7/30/2019 Advertising and Sales Promotion Finalized Project
1/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 1
INRODUCTION
PROMOTION:
"Promotion is all about companies communicating with customers".
"Promotion is communicating with the public in an attempt to influence them
towards buying your products and services".
SALES PROMOTION
Whereas advertising gives a reason to buy, Sales Promotion gives an incentive to
buy
It is part of the Marketing spend of all companies and these days Sales Promotion
spends in many companies exceed that of the ad spends
Sales Promotion is a push strategy
Since it is at the last point where the consumer is often at the point of buying, the
additional incentive makes a last ditch effort to convert the customer on to the
incentivized brand
7/30/2019 Advertising and Sales Promotion Finalized Project
2/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 2
Sales Promotion is of two types
Trade Promotion Consumer Promotion
Trade Promotion
Liquidating heavy inventories
Persuade retailers to carry stock, carry more than usual stock, promote brand
franchise
Consumer Promotion
Stimulate purchase
Induce trial
Create new users
Increase repurchase from occasional customers
Reward loyal customers
7/30/2019 Advertising and Sales Promotion Finalized Project
3/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 3
NEED OF THE STUDY:
The business world today is a world of competition. A business cannot
survive if its products do not sell in the market. People cannot buy what they do
not know about. Not only is promotion an important tool of marketing, its a vital
element to any organization. Thus, all marketing activities are undertaken to
increase sales. Its important to get your name out there, and allow people a sample
of your work.
OBJECTIVE OF THE STUDY:
To know what promotional activities is Wipro following. To know the level of awareness among the consumers regarding sales
promotional activities of forever bathing soap
To know the role of sales promotional activities in forever bathing soap. To know the consumer satisfaction level regarding sales promotional
activities of forever bathing soap
7/30/2019 Advertising and Sales Promotion Finalized Project
4/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 4
SCOPE OF THE STUDY:
The term Sales Promotional activities are its broader sense includes various aspects
of advertising and promotion. The present study will aim at studying various
elements which influence the consumers towards purchasing the product. Although
the elements of promotional mix are comprehensively discussed, the study is
dependent on the opinions expressed by the respondents.
LIMITATIONS OF THE STUDY:
Since the survey was done only in Nalgonda.So the result obtained may notbe taken as universal suggestion.
Due to time constraints and busy schedules of the people it was difficult tointeract with them completely
The sample size was limited.
RESEARCH METHODOLOGY:
Research methodology describes how the research study was undertaken.
This includes the specifications of source of data, research design, and method of
data collection, the sampling method and the tools used.
7/30/2019 Advertising and Sales Promotion Finalized Project
5/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 5
SAMPLE DESIGN:
Geographical area:
The study is conducted in Nalgonda.
Duration of project:
The duration of project work is about 45 days
Population
All the items under consideration in any field of enquiry constitute a universe or
population
Sample size
This refers to the number of items to be selected from the universe to constitute a
sample.
Sample size
The sample size chosen by the researcher for the purpose of this study is 100
Public in Nalgonda District.
Sampling procedure / Sampling method:
The sampling method used for this study is random sampling, which is
selected according to the easy and convenience of the researcher.
7/30/2019 Advertising and Sales Promotion Finalized Project
6/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 6
SOURCE OF DATA
Primary data:
The researcher collected both by direct survey from the customers
through questionnaire. The researcher used structured questionnaire.
Secondary data:
Here the researcher collected secondary data from the company
profile, industry profile and official web sites.
RESEARCH INSTRUMENT:
Research instrument used for data collecting is questionnaire and interviewschedule.
Questionnaire
The questionnaire is prepared in a well-structured and non disguised form so
that it is easily understandable and answerable by everyone. The type of questionsinclude in the questionnaire are open-ended questions, multiple choice questions
and dichotomous questions.
7/30/2019 Advertising and Sales Promotion Finalized Project
7/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 7
Interview Schedule
The interview method of collecting data involves presentation of oral-verbal
stimuli and reply in terms of oral-verbal responses. Then the responses are filled up
in the questionnaire, for further analysis.
