Dealer stock display context : is a type of point of purchase advertising which uses the show windows of the dealer

for providing exposure to the sponsors products. Dealer participating enthusiastically and creatively are awarded.

PROJECT REPORT ON SALES PROMOTION

TABLE OF CONTENTS LIST OF TABLES LIST OF CHARTS CHAPTER NO.
1 2 3 4 5 6 7 8

TITLE INTRODUCTION REVIEW OF LITERATURE OBJECTIVES OF THE STUDY RESEARCH METHODOLOGY DATA ANALYSIS AND INTERPRETATION FINDINGS, SUGGESTIONS & RECOMMENDATIONS OF THE STUDY CONCLUSION LIMITATION AND SCOPE OF THE STUDY

PAGE NO. 1 6 13 14 18 45 47 48

ANNEXURES 1. QUESTIONNAIRE - 50 2. BIBLIOGRAPHY - 53

ABSTRACT
This project entitled A study on Sales Promotion with reference to Mahalxmi automotive pvt ltd, Baramati is intended to determine the sales increase, purchasing behaviour of the customer, product competitor and market potential. Primarily the well defined objectives are framed according to the study. Then questionnaire is prepaed based on the defined objectives. The prepared questionnaire is used to get the direct response from the customers. The response given by the customers are analyzed and interpret using different types of statistical tools such as percentage analysis, weighted average method. From the analysis some general findings are araised and that are more related with the framed objectives for this study. According to the findings the suggestion and recommendations are given and the conclusions are also based on the findings which will be more helpful for the organization.

Table No. 5.1 5.2 5.3 5.4 5.5 5.6 5.7 5.8 5.9 5.10 5.11 5.12 5.13 5.14 5.15 5.16 5.17 5.18 5.19 5.20

List Of Tables GENDER WISE RESPONDANTS DETAILS AGE WISE RESPONDANTS DETAILS QUALIFICATION WISE RESPONDENTS DETAILS OCCUPATION WISE RESPONDENTS DETAILS PURCHASE FROM MAGNANIM SYSTEM PRODUCT ALREADY HOW DO YOU KNOW ABOUT THE MAGNANIM SYSTEM PRODUCT WHICH TYPE OF PRODUCT DO YOU LIKE WHY DID YOU CHOOSE THE MAGNANIM SYSTEM EXPECTING FROM MAGNANIM SYSTEM FOR YOUR NEXT PURCHASE FACTOR EXPECT MORE FROM MAGNANIM SYSTEM PRODUCT DIFFER FROM COMPETITONS FOR SALES PROMOTION MESSAGE IS BEING RECEIVED FROM OUR ADVERTISING MEDIA IS MOST EFFECTIVE FOR DELEIVERING OUR MESSAGE WHICH TOOL IS PREFER TO PURCHASE OUR PRODUCT SYSTEMS BUY IN ONE YEAR SYSTEMS REPLACE IN ONE YEAR RATE THE PERFORMANCE OF PRODUCT RATE THE PERFORMANCE OF SERVICE RATE THE PERFORMANCE OF QUALITY RATE THE PERFORMANCE OF PRICE

Page No. 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37

5.21 5.22 5.23 5.24 5.25 5.26 5.27

RATE THE PERFORMANCE OF RELIABILITY CHANGE IN THE DEVELOPMENT OF SELLING THE PRODUCT DESIRABLE QUALITIES THAT WE LACK PURCHASING THE PRODUCT IN NEXT YEAR WEIGHTED AVERAGE METHOD OCCUPATION OF THE RESPONDENTS * PURCHASING TYPE OF PRODUCT OPINION OF THE CUSTOMER ABOUT THE TOOL PREFER TO PURCHASING PRODUCT * BUYING SYSTEM IN ONE YEAR

38 39 40 41 42 43 44

chart No. 5.1 5.2

List Of charts GENDER WISE RESPONDANTS DETAILS AGE WISE RESPONDANTS DETAILS

Page No. 18 19

5.3 5.4 5.5 5.6 5.7 5.8 5.9 5.10 5.11 5.12 5.13 5.14 5.15 5.16 5.17 5.18 5.19 5.20 5.21 5.22 5.23 5.24

QUALIFICATION WISE RESPONDENTS DETAILS OCCUPATION WISE RESPONDENTS DETAILS PURCHASE FROM MAGNANIM SYSTEM PRODUCT ALREADY HOW DO YOU KNOW ABOUT THE MAGNANIM SYSTEM PRODUCT WHICH TYPE OF PRODUCT DO YOU LIKE WHY DID YOU CHOOSE THE MAGNANIM SYSTEM EXPECTING FROM MAGNANIM SYSTEM FOR YOUR NEXT PURCHASE FACTOR EXPECT MORE FROM MAGNANIM SYSTEM PRODUCT DIFFER FROM COMPETITONS FOR SALES PROMOTION MESSAGE IS BEING RECEIVED FROM OUR ADVERTISING MEDIA IS MOST EFFECTIVE FOR DELEIVERING OUR MESSAGE WHICH TOOL IS PREFER TO PURCHASE OUR PRODUCT SYSTEMS BUY IN ONE YEAR SYSTEMS REPLACE IN ONE YEAR RATE THE PERFORMANCE OF PRODUCT RATE THE PERFORMANCE OF SERVICE RATE THE PERFORMANCE OF QUALITY RATE THE PERFORMANCE OF PRICE RATE THE PERFORMANCE OF RELIABILITY CHANGE IN THE DEVELOPMENT OF SELLING THE PRODUCT DESIRABLE QUALITIES THAT WE LACK PURCHASING THE PRODUCT IN NEXT YEAR

20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41

CHAPTER 1 INTRODUCTION 1.1 Company profile: Magnanim systems an ISO 9001:2000 certified company (certifed for repairing/servicing of computers and pheriperal) is a full support computer sales, network solution and service provider, headqartered in the union territory of pondicherry having branches at Cuddalore and Karaikal. Moreover we were providing services to Mahe and Yanam by means of appointing residential engineers. Back in 1997, they recongnized the need for a computer service company to provide personal, yet fully technical advice and first-rate computer service that the average home or small business could afford. From the original 300 sq/ft office that have grown to become a 2,500 sq/ft Retail outlet with a product showroom, service department, training center, system fit-up area, component warehouse, corporate sales department and administrative offices.

