INTRODUCTION

SALES PROMOTION

Sales promotion is the process of persuading a potential customer to buy the product. Sales
promotion is designed to be used as a short-term tactic to boost sales – it is rarely suitable as
a method of building long-term customer loyalty. Some sales promotions are aimed at
consumers. Others are targeted at intermediaries
and at the firm's sales force.
Sales promotion is one of the five aspects of the promotional mix. (The other 4 parts of the
promotional mix are advertising, personal selling, direct marketing and publicity/public
relations.) Media and non-media marketing communication are employed for a pre-
determined, limited time to increase consumer demand, stimulate market demand or improve
product availability. Examples include contests, coupons, freebies, loss leaders, point of
purchase displays, premiums, prizes, product samples, and rebates.
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 wholesale are called trade sales
promotions. Some sale promotions, particularly ones with unusual methods, are considered
gimmicks by many.
Sales promotion includes several communications activities that attempt to provide added
value or incentives to consumers, wholesalers, retailers, or other organizational customers to
stimulate immediate sales. These efforts can attempt to stimulate product interest, trial, or
purchase. Examples of devices used in sales promotion include coupons, samples, premiums,
point-of-purchase (POP) displays, contests, rebates, and sweepstakes.
Sales promotion is implemented to attract new customers, to hold present customers, to
counteract competition, and to take advantage of opportunities that are revealed by market
research. It is made up of activities, both outside and inside activities, to enhance company
sales. Outside sales promotion activities include advertising, publicity, public relations
activities, and special sales events. Inside sales promotion activities include window
displays, product and promotional material display and promotional programs such as
premium awards and contests.
Sale promotions often come in the form of discounts. Discounts impact the way consumers
think and behave when shopping. The type of savings and its location can affect the way
consumers view a product and affect their purchase decision. The two most common
discounts are price discounts (“on sale items”) and bonus packs (“bulk items”). Price
discounts are the reduction of an original sale by a certain percentage while bonus packs are
deals in which the consumer receives more for the original price. Many companies present
different forms of discounts in advertisements, hoping to convince consumers to buy their
products.
DEFINTION OF SALES PROMOTION

Sales promotion implies a wide variety of promotional activities. In the current marketing
practices, the role of sales promotion has increased tremendously. Companies spare and
spend millions of rupees to arrest consumer attention toward products and to arouse purchase
interest. Sales promotional efforts also improve firm’s competitive position.
Such efforts seem inevitable in today’s marketing situation. It can also reduce the degree of
consumer dissatisfaction. Nowadays, sales promotional efforts are undertaken for variety of
purposes. It is among the most critical and expensive marketing decisions.
Sales promotion covers those marketing activities other than advertising, publicity, and
personal selling that stimulate consumer purchasing and dealer effectiveness. Sales
promotion mainly involves short-term and non-routine incentives offered to dealers as well
as consumers. The popular methods used for sales promotion are demonstration, trade show,
exhibition, exchange offer, seasonal discount, free service, gifts, credit facilities, contests,
and so on.

Robert C. and Scott A.: “Sales promotion consists of a diverse collection of incentive tools,
mostly short-term, designed to stimulate quicker and/or greater purchase of particular
products/services by consumers or traders.”
Sales Promotion is one of the four aspects of promotion i.e. advertising, personal selling, and
publicity/ public relations. According to AMA, “sales Promotion includes all those sales
activities that supplement both personal selling and advertising and coordinate them and help
to make them effective such as displays, shows and exhibitions, demonstrations and other
non-recurrent selling efforts not used in the ordinary routine.”

