AN EXAMINATION OF IMPACT OF STRATEGIC PLANNING ON SALES PROMOTION
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TITLE PAGE
AN EXAMINATION OF IMPACT OF STRATEGIC PLANNING ON SALES PROMOTION
BY
---
EE/H2013/01430
DEPARTMENT OF ----
SCHOOL OF ---
INSTITUTE OF ---
DECEMBER,2018
APPROVAL PAGE
This is to certify that the research work, "an examination of impact of strategic planning on sales promotion" by ---, Reg. No. EE/H2007/01430 submitted in partial fulfillment of the requirement award of a Higher National Diploma on --- has been approved.
By
--- . ---
Supervisor Head of Department.
Signature………………. Signature……………….
……………………………….
---
External Invigilator
DEDICATION
This project is dedicated to Almighty God for his protection, kindness, strength over my life throughout the period and also to my --- for his financial support and moral care towards me.Also to my mentor --- for her academic advice she often gives to me. May Almighty God shield them from the peril of this world and bless their entire endeavour Amen.
ACKNOWLEDGEMENT
The successful completion of this project work could not have been a reality without the encouragement of my --- and other people. My immensely appreciation goes to my humble and able supervisor mr. --- for his kindness in supervising this project.
My warmest gratitude goes to my parents for their moral, spiritual and financial support throughout my study in this institution.
My appreciation goes to some of my lecturers among whom are Mr. ---, and Dr. ---. I also recognize the support of some of the staff of --- among whom are: The General Manager, Deputy General manager, the internal Auditor Mr. --- and the ---. Finally, my appreciation goes to my elder sister ---, my lovely friends mercy ---, ---, --- and many others who were quite helpful.
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This study examined the impact of strategic planning on sales promotion it highlighted the benefit of companies can derive from an examination of impact of strategic planning on sales promotion. The study went further to discuss the problem associated with impact of strategic planning on sales promotion using Nigeria bottling Company as the case study. A survey was conducted and questionnaire was distributed to show opinion previously formulated hypothesis. The study discover that examination of impact of strategic planning on sales promotion could lead to a rapid positive performance of company is against the tentative hypothesis. It was concluded that truly the an examination of impact of strategic planning on sales promotion is good and is compulsory in a company or an organization for them not to lack behind. Recommendations were made to ensure that companies especially Nigeria bottling company. Focus their attention of the top management level. Middle and lower management on strategic planning as this will boast the company’s performance.
TABLE OF CONTENTS
Title page i
Certification ii
Dedication iii
Acknowledgement iv
Abstract vii
Proposal viii
Table of content ix
CHAPTER ONE
- Introduction 1
- Background of the Study 3
- Statement of the Problem 3
- Objective of the Study 5
- Importance of the Study 8
- Scope and Limitation of the Study 9
CHAPTER TWO
- Literature Review 10
2.1 The Nature and Scope of Sales Promotion 12
2.2 The Promotion Strategies 17
2.3 Sales Promotion Planning 18
- Co-ordinating the Promotion Plan 19
- The Targets of Sales Promotion 20
- Forms of Sales Promotion 23
- Promotional Mix Ingredients 30
CHAPTER THREE
- Research Methodology 35
- Research Population and Sample Size 35
- Sampling Method 35
- Data Collection Method 36
- Presentation and Analysis Technique 36
CHAPTER FOUR
- Presentation and Analysis of Data 38
- Historical Background of Case Study 39
- data presentation analysis 41
- test of hypothesis 42
- discussion of result 60
CHAPTER FIVE
- Summary, Conclusion, and Recommendation 62
- Summary of findings 65
- Conclusion 64
- Recommendation 66
- Bibliography 71
- References 72
- Appendix – Questionnaire
CHAPTER ONE
- INTRODUCTION
Planning is the first of serves of function that managers perform.
It entails a material picture of what the organization should achieve, when it should be achieved who is to ensure its achieved and how the objectives are to be achieved.
Planning is the process by which manager establish goal are achieved planning includes all activities that lead to the definition of objective and the determination of appropriate courses of activities to achieve these objectives.
Strategic planning is a type of planning that seeks to establish the board line along which an organization should develop. It also involve in vestment and financing decision which must be related to each other within the context of the strategic plan.
Strategic planning assists an organization to access effectively the demands of its external environmental and because of relies very heartily on the information.
When these external data is combined with internal data management can make estimates of the expected result.
These area the importance of planning.
- To offset uncertainty and change
- To gain economic operation
- To facilitate control
- To focus attention on objectives
- It enhances the spirit of togetherness
- It helps the manage uncertainty
The types of planning g are as follow
- Micro- economic planning
- Senatorial planning
- Budgetary planning
- Project planning
- Strategic planning
1.1 BACKGROUND OF THE STUDY
Planning should progress in defined sequential step but with sufficient ease that is looking back wards to earlier stages and forward to subsequent and after the sales promotion company programmes the positive result of this could come in term of increase in sales of such products being strategically promoted.
In view of the anticipated contribution companies tend to place more emphasis on the impact of strategic planning on sales promotion as a communication link through which attention can be gained and information that will lead the consumers to the product
Actually the process should be welcome by all but not expected to cure all the aids in the producing industries.
