Oct-1999 MANAGEMENT OF SALES FORCE IN OIL INDUSTRY A CASE STUDY OF ELF OIL NIGERIA LTD OLADUNJOYE, FEMI
ABSTRACT
This project titled the management of sales forces in oil industry. A case study of Elf oil Nigeria Ltd., attempts to examine the role of the sales force and the important of the sales person in marketing. The role of the sales person in marketing oriented sector of the oil industry, with particular focus on Elf oil Nigeria Ltd. The study attempts to look at the sales force management in areas of selection, training and motivation of sales force. The role of salesman is very important in marketing practice. Production will not be in existence unless it is believed that the products to be produced can be sold at a profit. The researcher conducted two types of interview to be able to find out how well the sales force in Elf oil is managed. Questionnaires and oral interview were conducted. The major findings from the two types of interview revealed that elf oil has a well experienced and organised sales force. The company also has a well established training centre elf Academy for the sales force. Inspite of the training school, the company still has provision for external training programmes. The researcher revealed that despite the well organised sales force, they are comparatively better motivated amongst competing oil companies. The research also looked at the quality of sales assistance and services rendered in retail outlets in the oil marketing industry. It also revealed that elf oil has high quality staff and services compared to other competitors. In order for elf oil to maintain its high standard the study recommend that the sales force should never relent in sales efforts, and should strive for, still higher performance while management should look for areas of improvement to further motivate the sale steam.
TABLE OF CONTENT
Title page- – – – – – – – – i
Approval page – – – – – – – -ii
Dedication – – – – – – – – -iii
Acknowledgement – – – – – – – -iv
Abstract – – – – – – – – – -v
Table of content – – – – – – – -vi
CHAPTER ONE
INTRODUCTION – – – – – – – -1
1.0 Background of the study – – – – -1
1.1 Statement of the problem – – – – -5
1.2 Purpose of the study – – – – – -6
1.3 Significance of the study – – – – -8
1.4 Research questions – – – – – -9
1.5 Scope of the study – – – – – – -10
CHAPTER TWO
LITERATURE REVIEW – – – – – – -11
CHAPTER THREE
Research methodology – – – – – – -39
Design of study – – – – – – – -40
CHAPTER FOUR
Presentation, analysis and interpretation of data – -48
CHAPTER FIVE
Summary of findings – – – – – – -60
Conclusion – – – – – – – – -61
Recommendations – – – – – – – -62
Suggestions for further research – – – – -64
References – – – – – – – – -65
Appendix I – – – – — – – – -68
Questionnaire. – – – – – – – -69
Oct-1999 MANAGEMENT OF SALES FORCE IN OIL INDUSTRY A CASE STUDY OF ELF OIL NIGERIA LTD OLADUNJOYE, FEMI
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