effectiveness of personal selling in the marketing of tobacco products(a case study of british american tobacco enugu)

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EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF TOBACCO PRODUCTS(A CASE STUDY OF BRITISH AMERICAN TOBACCO ENUGU)

ABSTRACT
The study is to identify the effectiveness of personal selling on the Marketing of Tobacco Products in Enugu Metropolis a case study of British American Tobacco.
The main aim of this research work is to find out the problems particularly in the marketing of tobacco products using personal selling.
Hypothesis were formulated and tested in the course of the research work. Questionnaires were constructed and administered to a selected sample. The collected data were sorted analysed statistically and result interpreted.
The study revealed that personal selling create urge in the customers to purchase the tobacco from B.A.T. and benefit from services rendered.
Personal selling generally create positive effect on the product of British American Tobacco (B.A.T) by creating awareness and increasing of sales.
In addition, findings reveal that B.A.T. limited has personal selling department in their firm.
Based on the findings made, the following were recommended.
British American Tobacco Company should aim at products and service through honest personal selling otherwise, customers will not be able to make the most rational choice of a product or service from where to buy them.
The accurate assessment and properly conceived plan will be needed and much hard work as well as good judgement in determine how best to meet these needs.
A justification body with adequate capacity should be established in Nigeria and charged with enforcing a strict code, in the practice of personal selling, such body should also act of this body would be to trace out all forms of deception in personal selling.
TABLE OF CONTENT
Title Page
Approval Page
Dedication
Acknowledgement
Table Of ContentsChapter One
1.1 Introduction 

1.2 Statement Of The Problem
1.3 Objective Of The Study
1.4 Significance Of The Study
1.5 Scope Of The Study

Chapter Two
2.0 Literature Review 

2.1 Definition Of Personal Selling
2.2 Sales Manship And Qualities Of A Good Sales Man
2.3 Personal Selling Process In-Consumer Goods
2.4 The Role Of Personal Selling-In Marketing
2.5 Personal Selling And Marketing-Concept
2.6 The Importance Of Personal Selling In Improving The Company’s Performance23
2.7 Motivation Of Sales Persons In Consumer Goods Marketing
2.8 Evaluation Of Salesperson Performance
2.9 Company Profile

Chapter Three
3.1 Personal Selling In Product Marketing (Nigeria Perspective)

Chapter Four
4.0Summary Of Findings,
4.1 Recommendations
4.2 Conclusion
4.3 Summary Of Findings

Chapter Five
5.1 Summary Of Findings

5.2 Recommendation
5.3 Conclusion
Bibliography
Questionnaire For Customers

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