SYNOPSIS

A Study on

SALES PROMOTION ACTIVITIES IN CIGARETTE INDUSTRY

Submitted in Partial Fulfillment of the Requirements of Bangalore University for the Award of the Degree of MASTER OF BUSINESS ADMINISTRATION By NISHPAKASH LAKHANPAL REG NO: 10SKCMA036

EMPOWERING MINDS Acharya Institute of Management & Sciences 1st Cross, 1st Stage, Peenya Industrial Area Bangalore 560058 2010-2012

TABLE OF CONTENTS

1) TITLE OF THE PROJECT 2) INTRODUCTION 3) STATEMENT OF PROBLEM 4) OBJECTIVES 5) REVIEW OF LITRATURE 6) METHODOLOGY Type of research Sample Size Data Collection

7) TOOLS FOR ANALYSIS OF DATA 8) LIMITATIONS OF THE STUDY CHAPTER SCHEME

1. TITLE OF THE PROJECT SALES PROMOTION ACTIVITIES IN CIGARETTE INDUSTRY

2.

INTRODUCTION

India is the second largest producer of tobacco in the world. Tobacco occupies a prime place in the Indian economy on account of its considerable contribution to the agricultural, industrial and export sectors. India is one of the leading Tobacco exporting countries in the world. Indias total cigarette production is valued at '22,000 crore, of which 12 per cent is exported. The cigarette market is dominated four key players ITC, Godfrey Phillips, VST and GTC. Cigarette sales in the country saw a drop in 2009 over 2008 due to high excise duties and other taxes. The government has banned foreign direct investment in cigarette manufacturing for domestic consumption or exports, closing the doors for companies like Japan Tobacco, BAT and so on.

3. STATEMENT OF PROBLEM
Offering the scheme to attract new customers is very effective There is strong relation between sales level and schemes offering on products

4. OBJECTIVES
This study will try to analyze the impact on sales of consumer schemes in the cigarette industry with the following objectives: To identify the various type of consumer schemes in the cigarette industry To identify the impact of consumer schemes on sales volume To recommend the best ways of improving the consumer schemes for getting the better results

5. REVIEW OF LITRATURE

Consumer schemes are very important part of company's marketing strategy along with advertising, public relations. At its core, consumer scheme is a marketing activity that adds to the basic value proposition behind a product (i.e., getting more for less) for a limited time in order to stimulate consumer purchasing, selling effectiveness, or the effort of the sales force. As this definition indicates, sales promotion may be directed either at end consumers or at selling intermediaries such as retailers or sales crews. Consumer scheme from the premise that any brand or service has an established perceived price or value, the "regular" price or some other reference value, consumer scheme is believed to change this accepted price-value relationship by increasing the value and/or lowering the price

6. METHODOLOGY TYPE OF RESEARCH

The researcher will use both primary and secondary data for accomplishing the research objectives of this study. Primary Data: Questionnaire Survey Secondary Data: News articles, Journals, Magazine, Peer reviews and Published Databases. A comprehensive of the collected data will be presented with the help of tables, charts and graphs.

Sample Size
100

7. TOOLS USED FOR ANALYSIS OF DATA Sampling is one of the major tools from marketing research. It helps in collecting, analyzing and interpreting data. Sample in marketing refers to a particular segment or a part of the market. It involves customer in location in Bangalore, and conducting a survey using a well structure questionnaire from respondents. The population comprises from all categories of the youth from different profession, Income group, age group and occupation. The collected information i.e. primary data and secondary data are put into readable form and the data analysis is presented with the tables, charts and graphs, which

makes the readable form .The charts, tables and graphs are prepared from the information obtained from the respondents.

8. LIMITATIONS OF THE STUDY This research will be restricted to respondents of Bangalore city only. Time and expenses will be the major constraints. Difficult to find accurate result with the limited sample size. Bias and unwillingness of certain respondents to answer some questions may hinder the study.

CHAPTER SCHEME Chapter 1- INTRODUCTION The first chapter deals with the introductions about the research topic,backgrounds of the Research topic and explains needs for the study.

Chapter 2- RESEARCH METHODOLOGY The research design is covered in the second chapter which consists of statement of the Problem, review of literature, objectives of the study, sampling techniques, methodology used and methods of analysis and limitations of the study.

Chapter 3- PROFILES Third chapter industry/company.

consist

history

and

present

scenario

of

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Chapter 4-DATA ANALYSIS AND INTERPRETATION

This chapter defines Analysis of data collected both from primary and secondary sources.

Chapter 5, 6 FINDINGS AND SUGGESTIONS It contains the summary of findings and suggestions. This chapter gives summary of findings of the study along with the suggestions.

Chapter 7- CONCLUSION This chapter gives conclusion of the study.

Guides Signature

Students Signature