ABSTRACT

The project aim at knowing personal selling as a promotional tools in the 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