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.

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