This study is a research into an Appraisal of Sales and Distribution management in act on PLC the Eastern regional headquarters which based in Enugu was used as a limit it is encouraged by the desire to explicating understand the sales and distribution management in ELF Oil they sought to find out whether the sales and distribution systems are effective and efficiency.  In attempting to suggest possible solutions to the problem.  The survey method (using questionnaire approach) serves as a means of generating primary data to compliment the secondary materials available through review of related literature.  The Z test method I used in testing the hypothesis.

The study found out from it tests of hypothesis that the inefficiency in the distribution system has an effect on the sales level.  The study recommends that there should be a total restructure of the organization structure increase in the distributions outlets etc.  

The researcher also found from the population of study that the location of EIF Oil PLC is in Enugu Metropolis and through the sample size and pilot survey the researcher also finds in the dealers of EIF Oil PLC with the top men’s formular.

Through the analysis of questionnaire for collection of data it was learnt that from the network sales assistant that the company as at 1994 retrenched most of the casual at a time and recruited worker with minimum qualification.

Finally the company should increase their personal motivation drive to spur workers to greater heights, which will in turn be beneficial to the company.

 

TITLE PAGE

APPROVAL PAGE

DEDICATION

ACKNOWLEDGEMENT

ABSTRACT

TABLE OF CONTENTS

CHAPTER ONE: 

INTRODUCTION

BACKGROUND OF THE STUDY

STATEMENT OF THE PROBLEM

OBJECTIVE OF THE STUDY

HYPOTHESIS

SIGNIFICANCE OF THE STUDY

SCOPE/LIMITATIONS OF THE STUDY

DEFINITIONS OF TERMS

CHAPTER TWO

REVIEW OF RELATED LITERATURE

REVIEW OF DIRECTLY RELATED LITERATURE

REVIEW OF INDIRECTLY RELATED LITERATURE21

MARKETING

MANAGEMENT

SALES MANAGEMENT

CHAPTER THREE

RESEARCH METHODOLOGY

CHAPTER FOUR

PRESENTATION, ANALYSIS AND INTERPRETATION OF DATA

QUESTIONNAIRE ADMINISTRATION

CHAPTER FIVE

SUMMARY OF FINDINGS

RECOMMENDATIONS

CONCLUSIONS

BIBLIOGRAPHY

APPENDIX  I

APPENDIX II