Sales promotion offers a direct inducement to act by providing extra worth over and above
what is built into the product at its normal price. These temporary inducements are offered
usually at a time and place where the buying decision is made. Not only are sales promotions
very common in the current competitive market conditions, they are increasing at a fast pace.
These promotions are direct inducements. In spite of the directness, sales promotions are
fairly complicated and a rich tool of marketing with innumerable creative possibilities
limited only by the imagination of promotion planners. Sales promotion is often referred to
by the names of ‘extra purchase value’ and ‘below-the-line selling’.
Today we find companies in almost all sectors offering some sort of a promotion scheme.
These sectors range from automobiles to beverages, from financial services to foods, from
household durables to services, from household products to business products, from personal
care to textiles and apparel. (Boonrod, 2009).
In recent years, sales promotion has been used widely to supplement and coordinate
advertising and personal selling efforts. Various sales promotion tools such as free samples,
premium on sale, prize contests, dealer incentives, coupons and gifts, etc., are being used to
stimulate market demand for products of daily use. The basic purpose is to stimulate on the
spot buying through short term and non-recurring incentives.
CONCEPTS OF SALES PROMOTIONAL ACTIVITIES

The sales promotion activities are

Money off coupon
Competition
Discount voucher
Free gifts
Loyalty cards
Advertisement
Demo
Exchange offer
Loan
Extended warranty
Social Media marketing

Money off coupons customers receive coupons, or cut coupons out of newspapers or a
products packaging that enables them to buy the product next time at a reduced price. This
money coupon helps the customer to avail the discount on the next or upcoming purchases.

Competitions buying the product will allow the customer to take part in a chance to win a
prize. The customers are provided a chance to participate in a competition and win an
exciting prize

Discount vouchers a voucher (like a money off coupon). Discount vouchers are same like
the money voucher.

Free gifts a free product when buy another product. The customer is provided with a free
gift at a time of purchase in order to retain the customer and provided better purchasing
experience.

Point of sale materials e.g. posters, display stands – ways of presenting the product in its
best way or show the customer that the product is there.

Loyalty cards e.g. Nectar and Air Miles; where customers earn points for buying certain
goods or shopping at certain retailers – that can later be exchanged for money, goods or other
offers

Loyalty cards have recently become an important form of sales promotion. They encourage
the customer to return to the retailer by giving them discounts based on the spending from a
previous visit. Loyalty cards can offset the discounts they offer by making more sales and
persuading the customer to come back. They also provide information about the shopping
habits of customers – where do they shop, when and what do they buy? This is very valuable
marketing research and can be used in the planning process for new and existing products.

Advertisement is an audio or visual form of marketing communication that employs an

openly sponsored, non-personal message to promote or sell a product, service or idea.
Sponsors of advertising are often businesses who wish to promote their products or services.
Advertising is differentiated from public relations in that an advertiser usually pays for and
has control over the message. It is differentiated from personal selling in that the message is
non-personal, i.e., not directed to a particular individual. Advertising is communicated
through various mass media, including old media such as newspapers, magazines,
Television, Radio, outdoor advertising or direct mail; or new media such as search results,
blogs, websites or text messages. The actual presentation of the message in a medium is
referred to as an advertisement or "ad".
Commercial ads often seek to generate increased consumption of their products or services
through "branding," which associates a product name or image with certain qualities in the
minds of consumers. On the other hand, ads that intend to elicit an immediate sale are known
as direct response advertising. Non-commercial advertisers who spend money to advertise
items other than a consumer product or service include political parties, interest groups,
religious organizations and governmental agencies. Advertising may also be used to reassure
employees or shareholders that a company is viable or successful.

Demo A demonstration of a product or technique.

Exchange offer An exchange offer, in finance, corporate law and securities law, is a form of
tender offer, in which securities are offered as consideration instead of cash.

