofing materials in the country and Enugu State in

particular about the benefit of managing their sales forces, the



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extent it will boom their sales efficiently and the general sales

volume due to be derived.

     It will also be a starting point to some students especially

those in marketing department whisking to further this research

study.



1.4 SCOPE OF THE STUDY.

The scope of this study covers only Enugu State Capital

especially Emene in particular where we have EMENITE

ROOFING COMPANY is the total environment where they

operate in order to derive necessary information for the study.



1.5 FORMATION OF HYPOTHESIS.

HYPOTHESIS 1.

Ho: Sales management is not the only way of achieving firms

profit objective

Hi; Saler management is the only way of achieving firms profit

objective.

                                                                    12
Hypothesis 2

Ho; Emenite Company is not doing well in the management of

their sales task.

Hi;- Emenite company is doing well in the management of their

sale task.

Hypothesis 3

Ho; The firms sales management is not efficient and effective in

achieving profit objectives.

Hi; The firms sale management is efficient and effective in

achieving profit objectives.

Hypothesis 4.

Ho: This firms sales management is not effective in terms of

satisfying customers objectives & complaint.

Hi; The firms sale management is effective in terms of satisfying

customers objective and complaint




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1.6 DEFINITION OF THE TERMS.

The language used in the above chapter were all familiar and are

basically marketing terms, therefore there is no term worthy of

definition.




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