In that magnanim ystems understand the challenges of todays highly competitive business environment. To gain and retain our business, they are constantly analyzing, redefining the way we can serve best to our clients. In view of the objective to provide world-class product and service to our customers they have made a strong association with industry majors like IBM, HP, Intel, AMD, TVSE, Canon as their proud and trusted business partner. At Magnanim systems, they understand the meaning of the work service and they are continually improving the product line, ordering and delivery systems. From standalone systems to multi-server metworks, from Novell to the multi level GUI server solutions, they have the resources, the talent, the facilities and the desire to be the primary source for all your technology needs. 1.2Terms and condition The equipment will be inspected, and preventive maintenance carried monthly ones without any call from the client place. Service personnel will have free access to the installation an will receive reasonable help and assistance from the client. Maintenance shall be rendered only during working hours of the concern. If required urgent it will consider as the special case the service will be rendered. The customer is requested to call magnanim systems for change or relocated of the equipments. In case malfunctioning part is not repairable at the clients site, it shall be taken to Magnanim systems premises and either will be repaired or replaced. In case the original part is replaces, the cost of the replacement will be payable by the customer at rated prevalent at the time of replacement if the part is not covered in the AMC. In case material is supplied to the customer under this contract, and whether it is chargeable, applicable excise, sales tax and other government levies that may be charged are payable by the customer only the service will be rendered at free of cost. The agreement shall be deemed to have executed at puducherry. Any dispute shall be subject to the exclusive jurisdiction of the court of pondicherry. Further this contract is government by the laws of the republic of INDIA. 1.3 Registered/Headoffice :

25, First floor, Needarjappaiyar Street, Puducherry-605001 Phone: 0413-4201112 Telefax : 0413-4209050 Mobile: 98947-82229/32828 1.4 Nature of gains : Servicing of- Computer motherboards -Add-on cards -Chip level Monitors Printer Scanners Optical drives Magnetic Drives Power supplies UPS.

1.5 Applicable for Replacement: Mother board-Ram-CPU Hard disk Color/Mono monitor Keyboard-mouse Floppy Drive Printer Display cards Ethernet card Network cable/ connectors Scanner Power cards Switch mode power supply

CD ROM Drive Sound cards Speakers Hubs UPS Softwre Network Structured cabling Server tuning Troubleshooting

1.6 Installation & configuring:

1.7 Data recovery: All media recovery Crash proof Virus affected recovery Logical/ physical recovery Data wiping 1.8 Sales: Computer systems Printers Software Acessories Digital Equipments 1.9 Support: Free on-line troubleshooting On-line support Annual maintenance support Per call maintenance

 Free E-mail solutions E-management solutions Couputer consultancy Network designing Upgrade soultions

NEED FOR STUDY This survey is to identify and focus on the sales promotion of Magnanim system. To accomplish this, a survey was conducted to gather the impartial information about the sales promotion. The study was conducted for the below needs. To improve the sales increase in competetive market. To study the purchasing behaviour of the customer. To study market potential of mahalaxmi automotive maruti car. To improve tools and technique of sales promotion . To study the product competitor.

CHAPTER 2 REVIEW OF LITERATURE INTRODUCTION In a time when customers are exposed daily to a nearly infinite amount of promotional messages, many marketers are discovering that advertising alone is not enough to move members of a target market to take action, such as getting them to try a new product. Instead, marketers have learned that to meet their goals they must use additional promotional methods in conjunction with advertising.

Other marketers have found that certain characteristics of their target market (e.g., small but geographically dispersed) or characteristics of their product (e.g., highly complex) make advertising a less attractive option. For these marketers better results may be obtained using other promotional approaches and may lead to directing all their promotional spending to non-advertising promotions. Finally, the high cost of advertising may drive many to seek alternative, lower cost promotional techniques to meet their promotion goals. Sales promotions are used widely in many industries and especially by marketers selling to consumers. We will see that the objectives of sales promotion are quite different than advertising and are specifically designed to encourage customer response. DEFINITION An activity designed to boost the sales of a product or service. It may include an advertising campaign, increased PR activity, a free-sample campaign, offering free gifts or trading stamps, arranging demonstrations or exhibitions, setting up competitions with attractive prizes, temporary price reductions, door-to-door calling, telemarketing, personal letters on other methods".

