ABSRACT

Personnel selling is face contact with the potential customer.  Personnel selling is moving from the place of production to the place of distribution to shown or demonstrate the production or cajowque of the product to the potential or existing customers.  Other strategies of personnel selling will be pin pointed in the project. 

TABLE OF CONTENTS

Title Pages i

Certification ii

Dedicationiii

Acknowledgmentiv

Abstractvi

Table of Contentvii

CHAPTER ONE

BACKGROUND OF THE STUDY

1.1 Introduction1

1.2Statement of Research Problem3

1.3Aim and Objective of Study5

1.4 Significance of the Study6

1.5 Scope of the Study7

1.6 Limitations of the Study9

CHAPTER TWO

LITERATURE REVIEW

2.1Nature and Importance of Personal Selling11

2.2Personnel Selling and Marketing17

2.3Marketing of Petroleum Product28

2.4Personal Selling and Petroleum Product24

2.5Management of the Sales Force36

2.6Evaluation of Salesman’s performance47

2.7The Effectiveness of Personal Selling in marketing of Petroleum Product in Nigeria55

2.8Formulation of Hypothesis57

CHAPTER THREE

RESEARCH METHODOLOGY

3.1 Data Source58

3.2Research Population and Sample Population 59

3.3Research Design63

3.4Data Collection Instruments66

3.5Method of Data Presentation and

Administration66

CHAPTER FOUR

DATA PRESENTATION AND ANALYSIS

4.0Brief History of Total Nigeria Plc69

4.1The Management of Total Nigeria Plc at the Branch Level74

4.3Presentation of Data76

4.4Analysis of Data 77

4.5Test of Hypothesis 87

4.6Result of Findings

CHAPTER FIVE

SUMMARY, CONCLUSION AND RECOMMENDATIONS

5.1 Summary 98

5.2Conclusion101

5.3Recommendations103

REFERENCES106

QUESTIONNAIRE107