Loan A loan is a debt provided by an entity (organization or individual) to another entity at

an interest rate, and evidenced by a promissory note which specifies, among other things, the
principal amount of money borrowed, the interest rate the lender is charging, and date of
repayment. A loan entails the reallocation of the subject asset(s) for a period of time,
between the lender and the borrower.
The loan is generally provided at a cost, referred to as interest on the debt, which provides an
incentive for the lender to engage in the loan. In a legal loan, each of these obligations and
restrictions is enforced by contract, which can also place the borrower under additional
restrictions known as loan covenants. Although this article focuses on monetary loans, in
practice any material object might be lent.
Acting as a provider of loans is one of the principal tasks for financial institutions such as
banks and credit card companies. For other institutions, issuing of debt contracts such as
bonds is a typical source of funding.

Extended warranty An extended warranty, sometimes called a service agreement, a service

contract, or a maintenance agreement, is a prolonged warranty offered to consumers in
addition to the standard warranty on new items. The extended warranty may be offered by
the warranty administrator, the retailer or the manufacturer. Extended warranties cost extra
and for a percentage of the item's retail price. Occasionally, some extended warranties that
are purchased for multiple years state in writing that during the first year, the consumer must
still deal with the manufacturer in the occurrence of malfunction. Thus, what is often
promoted as a five-year extended guarantee, for example, is actually only a four-year
guarantee.

Social Media Marketing is the use of social media platforms and websites to promote a
product or service. Most of these social media platforms have their own built-in data
analytics tools, which enable companies to track the progress, success, and engagement of ad
campaigns. Companies address a range of stakeholders through social media marketing
including current and potential customers, current and potential employees, journalists,
bloggers, and the general public. On a strategic level, social media marketing includes the
management of the implementation of a marketing campaign, governance, setting the scope
(e.g. more active or passive use) and the establishment of a firm's desired social media
"culture" and "tone". To use social media effectively, firms should learn to allow customers
and Internet users to post user-generated content (e.g., online comments, product reviews,
etc.), also known as "earned media", rather than use marketer- prepared advertising copy.
While social media marketing is often associated with companies, as of 2016, a range of not-
for-profit organizations and government organizations are engaging in social media
marketing of their programs or services.

Objective of Sales Promotion

1. To increase sales directly by publicity through media which are complementary to press and
poster advertising.

2. To disseminate information through sales man dealers etc. So as to insure the product getting
in to satisfactory use by the ultimate consumer.

3. To attract new consumer.

4. To face the competition effectively.

5. To help salesman in selling more to the retailers and consumers.

6. To check seasonal decline in sales. Generally speaking sales promotion involves rendering the
following services:-

(a) Services to dealers.

(b) Services to own salesman.

(c) Special publicity.

Company profile
R.N. COMPANY, made a modest beginning in 2000
The Company is an ISO 9001:2008 Certified, well known distributer for variety of chemical
products. The products are manufactured by VIKRANT GROUP OF INDUSTRIES. The
company’s brand enjoys high brand value among the consumers.

We have the credit to be the pioneer to manufacture of these products for the first time in the
state of Uttar Pradesh, situated in the northern part of India. The range of the products
manufactured by us and offered in the market are the widest in its category catering to the
need of wide segment of consumers.

The Company is growing at a faster rate by expanding capacity, installing latest machinery
and equipments, introducing new products to become the largest facility in the region to
manufacture wide variety of moulded products.

The products are manufactured in our highly productive & hygienic supported by highly
qualified team. We have a strong Research and Development support and testing products.
We can also manufacture products as per customer’s specification and needs. Our experience
for such products includes-

[Link] Whitner

[Link] Cleaner

[Link] Cleaner

[Link] Freshner

[Link] Hand Wash

and many other such products.

Expansion of manufacturing capacity and development of range of products are an ongoing

process, whereby new products are introduced in attractive designs and colors on the basis of
market research and demand. In the near future, we have plans to manufacture wide range of
eco-friendly products.
We are Medically Certified Company.
We are a developing and progressive company and strive to grow faster. We believe in our
mission and integrate them in our business practice.
Vision
Our vision is achieving “Excellence Through Quality” by continuously improving the value
of the products and services that we provide to our customers.

