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THE ROLE OF SALES MANAGEMENT IN ACHIEVING PROFIT OBJECTIVES OF FIRMS IN NIGERIA (A CASE STUDY OF EMENITE LIMITED)

 

The full project material include: table of content, abstract, introduction , literature reviews, research methodology , data presentation and analysis ,summary of findings , conclusion and recommendation, reference, bibliography, questionnaire       

 

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ABSTRACT.

This research work is a very crucial study for the entire Nigeria and to the EMENITE LIMITED in  particular. The study was motivated by the necessity to ascertain the role of sales management in achieving profit objectives of firms in Nigeria especially Emenite Limited.

        It is aimed at identifying the extent of satisfaction their customers derive in the management of their sales and to give recommendation which will lead to the solution to the problems if any exist.

        Data collected from the company was analyzed using tables, frequencies, percentages and standard deviation where necessary to enable the reader make a long lasting satisfaction as a result of reading the manuscript.

        Based to the hypothesis formulated, the researcher studied the senior and junior staff of the company who are relevant to the study.

Statistical formular were adopted to determine the sample size and also test the hypothesis formulated.

        However, after a critical analysis of the data collected through questionnaire and oral interviews, it was discovered that sales management is the best method of positioning the company’s product in the market.

 

 TABLE OF CONTENT

 

CHAPTER ONE

1. INTRODUCTION       -       ---    --     ---    ---    --     1
2. STATEMENT OF THE PROBLEMS   ---    ---    ---    5
3. OBJECTIVES OF THE STUDY  ---    --     ---    ---    6
4. SIGNIFICANT OF THE STUDY  --     --     --     --     8
5. SCOPE OF THE STUDY   --     ---    ---    --     --     9
6. HYPOTHESIS   ---    --     --     --     ---    ---    ---    10
7. DEFINITION OF THE TERMS   --     ---    --     ---    11

CHAPTER TWO

LITERATURE REVIEW     ---    --     --     --     --     --     12

1. MEANING OF SALES  MANAGEMENT     ---    --     12
2. THE ROLE OF SALE MANAGEMENT TO ORGANISATION                                                        13
3. IMPORTANCE OF SALES MANAGEMENT TO ORGANIZATION                                                15
4. MANAGEMENT OF SALE OPERATIONS   -       ---    16
5. PERFORMANCE EVALUATION OF SALE FORCES---19
6. BRIEF HISTORY OF THE COMPANY/PROFILE   ----20

CHAPTER THREE

1. DESIGN OF THE STUDY  --     ---    --     --     --     25
2. SOURCE OF DATA COLLECTION     --     ---    --     25
3. POPULATION OF THE STUDY- ---    -       --     --     27
4. DETERMINATION OF SAMPLE SIZE AND IT’S SELECTION                                                             27
5. LIMITATION OF THE STUDY                                    29

CHAPTER FOUR

1. PRESENTATION AND ANALYSIS OF DATA              36
2. HYPOTHESIS AND IT’S TEST                                   43

CHAPTER FIVE

1. SUMMARY, RECOMMENDATION AND

 CONCLUSION                                                         51

1. SUMMARY OF FINDINGS                                         51
2. RECOMMENDATIONS                                             53
3. CONCLUSION                                                          56

BIBLIOGRAPHY                                                        58

APPENDIX                                                              

​

OBJECTIVE OF THE STUDY.

 

The broad objectives of this research work is to seek the extent through which sales management can achieve a reasonable profit objective of firms in Nigeria especially EMENITE ROOFING COMPANY limited. In summary, the objective of the research are;-

•  To determine the effectiveness of sales management in profit objectives of the firm.
• To evaluate the level of satisfaction due to be derived by the firm.
• To investigate the sales performance of the firm with a view of ascertaining its efficiently.
• To determine the impact of sales management in achieving profit objectives of some firms.
• To identify and evaluate the effort towards improving the sales effort of the firm and how the firm would become a profit oriented one.
• To ascertain the impact of sales management in firms marketing environment.
•  And to identify the sales performance of the firm and their achievements.
• To also find out the marketing impact of sales force in the Emenite Roofing Industry.