Our Archives

Call 08068929770 or 08122972656 for any enquiries.

Project Topic:

MEDIUM SCALE ENTERPRISES AND SALESMANSHIP BEHAVIOURAL CHARACTERISTICS INFLUENCE ON BUSINESS PERFORMANCE

Project Information:

 Format: MS WORD ::   Chapters: 1-5 ::   Pages: 56 ::   Attributes: Questionnaire, Data Analysis, Abstract ::   496 people found this useful

Project Body:

INTRODUCTION

  1. BACKGROUND OF STUDY

Small and Medium Scale Enterprises are sub-sectors of the industrial sector which play crucial roles in industrial development (Ahmed S. 2006). Following the adoption of Economic reform programme in Nigeria in 1981, there have been several decisions to switch from capital intensive and large scale industrial projects which was based on the philosophy of import development to Small and Medium Scale Enterprises which have better prospects for developing domestic economy, thereby generating the required goods and services that will propel the economy of Nigeria towards development. It is base on this premise that Ojo .O. (2009), argued that one of the responses to the challenges of development in developing countries particularly, in Nigeria, is the encouragement of entrepreneurial development scheme. Despite the abundant natural resources, the country still finds it very difficult to discover her developmental bearing since independence.

Today, the role of a salesperson has become even more critical (Abeysekera and Wickramasinghe, 2013); it has evolved from implementing the selling function to become a core value creator for customers and sales organisations (Zhang and Glynn, 2015). In addition, sales organisations require their salespeople to deal with increasingly complex sales situations, persuade buyers within increasingly competitive environments, build trust and achieve overall organisational sales goals (Ahearne and Rapp, 2010; Franklin and Marshall, 2018). Given the importance of salespersons’ performance, many scholars have focused on identifying a broad spectrum of components that affect salespersons’ performance (Evans et al., 2012). Despite this significant effort, these authors claim that the existing typologies are inconsistent and far from perfect. This claim provides motivation for the present study; a meta-analysis of the sales performance literature published over the last 30 years, in an effort to generate a new salespersons’ performance typology and a more complete understanding of the factors contributing to sales performance.

Small and medium scale enterprises (SMEs) are generally regarded as the engine of economic growth and equitable development in developing economies. They are labour intensive, capital saving and capable of helping create most of the one billion new jobs the world will need by the end of the century. They are also perceived as the key to Nigeria’s economic growth, poverty alleviation and employment generation. But their unimpressive performance in employment generation in recent years has generated a lot of research interests on their challenges and prospects.

 Personal selling is an aspect of salesmanship, which involves person to person interaction between a seller and the buyer to effect exchange of facts for making buying decision. The salesperson has to communicate to the buyer by persuading and creating awareness for the product to be desired. The product so advertised has all the potential to satisfy the need of the customer more than the competing brand in the market. Personal selling has the advantage of communicating personally with potential customer about the unique feature of the product which provides the customer the option to inspect the product before buying to meet his expectation for the product. It is through personal selling therefore that this products and services are communicate and sold to the customers at an agreed price and terms of sales.  . The product so advertised has all the potential to satisfy the need of the prospect more than competitive product in the market .This is because, personal selling is a face-to-face communication, which has the potential to convince the buyer and demonstrate the workability of the product in terms of its quality and features.

Personal selling enables marketers to make their presentation to fit the needs, wants, motives and behavior of individual customer. Personal selling is an effective tool used by organizations to receive the desired response from its customers and prospects. Effective personal selling includes effective communication, education of customers on product usage, problem solving stimulating and motivating and ultimately soliciting for favorable response. Most SMES must adopt personal selling as its number one promotional tool.

  1. STATEMENT OF THE PROBLEM

It is a known fact that management and operations of small businesses are confronted with some challenges and short comings which constitute the limitations hindering the growth of small business in Nigeria. Small business can be started with very small or minimal capital and without any formality. Many small and medium businesses are operated as family business and can be combined with regular employment. Some of that problem includes lack of huge capital to expand or take advantage of business opportunities when seen .This also affect the salary of the salesmen who may not be motivated to perform ultimately and effectively. Also the lack of managerial skill also affects the smooth and successful operation of small and medium businesses. Also Lack of planning skill often leads many small businesses into failure. Poor decision making and improper accounting also constitute the problem confronted by   Small businesses among other things. This combined together impedes on the performance of the salesmen which will lead to the developing of negative attitude and behaviour towards work.