FRAME WORK OF ANALYSIS:-
STASTICAL TOOLS USED FOR ANALYSIS:
The researcher carries out analysis through various statistical tools. The
statistical analysis is useful for drawing inference from the collected information.
Simple percentage analysis Bar diagrams Pie charts
7/30/2019 Advertising and Sales Promotion Finalized Project
8/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 8
INDUSTRY PROFILE:
Soap Industry -India is a vast country with a population of 1,030 million people.
Household penetration of soaps is 98%. People belonging to different income
levels use different brands, which fall under different segments (see table below),
but all income levels use soaps, making it the second largest category in India
(detergents are number one). Rural consumers in India constitute 70% of the
population. Rural demand is growing, with more and more soap brands being
launched in the discount segment targeting the lower socio-economic strata of
consumers.
The toilet soaps market is estimated at 530,000 tpa including small imports.
Hindustan Lever is, of course, the market leader.The market is littered over with
several, leading national and global brands and a large number of small brands,
which have limited markets. The popular and premium brands include Lifebuoy,
Lux, Cinthol, Liril, Forever,Rexona,and Nirma. Toilet soaps, despite their
divergent brands, are not well differentiated by the consumers. It is, therefore, not
clear if it is the brand loyalty or experimentation lured by high volume media
campaign, which sustain them.
7/30/2019 Advertising and Sales Promotion Finalized Project
9/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 9
Soap Price (per 75 gram cake)
Segment in rupees in US$
Carbolic* 5.00 10 cents
Discount 7.00 15 cents
Popular 11.00 23 cents
Premium 17.00 36 cents
Super Premium 35.00 75 cents
INDIAN SOAP INDUSTRY
ize of the IndustryThe Indian Soap Industry includes about 700 companies wit
combined annual revenue of about $17 billion.
eographical
istribution All the major metropolitan cities
utput per annumIndian per capita consumption of soap is at 460 gms per
annum
7/30/2019 Advertising and Sales Promotion Finalized Project
10/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 10
Market capitalization70% of India's population resides in the rural areas and
around 50% of the soaps are sold in the rural markets.
History
h rule the Lever Brothers, England introduced modern
ng and marketing them in the country. The first company
th West Soap Company, the soap manufacturing plant in
the city of Meerut, in the state of Uttar Pradesh. In 1897,
eting cold process soaps. In 1918, Mr. Jamshedji Tata set
digenous soap manufacturing unit when he purchased the
ls at Cochin Kerala. OK Mills crushed and marketed
ooking and manufactured crude cold process laundry soaps
cally and It was renamed The Tata Oil Mills Company and
soaps appeared on the market in the early 1930's.
Soap became a necessity for the moneyed class by around 1937. Today with
increase in disposable incomes all around the world along with India, growth in
rural demand is expected to increase because consumers are moving up towards
premium products. However, in the recent past there has not been much change in
the volume of premium soaps in proportion to economy soaps, this was due to the
7/30/2019 Advertising and Sales Promotion Finalized Project
11/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 11
increase in prices which has led some consumers to look for cheaper substitutes.
The major players in the market for the personal wash (Soap) market are HLL,
Norma and P&G.
The toilet soaps market is estimated at 530,000 TPA including small imports where
the Hindustan Lever is the market leader. The market has several, leading national
and global brands and a large number of small brands. The popular brands include
Lifebuoy, Lux, Cinthol, Liril, Rexona, and Nirma. Premium soaps are estimated to
have a market volume of about 80,000 tonnes. This translates into a share of about
14 to 15%. However, by value it is as much as 30%.
Brief Introduction
Soaps are categorized into men's soaps, ladies' soaps and common soaps. There are
few specialty soaps like the Glycerine soaps, sandal soaps, specially flavored
soaps, medicated soaps and baby soaps. Specialty soaps are high valued which
enjoy only a small share of the market in value terms. The market is growing at 7%
a year. This means that the incremental demand generation is 5% over and above
the population growth. With increasing awareness of hygienic standards, the
market for the Soaps could grow at a rate higher than 8% annually. Interestingly,
60% of the market is now sourced from the rural sector. This means that the
7/30/2019 Advertising and Sales Promotion Finalized Project
12/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 12
variance between the two segments is not very large. Since upper-end market focus
is the urban areas, margins come from the urban sector.