What is Sales Promotion? Sales promotion describes promotional methods using special short-term techniques to persuade members of a target market to respond or undertake certain activity. As a reward, marketers offer something of value to those responding generally in the form of lower cost of ownership for a purchased product (e.g., lower purchase price, money back) or the inclusion of additional value-added material (e.g., something more for the same price). Sales promotions are often confused with advertising. For instance, a television advertisement mentioning a contest awarding winners with a free trip to a Caribbean island may give the contest the appearance of advertising. While the delivery of the marketers message through television media is certainly labeled as advertising, what is contained in the message,

namely the contest, is considered a sales promotion. The factors that distinguish between the two promotional approaches are: 1. whether the promotion involves a short-term value proposition (e.g., the contest is only offered for a limited period of time), and 2. the customer must perform some activity in order to be eligible to receive the value proposition (e.g., customer must enter contest). The inclusion of a timing constraint and an activity requirement are hallmarks of sales promotion. Sales promotions are used by a wide range of organizations in both the consumer and business markets, though the frequency and spending levels are much greater for consumer products marketers. One estimate by the Promotion Marketing Association suggests that in the US alone spending on sales promotion exceeds that of advertising. Consumer Sales Promotion Consumer sales promotions encompass a variety of short-term promotional techniques designed to induce customers to respond in some way. The most popular consumer sales promotions are directly associated with product purchasing. These promotions are intended to enhance the value of a product purchase by either reducing the overall cost of the product (i.e., get same product but for less money) or by adding more benefit to the regular purchase price (i.e., get more for the money). While tying a promotion to an immediate purchase is a major use of consumer sales promotion, it is not the only one. As we noted above, promotion techniques can be used to achieve other objectives such as building brand loyalty or creating product awareness. Consequently, a marketers promotional toolbox contains a large variety of consumer promotions. A producer must also guard against the possible negative effect of discounting on a brand's reputation. Disanta Ojah:

Sales promotions can be directed at either the customer, sales staff, or distribution channel members (such as retailers). Sales promotions targeted at the consumer are called consumer sales promotions. Sales promotions targeted at retailers and wholesalers are called trade sales promotions. Some sale promotions, particularly ones with unusual methods, are considered gimmicks by many.Consumer sales promotion techniques Price deal: A temporary reduction in the price; this includes a happy hour Cents-off deal: Offers a brand at a lower price. Price reduction may be a percentage marked on the package. Price-pack deal: The packaging offers a consumer a certain percentage more of the product for the same price (eg: 25% more free). Coupons: coupons have become a standard mechanism for sales promotions. Free-standing insert (FSI): A coupon booklet is inserted into the local newspaper for delivery. On-shelf couponing: Coupons are present at the shelf where the product is available. Checkout dispensers: On checkout the customer is given a coupon based on products purchased. On-line couponing: Coupons are available on line. Consumers print them out and take them to the store. Rebates: Consumers are offered money back if the receipt and barcode are mailed to the producer. Contests/sweepstakes/games: The consumer is automatically entered into the event by purchasing the product. Methods of sales promotion There are many consumer sales promotional techniques available, summarized in the table below: Price promotions Price promotions are also commonly known as" price discounting" These offer either (1) A discount to the normal selling price of a product, or

(2) More of the product at the normal price. Increased sales gained from price promotions are at the expense of a loss in profit - so these promotions must be used with care. A producer must also guard against the possible negative effect of discounting on a brand's reputation Pauline Douglas Sales promotion is very much a social science, that takes into consideration that humans are fundamentally creatures of habit, and will take a new product or service into their lives based upon the following principals: a. Introduction b. Perception c. Familiarity d. Trust The challenge of Sales Promotion is to influence and modify a consumers purchasing habits by developing the perception, familiarity and trust around a new product or service. The objective is the gaining of new and repeat customers.

It is considered that if a consumer is introduced to a product or service three times, they will have gained enough familiarity to trial a product or service. It is further considered that if a consumer purchases a product or service three times, they will have gained the trust to integrate the product or service into their regular buying habits. Consumers are introduced to new products and services in one, or all of the following ways (in order of importance and impact) a. Word of Mouth b. Point Of Sale c. Media Promotion a.Word of mouth promotion (reputation) is by far the most powerful form of sales promotion - particularly if introduced by a person that the consumer knows and trusts, such as a friend or family member. Sales Representatives and Sales Assistants also play a key role to the verbal promotion of products and services.

b.Point of Sale (POS) Promotion is the next most powerful way in which consumers will be brought face to face with a new product or service. The challenge is to gain the interest and trust of the consumer through carefully thought out packaging, display and pricing. Many food, beverage and cosmetic industries will combine the power of word of mouth and POS promotion, to incorporate a "Sampling Promotion" to enhance the effectiveness of Sales. Sales promotion also looks to a variety of Media Strategies to gain consumer awareness and familiarity, such as advertising (newspaper, magazine, radio and t.v., direct marketing (snail mail advertising and telemarketing) and the new medium of the internet (internet marketing and web design). When launching or re-launching a product or service, these factors should be taken into consideration for future success. Article by Pauline Douglas Peattie. k International journal of service industries management

Sales promotion as part of the communication mix is virtually ignored within the services marketing literature, in comparison with personal selling and "above-the-line" advertising. However, "below-the-line" techniques have been growing in their extent, credibility and sophistication during the last two decades. They have now reached the point where they deserve consideration in relation to other areas of marketing practice beyond their fast-moving consumer goods (FMCG) origins. The different tools which make up the promotional toolkit have also reached a point where they deserve individual consideration instead of being bundled together. Seeks to demonstrate how one such tool, the promotional competition, represents a significant opportunity for services marketers. Reviews the literature relating to sales promotion to build a case for the suitability of competitions for services marketing, and presents the findings of a survey of 188 services-sponsored competitions to explore the nature and extent of competitions' use in practice. From Andrew Johnson, Director-General of The VA Ensuring a positive experience for the recipient of a gift voucher can make all the difference in the success a sales promotion since brand identity will be reflected by the quality of service and gift that are delivered. The goal of a gift voucher or gift card should be to make a lasting and

