The contributions of personal selling on sales performance of business enterprises: a case study of M-kopa and Green World Masaka branches, Masaka municipality

Abstract

This research investigates the contribution of personal selling on the sales performance of business enterprises. Using data gathered within different companies that is M-Kopa and Green world Masaka branches in Masaka municipality. The study was guided by the following objectives; To find out the contribution of trade selling, retail selling and door-to-door selling on the sales performance of business enterprises. The researcher used literature from different sources relating to the study in form of text books, newspaper, journals, internet, and reports from study companies among other source of information. The population of the study was the sales management and sales person of M Kopa and Green World Companies in Masaka Municipality at their office. Data was collected using questionnaires, collected from two sources; primary and secondary source using a simple size of 36 respondents. Research revealed that different forms of personal selling were used because of the various contributions associated with them. However, also was found out that the different forms of personal selling are associated with a number of challenges to the companies when using them. The study concluded that personal selling persuade and induced customers to consume M Kopa and Green World products on the market although there are other factors that must also be considered apart from personal selling. These included; good customer care, good service delivery, advertising and wide network coverage.