PERSONAL SELLING PRACTICE AND ENHANCED SALES OF INDUSTRIAL PRODUCTS AMONG BUSINESSES
CHAPTER ONE
INTRODUCTION
According to the study’s findings, there is a strong relationship between promotional activities and FMCGs, a strong relationship between improved FMCG promotion strategies and consumer referrals, and a strong relationship between health labeling and consumer patronage.
Based on this, the study recommended that FMCG companies, particularly Unilever Nigeria Plc, ensure that they meticulously input the expiry date on every product they produce.
Second, it should be wary of misleading advertising, which can divert consumers’ attention away from the product.
Finally, it should ensure that the labeling of their products is healthy, as well as the expiration date and NAFDAC registration number for authenticity.
1.1 Research background
Industrial companies need sales representatives who can help them analyze customer needs.
Personal selling allows marketers to tailor presentations to individual customer needs, desires, motivations, and behaviors. Personal selling is an effective tool that organizations use to get the desired response from their customers and prospects. Effective personal selling includes effective communication, educating customers on product usage, problem solving, stimulating and motivating, and ultimately obtaining positive feedback. To be successful in a highly competitive environment, industrial goods manufacturers must use face-to-face selling as their primary promotional tool. By selling industrial products through face-to-face sales, sellers persuade prospective customers through personal interaction that they like the company’s products, prefer other competitors’ products, and spend money on them. I can. Therefore, this study focuses on evaluating personal sales practices and improving sales of industrial products in firms in the Lagos metropolitan area. Christian Moller, David T. Wilson (1995)
1.2 Problem Description
Private sales offer the opportunity to give your customers personal attention. This is to help sellers understand their customers’ needs and sell effectively. Marketing managers can customize sales messages according to customer needs and types, providing two-way communication her process. The sales team has a great opportunity to respond directly and quickly to all customer questions and concerns. Face-to-face selling helps communicate large amounts of technical data and other complex product information to your customers. This indirectly informs customers and keeps them informed about the latest happenings in the industry, company and new products.Frequent meetings between sales representatives and customers provide the opportunity to build long-term relationships . However, due to the importance and importance attached to private selling, the seller must have the ability to perform these functions. In my experience, many salespeople fail at this point. The inability to communicate effectively, understand the technical capabilities of products, and respond to customer inquiries and complaints undermines the use of face-to-face sales to advertise industrial products. Despite the company’s huge investment in financial incentives, many sellers are unable to increase the required sales volumes of their industrial products. Therefore, the task of this study is to investigate private sales practices and improved sales of industrial products in firms in the Lagos metropolitan area.
1.3 Purpose of the survey
1 Determine the type of industrial product
2 Determining the nature of private sales in the promotion of industrial goods
3 Determine the effectiveness of face-to-face sales in enhancing product promotion.
1.4 Research question
1 What is the nature of industrial products? 2 What is the nature of personal selling practices when selling commercials
product
3 What impact will face-to-face selling practices have on improving the promotion of industrial products in the Lagos metropolitan area?
1.5 Product Meaning
This study aims to provide a structural assessment of the nature of face-to-face sales practices in the promotion of industrial goods.
This study aims to evaluate the effectiveness of face-to-face sales in promoting industrial products
It serves as a useful source of information on issues related to the application of face-to-face sales in product advertising.
1.6 Description of Hypothesis
1 Firms in the Ho Lagos metropolitan area sell less industrial products
Hello, companies in the Lagos metropolitan area sell a lot of industrial products.
2 Ho Companies in the big city of Lagos have low levels of face-to-face sales.
Hi There is a high level of private sales in companies in the Lagos metropolitan area.
3 The effectiveness of face-to-face selling practices in enhancing promotion of manufactured products among firms in the Ho Lagos metropolitan area is small.
The impact of face-to-face selling practices is high in enhancing the promotion of industrial products in HI Lagos urban firms.
1.7 Scope of investigation
This study focuses on the evaluation of individual sales practices.
Improved sales of manufactured goods for companies in the Lagos metropolitan area.
1.8 Definition of terms
Industrial products:
These are goods intended to be sold for the purpose of production for the further production of other goods and services.
market share:
This is the company’s percentage of total industry sales.
Market potential:
This is the maximum potential that any seller of goods or services can sell over a period of time.
Personal Sale:
This is only direct personal contact with existing and potential customers for the purpose of selling their needs for goods and services. Sales rate:
It is part of the company’s overall sales activities and is assigned to the marketing department as a means of evaluating sales activities and planning and controlling them.
Sale:
This is the act of persuading potential buyers to purchase goods or services for which they can make a reasonable profit, thereby increasing their overall satisfaction.
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