ABSTRACT
The study is to identify the effectiveness of personal selling on the Marketing of Tobacco Products in Enugu Metropolis a case study of British American Tobacco.
The main aim of this research work is to find out the problems particularly in the marketing of tobacco products using personal selling.
Hypothesis were formulated and tested in the course of the research work. Questionnaires were constructed and administered to a selected sample. The collected data were sorted analysed statistically and result interpreted.
The study revealed that personal selling create urge in the customers to purchase the tobacco from B.A.T. and benefit from services rendered.
Personal selling generally create positive effect on the product of British American Tobacco (B.A.T) by creating awareness and increasing of sales.
In addition, findings reveal that B.A.T. limited has personal selling department in their firm.
Based on the findings made, the following were recommended.
British American Tobacco Company should aim at products and service through honest personal selling otherwise, customers will not be able to make the most rational choice of a product or service from where to buy them.
The accurate assessment and properly conceived plan will be needed and much hard work as well as good judgement in determine how best to meet these needs.
A justification body with adequate capacity should be established in Nigeria and charged with enforcing a strict code, in the practice of personal selling, such body should also act of this body would be to trace out all forms of deception in personal selling.
TABLE OF CONTENTS
Abstract
CHAPTER ONE
1.0 Introduction
1.1 Background of Study
1.2 Statement of Problems
1.3 Research Objectives
1.4 Research Question
1.5 Research Hypothesis
1.6 Scope of Study
1.7 Significance of study
1.8 Limitation of study
1.9 Definition of terms
CHAPTER TWO
2.0 Literature Review
CHAPTER THREE
3.0 Research methodology
3.1 Research Design
3.2 Population of study
3.3 Sampling Design and Procedure
3.4 Data Collection Instrument
3.5 Administration of Data Collection Instrument
3.6 Methods of data analysis
CHAPTER FOUR
4.0 Data Presentation and Analysis
4.1 Data Presentation
4.2 Test of Hypothesis
CHAPTER FIVE
5.0 Summary, Conclusion and Recommendation
5.1 Summary
5.2 Conclusion
5.3 Recommendation
References
Questionnaire