Project Materials

GENERAL

MEDIUM SCALE ENTERPRISES AND SALESMANSHIP BEHAVIOURAL CHARACTERISTICS INFLUENCE ON BUSINESS PERFORMANCE

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PROJECT INFORMATION

CHAPTER ONE

INTRODUCTION

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.

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.

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.

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?

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.

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.

SCOPE OF STUDY

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

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.

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

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