Soap is a product for many people and the lathering up can be a treasured part of a
morning or nightly routine. Whether it might be scented or unscented, in bars, gels,
and liquids, soap is a part of our daily lives. In the United States, soap is a $1.390
million (US$) industry with over 50 mass market brands. But in Indian markets the
sales potential for soap is only beginning to be realized. At the end of the year
2000, soap was a $1.032 million (US$) business in India.
India is a country with a population of 1,030 million people. With the household
penetration of soaps is 98%. People belonging to different income levels use
different brands, which fall under different segments, but all income levels use
soaps, making it the second largest category in India. Rural consumers in India
constitute 70% of the population. Rural demand is growing, with more and more
soap brands being launched in the discount segment targeting the lower socio-
economic strata of consumers. Soap manufacturers originally targeted their
products to the lowest income strata in urban as well as rural areas, positioning
their brands as a way to remove dirt and clean the body. For some brands, that
positioning persists even today with a focus on removal of body odor and keeping
7/30/2019 Advertising and Sales Promotion Finalized Project
13/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 13
the user healthy. However, soap positionings are moving towards skin care as a
value-added benefit.
Soap is primarily targeted towards women, as they are the chief decision-makers in
terms of soap purchase and for Medicated positionings like germ killing and anti-
bacterial are marketed to families. About 75% of soap can be bought through the
different types of outlets.This is the most common source for buying soap, which
usually forms a part of the months grocery list. Pan-Beedi Shops: These are really
small shops, almost like handcarts, and they are primarily set up to dispense
cigarettes and chewing tobacco.
Total annual soap sales by companies marketing their brands at national or state
levels is estimated at 14,000 tonnes of a total soap market considered to be about
126,000 tonnes.
Market Capitalization
ndian economy the popular segments are
ire soaps market. The penetration level of toilet
ndian per capita consumption of soap is at 460
while in Brazil it is at 1,100 grams per annum.
7/30/2019 Advertising and Sales Promotion Finalized Project
14/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 14
a, available stores of soaps are five million retail stores,
which, 3.75 million retail stores are in the rural areas.
India's population resides in the rural areas and around
the soaps are sold in the rural markets.
Size of the Industry
The Indian Soap Industry includes about 700 companies with combined annual
revenue of about $17 billion. Major companies in this industry include divisions of
P&G, Unilever, and Dial. The Indian Soap Industry is highly concentrated with the
top 50 companies holding almost 90% of the market. The market size of global
soap and detergent market size was estimated to be around 31M tonne in 2004,
which is estimated to grow to 33M tonne in the coming years. Toilet soaps account
for more than 10% of the total market of soap and detergents. In Asia, the countries
like China and India are showing rapid growth in the toilet soap section. Market
share of body wash was estimated to be around 2% in 2004 and is showing signs of
healthy growth in these markets. Indias soap market is Rs 41.75 billion.
Indian Soap Industry volume is Rs 4,800-crore. For the purpose of gaining a
competitive edge, Indian companies are now relaunching their brands with value-
additions to woo consumers across India. For instance, Hindustan Lever Ltd (HLL)
7/30/2019 Advertising and Sales Promotion Finalized Project
15/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 15
has recently launched a host of toilet soap brands which include Lifebuoy, Lux,
Breeze and Lirilwith value additions. Also is in the process of rolling out
Ayush ayurvedic soap. The aim is to meet the evolving needs of customers.
Top Leading Companies
In the Rs 4,800-crore Indian toilet soaps market, the lead players include:
HLL Godrej Consumer Products Ltd Colgate Palmolive Ltd and Wipro Consumer Care
Latest developments
In Indian Soap Industry the entry of new players in the 6,500-crore toiletsoaps industry is expected to bring about a new twist in the "Indian soap
opera".
ITC Ltd has started investing in aggressive brand-building and productdevelopment projects to promote its brands, Fiama De Wills, Vivel and
Superia.