Mission
Vikrant Group desires to provide effective, powerful and convenient solutions for the
hygienic needs of the people. Delight our customers through a secure supply of our products,
outstanding service, technical support and flawless introduction of new products.
Manage the supply chain & the manufacture of our products in a safe, environmentally
sound and cost effective manner.
Maximise the capital efficient long-term growth of our business using innovation, science,
and technology.

NEED OF THE STUDY

The success of the organisation is highly dependent on the sales. The organisation has to
implement the effective sales promotion to improve the sales to increase profits.
Sales promotional activity not only satisfy the organisational goal, it fulfils the customer and
helps in acquiring new customers.
Building an effective sales promotion strategy helps organisation in acquiring new customers
to consume the product.
The aim of sales promotion is to introduce a new product in the market.
This study attempts to assess the promotional activities of the organisation.
OBJECTIVES OF STUDY
Primary objective
To study the sales promotional activities of R.N. Trading Company with reference to Vikrant
Group of Industries .
Secondary objectives
To study the effectiveness of the sales promotional activity of R.N. Trading Company.
To find out the customer opinion about the promotional activity of R.N. Trading
Company.
To find out the promotional practices of R.N. Trading Company.

SCOPE OF THE STUDY

The study indicates promotional programs such as sampling, couponing, sales inducing etc.
carried out through various locations in Uttar Pradesh. Creation and implementation of new
promotional events. The study will be sales oriented character of any promotion. The study
focuses on the target groups. Study on effective management of promotional material and
free product handling. Follow up of any promotion activity.
LITRATURE REVIEW

Sales promotion is one of the five aspects of the promotional mix. (The other 4 parts of the
promotional mix are advertising, personal selling, direct marketing and publicity/public
relations.) Media and non-media marketing communication are employed for a pre-
determined, limited time to increase consumer demand, stimulate market demand or improve
product availability. Examples include contests, coupons, freebies, loss leaders, point of
purchase displays, premiums, prizes, product samples, and rebates.
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 wholesale are called trade sales
promotions. Some sale promotions, particularly ones with unusual methods, are considered
gimmicks by many.
Sales promotion includes several communications activities that attempt to provide added
value or incentives to consumers, wholesalers, retailers, or other organizational customers to
stimulate immediate sales. These efforts can attempt to stimulate product interest, trial, or
purchase. Examples of devices used in sales promotion include coupons, samples, premiums,
point-of-purchase (POP) displays, contests, rebates, and sweepstakes. The review of the
scholar are as follows:
VV Subha Rao (2017) India has recognized the importance of S&T with the Science Policy
Resolution of 1958 and the Technology Policy Statement of 1983. She is concentrating on
the development of indigenous technology together with the effective absorption and
adaptation of appropriate imported technology. To this end many tax incentives have been
given to private sector industry, and other aids to the public sector, to set up R&D units.
India has achieved self-reliance in several areas and near self-sufficiency in many other
through the promotional measures taken by the government and the active role played by
industry.
Allen, C. Pharm Med (2016) Reviewing promotional materials for pharmaceutical products
is important to help ensure their high quality and allow recipients to be well-informed about
benefits and risks. This article provides an overview of control mechanisms that can
influence the overall quality of the product combined with practical advice, based on
personal US and international experience. US case reports are used to illustrate examples of
promotional violations, and the consequences of government enforcement.
Nikolaos Georgantzis , Christian Boris Brunner (2016) The term promotional effort refers
to all strategies aimed at broadening a firms’ market scope through the establishment if a
larger and more loyal consumer basis. Advertising, public relations, sales promotion,
personal selling as well as price-related strategies affecting a firm’s sales potential are
addressed. Both positive and normative approaches are briefly reviewed, discussing the
theoretical and empirical issues studied in the existing literature.
A'dillah Mustafa, Intan Nurbaizura Zainuddin, Sufy Rabea Adawiya Idris, and
Muhamad Faizal Abd Aziz (2015) The web 2.0 applications such as Facebook and Twitter
have been widely used by academic library as a new communication channel to gain the user
feedback and insight towards their services and activities. This paper discussed the
effectiveness of these two applications; Facebook and Twitter in promoting library services
in one academic library with the research university status in Malaysia. This study reported
the pilot study of the main research entitled "The effectiveness of Web 2.0 application in
promoting library services in Malaysian research university libraries.
Dr. Sc. Almira Curri-Mehmeti (2015) Public relations give opportunity to the organization
to present its image and personality to its own “public”- users, supporters, sponsors, donors,
local community and other public. It is about transferring the message to the public, but that
is a two-way street. You must communicate with your public, but at the same time you must
give opportunity to the public to communicate easier with you. The real public relations
include dialog – you should listen to the others, to see things through their perspective. This
elaborate is made with the purpose to be useful for every organization, not for the sensational
promotion of its achievements, but to become more critical towards its work. Seeing the
organization in the way that the other see it, you can become better and sure that you are
giving to your users the best service possible.

