| dc.description.abstract | The study sought to investigate and document those aspects in personal selling
process by the rose flower firms. It was based on forty-eight farms out of the
total registered population of sixty firms. The key objective of the study was to
identify those aspects of personal selling that are perceived to influence purchase
of agrochemicals by the rose flower growers firms.
The study used primary data, which was collected by use of a questionnaire
delivered by "drop- and- pick-later" method. The data was obtained from all the
forty-eight firms forming the population of interest. It was then analyzed using
percentages. Finding of this study revealed that there were certain aspects of
personal selling process that are perceived as important by the rose flowers firms
in their decision to procure agrochemicals. These aspects include, means of
contact, the basis of qualifying a prospects, personal appearance and approach,
products presentation by use of aids, charts, encouraging prospector to
participate, developing an enabling environment for the discussion, assisting the
client to understand the product and make decision to buy enhanced by issue of
samples for trial purposes and making sure the product arrives on time and as
ordered.
In reference to the study findings, a number of recommendations have been
made in all the steps of personal selling process. First, the initial contact by
telephone should uphold the positive countenance just as if it was a personal
, encounter. Further research about the client may be done to help the
salesperson to draw a precise, simple and convincing presentation. This may give
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the salesperson the confidence in the presentation. It will equip the salesperson
to welcome concerns raised by the clients and assist the client make the decision
to buy. Unforeseen risks by the clients would be addressed by the guarantees
and warranties given. Of equal importance is to avail product for trial as sample
for demonstration. Proper follow up is vital to address any concern that might
arise during the documentation, delivery or actual application of the product.
This wouldhelp to build the mutual trust and ensure continuity of future
business | en |
