ABSTRACT

The project aim at knowing personal selling as a promotional tools in marketing of industrial goods, which provide for detail information about all activities that is going in industrial goods/ products, and also touch the parts of promotional activities like sales promotion, public relation, advertising and publicity which is useful to solve marketing problems. This project explains all process involve in oil companies in order to make successful selling activities. However, it also highlight the historical background of the  case study which is” NIGERIA NATIONAL PETROLEUM CORPORATION (NNPC)”that will enable the researcher to know much on how personal selling serves as best promotional tool in marketing of INDUSTRIAL GOODS to achieve their objectives, various research information by the researcher that tries to described special features of the study which serve to be realized while working to provide a complete knowledge of the topic.

TABLE OF CONTENT

Title Page i

Certification ii

Dedication iii

Acknowledgement iv

Abstract vi

Table of contents vii

CHAPTER ONE

1.0 Background of the study 1

1.1 Introduction 1

1.2 Statement of problems of study 4

1.3 Aims and objective of study 5

1.4 Significance of the study 6

1.5 Scope of the study 6

1.6 Limitation and constraints of the study 7

CHAPTER TWO

2.0 Marketing definition and Explanation 11

2.1 Definition of Industrial Marketing 11

2.11. Industrial marketing 14

2.1.2 Nature and Scope of Industrial marketing 15

2.1.3    Distinction between Industrial and Consumer Goods 16

2.2 Importance of Personal selling to industrial marketing 18

2.3 Classification of Industrial products 20

CHAPTER THREE

3.0 Research methodology 24

3.1 Population of the study 24

3.2 Sampling and sample size 24

3.3 Research design 27

3.4 Source of data collection 28

3.5 Data collection method 29

3.6 Data presentation and analysis techniques 30

CHAPTER FOUR

4.0 Data presentation and analysis 36

4.1 Brief history of case study 36

4.2 Presentation and analysis of data 42

4.3 Hypothesis testing 56

4.4 Discussion of findings 58

CHAPTER FIVE

5.0 Summary, conclusion and recommendation 63

5.1 Summary conclusion 63

5.2 Recommendation 64

5.3 References 65

References 67