CHAPTER
ONE
1.0
This
study is set to examine the role of salesmen in channel of distribution and in
the development of an organization. Also the project looks at the concepts and
tools of analysis and decision-making that are available to help fulfilled
those responsibilities.
In
the past, selling activities, take place in the market between the manufactures
directly to the consumer. But with the advent of technological development the
producers have increased their production and so produce in large quantities,
it is therefore impossible for them to carry the whole line themselves and so
resorted to salesmen who will carry goods to the various customers.
With
this development, manufacturing organizations started having various departments
including sales department with different selling abilities to convey the
different lines of the organizations product to various prospective and
potential customers. The effort of these salesmen there needs to be properly
trained, directed, coordinated, and controlled.
The
role of salesmen is indispensable to the prosperity of any organization. The
sales manager sees to the affairs of the salesmen and also creates a good
relationship between the organization for smooth operation, and for salesmen
activities to effectively take place.
In
every business, for an organization to survive, there is the need to strive
hard to achieve targeted objectives. Such objective might include increasing
volume of sales, good image, to assess the achievement of the company since
inception to date; to identify its limited factor in its bid to satisfy the
consumer, to evaluate its efficacy system of administration and adoption of
modern marketing techniques, to compare its competitive strength and good will
in the competitive market etc;
For
such objective to be achieved there is the need for marketing manager to
introduce and manipulate the variable that are within the control taking into
account the environmental constraints that surround the business. These
variables are product, price, promotion, and place which are collectively from
the marketing mix.
Marketing
helps in finding the needs and then filling it successfully by the application
of sales techniques and process, so large company such as Unilever Nigeria Plc Maiduguri
and others look for marketing opportunities in order to market their product
well.
Unilever
Nigeria plc engaged in distribution of industrial and consumer goods such as
bar and toilet soaps, detergent, petroleum jellies, tea and coffee etc. However
to satisfy consumer and as well as accomplish company’s objectives, it is
advisable to adopt the marketing mix elements.
Salesmen
give information to the management on potential demand. They serve as a link
between consumers and their company which they represent.
Salesmen
typically operate with little or no supervision, in contrast to other employees
usually working under close supervisory control. They need more facts,
diplomacy, dynamic and social poise then other employees usually working under close
supervisory control
They would need more facts, diplomacy, dynamic and
social poise then other employees in the company, salesmen requires a
consideration amount of traveling to make sales for the company. They apply all
of the marketing mix that interact with the elements of marketing are product,
price, promotion and place.
It
simply communicates to the consumer that, the product he wants the price he can
afford is available at the right place.
1.1
BACKGROUND
OF UNILEVER BOTHERS NIGERIA PLC
Unilever
brothers formerly known as Lever Brothers Nigeria Plc is a subsidiary of
Unilever Overseas Holdings Limited; it was incorporated in Nigeria as a private
company in 1923. Under the name Lever Brothers (W.A) Limited. This was changed
to the West African Soap Company Limited in 1924, Lever Brothers Nigeria
Limited in 1955. LBN went public in 1973 in compliance with the Nigerian
Enterprise Promotion Act of 1972; forty percent (40%) of the company’s equity
share was sold to Nigerian citizens and institutions by Unilever Holdings
Limited.
Share holding by
Nigerians was increased to sixty percent (60%) in 1978, which is currently
spread over 35,850 individuals and institutional shareholders. The balance of
forty percent (40%) is currently held by Unilever Overseas Holding Limited
Lipton Tea Company and Chesebrough Pond International Limited.
In
July 1985, LBN Plc merged with Lipton Nigeria Limited and with that experience,
the company’s management was able to make their food and drinks business a
strong arm of the business. To further diversify its base and improve the
return on its investment Lever Brother Nigeria Plc consummates another merge in
1988 with Chesebrough product industries limited.
The
company currently operates in four (4) locations; Apapa, Aba, Agbara and Isolo.
The company’s first factory was commissioned in 1924 and started with the
production of bar soaps, using local palm oil. This has since been extended to
include the production of international toilet soap brands- Lux, Astral and
Asepso. Also the company was engaged in manufacturing and making of detergent,
petroleum jellies range and other liable oils and tea and coffee.
THE COMPLETE PROJECT IS CHAPTER 1-5 #4000 ONLY
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