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The Impact of Sales Promotion On Organziational Performance80e7b75c 2681 477f 91a0 633304a01b73
The Impact of Sales Promotion On Organziational Performance80e7b75c 2681 477f 91a0 633304a01b73
BY
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NOVEMBER, ---------
2
APPROVAL PAGE
……………………………
………………….
Mr. ------------ Date
Project Supervisor
……………………………
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Mr. ---------------- Date
Head of Department
……………………………
………………….
External Examiner Date
3
DEDICATION
ACKNOWLEDGEMENT
Heaven and earth, the beginning and the end, for seeing
parents Mr. & Mrs. --------, for their love and support they
their love and kindness which hey gave me, I pray that
friends who has being their for me, I pray that God with
ABSTRACT
company (NBC plc, coca cola Onitsha plant. revealed that the
organizational activities.
TABLE OF CONTENTS
Title page i
Approval page ii
Dedication iii
Acknowledgement iv
Abstract v
Table of contents vi
2.1 Introduction 20
References 49
3.1 Introduction 50
INTERPRETATION OF DATA
4.1 Introduction 59
5.3 Conclusion 86
5.5 Recommendation 89
Bibliography 92
Questionnaires 94-102
9
any number of tactical errors can be made and yet the enterprise
aspiration. In the same vein for any business to survive under the
regular basis.
supplier and the brand in several ways. Not only does sales
but it also build the goodwill of dealers and distributors who enjoys
the world its best known task was developed under modest
drink.
12
get it.
The idea of Dr. Perberton was by means of a free ticket “go for
slogan.
activities includes:
Mega million
Onitsha like her parent plant has also embarked on series of sales
win gift. There was also trade promotion in which dealers where
cases of coca-cola.
14
consolation prize such as free drink, T-shirt, cap, were also given
2002 and it was tied in to the 2002 FITA world cup tournament in
of NBC Plc. It took place in 2003 for just three months and it was
1972 with its shares coasted on the Nigeria stock exchange NBC
current flavours, sprite, Eva bottle water, five alive juice, and
16
“Mixers” were previously bottled under the krest brand but NBC re-
distribution outlet. For instance, the onitsha plant is one its plails
supplies four (4) major depots located in Nnewi, Oba, Agbor and
staff strength ranges between four hundred and fifty staffers. The
success of the plant since its fourteen years of operation has put
colossal loss of profit. Thus the success of any beverage firm that
problems.
organization?
organization performance
motivation
of distribution channel?
advantage of?
product?
19
market share.
supports and motivate the sales force of NBC Plc and the
pursuit.
The research question for this study will cover the following:
share?
soft drinks?
21
iv. Does sales promotion help to level sales peak and valley
drink market?
drink industry.
distributions) were illiterate. Some of them could not even fill the
prompt response.
generalization could be made and create the need for further study
that will take care of adequate sample size. Again, the research is
25
monitor the sales force and make contacts for more sales.
question.
an identified sponsor.
26
guest.
retailers.
time.
2.1 INTRODUCTION
medium”.
etc.
in the economy.
only thing that appears they can rely on the sales promotion which
proper, one has to be selective and thereby put its strength to work
buy.
INTERNAL FACTORS
tools
35
sales response.
EXTERNAL FACTORS
Sales promotion is being classified into three (3) types that aimed
at.
warranties.
the person collecting the premium pay a small normal sum of it).
items of external low cost such as small plastic, toys given away
some house hold durable and even whole set of pots and pans
PATRONAGE REWARDS
These are cash or other awards for the regular use of a certain
flyer plans”. Awarding points for miles traveled that can be turned
CONTEST/SWEEPSTAKE/GAMES
effort.
CONTEST
SWEEPSTAKES
GAME
missing letters. Every time the buy what may or may not help them
win a prize.