positive impact through sales promotion and one way of ensuring that the recipient will be left with something special to remember is to use and experience gift vouchers. Several members of The VA provide chance in a lifetime experiences as gift-vouchers and I thought that this would be a great opportunity to highlight the benefits of utilising experiential sales promotions as a means of building enduring relationships with the consumer. Red Letter Days was a pioneer of the concept of offering gift experience vouchers that promise exciting days out and the opportunity to try unusual activities the gift with a difference for both corporate and consumer markets. Zachary Soreff, director of sales & marketing at Red Letter Days explains the value of an experiential reward: Experiences offer a more interactive and tuned-in way of promoting a product which, in turn, allows audiences to become more integrated with the brand. They are a popular tool for sales promotion because we are engaging customers emotionally with the brands by giving them a memory to cherish. There is certainly an emotional touch point for any company, whether it is speed and excitement to attract the younger market or comfort and luxury to attract a more refined audience. It is the job of the experiential provider to discover the activity or experience that will best represent the brand to its intended audience. Tim Bishop of eXhilaration explains that by aligning your brand with a relevant experience you can help to create a more exciting perception of your business in the customers mind. Exhilaration are experts in providing vouchers for adrenaline experiences such as Ferrari driving, bungee jumping and adventure weekends but also offer less extreme pursuits including spa days and gourmet cruises. The impact of sending someone over a mountain with nothing but a bit of elastic to hold onto will certainly be a lasting one he continued, but not necessarily one that everybody would enjoy. The Full Experience Company offers a wide choice with its trademarked Smart Box gift packages. The secret to its success, explains Benoit Linossier, managing director, is that the Smart Box appears to be worth a lot more than it really costs, which just goes to show that a gift does not necessarily have to rely on its monetary worth to be appreciated and valued.

A great example of how experiential vouchers can add value to a sales promotion without pushing up the costs is the campaign that The Full Experience ran with Nokia in France. Benoit explained: By offering an Adventure Smart Box instead of a discount, customers were encouraged to purchase a top of the range mobile phone instead of the cheaper alternative as they felt that they were getting a lot more for their money with an experience. This demonstrates just how valuable experiential gifts can be; that essentially, its the memories that really count.

CHAPTER 3 OBJECTIVES PRIMARY OBJECTIVES: To find out the sales promotion in mahalaxmi automotive maruti Suzuki . SECONDARY OBJECTIVES: 1. To find out sales increase in competetive market. 2. To find tools and techniques of sales promotion that is used in the organisation. 3. To analyze the purchasing behaviour of the customer. 4. To analyze the product competitor in the market.

CHAPTER 4

RESEARCH METHODOLOGY
Research methodology is way to systematically solve the research problem. It is a plan of action for a research project and explains in detail how data are collected and analyzed. Research Methodology may be understood as a science of studying how research is done scientifically. It can cover a wide range of studies from simple description and investigation to the construction of sophisticated experiment. A clear objective provides the basis of design of the project. Since the main objective of this study is to identify the customers preference, expectation and perception. It was decided to use descriptive research design include, surveys and fact-finding enquires of different kinds, which found out to be the most suitable design in order to carry out the project.

4.1 MEANING OF RESEARCH Research is an art of scientific investigation. The advanced learners dictionaries of current English lay down the meaning of research as, a careful investigation (or) inquiry especially through search for new facts in any branch of knowledge. Redmen and Mary research as a systematic effort to gain knowledge. 4.2 RESEARCH DESIGN A Research design is plan that specifies the objectives of the study, method to be adopted in the collection of the data, tools in analysis of data and helpful to frame hypothesis. A research design is the arrangement of condition for collection and analysis of data in a manner that aims to combine relevance to research purpose with economy in procedure. Research design is needed because it facilitates the smooth sailing of the various project operations, thereby making the project as efficient as possible yielding mazimal information with minimal expenditure of effort time and money. reliability of the data collected. Also it minimizes bias and maximizes the

4.3 NATURE AND SOURCE OF DATA Primary data The data which are collected as fresh for the first time and thus happen to be original in character is called primary data. The primary data was collected from the customers of mahalaxmi automotive Maruti Suzuki through a direct structured questionnaire. Respondent has filled the questionnaire. 4.4 SAMPLING SIZE AND TECHNIQUE

Type of universe The first step in developing any sample is clearly defining the set of objectives, technically called the universe, to be studied. Here the universe is the customer of mahalaxmi automotive Maruti suzuki. Sampling plan Due to enormity of the cost and time involved in collecting information from all the respondents, it becomes a compulsion to choose represent sample of population. Sample plan explains the sampling unit, sample size and sampling method. Sampling method Sampling method followed by the investigator is simple random sampling method. Size of sample It refers to the number of items to be selected from the universe to constitute a sample. Here 100 customers of mahalaxmi automotive Maruti suzuki in Baramati were selected as size of sample. Sample design When population elements are selected for inclusion in the sample based on the case of access, it is called convenience sampling method for the convenience of the researcher.

4.5 Questionnaire construction In constructing questionnaire, care was taken to investigate the difficulties that the respondent may face while answering them. It was prepared keeping in view the objective of the study. During the constructing care was taken to avoid questions, which may lead to misinterpretation. The question thus constructed was a structured one so as to collect all the relevant information. The questions were arranged in a logical order/sensible sequence. The questionnaire consists of a variety of questions presented to the employees for their response. Dichotomous questions and multiple choice questions were used in constructing the questionnaire.

