Effectiveness of Personal Selling in Business to Business

Effectiveness of Personal Selling in Business to Business


Abstract

In this paper, PZ Nigeria Ltd. in Lagos and Dangote Nigeria Plc. in Ogun state are used as the units of analysis in order to examine the effect of personal selling and marketing on firm sales growth. In this study, we describe a phenomenon. A convenient sampling technique was used to select a sample size of 100 respondents, of which 98 respondents deemed it useful for this study. SPSS version 20 adapted to the data from the questionnaire An association between personal selling and organizational sales volume was established in this study. As a result of this study, it was recommended that sales representatives of an organization be well-trained on what is expected of them while on the job.

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Introduction

Customer relationship building is achieved through the use of personal selling by a company's sales force (Kotler and Armstrong, 2010). As a result of increased competition, market expansion, changes in customer tastes and technology, and an increase in the firm's customer relationships, personal selling activities have become more important. Customers and clients are informed about the benefits of the services being sold by bank representatives through personal sales.

For More Details About Effectiveness of Personal Selling in Business to Business Please Visit Our Website


Or call us +91 9481545735

Conclusion

While it is expected that a quality product will not sell itself, sales representatives and personal selling can help it sell at its highest potential. The following are some tips to help with personal selling and sales volume. In order to be effective, a company's sales representatives must be properly trained in what is expected of them in the workplace. Due to the fact that customers vary, this study could be re-validated in a different country and the research method could be changed as well. Future studies could use advanced analysis techniques such as AMOS and SmartPLS.

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