2. TRADE PROMOTION
items or the company’s whole line offering. It uses tools such as,
DISCOUNT
time. It is also called a price off, off involve or off list. The offer
ALLOWANCES
displaying product.
push money cash or gift to dealers or their sales force to push the
stamps Catalogues
production levels
In doing this, one tries to match the sales promotion exercise and
C. SIZE OF INCENTIVES
E. DURATION/TIMING OF PROMOTION
period is too short or too long, it will affect much involvement from
the public. Its strategies may the competitors. Thus, the brand
precisely, the goal which the firm wants the promotional effort to
accomplish.
promotional effort must not out cost the benefit inherent in the
promotion exercise.
EFFECTIVENESS
promotion.
sales, profit and losses prior to, during and after the sales
promotion activities.
which include.
i. Sales performance
promotion
external)
1. SALES PERFORMANCE
This is the sales position of the product being promoted after the
of attitude test.
Intellectual ability
sales performance.
Selection policies
Supervisory policies
52
for achievement.
3. HUMAN RESOURCES
development.
of sales promotion.
54
on organizational effectiveness.
operation of an organization.
6. PERFORAMNCE ANALYSIS
figure out the pulse of marketing activities and also to show the
REFERENCES
3.1 INTRODUCTION
highlights the business carried out in the field and the various
In order to make the finding for this study explicit, the survey
1. FEGEE
2. ODAKPU
3. OCHAWJA
4. WOLIWO
5. HOLISING
which is made up of the entire work force of 450 (four hundred and
but for the purpose of this study the population of the distributors
NBC onitsha.
The consumers
The dealer/distributors
toe ach district. In the same vein, a total 20 was selected randomly
that was sampled. To obtain or determine the sample size for the
S2
n= 2 + S 2
Z2 N
Where
level
(14.5)2
n = (52 ) + (14.5)2
(1.96)2 450
210 . 25
n= 25 + 210.25
3.84400
210 . 25
n = 6.51 + 0.47
210. 25
n= 6.98
n= 30.12
instituted.
this study. This source of data formed the bedrock on which the
follows
Response Table
Consumers 100 90 65
Distributors 20 20 14
NBC staff 30 30 21
total questionnaires
500 = 93%
INTERPRETATION OF DATA
4.1 INTRODUCTION
One hundred and fifty (150) questionnaire were altogether set out
No of No returned No of usage
questionnaire
administered
Consumer 100 90 90
Distributors 20 20 20
NBC staff 30 30 30
questionnaires.
MANAGEMENT OF NBC
promotion.
69
Table 4.1
Yes 26 87
No 4 13
Total 30 100
INTERPRETATION
company could make good sales and increase profit even without
Table 4.2
Yes 23 77
No 7 23
Total 30 100
INTREPRETATION
The evidence from the above table shows that many of the
share
Table 4.3
INTERPRETATION
71
Table 4.4
No 1 3
Total 30 100
INTERPRETATION
QM6: Which of these sales promotion tools sales force prefer most?
Free gift 16 53
Coupon 4 13
Discount 3 10
Contest/game 7 24
Total 30 100
INTERPRETATION
The illustration of the table shows that high number of the sales
force about 53% preferred free gift while 47% of the remaining
Table 4.6
INTERPRETATION
73
Table 4.7
No 0 0
Total 30 100
INTERPRETATION
This table revealed that all the respondent strongly believed that
promotion programme
74
Table 4.8
No 0 0
Total 30 100
INTERPRETATION
Table 4.9
INTERPRETATION
75
Table 4.10
No 17 85
Total 20 100
INTERPRETATION
The table shows that majority (about 85%) did not believe that
Table 4.11
No 2 10
Total 20 100
INTERPRETATION
stock turnover?
77
Table 4.12
No 0 0
Total 20 100
INTERPRETATION
Empirically, the table shows that all respondents believed that the
frequency with which they turned their stock over was higher
during sales promotion. Thus, the result shows that more minerals
Table 4.13
No 4 20
Total 20 100
INTERPRETATION
78
uncommon.
Table 4.14
No 0 0
Total 20 100
INTERPRETATION
outlet.