4.6 STATISTICAL TOOLS USED To arrange and interpret the collected data the following statistical tools were used . 1. Percentage Method. 2. Weighted Average Method. 3. Chi-square test Percentage Method : The percentage method was extensively used for findings various details. It is used for making comparison between two or more serices of data. It can be generally calculated. Percentage of customers is given by (Number of customers / total customers) * 100

Weighted Average Method: In the weighted average method, the weighted average can be calculated by the following formula XW = WX / X

Here XW represents the weighted average X1,X2,X3Xn represents the value for variable values W!,W2, W3.Wn represents the weightage given to the variable. Steps: Multiply the weights (W) by the variables (X) to obtain WX Add all WX to obtain WX

Divide WX by sum of the weights (X) to get weighted average.

Chi-square test The chi-square test has been used to find the relationship between variables, as it is applicable for cross-tabulated data This test has been used to determine whether or not there is any association statistically, between the variables in data collected. The chi-square contingency table has been used, as it is appropriate for the hypothesis of independence between two nominally scaled variables. Chi square(2)= (Oij-Eij)2 / Eij

Where Oij= Observed frequency of the cell in ith roe and jth column Eij= Expected frequency of the cell in ith row and jth column

CHAPTER 5 DATA ANALYSIS AND INTERPRETATION TABLE NO.5.1 GENDER OF THE RESPONDENT

Gender Male Female

No. of Respondents 84 16

Percentage 84 16

Total

100

100

90 80 70 60 50 40 30 20 10 0

male

female

Chart No: 5.1

Inference From the above table shows that 84% respondents are belongs to male and 16% respondents are belongs to female.

TABLE NO.5.2 AGE OF THE RESPONDENT

Age Below-25 25-35 35-45

No. of Respondents 28 49 15

Percentage 28 49 15

Above-45 Total

8 100

8 100

50 45 40 35 30 25 20 15 10 5 0

Below-25

25-35

35-45

above-45

Chart No: 5.2 Inference From the above table shows that 49% respondents are belongs to 2535, 28% respondents are belongs to below-25, 15% respondents are belongs to 35-45 and 8% respondents are belongs to above-45.

TABLE NO.5.3 QUALIFICATION OF THE RESPONDENT

Qualification Below 12th Dip/IT UG PG Total

No. of Respondents 32 21 44 3 100

Percentage 32 21 44 3 100

45 40 35 30 25 20 15 10 5 0

Below 12

Dip/IT

UG

PG

Chart No: 5.3

Inference From the above table shows that 44% of respondents are belongs to under graduate, 32% of respondents are belongs to below 12th, 21% of respondents are belongs to Dip/IT, 3% of respondents are belongs to PG.

TABLE NO.5.4 OCCUPATION OF THE RESPONDENT No. of Respondents

28 17 32 12 11 100

Occupation Student Professional Self employed House wife Government Total

Percentage
28 17 32 12 11 100

35 30 25 20 15 10 5 0 student professional self employed house wife government

Chart No: 5.4 Inference From the above table shows that 32% of respondents are belongs to self employed, 28% of respondents are belongs to students, 17% of respondents are belongs to professional, 12% of respondents are belongs to house wife, 11% of respondents are belongs to government job.

TABLE NO.5.5 PURCHASE FROM MAGNANIM SYSTEM PRODUCT ALREADY Opinion Yes No Total No. of Respondents 29 71 100 Percentage 29 71 100

80 70 60 50 40 30 20 10 0 Yes No

Chart No: 5.5 Inference From the above table shows that 29% of respondents are purchased the product already, 71% of respondents are not purchased the product already.

TABLE.NO.5.6 HOW DO YOU KNOW ABOUT THE MAGNANIM SYSTEM PRODUCT No. of Respondents 83 6 4 7 100

Opinion Friends & relations Advertisement Magazine Newspaper Total

Percentage 83 6 4 7 100

90 80 70 60 50 40 30 20 10 0

Friends & relations

Advertisement

Magazine

Newspaper

Chart No: 5.6

Inference
From the above table shows that 83% of respondents are known the magnanimsystem through Friends & relation, 7% of respondents are known the magnanimsystem through newspaper, 4% of respondents are known the magnanimsystem through magazine, 6% of respondents are known the magnanimsystem through Advertisment. TABLE.NO.5.7 WHICH TYPE OF PRODUCT DO YOU LIKE No. of Respondents 21 67 12 100

Opinion Branded system Assembled system Printer Total

Percentage 21 67 12 100

70 60 50 40 30 20 10 0 Branded system Assembled system Printer

Chart No: 5.7

Inference
From the above table shows that 67% of respondents are buying only assembled system, 21% of respondents are buying ony branded system, 12% of respondents are buying ony printer.

TABLE.NO.5.8 WHY DID YOU CHOOSE THE MAGNANIM SYSTEM Opinion Attractiveness Perfection Immediate response After sales service FreePackage Gifts Offer Discount No. of Respondents 18 7 49 14 3 1 2 2 Percentage 18 7 49 14 3 1 2 2

Refund offer Total

4 100

4 100

50 45 40 35 30 25 20 15 10 5 0

Attractiveness Perfection Immediate response After sales service FreePackage Gifts Offer Discount REfund offer

Chart No: 5.8 Inference From the above table shows that 49% of respondents are choose immediate response, 18% of respondents are choose Attractiveness, 14% of respondents are choose After sales service. TABLE.NO.5.9 EXPECTING FROM MAGNANIM SYSTEM FOR YOUR NEXT PURCHASE No. of Opinion Respondents Low price 32 Seasonal offer 4 Good quality 54 Money refund offer 4 Product warranties 3 After sales service 1 Free internet package 2 Percentage 32 4 54 4 3 1 2

Total

100

100

60 50 40 30 20 10 0

Low price seasonal offer Good quality Money refund offer Product warranties After sales service Free internet package Chart No: 5.9

Inference
From the above table shows that 54% of respondents are purchasing next year for good quality of product, 32% of respondents are purchasing next year for low price of product.

