TABLE OF CONTENTS
Title page i
Certification ii
Dedication iii
Acknowledgement iv
Table of Content v
CHAPTER ONE
1.1 Introduction
1
1.2 Statement
of problem4
1.3 Statement
of research question5
1.4 Aims
and objectives of the study6
1.5 Statement
of the research hypothesis 7
1.6 Significance/
justification of the study7
1.7 Scopes
and limitation of the study8
1.8 Definition
of key terms10
1.9 Plan
and organization of the study11
CHAPTER TWO
2.1 Literature
Review13
2.2 brief
history of the case study14
2.3 benefit
of personal selling17
2.4 personal
selling in the united bank for Africa 18
2.5 summary
of review 21
2.6 formulation
of hypothesis 22
2.7 element
of personal selling 23
2.8 the
essential aspect of personal selling 24
2.9 role
of personal selling in an organization 26
CHAPTER THREE
Research Methodology
3.1 introduction
27
3.2 source
of data27
3.3 Data
analysis techniques 28
3.4 population sample 29
3.5 significance of the study 29
CHAPTER FOUR
4.0 Data presentation and analysis31
4.1 data of presentation 31
4.2 Testing of hypothesis35
4.3 Summary of findings35
CHAPTER FIVE
Summary,
Conclusion and Recommendation
5.1 Summary of report37
5.2 Conclusion40
5.3 Recommendation 40
References42
CHAPTER
ONE
1.1
INTRODUCTION
The evolution of
different companies with different banking increases the rate of competition
which brings about the need to develop approaches which serve as a guide and
platform for the company’s development and survival in a short and longtime.
There must exist writing
the company effective promotional tool which will ensure steady growth and
development of the company. Especially in the face of depression in a
developing country like Nigeria.
The role of personal
selling as an essential tool for company growth cannot be over emphasized as it
helps to define longtime policy of the company and ways of achieving these
effects for the company benefit.
Personal selling means
findings alternation opportunities and developing profitable personal selling,
selling specifics a target market. It is a process of promoting and maintaining
personal selling between the goals of the company, the capacities and its
selling opportunities. It relies on developing a clear company’s objectives.
Hence, the bank
management will be saddled with the responsibility of seeing their own plan
work effective as expected.
In one of the reasons
that could be adduced for it is that might be doe to the fact that people have
lost faith in the banking services, either for the delay the encountered in the
bank whenever they want to save or collect money from the bank. Personal
selling is the interpersonal arm of the promotion mix; advertising consists of
one way non personal with target consumer groups.
In contrast, personal
selling involves two ways personal communication between salespeople and
individual customer, whether face by telephone or by other means.
As such personal selling
can become effective than advertising in more complex selling situations sales personal
can probe customers to learn more about their problems.
They can build long-term
personal relationship with key decision makers. The role of personal selling
varies from company to company, some firms have no sales personal at all for
example, organization that sell only through mail order catalogues or through,
customer, representative, sales agent or brokers.
As banks more toward a
stronger market orientation, their sale forces are becoming more market focused
and customer oriented. The old view was that salespeople should worry about
sales and the company should worry about profit.
Personal selling rather
than a sale oriented sales force will more effective in the long run. Beyond
winning new customers and marking sales, it will help the company to create
long-term, profitable relationship with customers. As such, the company sales
terms can be central force in an organization relationship in selling program.
1.2
STATEMENTS
OF PROBLEMS OF THE STUDY
The problems of personal selling
cannot be overloaded despite the usefulness of personal selling in both
industrial and customer market. These difficulties arise from a number of
problems that faced sales person. The various problems encountered during the
course of this research whether personal selling is an essential tools for company
growth, in the alternatives, personal selling may not be an essential tool for
company growth. These two hypothesis must considered to know which of the two
as a big pictive of what a firm will do in some selling which need two
interested parts which are the target market and selling. Target selling is a
fairly homogenous group of customer to who a bank which to appeal some of
effective arise form a numbers that face sales personal the problem are:
SIZE AND LOCATION OF MARKET: Large and wide spread markets such as retail outlets for
moving the customers’ goods can only be covered at a great cost by massive
sales forces. Some manufactures branded, packaged foodstuffs employ such sales
force.
TIME LAGS: Where
there is lags between arousing customer interest and the receipts of order, the
use of such ratios as sales order to sales call may be meaningless. Business
may take a long time to develop, especially in management can do is to monitor
i.
Size of customer order
ii.
The
ratio of sales proposal to sales achieved.
GEOGRAPHICAL SPREAD: More than half a million of customer are spread all over the nation which
sales people have to cover. This will increase the cost of distribution which
will equally affect the turnover of the company.