Terence A. Shimp, J. Craig Andrews (2014) Market-leading Advertising, Promotion and

other aspects of integrated marketing communication, 9th Edition discusses all aspects of
marketing communications, from time-honoured methods to the newest developments in the
field. Delivering the fundamentals, you need, the text focuses on advertising and promotion,
including planning, branding, media buying, sales, public relations, and much more.
Emerging topics get special attention in this edition, such as the enormous popularity of
social media outlets, online and digital practices, viral communications, and personal selling,
along with all of their effects on traditional marketing.
Martin R. Schlissel (2014) Promotion strategy of the better marketers in the sample
emphasizes heavier advertising and more personal selling effort than the competition.
Nevertheless, promotion is a major problem for all sample members, in part because of
consumer perceptions of high risk in the purchase of services.
John Sinclair (2013) Outside of North America and Europe, Latin America is the world
region with the longest history and closest engagement with the globalization of the
advertising industry. US-based advertising agencies were opening up offices in selected
Latin American capitals as early as the 1920s, and Mexicans and Brazilians had their own
thriving agencies before World War II. The establishment and growth of radio on a
commercial basis in the major countries of the region were decisive in laying the basis for
the subsequent commercialization of television, not only as the premium advertising
medium, but also as a political and cultural institution which remains uniquely Latin.
Ken Kasar (2012) Advertising and sales promotion is a comprehensive introduction to the
principles and practices of advertising. The course explores the social, ethical, and legal
issues of advertising, historical influences, strategies, and media decision processes as well
as integrated marketing communications. You will gain knowledge of techniques used in
current advertising, including print, broadcast, and digital. The text provides an overview of
how communication tools can be used to reach target audiences and increase consumer
knowledge.
Mitch Carson (2011) In the silent salesmen, Carson introduces his proven, simple
promotional product strategies that are guaranteed to increase sales and profits. Business
owners and marketers will discover step-by-step tips on how to develop and implement a
versatile marketing plan that encompasses ready-to-use samples of sales materials paired
with unique and memorable promotional products. Combined, these tools will make for an
extremely effective (and profitable) marketing message.
Roddy Mullin (2010) Sales promotion is one of the most powerful weapons available to
sales and marketing staff, and is used more than any other type of marketing- because it
works. Almost 60% of consumers regularly take advantage of some form of sales promotion
each month. Packed with practical examples as well as new and updated case studies, the
fifth edition details new developments in sales promotion, exploring the ways in which it can
be used in conjunction with new media such as interactive TV, web-based advertising and
mobile marketing. Sale Promotion also highlight the tried and tested methods that companies
use to stay ahead, revealing the winning offers that gain new customers and keep existing
ones happy.
Frank Kuper (2008) Advertising and sales promotion employs relevant ads, exhibits, and
photographs to capture your interest and through its writing style, gives a solid
understanding of advertising along with the challenges facing the promotion, advertising,
and marketing industries today. Prepare for the high energy excitement of advertising today
with the powerful, leading content in, its accompanying supplements, and author-driven
learning and teaching support.
RESEARCH METHODOLOGY

RESEARCH DESIGN

• Descriptive research design

• Casual research design

In this study, the descriptive research design is used to carry out the study. It helped us to
differentiate the people opinion about the occurring events.

