THE SELLING PROCESS AND MARKET SHARE OF MASS PRODUCTS (A STUDY OF FAN MILK PLC OWERRI OPERATION)
Abstract
ABSTRACT
The study examined the effect of selling process on market share of mass products with particular reference to drinkable products (Ice cream). The haunch that necessitated this study was the fact that most of the firms that produce drinkable ice cream products neglected the importance of Salesmanship in boosting their sales margin, The objectives of this study were to determine the effect of prospecting by salesmen on the marketing of the firm’s product; to ascertain how follow-up services by salesmen affected the marketing of the firm’s product. Also to examine how presentation methods of the salesmen affected the marketing of the firm’s products. The researcher used the descriptive survey research design. The population of the study was drawn from the sales force in the marketing department of the company totaling 62. Three hypotheses were tested using chi-square. The findings of the study showed a significant positive relationship between personal selling and market share of the firm.
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