The researcher project on the sales management and accomplishment of profit objective of firms in Enugu state especially, Emenite Limited was carried out using both primary and secondary source of data.
Primary data were sourced through questionnaire interviews and researcher’s observation.
Secondary data were collected from textbooks journals and other publications. This study was motivated by necessity to ascertain the contribution of firms. It is aimed at identify the extent to satisfying their customers needs. In the management of their sales and to give recommendation which will lead to the solution to their problems if any exist.
Chapter one deals with the back ground of the study statement of problem, significance of the study and the objectives which include:
In chapter two the researcher reviewed relevant literature on the study on hand. The literature review was based on the following sub topics.
Chapter four deals with the research design in which the researcher identified thus
Chapter four talks about data presentation and analysis. In the chapter the researcher presented data collected through questionnaire and analysis those data to bring out the latent information in them.
Chapter five talks about the findings, recommendation and conclusion.
The major findings of the researcher is as follows:
Based on the results of the study lie later concluded that the sales management is the best method of poisoning the company(s) product in the market. This research therefore proved that Emenite applies the principles of sales management but not effectively this as a matter of fact makes their customers not satisfied with their services.
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 goal and continually strive to improve the quality and productivity of selling effort for which they are responsible EDEOGA P. N. (1997 : 214).
According to Nwokoye (2000 : 236) managing these sales effort and organization encompasses all effort put together in employing the activities of some sales persons in order to achieve organizational target objective. Infact, sales operations are so fundamental to the arms marketing environment that some firms- especially new ones may not even use the term “marketing” to describe their operations and top marketing man may have title of sales managers.
In ADIRIKA E. O. ET AL (1996 : 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 amore integrated jobs of a complex activities in today’s larger marketing functions. It basic area is 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 stated that 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 effort is the sales, but the actual consummation or fruition typically depends on effective selling therefore, the organization 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.
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