Sampling

Sampling allows concentrating our attention upon a relatively smaller number of people and
hence, to devote more energy to ensure that the information collected from them is accurate.

Sampling Design

A sample design is an infinite plan for obtaining a sample fro, given population. It refers to
the technique or the procedure that the research would adopt in selecting items for a sample.

Sampling Method

Convenience Sampling:

Convenience Sampling, as the name implies is a specific type of non-probability sampling

method that relies on data collection from population members who are conveniently
available to participate in study.

Sampling Unit Target

The main target for this study is customers of the store.

Data Collection Method
Quantitative and Qualitative Data collection methods. The Quantitative data collection
methods rely on random sampling and structured data collection instruments that fit diverse
experiences into predetermined response categories. They produce results that are easy to
summarize, compare, and generalize. The method of data collection includes two type of
study, such as primary data and secondary data.

Primary Data Collection Methods

Primary data is received from first hand sources such as: direct observation, interview,
survey, and questionnaire etc. On the other hand, secondary data is received from secondary
sources such as: printed material and published material etc. Here, we will only discuss the
primary sources of data collection.

Methods of primary data collection

Observation Method

This is a method of primary data collection in which researchers collect data based on their
personal observation. For-example if a researcher wants to collect data about the employee’s
job satisfaction in any organization. For this purpose researcher will interact with employees
to observe their behaviour in order to assess their job satisfaction. Take another example,
suppose in case of textile industry, investigator wants to identify job satisfaction of machine
operators and different workers; he/she would select the respondents through random
sampling

Personal Interview

This is a method of primary data collection in which questionnaire is used as a data

collection tool. Several interviewers are sent to the respondents with interview questionnaire
under the guidance of research in defined interview environment. It is described in terms of
time, place and numerous other factors which have influence over interviewees. Personal
interviews are categorized into self-administered questionnaires; door-to-door interview,
mall intercept surveys, executive interview and purchase intercept technique.

Telephone Interview Schedule

This is one of the most significant primary data collection methods. The significant features
of the telephone interview are: selecting telephone numbers, call timing, call outcomes and
call report. Telephone interview is known as dominant and cost-effective method because of
the following reasons:
• Higher chance to reach the respondents at any place (geography).

• Saving travel time and cost.

• Low overall interview conducting time of sample as compared to other methods.

• Higher chances of random selection of units among the population having telephone
connections.

Tools used for data collection

To make a research, various surveys are conducted. They are as follows:

The various data collected are from primary and secondary source through the
questionnaires: books, journals, old reports and annual report were used. Personal interview
was really helpful to understand the emotions and expectation of the customer of the
company. Both telephonic interview and personal interview were helpful for me to collect
the data and information.

SECONDARY DATA COLLECTION METHODS

The secondary data are readily available from the other sources and as such, there are no
specific collection methods. The researcher can obtain data from the sources both internal
and external to the organization. The internal sources of secondary data are:

Sales Report

Financial Statements

Customer details, like name, age, contact details, etc.

Company information

Reports and feedback from a dealer, retailer, and distributor

Management information system

There are several external sources from where the secondary data can be collected. These
are:

Government censuses, like the population census, agriculture census, etc.

Information from other government departments, like social security, tax records, etc.

Business journals

Social Books

Business magazines
 Libraries

Internet, where wide knowledge about different areas is easily available.