Godrej Consumer Products Ltd and Wipro Consumer Care Lighting are
7/30/2019 Advertising and Sales Promotion Finalized Project
16/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 16
established players in the Industry which are beefing up their research
projects and advertising plans to take on new rivals.
With increasing competition, the Indian Soap Industry is expected to registera healthy growth this fisca. The sector registered a 15% value growth.
GCPL is hiking its advertising budget by 20% to gain high visibility for itsbrands.
COMPANY PROFILE:
Wipro Consumer care and Lighting is in the business of manufacturing and
marketing Wipro Brand of Luminaires, Lamps and Accessories. Wipro Lighting
caters to both institutional and retail consumers and offers comprehensive lighting
solutions across various application areas. Wipro Lighting is part of the Wipro
Consumer Care & Lighting Division of Wipro Limited. Wipro Limited is a Rs.
8170 crore diversified corporate having interests in Information Technology,
Healthcare, Infrastructure Engineering and Consumer Care.
Wipro was previously known as Western India Vegetable Products Ltd was started
by Mr.M.H Premji. The company manufactured vegetable oil, vegetable ghee and
7/30/2019 Advertising and Sales Promotion Finalized Project
17/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 17
laundry soap. In 1966, upon the untimely demise of M.H. Premji, his son,Mr.Azim
Hasham Premji, a 21-year-old student of engineering at Stanford University, was
called upon to run the company. Under him, Wipro embarked on an ambitious
phase of expansion. The business diversified into fluid power, soaps, toiletries,
lighting and babycare products, and distribution was considerably
expanded.Some of the important consumer products made by Wipro include soaps,
babycare products, bulbs, tubelights, shampoos, powder etc. The financial
strength of the consumer care division powered further diversifications,
particularly in infotech and healthcare.
About Wipro Limited
Wipro Limited is the first PCMM Level 5 and SEI CMM Level 5
certified IT Services Company globally.
Wipro provides comprehensive IT solutions and services, including
systems integration, Information Systems outsourcing, package
implementation, software application development and maintenance, and
research and development services to corporations globally.
7/30/2019 Advertising and Sales Promotion Finalized Project
18/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 18
Wipro Ltd. is today among the top business conglomerates in the world.
With a $ 6 Billion turnover, it has diverse interests ranging from
Information Technology to Infrastructure Engineering and Consumer
Care. Wipro has a presence across 50 countries and employee strength of
over 1 lac employees worldwide from over 50 nationalities.
In the Indian market, Wipro is a leader in providing IT solutions and
services for the corporate segment in India offering system integration,
network integration, software solutions and IT services. Wipro also has
profitable presence in niche market segments of consumer products and
lighting. In the Asia Pacific and Middle East markets, Wipro provides IT
solutions and services for global corporations.
Our businesses include :
Wipro Technologies - A global services provider delivering
technology-driven business solutions that meet the strategic objectives of
our clients.
Wipro Infotech - Has a market capitalization of USD 24 billion. Wipro
Infotech was the first global software company to achieve Level 5 SEI-
7/30/2019 Advertising and Sales Promotion Finalized Project
19/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 19
CMM, the world's first IT company to achieve Six Sigma, as well as the
world's first company to attain Level 5 PCMM.
Wipro Infrastructure Engineering - Delivers precision-engineered
hydraulic cylinders, components and solutions & truck hydraulics
components to OEMs globally in the infrastructure and related
industries.
Wipro GE Medical Systems Limited - A joint venture between Wipro
and General Electric Company. A part of GE Medical Systems South
Asia, it caters to customer and patient needs with a commitment to
uncompromisingquality.
Wipro Consumer Care and Lighting- Wipro Consumer Care and
Lighting is today among the top 10 FMCG companies and amongst the
Fastest Growing FMCG companies in India. It has a presence in over 40
countries with over 6500 employees worldwide. Wipro has 8 production
plants in India and 5 overseas. The business segments within WCCLG
include Consumer Care, Trade Lighting, Commercial and Institutional
Lighting, Furniture, North West Switch Gear and with the acquisition of
Unza in 2007, company has now acquired a global footprint.