79
Table 4.15
No 1 5
Total 20 100
INTERPRETATION
From the table, all but one respondents agreed that the demand
for soft drinks was at the peak at the distributors store during sales
Table 4.16
No 6 30
Total 20 100
INTERPRETATION
This table shows that 70% of the respondent believed that sales
Table 4.17
INTERPRETATION
This analysis from the able made it known that all the respondents
were of the opinion that sales promotion will attract new customer
to their outlets.
sales promotion
Table 4.18
No 4 20
Total 20 100
INTERPRETATION
CONSUMER
Table 4.19
No 14 16
Total 30 100
INTERPRETATION
The above table shows that 84% of the total respondent does not
take soft drink. This implies that majority of consumers takes soft
drink.
Table 4.20
Fanta 20 22
Sprite 8 10
Krest/other 13 14
Total 90 100
INTERPRETATION
This table shows that majority of the respondent have their brand
loyalty for coca-cola. A few of them could go for fanta while other
Table 4.21
No 33 37
Total 90 100
INTERPRETATION
believed in the reality of sales promotion while about 37% did not.
Table 4.22
No 61 68
Total 90 100
INTERPRETATION
85
The table pointed out that majority of the respondent have not
respondent have not won any gift. We can now infer that despite
the noise being made about sales promotion people do not still
believe them. This might stem from the fact that the distribution of
Table 4.23
No 31 34
Total 90 100
INTERPRETATION
Here many people agreed that though the buy soft drink with sales
promotion. About 34% also responded that they buy without sales
Table 2.24
No 33 27
Total 90 100
INTERPRETATION
We can deduce from here that the quest to win gift accelerates the
Table 4.25
No 33 37
Total 90 100
INTERPRETATION
most?
Table 4.26
Contest/game 28 31
Total 90 100
88
INTERPRETATION
Table 4.27
No 22 24
Total 90 100
INTERPRETATION
sales promotion
Table 4.28
No 24 27
Total 90 100
INTERPRETATION
The result from table shows that 73% of the respondents agreed
that there was high commitment on the of the sales force towards
sales promotion.
90
organization?
organizational performance
products
determinants.
and the consumers all within the onitsha south local government
of NBC plc.
which was recorded before the sales promotion (see table 4.2).
Thus the research showed that there was more cash flow
(See table 4.19) likewise sales force and consumer prefer free
The research shows the study revealed that they visited the
promptly).
industry.
5.3 CONCLUSION
“40s’. Among the element of promotion of NBC plc. And the soft
regards sales promotion. It is also the view of the research that the
i. Sales analysis
5.5 RECOMMENDATION
efforts, it is quite imperative for NBC and the soft drinks industry to
the opinion of the research that firms within the soft drinks industry
and threat which may shape their sales promotion activities. This
INTERNAL CONSIDERATION
that consumer want value incentive and non just more gift.
such exercise.
EXTERNAL CONSIDERATION
promotion policies.
is embarked on.
100
BIBLIOGRAPHY
JOURNALS
Yours faithfully
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103
1. Name…………………………………………………………………….
2. Sex………………………………………………………………………
3. Position held……………………………………………………..…….
SECTION B
Yes b. No
Yes b. No
shares? a. Yes b. No
a. Yes b. No
104
Yes b. No
programme? a. Yes b. No
10. Do you believe that sales promotion help to generate more cash
QUESTIONNAIRE/LETTER TO DISTRIBUTORS/DEALERS
Yours faithfully
SECTION A
1. Business name
2. Business address
SECTION B
1. How many creates of minerals (NBC products) do you sell per day?
a. Yes b. No
a. Yes b. No
a. Yes b. No
107
a. Yes b. No
a. Yes b. No
promotion? a. Yes b. No
a. Yes b. No
11. Do sales personnel visit you more during the period of sales
promotion? a. Yes b. No
108
QUESTIONNAIRE/LETTER TO CONSUMER
Yours faithfully
1. Name………………………………………………………………………
2. Occupation………………………………………………………………..
3. Sex………………….…………………………………………………….
4. Marital status…………………………….……………………………….
5. Age………………………………………………………………………..
SECTION B
a. Yes b. No
a. Yes b. No
a. Yes b. No
110
a. Yes b. No
a. Yes b. No
a. Yes b. No
a. Yes b. No
11. Are you likely to reduce your pattern of consumption after sales
promotion? a. Yes b. No
frequently? a. Yes b. No