TABLE.NO.5.10 FACTOR EXPECT MORE FROM MAGNANIM SYSTEM PRODUCT Opinion More quality with exiting price More quality with low price Exiting quality with low price Good service with exiting price No. of Respondents 5 68 7 16 Percentage 5 68 7 16

Good service with low price Total

4 100

4 100 Mre quality with exiting price More quality with low price Exiting quality with low price Good service with exiting price Good service with low price

70 60 50 40 30 20 10 0

Chart No: 5.10 Inference From the above table shows that 68% of respondents are like more quality with low price, 16% of respondents are like good service with exiting price, 7% of respondents are like Exiting quality with low price, 5% of respondents are like moe quality exiting price, 4% of respondents are like good service with low price. TABLE.NO.5.11 DIFFER FROM COMPETITONS FOR SALES PROMOTION Opinion Coupans Free internet package Seasonal offer Free software Money refund offer Product Warranties Total No. of Respondents 2 1 3 2 84 8 100 Percentage 2 1 3 2 84 8 100

90 80 70 60 50 40 30 20 10 0

Coupans Free internet package Seasonal offer Free software Money refund offer Product Warranties

Chart No: 5.11 Inference From the above table shows that 84% of respondents are said only money refund offer for differing from competitons, 8% of respondents are said only product warrantiesr for differing from competitons

TABLE.NO.5.12 MESSAGE IS BEING RECEIVED FROM OUR ADVERTISING

Opinion Good service Good product Discount Product warranties Seasonal offer Free package Coupans Money refund offer Total No. of Respondents 59 26 5 1 2 2 1 4 100 Percentage 59 26 5 1 2 2 1 4 100

60 50

Good service Good product Discount

40 30 20 10 0
Chart No: 5.12

Product warranties seasonal offer Free package Coupans Money refund offer
From the above table shows that 59% of respondents are said good service,

Inference
26% of respondents are said good product . TABLE.NO.5.13 MEDIA IS MOST EFFECTIVE FOR DELEIVERING OUR MESSAGE No. of Respondents 4 2 24 70 100

Opinion Television Newspaper Online Word of mouth Total

Percentage 4 2 24 70 100

70 60 50 40 30 20 10 0 Television Newspaper Online Word of mouth

Chart No: 5.13 Inference From the above table shows that 70% of respondents are belongs to word of mouth, 24% of respondents are belongs to online, 4% of respondents are belongs to television, 2% of respondents are belongs to newspaper.

TABLE.NO.5.14 WHICH TOOL IS PREFER TO PURCHASE OUR PRODUCT Opinion Offer Money refund offer Product warranties Free gift Discount Total No. of Respondents 24 2 2 3 69 100 Percentage 24 2 2 3 69 100

70 60 50 40 30 20 10 0

Offer Money refund offer Product warranties Free gift Discount

Chart No: 5.14

Inference
From the above table shows that 69% of respondents are said discount is best tool, 24 % of respondents are said offer is best tool, 2 % of respondents are said money refund offer is best tool, 2 % of respondents are said product warranties is best tool, 3 % of respondents are said free gift is best tool.

TABLE.NO.5.15 Systems buy in one year Opinion Below-10 10-40 40-80 80-100 Total No. of Respondents 93 3 1 3 100 Percentage 93 3 1 3 100

100 80 60 40 20 0 Below-10 Oct-40 40-80 80-100

Chart No: 5.15 Inference From the above table shows that 93% of respondents are buy below 10, 3% of respondents are buy 10-40, 1% of respondents are buy 40-80, 3% of respondents are buy 80-100.

TABLE.NO.5.16 SYSTEMS REPLACE IN ONE YEAR No. of Respondents 92 3 2 3 100

Opinion Below-10 10-40 40-80 80-100 Total

Percentage 92 3 2 3 100

100 80 60 40 20 0 Below-10 Oct-40 40-80 80-100

Chart No: 5.16 Inference From the above table shows that 92% of respondents are replace the product below 10, 3% of respondents are replace the product 10-40, 2% of respondents are replace the product 40-80, 3% of respondents are replace the product 80-100.

TABLE.NO.5.17 RATE THE PERFORMANCE OF PRODUCT No. of Respondents 21 64 2 2 11 100

Opinion Highly Satisfied Satisfied Dissatisfied Highly Dissatisfied None Total

Percentage 21 64 2 2 11 100

70 60 50 40 30 20 10 0 Highly Dissatisfied None Highly Satisfied Satisfied Dissatisfied

Chart No: 5.17 Inference From the above table shows that 64% of respondents are satisfied the company product, 21% of respondents are highly satisfied the company product, 2% of respondents are dissatisfied the company product, 2% of respondents are highly dissatisfied the company product, 11% of respondents are none the company product.