7/30/2019 Advertising and Sales Promotion Finalized Project
20/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 20
Wipro Lighting is part of the Wipro Consumer Care & Lighting Division
of Wipro Limited. Wipro Lighting is in the business of manufacturing
and marketing Wipro Brand of Luminaires, Lamps and Accessories.
Wipro Lighting caters to both institutional and retail consumers and
offers comprehensive lighting solutions across various application areas.
Wipro Lighting is part of the Wipro Consumer Care & Lighting Division
of Wipro Limited.
Milestones of Wipro Consumer Care and Lighting
1947 - Establishment of an Oil crushing unit at Amalner in Maharashtra
1970 - Manufacture of Hydrogenated cooking (Vanaspati) medium at
Amalner
1986 - Santoor soap launched 1991 - Wipro Lighting established
1991 - Wipro Baby Soft Products launched
1999 - Launch of Wipro Active
2003 - Launch of Wipro Safewash
2003 - Glucovita acquired
2003 - Chandrika Marketing Rights obtained
2004 - Launch of Santoor Facewash and Cream
7/30/2019 Advertising and Sales Promotion Finalized Project
21/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 21
2005-06 Amongst the fastest growing FMCG companies
2006 - Acquisition of North-West Switches
2007Acquisition of Unza, One of the leading companies of South East
Asia, in personal care business.
2009Wipro buys Yardley the 229 yearold premium personal care
SALES PROMOTION
DEFINITION OF SALES PROMOTION
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, and personal letters on other methods.Example:
Suppose you go to the market to buy soap. The shopkeeper suggests that if you buy
two soap cakes, an extra soap cake will be given to you free of cost under buy 2
get 3 scheme. You feel attracted to buy as by doing so you are saving money on
one soap. Moreover, soap is an item which is required on a regular basis, and so
you can keep the extra two cakes to be used later. This is an approach of increasing
7/30/2019 Advertising and Sales Promotion Finalized Project
22/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 22
sale of a product and it is quite different from what you have learnt in the earlier
two lessons. Let us learn more about it in this lesson.
Objectives
After studying this lesson, you will be able to explain the meaning of sales promotion state the objectives of sales promotion describe the various tools used in sales promotion recognize the role of each tool in promoting sales Describe the importance of sales promotion in business.
SALES PROMOTION TECHNIQUIES
Trade allowances Dealer loader: Trade contest: Point-of-purchase displays: Training programs Push money:
7/30/2019 Advertising and Sales Promotion Finalized Project
23/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 23
Forms of consumer promotion
Free samples Free gifts Coupons In-packs Price packs Price-offs Sweepstakes Bundling offers Cash refund offers/Rebates:
A cash refund or rebate is similar to a coupon except that the price reduction
comes after the product is already purchased. In order to receive the cash refund/
rebate, the consumer must send in a "proof of purchase" with the company offer in
order to obtain the refund. Rebates are often an excellent form of sales promotion
for a company to use because a high percentage of consumers will not send in the
forms for refund.
7/30/2019 Advertising and Sales Promotion Finalized Project
24/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 24
Contests and Sweepstakes:Many companies use contests and sweepstakes to increase the sales of the
products. As a reward for participating, consumers might win cash, free products
or vacations. With a contest, participants are required to demonstrate a skill; for
example, entrants might be asked to suggest a name for a new product, design a
company logo, or even suggest a company name change. Contest entries are then
reviewed by a panel of judges, the originator of the winning entry receives a prize,
usually in the form of cash or vacation.. In contrast to the skill required with the
contests, sweepstakes winner is determined by chance. For example consumers
may be given a scratch card in fast-food restaurants, if three-of-a-kind or another
predator minded criterion is achieved, the consumer would be given a free
hamburger or some other selected price.
Coupons:Coupons are certificates that give consumers a price saving when they
purchase a specified product. Coupons are frequently mailed, placed in news
papers, or dispensed at that point of purchase. In addition, some companies have
coupons generated when an item is scanned at the register. Companies can promote
both new and mature items through the use of coupons.
