RESEARCH DESIGN AND METHODOLOGY Introduction This chapter presents the methodology that will be used to carry out this study. Research methodology is defined as an operational framework within which the facts are placed so that their meaning may be seen more clearly. The methodology includes the research design, population to be studied and sampling strategy, […]
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RESEARCH METHODOLOGY 1 Introduction This section should be brief and indicate the content in the study. 2 Research design This refers to the outline/scheme or plan that will be used to collect information. The researcher should identify the design and justify why it was selected. Justify with citation. (1/2 page) 3 Target Population This section
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RESEARCH PROPOSAL A research proposal is a document written by a researcher that provides a detailed description of the proposed study. It is an outline of the research process that gives a reader a summary of the researchers’ intention to carry out a study. It is therefore a detailed work plan on how a research activity will
STEPS OF RESEARCH PROCESS Problem identification. Research problems can emanate from different sources i.e. area of interest, results from observation of phenomenon, issues being shared in media, practical problems shared in newspapers that require attention and area of specialization. Formulating research objectives and questions/hypothesis To address research problem. Literature review. After identifying research problem, research
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FACTORS AFFECTING THE TOPIC SELECTION/POINTS TO OBSERVE WHEN SELECTING A RESEARCH PROBLEM Personal interest-Interest produces enthusiasm on what one is doing. It is the interest that makes the experience adequately rewarding. Topic one selects should be important-The topic selected should not be brought forward just because of personal interest but also because it will add
TYPES OF RESEARCH CLASSIFICATION OF RESEARCH In business world there exists different kinds of problems. Consequently different types of research are also used. The following are the basic modes of classification: The field of study in which the research is conducted. i.e. Discipline; for example educational research, sociological research, marketing research etc. The place where
INTRODUCTION TO RESEARCH METHODS BRIEF OVERVIEW The managers of tomorrow will need to know more than any managers in history. Research will be a major contributor to that knowledge. Managers will find knowledge of research methods to be of value in many situations. Business research has an inherent value to the extent that it helps
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ETHICAL AND LEGAL ISSUES IN SELLING LEGAL ISSUES IN SELLING Consumer protection by the law is very much a twentieth-century phenomenon. Before that the prevailing attitude can be described by the phrase caveat emptor – let the buyer beware. Much of the legislation has been drawn up since 1970 when there was recognition that sellers
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SALES SETTING INTERNATIONAL SELLING APPROACH Companies contemplating entering overseas markets will need to develop specialist knowledge and expertise in these areas. Some sales managers feel that selling abroad is impossibly difficult, but most who try it see that, although it is ‘different’, it is no more demanding than selling in the home market. Success depends
TRAVELLING SALES PERSONNEL A travelling personnel is an individual moving door to door selling goods. Refers to an individual whose job is to travel to different places in a particular area and sell products or get orders from customers. DUTIES OF TRAVELLING SALES PERSONNEL. Assisting customers in selecting products. Answering questions about products. Keeping check
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SELLING AND MANAGING KEY/ MAJOR ACCOUNTS MAJOR/KEY ACCOUNT MANAGEMENT Key account management is a strategy used by suppliers to target and serve high-potential customers with complex needs by providing them with special treatment in the areas of marketing, administration and service. In order to receive key account status, a customer must have high sales potential.
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The Personal Selling Process The personal selling process is a logical sequence of eight steps. These steps are taken to deal with the prospective buyers. Presale preparation Prospecting Pre approach before interview Approaches to the customer Sales presentation Handling customer objectives Closing the sale Follow up action Pre sale preparation – In this stage, the
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