ABSTRACT
The effect of personal selling on the sales of Isol germicide in Enugu Urban will in subsequent chapters the strategies for maximizing the effective and efficient sales calls on customers.
Both primary and secondary data were extensively used in data collection. Tools as questionnaires, study of documents and observation of things and people were employed as a method of data collection.
The population for this study is drawn from the sales department of Hardis and Dromedas sample of household from Enugu urban.
Visit to libraries. References to journals magazines newspapers and other students projects makes this study a vast one yet strictly adlering to the bound of the topic.
This are the findings of this study.
The proceeding chapters presented an indepth analysis of the areas covered in the study. Concerted efforts were made to know if the users of Isor germicide are influenced positively by the application of personal selling effects in sales.
And this are the recommendation these recommendation are aimed at suggesting useable solutions to effects of personal selling on the Isol germicide in Enugu Urban.
There is need for a careful selesforce organization, recruitment and selection, training, compensation motivation leadership and supervision and performance evaluation of the saleforce.
More effective handling of objectives will be of immense profit to sales calls. The firm should implement selling concept.
If these recommendations are carefully implemented these will be sustained growth for the firm and the effects of personal selling on sales will be fully maximized.
A close examination of the promotional tools reveals that there has been little or no attention to the importance of personal selling. The key to achieving organizational goal is the proper intermingling of the promotional tools. Firms pay much attention to advertising, sales promotion and publicity, spending more than necessary on them, this situation leads to increased cost of marketing (promotion), thereby increased cost per unit sales for a product. This condition of increased cost per unit, if all things being equal, and if other valuable should remain constant leads to a lower demand for a product. This reduces sake turnover and this lower profit.
Effective application of personal selling will remedy the situation of lower sales and bridge the gap of customers withdrawing from a product through the building of convocation about a product in the minds of customer. Personal selling is unique of all the promo – tools. I say this because of the human interaction, which it entails. Hardis and Dromedas a firm in the household products industries sees personal selling as the final link in the exchange process between it and her numerous buyers.
Much ineffectiveness experienced in the application of this tool. Should this time be traced so as to show. Case how it can be carried out so as to reflect that, marketing concept is practiced in the firm if the selling must be done, marketing concept will not replace personal selling, but will change its application. This will ensure customer satisfaction and goal optimization for the firm.
Several authors have stated the need for all business entities to pay greater attention to personal selling. Most companies do not really embrace personal selling until they are driven to it by circumstance like declining sales, lots of market share, change in buying patterns by consumers, aggressive competition and increase in market expenditure. Let the role of personal selling be eked out, the time of its application in the products life cycle, the sales persons, carefully selected, trained and motivated, other promo tools used not in isolation of personal selling then we will be achieving our goal of effectiveness and efficiency in attaining cooperate goals.
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