THE EFFECT OF PURCHASING SEGMENTATION AS A TOOL FOR ACHIEVING ORGANIZATIONS SALES OBJECTIVES (A CAE STUDY OF NIGERIA BREWERIES COMPANY PLC, OWERRI IMO STATE)
ABSTRACT
The purpose of this work is to find out the effect of purchasing segmentation as a tool for achieving organizations sales objectives. The benefit ranges from its support in profit generalization, increasing sales and net profit. This research work comprises five chapters. Chapter one is the introduction of the study, background of the study, statement of the problems, objectives of the study, research question, significance of the study, limitation of the study, scope of the study and definition of terms. Chapter two is literature review, introduction, concept of purchasing segmentation, definitions of purchasing segmentation, rational for segmentation purchasing, criteria for segmentation, requisite for purchasing segmentation, the process of segmentation and objective of purchasing segmentation. Chapter three, is research design and methodology, introduction, research design, sources of data, population and sampling size, sampling technique, validity and reliability and method of data analysis. Chapter four is the presentation and analysis of data, introduction, presentation of data, analysis of data and interpretation of results. Chapter five is the summary, conclusion and recommendation, introduction, summary of finding, conclusion and recommendation.