7/30/2019 Advertising and Sales Promotion Finalized Project
25/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 25
Patronage rewards:Awards provided by the companies to promote and encourage the
purchasing of their products are called patronage rewards. Airlines use this strategy
by awarding frequent-flier miles to consumers who use their services often. When
a consumer has earned enough frequent-flier miles, he or she can redeem a free air
ticket. credit card companies also use patronage rewards by providing a list of free
products a person can order base on the number of dollars charged in a specified
time period.
Point-of-purchase displays:Point-of-purchase promotions can include displays and promotions that take
place at the point of purchase. The card board cutouts of popular movie stars that
are put next to merchandise are excellent examples of this method. One drawback
to point-of-purchase displays is that stores do not have time to set up all the ones
that are offered, so only a handful of them are used. Companies frequently offer
assistance in assembling and removing promotional displays to encourage store
owners to use their point-of-purchase displays.
Premiums:A premium is a good offered free or at a low cost to encourage consumers to
buy a particular product. Companies can also offer premiums in the form of re-
7/30/2019 Advertising and Sales Promotion Finalized Project
26/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 26
usable containers bearing names and logos in order to help promote other products.
In addition, a company may also decide to use a self-liquidating premium. The
costs associated with self-liquidating premiums are passed along to consumers
through the cost of the product.
Price packs/Cents-off dealsPrice packs provide consumers with a reduced price that is marked directly
on the package by the manufacturer. Companies can offer price packs in the
format of two for the price of one or offer products such as a tube of tooth paste
and a tooth brush in one package for a lower price than that of the two items
purchased separately. Consumers usually react favorably to price packs because
they are perceived as real bargain.
SamplesSome companies offer free samples of their products. the rationale for
offering a free product sample is to achieve immediate consumer introduction to
the product. Companies have several ways to introduce potential consumers to
product samples. Commonly used delivery methods include mailing the product,
passing the product out in stores or door-to-door delivery of the product.
Trade showsMost industries hold conventions and trade shows each year to show off new
7/30/2019 Advertising and Sales Promotion Finalized Project
27/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 27
technology, assess consumer trends, and review other issues important to industry.
Trade shows provide firms that sell to a particular industry an excellent
opportunity to promote new products, make new contacts, renew existing business
relationships, maintain or build a reputation, and distribute promotional materials.
Trade sales promotion techniques
Trade allowances: short term incentive offered to induce a retailer to stockup on a product.
Dealer loader: An incentive given to induce a retailer to purchase anddisplay a product.
Trade contest: A contest to reward retailers that sell the most product.
Point-of-purchase displays: Used to create the urge of "impulse" buying andselling your product on the spot.
Training programs: dealer employees are trained in selling the product. Push money: also known as "spliffs". An extra commission paid to retail
employees to push products.
Trade discounts (also called functional discounts): These are payments to
distribution channel members for performing some function.
7/30/2019 Advertising and Sales Promotion Finalized Project
28/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 28
Off-Invoice Allowances
Here marketers allow wholesalers and retailers to deduct a set amount from the
invoice they receive for merchandise.
The incentive for the trade with this programme is that the price reduction
increases the margin (and profits) a wholesaler or retailer realizes on the off-
invoiced brand.
This scheme is in general available for many products, where if the bill amount is
above a certain amount you get a certain percentage discount. The % varies from
around 2% to 10%, from company to company and also from time to time.
Buying allowance ( Trade Promotion Technique)
It is similar to the off-invoice allowance. It is a discount for the purchase of the
promoted product during the specified period on the purchase of certain minimum
quantity of the product. This trade incentive is often used to gain more distribution
or to maintain the existing one.
Display and advertising allowance
The retailer is required to arrange the product display in a prominent show-window
or offer discount to consumers and advertise this offer in the local newspaper or
arrange a point-of-purchase display on the shelf corner. The retailer earns the
7/30/2019 Advertising and Sales Promotion Finalized Project
29/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 29
incentive only after meeting the conditions set by the manufacturer.
Buy back allowance
Manufacturers sometimes announce a buy-back allowance to encourage re-
stocking by retailers. This promotion immediately follows another type of deal
offered to resellers and offered some incentive for new purchases. When the
manufacturer realizes that after the initial deal the inventory levels at the retail
level are quite low or depleted, such an offer helps in building the inventory level
with retailers to normal. Eg. Bread, thepalas, perishable gds.