TABLE.NO.5.18 RATE THE PERFORMANCE OF SERVICE No. of Respondents 24 51 9 2 14 100

Opinion Highly Satisfied Satisfied Dissatisfied Highly Dissatisfied None Total

Percentage 24 51 9 2 14 100

60 50 40 30 20 10 0 Highly Satisfied Satisfied Dissatisfied Highly Dissatisfied None

Chart No: 5.18

Inference
From the above table shows that 51% of respondents are satisfied the company service, 24% of respondents are highly satisfied the company service, 9% of respondents are dissatisfied the company service, 2% of respondents are highly dissatisfied the company service, 14% of respondents are none the company service

TABLE.NO.5.19 RATE THE PERFORMANCE OF QUALITY No. of Respondents 23 62 2 2 11 100

Opinion Highly Satisfied Satisfied Dissatisfied Highly Dissatisfied None Total

Percentage 23 62 2 2 11 100

70 60 50 40 30 20 10 0 Highly Dissatisfied None Highly Satisfied Satisfied Dissatisfied

Chart No: 5.19 Inference From the above table shows that 62% of respondents are satisfied the company quality, 23% of respondents are highlysatisfied the company quality, 2% of respondents are dissatisfied the company quality, 2% of respondents are highlydissatisfied the company quality, 11% of respondents are none the company quality. TABLE.NO.5.20 RATE THE PERFORMANCE OF PRICE No. of Respondents 18 66 1 4 11 100

Opinion Highly Satisfied Satisfied Dissatisfied Highly Dissatisfied None Total

Percentage 18 66 1 4 11 100

70 60 50 40 30 20 10 0 Chart No: 5.20 Highly Dissatisfied None Highly Satisfied Satisfied Dissatisfied

Inference
From the above table shows that 66% of respondents are satisfied the company price, 18% of respondents are highlysatisfied the company price, 1% of respondents are dissatisfied the company price, 4% of respondents are highlydissatisfied the company price, 11% of respondents are none the company price.

TABLE.NO.5.21 RATE THE PERFORMANCE OF RELIABILITY Opinion Highly satisfied Satisfied Dissatisfied Highly Dissatisfied None Total No. of Respondents 15 71 2 2 10 100 Percentage 15 71 2 2 10 100

80 70 60 50 40 30 20 10 0

Highly satisfied Satisfied Dissatisfied Highly Dissatisfied None

Chart No: 5.21 Inference From the above table shows that 71% of respondents are satisfied the company reliability, 15% of respondents are highlysatisfied the company reliability, 2% of respondents are dissatisfied the company reliability, 2% of respondents are highlydissatisfied the company reliability, 10% of respondents are none the company reliability.

TABLE.NO.5.22 CHANGE IN THE DEVELOPMENT OF SELLING THE PRODUCT No. of Respondents 3 20 77 100

Opinion To a great extent To some extent None Total

Percentage 3 20 77 100

80 70 60 50 40 30 20 10 0 Ta a great extent To some extent None

Chart No: 5.22

Inference
From the above table shows that 20% of respondents are some extent in the development of selling the product, 3% of respondents are great extent in the development of selling the product, 77% of respondents are said none in the development of selling the product.

TABLE.NO.5.23 DESIRABLE QUALITIES THAT WE LACK

Opinion Yes No Total

No. of Respondents 2 98 100

Percentage 2 98 100

100 80 60 40 20 0 Yes No

Chart No: 5.23

Inference
From the above table shows that 98% of respondents are said no for desirable qualities that we lack, 2% of respondents are said yes desirable qualities that we lack.

TABLE.NO.5.24 PURCHASING THE PRODUCT IN NEXT YEAR

Opinion Yes No Total

No. of Respondents 97 3 100

Percentage 97 3 100

100 80 60 40 20 0 Yes No

Chart No: 5.24 Inference From the above table shows that 97% of respondents are said yes for purchasing the product in next year, 3% of respondents are said no for purchasing the product in next year.

TABLE.NO.5.25 TO FIND RANK FACTORS IN MAGNANIM SYSTEM WHICH RANKED BY CUSTOMERS (Using weighted average Method) Rank Weight W 1 2 3 4 5 5 4 3 2 1 Product X1 21 64 2 2 11 WX1 105 256 6 4 11 Service X2 24 51 9 2 14 WX 2 120 202 27 4 14 Quality X3 23 62 2 2 11 WX3 115 248 6 4 11 Price X4 18 66 1 4 11 WX4 90 264 3 8 11 Reliability X5 15 71 2 2 10 WX5 75 284 6 4 10

Total C.W Rank

100 382 3.82 2

100 369 3.69 5

100 384 3.84 1

100 376 3.76 4

100

379 3.79 3

C.W=Calculated weight=[ WXn / n ] Inference From the Table it is inferred that customers prefers Quality as first rank.

TABLE.NO.5.26
OCCUPATION OF THE RESPONDENTS * PURCHASING TYPE OF PRODUCT

PURCHASING TYPE OF PRODUCT Branded system 3 6 7 5 0 Assembled system 20 9 23 6 9 Printer 5 2 2 1 2

Total

Student professional OCCUPATION OF THE self RESPONDENTS employeed house wife government staff

28 17 32 12 11

Total

27

67

12

100

H0 : Occupation of the respondent is independent Purchasing type of products. Chi- Square Tests Value Pearson Chi-Square 11.57 df 8 Asymp. Sig. (2-sided) .171

INTERPRETATION: From the above analysis, the chi-square values 11.57 and asymptotic significant value is above 0.05. Hence, there is no evidence to reject the null hypothesis. Thus we conclude that Occupation of the respondent is independent Purchasing type of products.