1.3 RESEARCH QUESTION
In the course of research
answer will be provided to the following research question.
What is personal selling?
Does personal selling creates more
awareness than any other promotional mix in the banking industry?
Does the promotional mix used by the
banking industry make their services known to customers?
Are the attitudes of staff in the
banking industry good, comforting and encouraging to the customers?
1.4 THE AIMS AND OBJECTIVES OF
THE PROJECT
1. To find a way of restoring confidence in
the mind of people through direct discussion, regular visit to big accounts.
2. To solve problem of concentration and
attention during presentation of message.
3. To make personal selling known to
customers as a good promotional mix in banking industries.
4. To help banks adopt the marketing concept
to the services rendered in banking industries.
5. Providing information
1.5 STATEMENT
OF RESEARCH HYPOTHESIS
A research hypothesis is
a specific statement of expected outcomes of an experiment. The following hypothesis
tested in the research work.
H0: Personal
selling does not create more awareness than any other promotional mix in
banking industry.
H1: Personal
selling creates more awareness than other promotional mix in banking industry.
H0: The
attitude of staffs in the banking industry are discomforting and not
encouraging to customers.
H1: The
attitudes of staffs in the banking industry are good and encouraging to
customers.
1.6 SIGNIFICANCE/JUSTIFICATION
OF THE STUDY
In view of this, the research critically
examined the significance of personal selling in Nigeria banking industry to
customer to the society and as an adopted by many organizations particularly,
united bank of Africa plc. To what extent is it important to the social aspect
of the company? Efforts will also be made in this section to look into the
problems encountered in the adoption of different personal selling in sales to
its consumers and all organization in general. Many people believe that the
importance of existing banking system must be felt in its revenue generation
and effectiveness in the adopted of personal selling pot in place, to make sure
they reach satisfaction stage of consumer and ever their own target.
This research attempts to examine the
importance of personal selling to the growth of a company in Nigeria, case
study of united bank of Africa plc, in doing this and attempt will be made to look
at the various source of revenue generation through adopted promotional mix.
Mix above all, the optimum satisfaction of customer in the nearest future.
1.7 SCOPE AND LIMITATION OF THE
STUDY
The scope of this research work shall
be limited to general administration and geographical area of United Bank for
Africa, it concept rationale personal selling. Every research must be limited
by some factors this research is of no exemption. Some of the problems that be encountered
by this research are:
i.
Unavailability of relevant data which the
company may regard a ‘score’ in the organization.
ii.
Inadequate information given to research
by respondent through questionnaire
iii.
The research having high schedule for
lecture and assignments
Nevertheless, the factors
do not make the research irrelevant or invalid; the questionnaire will be clear
so as to make respondents see clearly and gives relevant and sensible response
and answers.
However the limitation of this study
did not any way invalidated the work. The research uses some of the officer to
get the need information for the investigation. Another problems encountered
was that of actual getting respondent answer question because they are always
busy, more so, after so many visit to the company, some relevant information to
the study were acquired through staff in the united bank of Africa and customers
services manager in the organization as well as customer patronizing the
company.
1.8 DEFINITION OF TERMS
This is to define the
related terms in the course of this research. These terms include:
i.
Personal selling
ii.
Finance
iii.
Target market
iv.
Marketing tools
Ø Personal
selling: is offering the exchange items of valve for a different item. The
original item of valve being offered may be either tangible or intangible. The
second item usually money is most often seen by the seller as being of equal or
greater valve than that being offered for personal selling.
Ø Finance:
a management of large amount of money especially by the government or large
companies.
Ø Target
market: a target marketing and related marketing mix. The targets are the
potential buyers of our product. The people we want to satisfy with the quality
of our product or services.
Ø Market
tool: it enables the selling to get the proper decision and plans to put in
place to create utility satisfaction to the customer at a profit.
1.9 PLAN AND ORGANISATION OF THE
STUDY
The
research work is divided into five chapters for clarity purpose. According to
table of contents.
Chapter one consist of
introduction, objective of the study, statement of problem, scope of study,
limitation of the study, definition of key terms and plan of the study. Chapter
two discusses the literature review of the study. Chapter three highlights
research methodology, population and sample, sample design and size and data
collection method.
Chapter four discusses
data presentation and analysis and brief history of the case study. Chapter
five which is the last chapter talks about summary, findings, conclusion and
recommendation.
Click “DOWNLOAD NOW” below to get the complete Projects
FOR QUICK HELP CHAT WITH US NOW!
+(234) 0814 780 1594
Login To Comment