  1. AIMS AND OBJECTIVES

The aim of the study is medium scale enterprises and salesmanship behavioural characteristics influence on business performance. Other specific objectives include:

1. to examine the influence of medium scale enterprises and salesmanship behavioural characteristics on business performance.

2. to identify the challenges militating against the effectiveness and positive bahaviour of salesmen in business performance.

3. to examine factors on how to improve upon on medium scale enterprises and salesmanship behavioural characteristics influence on business performance.

4. to proffer solution to the challenges militating against the effectiveness and positive bahaviour of salesmen in business performance.

  1. RESEARCH QUESTION

1. what is the influence of medium scale enterprises and salesmanship behavioural characteristics on business performance?

2. what are the challenges militating against the effectiveness and positive bahaviour of salesmen in business performance?

3. what are the factors will improve upon on medium scale enterprises and salesmanship behavioural characteristics influence on business performance?

4. what is solution to the challenges militating against the effectiveness and positive bahaviour of salesmen in business performance?

  1. STATEMENT OF RESEARCH HYPOTHESIS

1. HO: medium scale enterprises and salesmanship behavioural characteristics has no significant influence on business performance.

2. H1: medium scale enterprises and salesmanship behavioural characteristics has significant influence on business performance.

  1. SINIFICANCE OF STUDY

The study will significantly impact on the understanding of medium scale enterprises and salesmanship characteristics influence on business performance.

The business will be of help to government of the federation in understanding the great impact medium scale business has on the growth and development of the Nigerian economy.

The management of different business enterprises will have an insight on the influence of the behavioral characteristics of their salesmen on their business performance.

That study shall be used to appraise Medium scale enterprises and salesmanship behavioral characteristics influence on business performance.

Finally, the study will serve as research tool and material for further investigation and study by other researchers on this study.

  1. SCOPE OF STUDY

This study will cover the medium scale enterprises and salesmanship behavioural characteristics influence on business performance.

  1. LIMITATION OF STUDY

1. Financial constraint- Insufficient fund tends to impede the efficiency of the researcher in sourcing for the relevant materials, literature or information and in the process of data collection (internet, questionnaire and interview).

2. Time constraint- The researcher will simultaneously engage in this study with other academic work. This consequently will cut down on the time devoted for the research work.

  1. DEFINITION OF TERMS

Medium scale enterprises: Small and medium-sized enterprises or small and medium-sized businesses are businesses whose personnel numbers fall below certain limits. The abbreviation "SME" is used by international organizations such as the World Bank, the European Union, the United Nations and the World Trade Organization. 

Salesmanship: the skills and methods used in selling or promoting commercial products.

Behavioural: involving, relating to, or emphasizing behaviour.

Characteristics: a feature or quality belonging typically to a person, place, or thing and serving to identify them.

Influence: the capacity to have an effect on the character, development, or behaviour of someone or something, or the effect itself.

Business performance: Business performance management is a set of performance management and analytic processes that enables the management of an organization's performance to achieve one or more pre-selected goals

 


Get The Complete Project »

Project Department:

MORE SMES & ENTREPRENEURSHIP FREE UNDERGRADUATE PROJECT TOPICS AND RESEARCH MATERIALS

Instantly Share this Project On Social Media:

CLOSELY RELATED SMES & ENTREPRENEURSHIP FREE UNDERGRADUATE PROJECT TOPICS AND RESEARCH MATERIALS

A CRITICAL ANALYSIS OF THE ROLE OF BANK OF INDUSTRY TOWARDS THE DEVELOPMENT OF SMALL AND MEDIUM SCALE ENTERPRISES IN NIGERIA

 Format: MS WORD ::   Chapters: 1-5 ::   Pages: 65 ::   Attributes: Questionnaire, Data Analysis, Abstract  ::   2939 engagements

CHAPTER ONE INTRODUCTION 1.1. BACKGROUND OF THE STUDY The study of the role of government agencies towards the development of small scale enterprises is quite interesting. These enterprise have a...Continue reading »

