MEDIUM SCALE ENTERPRISES AND SALESMANSHIP BEHAVIORAL CHARACTERISTICS INFLUENCE ON BUSINESS PERFORMANCE

CHAPTER ONE

1         Background To The Study

Small scale businesses are those that are independently owned and operated, require limited capital, have few employees, use primitive technology, and are not dominant in their field of operation. Small businesses operate on a small scale. Small businesses include those engaged in trade and commerce, services, and small-scale manufacturing. Delicatessens, hairdressers, and convenience stores are examples of service or retail operations, as are small grocery stores, bakeries, tradespeople (e.g., carpenters, electricians), very small-scale manufacturing, and Internet-related businesses. Small businesses can be started with very little capital and with little formality. Many small businesses are run as family businesses and can be combined with regular work. Personal selling is a type of salesmanship that involves face-to-face interaction between a seller and a customer. and the buyer to exchange information in order to make a purchasing decision. The salesperson must communicate with the buyer by persuading and creating awareness for the desired product. The advertised product has the potential to meet the customer’s needs better than the competing brand on the market. Personal selling has the advantage of communicating personally with potential customers about the unique features of the product, giving the customer the option to inspect the product before purchasing to ensure that it meets his expectations. Thus, it is through personal selling that these products and services are communicated and sold to customers at an agreed-upon price and terms of sale. The advertised product has unlimited potential.

to satisfy the need of the prospect more than competitive product in the market . This is because personal selling is a face-to-face communication that has the potential to persuade the buyer and demonstrate the product’s suitability in terms of quality and features.

Personal selling allows marketers to tailor their presentations to the specific needs, wants, motives, and behavior of each customer. Personal selling is a powerful tool that businesses use to elicit the desired response from their customers and prospects. Effective personal selling includes effective communication, product education, problem solving, stimulating and motivating customers, and ultimately soliciting a favorable response. Most SMEs must use personal selling as their primary promotional tool.

because of its traditional nature and high cost effectiveness. Personal selling persuades potential customers of the product’s distinguishing features that set it apart from competing brands in the market, with the goal of generating customer purchases for the product. In the process of communicating the unique features of the product or service, it involves a person-to-person interaction. Hkan Hkansson and the IMP Group (1982). As a result, the research seeks to investigate the impact of medium-sized enterprises and salesmanship behavioral characteristics on business performance. Small business management and operations are confronted with some challenges that constitute limitations to the growth of small businesses in Nigeria. Small businesses can be started with very little money and without any formalities. Many small businesses are run as family businesses and can be combined with regular work. One of the issues is a lack of large capital to expand or capitalize on business opportunities. This has an impact on the pay of the salespeople, who may be unmotivated to perform in the end. A lack of managerial ability also has an impact on the smooth and successful operation of small businesses. Many small businesses fail due to a lack of planning ability. Small also faces issues with poor decision making and ineffective accounting.

1.2 Statement of the Problem

Small business management and operations are confronted with some challenges that constitute limitations to the growth of small businesses in Nigeria. Small businesses can be started with very little money and without any formalities. Many small businesses are run as family businesses and can be combined with regular work. One of the issues is a lack of large capital to expand or capitalize on business opportunities. This has an impact on the pay of the salespeople, who may be unmotivated to perform in the end. A lack of managerial ability also has an impact on the smooth and successful operation of small businesses. Many small businesses fail due to a lack of planning ability. Small also faces issues with poor decision making and ineffective accounting. Among other things, businesses. The combination of these factors impedes the performance of the salespeople. The problem that the research faces is determining. Medium-sized businesses and salesmanship behavioras have an impact on business performance.

1.3 Objectives of the Study

Medium-sized businesses and salesmanship behaviors have an impact on business performance.

1.4 Research Questions

What exactly are SMES and salesmanship?

What is the impact of the salesmanship behavioral trait on the performance of SMEs?

1.5 Significance of the Study

This research will be used to evaluate the impact of salesmanship behavioral characteristics on business performance in medium-sized enterprises.

1.6 Research Hypothesis

Ho Salesmanship behavioral characteristics have a low influence on SME business performance.

Hi Salesmanship behavioral characteristics have a high influence on SME business performance.

1.7 Scope of the Study

The study focuses on the impact of salesmanship behavioral characteristics on SME business performance is low

1.8 Limitations of the Study

The research was hampered by logistical and geographical constraints.

1.9 Definition of Terms

The process of facilitating exchanges through products and services is defined as marketing. It entails carrying out plans and putting them into action, from product conception to the final sale of the product or service.

DEFINITION OF SALESMANSHIP

Personal selling is a type of salesmanship that involves a direct face-to-face interaction between a seller and a buyer in order to exchange facts in order to make a purchasing decision. The salesperson must communicate with the buyer by persuading and creating awareness for the desired product. The product as advertised has the potential to meet the prospect’s needs better than the competition in the market. This is because personal selling involves strong face-to-face communication, which has the potential to persuade the buyer and demonstrate the value of the product.

The product’s usability in terms of quality and features.

DEFINED BY SME

Small scale businesses are those that are independently owned and operated, require limited capital, have few employees, use primitive technology, and are not dominant in their field of operation.

 

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