In the study, secondary data was much helpful to analysis about the company and peoples
opinion about the company. Specially this secondary data helped me to find sales report of
the company in past years and analysis the problem faced by the organization.
LIMITATIONS OF THE STUDY
The study conducted may have information given from the customers.

The information obtained or the collection of data is limited.

The geographical limit of the study was restricted to Chennai region.

The time given to collect the sample was limited.

The information was not filled properly by the respondents.

ANALYSIS
Q1. Number of people using the product of the company?

Yes – 65%

No - 35%

Sales

No, 35%

Yes, 65%

Yes No

Interpretation

There are a majority of customers who use the product.

Q2. Percentage of people using the different product?

[Link] - 40%

[Link] handwash - 10%

[Link] freshener - 15%

[Link]-purpose cleaner - 35%

Sales

Multi-purpose
Cleaner, 35% Phenyl, 40%

Air Freshener, 15%

Liquid hand wash,
10%

Phenyl Liquid hand wash Air Freshener Multi-purpose Cleaner

Interpretation

The most selling product is phenyle and least selling is air freshener.
Q3. Does your purchasing decision gets affected by the brand name?

Yes – 70%

No – 30%

Sales

No
30%

Yes
70%

Yes No

Interpretation

Most of the consumers change there decision according to the brand.

Q4. What is your opinion about the price of the product ?

Cheap - 50%

Moderate - 30%

Expensive - 20%

Sales
Expensive
20%

Cheap
50%

Moderate
30%

Cheap Moderate Expensive

Interpretation

A lot of consumers find the product cheap and a little consumer think it is expensive.
Q5. For what purpose you buy the product?

Office - 20%

Hospital -40%

Household -30%

Other purpose -10%

Sales
Other Purpose
10% Office
20%

Household
30%

Hospital
40%

Office Hospital Household Other Purpose

Interpretation

A major amount of product is used in hospitals and the households.

Q6. Customer relation with the company regarding the product?

Satisfactory – 64%

Unsatisfactory – 36%

Sales

Unsatisfactory
36%

Satisfactory
64%

Satisfactory Unsatisfactory

Interpretation

Most of the customers are satisfied by the product.

Q7. How did you come to know about the product?

Newspaper – 40%

Pamphlets – 20%

Family and Friends – 20%

Internet – 20%

Sales
Internet
20%

Newspaper
40%

Family and Friends

20%

Pamphlets
20%

Newspaper Pamphlets Family and Friends Internet

Interpretation

Most consumers came to know about the product from newspapers and some from various of
the other sources.
Finding

 After the survey it is found that the satisfactory level of the product usage is high
 Most of the customer goes for the product because it is medically certify
 Hospital are the main consumers of the product
 Products are cheaper than the other competitor’s product
Suggestion
 The company should improve its promotion platform.
 Should widen its product range.
 Availability of the products should be increase by the company
 Should improve its quality of the product for the customer
 Should improve its efficiency and growth to with stand in the market
 Follow up should be increased
 Special offer should be there
 Should maintain its goodwill to reach the customer
Conclusion
This survey was done to identify various problems and level of satisfaction of the customers,
and sells promotion of the company, so that efforts might done to satisfied them which
would result in building long term relationships between customer and company.

Due to delivery customers need and expectation, it becomes the difficult task to satisfy every
customer, therefore to satisfy each and every customer the importance of building
relationship with them existed, for this purpose a number of question were asked to find out
behaviour of the customer.

This research is also done to know the views of the customer towards the quality and supply
chain management of the company.

It is the concluded that sales promotion is important to improve the sales of the company and
to reach new customers. Each and every organization should have a good strategic plan for
their promotion to withstand in the market with huge competition. The discounts and loyalty
program in the company will improve the sales by attracting new customers. The best sales
promotion will help the company to fulfil the organizational objectives. The sales promotion
is must to improve their sales in every organizations. The sales is monitored based on the
promotional activities practiced by the organization, the company should have better
promotional activities practiced in the organization to estimate the sales.