AN APPRAISAL OF MATERIAL MANAGEMENT CONCEPT AS A STRATEGY FOR ACHIEVING HIGHER PRODUCTIVITY IN NIGERIAN BOTTLING COMPANY

 Format: MS WORD ::   Chapters: 1-5 ::   Pages: 63 ::   Attributes: Questionnaire, Data Analysis,Abstract  ::   8068 engagements

CHAPTER ONE INTRODUCTION 1.1 Background of the Study The Need for Appraisal of Material Management Concepts as a strategy for achieving higher productivity and to make up with the growing complexi...Continue reading »

AN ANALYSIS OF THE IMPACT OF NAPEP ON ENTREPRENEURSHIP DEVELOPMENT IN NIGERIA (A CASE STUDY OF ABIA STATE)

 Format: MS WORD ::   Chapters: 1-5 ::   Pages: 82 ::   Attributes: Questionnaire, Data Analysis,Abstract  ::   3310 engagements

CHAPTER ONE INTRODUCTION 1.1. Background of the Study Poverty and unemployment represent the biggest challenges to government in Nigeria. Unemployment rate continue to rise alarmingly, poverty has...Continue reading »

AN ANALYTICAL STUDY OF CREDIT FACILITIES TO SMALL SCALE FARMERS IN NIGERIA (A STUDY OF SMALL-SCALE FARMERS IN OHAOFIA LOCAL GOVERNMENT AREA OF ABIA STATE)

 Format: MS WORD ::   Chapters: 1-5 ::   Pages: 84 ::   Attributes: Questionnaire, Data Analysis,Abstract  ::   2514 engagements

CHAPTER ONE INTRODUCTION 1.1. BACKGROUND OF THE STUDY Agriculture according to Longman Dictionary of Contemporary English (New Edition) is the science or practice of farming. Agriculture has a ke...Continue reading »

EFFECT OF CAPITAL ALLOWANCES ON THE PERFORMANCE OF SMALL AND MEDIUM SCALE ENTERPRISES (A CASE STUDY OF SELECTED CONSTRUCTION COMPANIES IN NIGERIA)

 Format: MS WORD ::   Chapters: 1-5 ::   Pages: N/A ::   Attributes: Questionnaire, Data Analysis,Abstract  ::   4748 engagements

CHAPTER ONE INTRODUCTION 1.1 BACKGROUND OF THE STUDY Historically, Nigeria’s experience of taxation predates the colonial period. The Hausas of Northern Nigeria were paying taxes, though in...Continue reading »

EFFECTS OF MULTIPLE TAXATIONS ON BUSINESS SURVIVAL IN NIGERIA

 Format: MS WORD ::   Chapters: 1-5 ::   Pages: 59 ::   Attributes: Questionnaire, Data Analysis,Abstract  ::   4769 engagements

CHAPTER TWO 2.1. REVIEW OF RELATED LITERATURE Taxation is one of the major fiscal policies the government of any nation such as Nigeria can use to achieve economic stability and in the financing of ...Continue reading »

What are you looking for today?

TESTIMONIALS:

  • 1. Mohammed A.B from Veterinary Laboratory, Zanzibar ,Tanzania said "You are doing good job to assists in research. God bless you.".
    Rating: Very Good
  • 2. Grace Madu from IMT enugu said "Thank you so much; i will tell my friends about you guys!!! Please give them a good job just like mine!!! God bless you!!!".
    Rating: Excellent
  • 3. Favour Adeoti from Unimaid said "For the good deeds and help to students like me, may God almighty continue to bless u and empower you to do more. Thank u very much...".
    Rating: Excellent
  • 4. Saddiq Abubakar Shuaibu from ESAE BENIN UNIVERSITY said "I check your site because I want you to help do this project thank you".
    Rating: Excellent
  • 5. Temitope Olumide from UAM makurdi said "I can not believe i could trust online platforms but you prove to me that there are still some good people out there. Thank you Mr Donald".
    Rating: Excellent
  • 6. Topeola Atinuke from the bells said "hmmmm, not sure yet about all dis comment still working on dem yet....tank u".
    Rating: Average

Paper Information

Format:ms word
Chapter:1-5
Pages:56
Attribute:Questionnaire, Data Analysis, Abstract
Price:₦3,000
Get The Complete Project »

Best Selling Projects

Our Archives