The Effect of Personal Selling in Marketing of It Product in Nigeria Using Vangage Ltd as a Case Study

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THE EFFECTIVENESS OF PERSONAL SELLING IN THE MARKETING OF INFORMATION TECHNOLOGY PRODUCT IN NIGERIA

(A CASE STUDY OF VANGAGE LTD)

APPROVAL PAGE

This

DEDICATION

This work is dedicated to my parents for all their love and support.

ACKNOWLEDGEMENT

I like to acknowledge my supervisor Mr Udo former HOD of the department of Marketing Rivers State Poly technique Bori, for taking the pains to guide me in this research work despite his busy schedule.

I also appreciate my coordinator Mr Grend who insisted that I take my study seriously and took the necessary disciplinary step to ensure I was constantly present for lectures. And also all the lecturers who taught me during my 2years of study in the Institution, among them are Mr. Piabari, Mr. Osaro, Mrs. Akekwe, Mrs Gladson, Mr chuks among others

Also the Management and staff of Vangage ltd for allowing their company to be used as a case study as well as providing the necessary support and encouragement.

Also Moses Adi (MD) threatmil security ltd and Obumneme engineer, eleme petrochemical Port Harcourt for their insight on the research improvement.

I like to appreciate my family and all those who contributed in no small measure to assist me carry out this research work and finally God almighty for making my dreams come true.

TABLE OF CONTENTS

Title page i
Approval pageii
Dedication iii
Acknowledgementiv
Table of contentsv
Abstractvi

CHAPTER ONE

1. Introduction
1.1Background of the study
2. Statement of the problem
3. Objective of the study
4. The research hypothesis
5. Significance of the study
6. Scope of the study
7. Definition of the terms

CHAPTER TWO

2.0 Review of Related literature
2.1 Overview of marketing
2. Personal selling
3. Information technology
4. Concept of information technology
5. Personal selling process
6. Importance of personal selling
7. Characteristics of professional information technology sales person 8. Personal selling objective
9. Selection and training of salesman
10. Salesman compensation
11. Evaluation of salesman
12. Problems of personal selling

CHAPTER THREE

3. Research methodology
3.1Sources of data
2. Population of the study
3. Sample size determination
4. Research instrument used
5. Questionnaire allocation and administration
6. Validation of research instruments
7. Method of data analysis
8. Limitation of the study

CHAPTER FOUR

4.0 Presentation and analysis of data
4.1 Introduction
2. Data presentation analysis and
4.3 Test of hypotheses

CHAPTER FIVE

5.0 Discussion of findings
5.1 Introduction
2. Findings
3. Conclusion of findings

CHAPTER SIX
6.0 Summary, Conclusion and recommendations
1. Summary
2. Conclusion
3. Recommendations

Bibliography
Appendix

ABSTRACT
This research work was designed to apprise “The Effectiveness of Personal Selling in the Marketing of Information Technology Products in Nigeria. The key objectives were: To find out if personal selling activities of Vangage ltd creates customer awareness of their product among other. Based on the objectives, extensive literature review on test books, journals, newspapers etc was carried out. Questionnaires were prepared and administered to a population comprising customers, Channel Partners as well as relevant staff. Topman formular was used to determine the sample size of Channel Partners and customers. Chi-square was used to test the hypotheses. The Set objective of the study was met and the hypothesis proved. Thus personal selling...
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