IMPACT OF SALES PERSONS ON THE COPORATE GROWTH POTENTIALS OF A COMPANY (A CASE STUDY OF SEVEN-UP BOTTLING COMPANY PLC, ENUGU)

ABSTRACT 

Prior to our contemporary time, the  bottling  industry will dominated  by the products of Nigerian Bottling Company Plc.  Recently,  7-up bottling company Plc reemerged in the scene to compete with the Nigerian bottling company Plc, both also struggle with  other   manufacturers of mineral soft  drinks.  The scene was  complicated  further  by   poor  economic situation in the country.Therefore, innovation, dynamism and efficiency vis-à-vis  marketing are necessarily required as a means of not just surviving but also ensuring  profitability and co-operate growth.  The implementation of marketing strategies as well as successful co-operate performance of the sales force.As a result this work  sought to determine the implication of the  effective performance of salespersons as  an  indicator of corporate growth potentials  (a case study of 7 –up bottling company  Plc) used questionnaire, design and tests of hypothesis.  The hypothesis was tested  based on the data  collected and analyzed and the following findings  were accepted.The consumption pattern  of 7-up drinks  customers is dependent on the company sales  persons performance.The  returns generated by 7-up bottling company is directly proportionate to the effectiveness of the salespersons.Consumers have favourable attitude  toward  7 –up soft drinks. Furthermore, conclusions and recommendations were made, the  conclusions are: -An  average salesperson  of 7-up  bottling company is professionally   unskilled. 
-There is  a direct relationship between a company’s  growth sales potentials and profitability with  sales force performance.
-The 7-up salespersons do not  effective and intensively distribute their products.  -Consumers  have favourable attitude towards 7-up  drinks  -The company should strive to  increases it’s market share.  -There is  a need to give proper training  and orientation to the salespersons.  -7-up bottling company should  enhance it’s distribution network.  -It is hoped that  if these recommendations are applied  by the 7-up  bottling company, the effectiveness of it’s salespersons will be enhanced. 






TABLE OF CONTENTS  TITLE PAGE II APPROVAL PAGE III DEDICATION IV ACKNOWLEDGEMENTV ABSTRACT VIII TABLE OF CONTENT XI
CHAPTER ONE BACKGROUND TO THE  STUDY 1 OVERVIEW OF THE COMPANY 9 OBJECTIVE OF THE STUDY 11 SIGNIFICANCE OF THE STUDY12 LIMITATION OF THE STUDY 14 HYPOTHESIS FORMULATION14 SCOPE OF THE STUDY15 DEFINITION OF TERMS 15 CHAPTER TWO  LITERATURE REVIEW  17 CHAPTER THREE35 RESEARCH METHODOLOGY 35 DESIGN OF THE STUDY 35 POPULATION  OF THE STUDY 35 SAMPLE SIZE 36 SAMPLING TECHNIQUES 38 METHOD OF DATA COLLECTION 38 QUESTIONNAIRE DESIGN 38 TREATMENT OF DATA 40
CHAPTER FOUR  ANALYSIS AND INTERPRETATION FO  DATA42 ANALYSIS OF DATA FROM THE MANAGEMENT STAFFS 42 ANALYSIS OF  RESPONSES FROM CONSUMERS 50 TEST OF HYPOTHESIS 60 HYPOTHESIS 161 HYPOTHESIS 263 HYPOTHESIS 365
CHAPTER  FIVE  SUMMARY OF  FINDINGS. CONCLUSIONS AND RECOMMENDATIONS 69 CONCLUSION 70 RECOMMENDATION 71
BIBLIOGRAPHY 73 APPENDIX76 QUESTIONNAIRES 78