MEDIUM SCALE ENTERPRISES AND SALESMANSHIP BEHAVIORAL CHARACTERISTICS INFLUENCE ON BUSINESS PERFORMANCE
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MEDIUM SCALE
ENTERPRISES AND SALESMANSHIP BEHAVIORAL CHARACTERISTICS INFLUENCE ON BUSINESS
PERFORMANCE
CHAPTER ONE
1 Background To The Study
Small scale
businesses are those businesses which are independently owned and operated
requiring limited capital with few employee and non-sophisticated technology
and which is not dominant in its field of operation. Small businesses are small
in operations. Types of small business include those engaged in trade and
commercial activities, services, and small scale manufacturing .Examples include service or retail operations such as
delicatessens, hairdressers or convenience stores, small grocery stores,
bakeries tradespeople (e.g., carpenters, electricians), very small-scale
manufacturing, and Internet-related businesses. Small business can be started
with very minimal capital and without
any formality .many small business are operated as family business and can be
combined with regular employment. Personal selling is an aspect of
salesmanship, which involves person to person interaction between a seller and
the buyer to effect exchange of facts for making buying decision.. The
salesperson has to communicate to the buyer by persuading and creating
awareness for the product to be desired. The product so advertised has all the
potential to satisfy the need of the customer
more than the competing brand in
the market . personal selling has the advantage
of communicating personally with potential customer about the unique feature of
the product which provide the customer the option to to inspect the product
before buying to meet his expectation for the product..It is through personal selling therefore that this products
and services are communicate and sold to the customers at an agreed price and
terms of sales. . The product so
advertised has all the potential to satisfy the need of the prospect more than
competitive product in the market .This is because, personal selling is a
face-to-face communication, which has the potential to convince the buyer and
demonstrate the workability of the product in terms of its quality and
features..
Personal
selling enables marketers to make their presentation to fit the needs, wants,
motives and behavior of individual customer. Personal selling is an effective
tool used by organizations to receive the desired response from its customers
and prospects. Effective personal selling includes effective communication,
education of customers on product usage, problem solving stimulating and
motivating and ultimately soliciting for favorable response. Most SMES must
adopt personal selling as its number one promotional tool.
due to its traditional nature and cost
effectiveness. Personal selling convinces the potential customer of the unique
features of the product which differentiate it from competing brands in the
market with the aim of creating customer purchase for the product. It involves
a person to person interaction in the process communicating the unique features
of the product or service. Håkan
Håkansson & IMP Group. (1982).The research therefore seeks to investigate
Medium scale enterprises and salesmanship behavioral characteristics influence
on business performance.
1.2
Statement of the Problem
The
management and operations of small business is confronted with some challenges
which constitute the limitations hindering the growth of small business in
Nigeria. Small business can be started with very minimal capital and without
any formality .many small business are operated as family business and can be
combined with regular employment. Some of that problem includes lack of huge
capital to expand or take advantage of business opportunities .This also affect
the salary of the salemen who may not be motivated to perform ultimately. Also
the lack of managerial skill also affects the smooth and successful operation
of small businesses. Lack of planning skill often leads many small businesses
into failure. Poor decision making and improper accounting also constitute the
problem confronted by Small businesses
among other things. This combined together impedes on the performance of the
salemen.The problem confronting the research is to determine. Medium scale
enterprises and salesmanship behavioral characteristics influence on business
performance.
1.3
Objectives of the Study
Medium scale
enterprises and salesmanship behavioral characteristics influence on business
performance.
1.4 Research
Questions
What is SMES
and Salesmanship?
What is the
effect of salesmanship behavioral characteristic on SMES business performance?
1.5
Significance of the Study
That study
shall be used to appraise Medium scale enterprises and salesmanship behavioral
characteristics influence on business performance.
1.6 Research
Hypothesis
Ho Salesmanship behavioral characteristics
influence on SMES business performance.is low
Hi Salesmanship behavioral characteristics
influence on SMES business performance.is high
1.7 Scope of
the Study
The study
focuses on the Salesmanship behavioral characteristics influence on SMES
business performance.is low
1.8
Limitations of the Study
Constraint
faced in the research include logistics and geographical factor
1.9
Definition of Terms
Marketing is
defined the process of facilitating exchanges through products and services. It
involves carrying out plans and implementing them from product conception to ultimate sale of the product
or service.
SALESMANSHIP
DEFINED
Personal
selling is an aspect of salesmanship, which utilizes a direct face to face
interaction between a seller and the buyer to effect exchange of facts for
making buying decision.. The salesperson has to communicate to the buyer by
persuading and creating awareness for the product to be desired. The product so
advertised has all the potential to satisfy the need of the prospect more than
competitive product in the market .This is because, personal selling present a strong face-to-face communication, which has the
potential to convince the buyer and demonstrate the workability of the product
in terms of its quality and features..
SME DEFINED
Small scale
businesses are those businesses which are independently owned and operated
requiring limited capital with few employee and non-sophisticated technology
and which is not dominant in its field of operation.
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