TABLE.NO.5.27
TOOL PREFER TO PURCHASING PRODUCT * BUYING SYSTEM IN ONE YEAR BUYING SYSTEM IN ONE YEAR Below-10 TOOL PREFER TO PURCHASING PRODUCT Offer Money refund offer Product warranties Free gift Discount 24 2 2 2 63 10-40 0 0 0 1 2 40-80 0 0 0 0 1 80-100 0 0 0 0 3

Total 24 2 2 3 69

Total

93

100

H0: Tool prefer to Purchasing Product is independent of Buying system in one year

Chi-Square Tests
Value Pearson Chi-Square 12.233 df 12 Asymp. Sig. (2-sided) .427

INTERPRETATION: From the above analysis, the chi-square value is 12.233, and asymptotic significant value is above .05. Hence, there is no evidence to reject the null hypothesis. Thus we conclude that tool prefer to Purchasing Product is independent of Buying system in one year.

CHAPTER 6 FINDINGS OF THE STUDY

Most of the customers are students and self employed persons were purchased the product. Most of the respondents taken are female 16%, and male 84%. Most of the customers (67%)were prefer assembled system is best for using. Most of the public doesnt know about the products marketed by the Magnanim systems. It is found that 83% of the respondents came to know about Magnanim systems

product through friends & relatives and advertisements. None of them had found Magnanim systems through Magazine and Newspaper. Most of the customers(49) were chose magnanim systems product for immediate response. 54% of the customers are satisfied with the overall satisfaction of Magnanim systems products and also to purchase next year. Most of respondents are expected more quality with low price of the product. 84% of customers are money refund offer is best one to differ from the competator and also to increase the sales. Most of the customers(93%) are purchasing the product below 10 only. It is found that customers are satisfied with quality,good product, price and not satisfied with the service of the Magnanim systems products.

SUGGESTIONS AND RECOMMENDATIONS

Based upon the finds the following suggestions is made The customers are given more weightage to the assembled system . so the company can improve the sales in assembled system. Most of the customers are like more quality with low price. So the company can increase the quality and reduce the price of the product. Maximum number of customers are discount is the best tool to differ with competitor. So the company can utilize this tool and meet the competitor.

 Most of the customers are feeling that to increase the after sale service. So the company may take necessary actions for the sale service and to satisfied the customers. Most of the customers were chose the magnanim systems product for immediate response. So the company can give importance for customer call.

CHAPTER 7 CONCLUSIONS
The study on sales promotion in magnanim systems pvt., Ltd., is study with care and special effects have been taken to make the study as specific as possible. The methodology typical proof to show that the study is sceintific. From the study, it is clear that most of the customers are satisfied with there product, price and quality. This study is also cearly states that the customers are expecting to improve their service. So the company can take an action to improve the service. The customers are giving more

important for more quality with price of the product. A good quality of service create weightage of the concern.

CHAPTER-8 LIMITATIONS OF THE STUDY

Due to shortage of time we did not meet more number of customers. Since time duration is short it was not possible for conduct elaborate study. Some false information may be given by the customers regarding their expectations.

ANNEXURE-1 A STUDY ON SALES PROMOTION IN MAHALAXMI AUTOMOTIVE MARUTI SUZUKI QUESTIONNAIRE 1. NAME : 2. GENDER : Male Female

6. 7.

Have you made any purchase from mahalaxmi automotive maruti suzuki car already? Yes No How do you know about the mahalaxmi maruti Suzuki car? Friends & relations Advertisement Magazine Newspaper

8. Which type of car do you like from maruti suzuku showroom? Alto Swift Ertigo A-Star 9. Rank the following Brands. Rank a. b. c. d. Magnaz brand HCL system Lenovo system Acer system

10. Why did you choose the Marti Suzuki Brand? Attractiveness Perfection After sales service Gifts Offer Discount

Immediate response Refund Offer

11. What is the benefit you expect from maruti Suzuki showroom for your next purchase? Low price Coupons Seasonal offer Good quality Product Warranties After sales service

12. Which factor do you expect more from Maruti Suzuki product? More quality with exiting price. More quality with low price. Exiting quality with low price. Good service with exiting price. Good service with low price. 13. How do maruti Suzuki differ from competitions for sales promotion? Coupons after sales service Seasonal offer Product Warranties 14. What message is being received from our advertising? Good service Good product Discount Seasonal offer Coupons

Product warranties

15. Which media do you prefer is most effective for delivering our message? Television newspaper magazine online word of mouth 16. Which tool do you prefer to purchase our product? Offer After sales service Product warranties 17. How many maruti Suzuki car you buy in one year? Below-2 2-4 4-8 8-10 Above-10 18. Rate the maruti Suzuki performance in todays competitive environment when compared to other competitor. Highly Satisfied Dissatisfied Highly None Satisfied Dissatisfied Product Service Quality Price Reliability 19. Is there any change in the development of selling the product compared with last year. To a great extent To some extent None

Free gift

Discount

20. Are there any desirable qualities that a competitor have, that we lack. Yes No

If yes, give suggestion --------------------------------------------------------------------------------------------------------------21. Would you like to purchase maruti Suzuki car in next year. Yes No If No, mention the reason ----------------------------------------------------------------------------------------------------23. Any suggestion -----------------------------------------------------------------------------------------------------------------------------------------

ANNEXURE -2

BIBLIOGRAPHY
Marketing Management Philip Kotler. Principle of management - Philip Kotler. Kothari C.R., Research methodology, Tata Mc Graw-Hill Publishing Company Ltd., 1982.

WEBSITES:www.google.com www.magnanimsystems.com