MANAGEMENT OF SALES FORCE IN OIL INDUSTRY A CASE STUDY OF ELF OIL NIGERIA LTD
MANAGEMENT OF SALES FORCE IN OIL INDUSTRY A CASE STUDY OF ELF OIL NIGERIA LTD
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Date
1999-10
Authors
OLADUNJOYE, FEMI
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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.
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Description
BEING A PROJECT SUBMITTED TO THE POST-GRADUATE SCHOOL
OF AHMADU BELLO UNIVERSITY, ZARIA IN PARTIAL
FULFILMENT FOR THE REQUIREMENTS FOR THE AWARD OF THE
DEGREE OF MASTER OF BUSINESS ADMINISTRATION (M.B.A.)
DEPARTMENT OF BUSINESS ADMINISTRATION
FACULTY OF ADMINISTRATION
AHMADU BELLO UNIVERSITY, ZARIA.
OCTOBER, 1999.
Keywords
MANAGEMENT,, SALES FORCE,, OIL INDUSTRY,, CASE STUDY,, ELF OIL NIGERIA LTD.