1.2 STATEMENT OF THE PROBLEM.
As Nigeria is witnessing a depressed economy there have been increases in prices of consumer goods which leads to an increase in soft drink cover price. Some years ago a bottle of coca-cola. Was sold for 15k, it later increased gradually and strategically to the present cover price of N60.00 per bottle within a year. A change in price was witnessed two or three times in 1994, initially a bottle of coca-cola was sold for N6.00 than later increased to N8.00 and presently settle perhaps tentatively from N50,000 to N60.00 therefore given us about 95% to 100% increase with few years. Consumer expressed their bitterness as a result of this situation they had no choice since NBC’S competitor also follow suit
1.3 RESEARCH QUESTION
The questions that readily come to mind are
- What are responsible for the recent growth in sales promotion
- How realistic is sales promotion as a whole
- What are the consumers level of awareness and response to the campaign?
- What are the consumers as the target to whom the programmes were being directed to gain.
Does the success of the programmes really justify the promotes efforts in terms of time cost and benefit
- 4 OBJECTIVES OF THE STUDY
The objectives of the study is to highlight the strategic planning on sales promotion which may some time be left out in practice that is explicit step for information to refine planning decision taken at each stage.
Right from the begging of 1980’s it become crystal dear strategic planning enhanced may of there management function but left strategic business planning relatively untouched. Such development were in the relive budgeting and resource allocation. It was only in the 1970’s that organization renewed their interest in strategic planning on sales promotion and it is only now that the new development on the area have became popular. This is particularly noted in the advanced countries because most of the third world countries do not know much about the practical aspect of strategic in management process.
These improvement in strategic planning involves a concept that is commonly calted strategic business planning the element which makes this concept unique and distinct as a new development is the use of strategic planning unit on sales and promotion as the primary reticule of fermentation strategic planning entails rigorous exercise on sales promotion and the expression of a strategic position in some form of business port folio matrix.
The total business segment of a society is often classified into three (3) broad types of enterprises.
- Services
- Manufacturing
- Merchandising
A good strategic planning on sales on sales promotion which is a vital aspect of marketing mix is widely adopted by soft drinks industries like 7up bottling company and Nigeria bottling company plc. This has substantially created a lot of awareness and varying degrees of response in the part of consumers.
The Nigeria bottling company plc in particular engaged in wide variety of strategic planning on sales promotion activities in recent past. among which are, coca-cola, Fanta, Spirit family bonanza in 1991 coco-cola, Fanta, spirit gift good galore in 1994 and coca-cola, bonanza in 1998, consumers are rational human being who respond to the various strategic planning in sales promotion activities in different ways their level of awareness and response very in relation to individual interest taste, level, of perception e.t.c these can be measure in term of companion between sales volume before from the researchers and do not attend to expose them to Nigeria bottling company has kept some secrets of it’s operation or activities from the researcher was constrained with the researcher found difficult to go extra mile in the field of study to sources for material on the topic from various sources where they could be obtained.
Planning of promotion effectives
The study aims at providing limit for explicit planning g of promotion on strategic sales promotion the following area
- Organizational structure
- The control system
- The reward system
- The people executors commuted to plan achievement
The study further aims at highlighting promotion strategy planning steps which will put finishing touches to the whole planning process
- 5 IMPORTANCE OF THE STUDY
Looking at the losses of the largest and most successful firms between 1950-1960 and comparing with the list of those of 1990-2010 one would be amazed.
The material is designed to help integrate the functional tools leaned which include the analytical tools physical distribution promotion and operational management logistics personnel and labour e.t.c all these will help in analyzing the strategic plans of this study will further help organization in the strategic planning on sales promotions in a dynamic business sector of manufacturing industries it is also hoped that the study will firm a useful basis for further intensive research in this area.
- 6 SCOPE AND LIMITATION OF THE STUDY
The study will cover a cross section of consumers and a number of retailers within Apapa Lagos plant area and its environs in this study, the researcher is particularly interested in the sales promotion of Nigeria bottling company plc and its products such as coca –cola fanta spirite and eva water.
Although, the company’s products are well recognized world wide but this study will not be designed to cover international operation of the company.
In carrying out the research of the sensitive nature one can not afford to escape some unexpected problems.
Nigeria bottling company has kept some secrets of it’s operation or activities
1.7 PROJECT WORK ORGANISATION
The work is organized as follows: chapter one discuses the introductory part of the work, chapter two presents the literature review of the study, chapter three describes the methods applied, chapter four discusses the results of the work, chapter five summarizes the research outcomes and the recommendations.
CHAPTER TWO: The chapter one of this work has been displayed above. The complete chapter two of "an examination of impact of strategic planning on sales promotion" is also available. Order full work to download. Chapter two of "an examination of impact of strategic planning on sales promotion" consists of the literature review. In this chapter all the related work on "an examination of impact of strategic planning on sales promotion" was reviewed.
CHAPTER THREE: The complete chapter three of "an examination of impact of strategic planning on sales promotion" is available. Order full work to download. Chapter three of "an examination of impact of strategic planning on sales promotion" consists of the methodology. In this chapter all the method used in carrying out this work was discussed.
CHAPTER FOUR: The complete chapter four of "an examination of impact of strategic planning on sales promotion" is available. Order full work to download. Chapter four of "an examination of impact of strategic planning on sales promotion" consists of all the test conducted during the work and the result gotten after the whole work
CHAPTER FIVE: The complete chapter five of design and construction of a "an examination of impact of strategic planning on sales promotion" is available. Order full work to download. Chapter five of "an examination of impact of strategic planning on sales promotion" consist of conclusion, recommendation and references.
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