MANAGED THE SALES FORCE IN THE NIGERIAN TEXTILES INDUSTRY
MANAGED THE SALES FORCE IN THE NIGERIAN TEXTILES INDUSTRY
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Date
1991-11
Authors
UHIENE, DANIEL ADEJO
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Abstract
This work is a modest attempt to appraise the adequacy
of the current approach to sales force management in the t e x t i l es
industry in general and in Arewa Textiles Nig. PLC in p a r t i c u l a r.
The interest of the author in this subject was attracted
fact that
by the/what should have been an opportunity for the entire t e x t i l es
industry (i.e the ban on importation of foreign t e x t i l e s ) turned
out to be the beginning of an imminent "doom" for the t e x t i l es
industry simply because of the rather "crude" approach to marketing
at a time that a touch of high level professionalism is inevitable.
This work confirms this "outdated" approach.
Research findings for instance, show that the "mock sales
force" in Arewa Textiles do not actually do the s e l l i n g , rather,
s e l l i ng is done through independent distributors who lack professional
s e l l i n g knowledge. Emphasis in Arewa Textiles is placed on the
product concept, with the old erroneous belief that Arewa Textiles'
products "sell themselves" even in the face of the current high level
of competition in the industry.
However, "religious" application of the entire recommendations
in chapter five which were purely based on research findings after
a thorough investigation, would guarantee Arewa Textiles Nig. PLC
and the t e x t i l e s industry in general increased sales turnover,
additional profits and overall survival.
Description
A THESIS SUBMITTED TO THE POSTGRADUATE SCHOOL,
AHMADU BELLO UNIVERSITY IN PARTIAL FULFILMENT
OF THE REQUIREMENTS FOR THE DEGREE OF
MASTER OF BUSINESS ADMINISTRATION (M.B.A)
DEPARTMENT OF BUSINESS ADMINISTRATION
FACULTY OF ADMINISTRATION
AHMADU BELLO UNIVERSITY, ZARIA
NOV. 1991.
Keywords
MANAGED,, SALES,, FORCE,, NIGERIAN,, TEXTILES,, INDUSTRY