Bill back allowance
The manufacturer offers a discount for every item purchased during the promotion
period. At the end after the promotion is over, the dealer counts the discount per
unit for all the items bought during the promotion period, adds any additional
promotional allowances as stipulated by the manufacturer and submits the
statement. He also needs to submit the bill for all such items.
Slotting allowance
These are the fees that a retailer charges the manufacturers to make available the
space on the shelf for their new products. Retail store owners say that the number
of brands in each category is multiplying, there is increasing competition and
margins are decreasing, hence they have no option but to ask for a fee to keep the
7/30/2019 Advertising and Sales Promotion Finalized Project
30/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 30
product on their shelf and use the money to improve their shelf design and
promotion, etc.
Merchandise allowance
In the form of free products packed with regular shipments, are payments to the
trade for setting up and maintaining displays. The payments are typically far less
than manufacturers would have to spend to maintain the displays themselves.
Some of the Trade Schemes:
Buy Cadburys products worth Rs.3000/- and get 30 any chocolates worth Rs.5
free.
Buy a box of Munch and get 1 Munch free.
Point-of-purchase displays i.e. product displays and information sheets are useful
in reaching the consumer at the point of purchase and often encourage retailers to
support ones brand.
POP promotions can help win precious shelf space and exposure in a retail setting.
From a retailers perspective, a POP display should be designed to draw attention
to a brand, increase turnover, and possibly distribute coupons and sweepstake entry
forms.
Companies do P-O-P displays as and when they have sales promotion schemes
7/30/2019 Advertising and Sales Promotion Finalized Project
31/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 31
going on. Some companies that do a lot of P-O-P displays on a regular basis are
Gillette, Vicks, Duracell, Pepsi, Coke.
Cash rebate
This is a form of delayed value promotion for the retailer. Only after the proof of
performance is furnished, the retailer is given a cheque for the amount of
discount.Once a retailer has met the laid down conditions, the rebate is given to the
retailer. The advantage of this method is that the rebate is given only after the
retailer has performed to qualify for the rebate.
Free goods
A free goods promotion is a deviation from straight price cut. The promotion offer
to trade is in the form of extra quantity of purchased product free.Free goods
deal often encourages resellers to stock more during the promotion period. For the
manufacturer, it is an excellent promotion because it costs less than it otherwise
appears.
Buy 24 Close Up toothpaste and get 1 free.Buy Cadburys products worth
Rs.3000/- and get 30 any chocolates worth Rs.5 free
Trade coupons
It is a manufacturer-initiated sales promotion, however, the coupon distribution is
undertaken by retailers, either through local print medium or in some other
7/30/2019 Advertising and Sales Promotion Finalized Project
32/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 32
manner. The important thing about such coupons is that they can be redeemed only
at the distributing store. There is an agreement between the retailer and the
manufacturer that some agreed allowance will be paid to the retailer. Generally this
is in the form of re-imbursement of some amount of money to the retailer for each
coupon redeemed. The distributing retailer gets the double benefit due to the
increase in store traffic and the incentive of reimbursement from the manufacturer.
This is a string incentive to the retailer to arrange displays and promote the coupon
offer.
SPIFFS (also called push money)
It is a monetary reward given to the salesforce of the dealers to sell a
manufacturers product. For example, a manufacturer of washing machines may
offer Rs.500 to each sales person who sells the manufacturers brand of washing
machine. The SPIFF money varies as does the willingness of the dealers to allow
the salesforce to accept the offer. Dealers who carry product brands of different
manufacturers generally hesitate to allow such offers
Incentives
Incentives to the members of the trade include a variety of tactics like awards in
the form of travel, gifts, or cash bonuses for reaching targeted sales levels that
induce retailers and wholesalers to give a firms brand added attention. The
7/30/2019 Advertising and Sales Promotion Finalized Project
33/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 33
incentive does not have to be large or expensive to be effective. Another form of
trade incentive is referred to as push money i.e. SPIFFS.
Consumer sales promotion techniques
Price deal: A temporary reduction in the price, such as happy hour Loyal Reward Program: Consumers collect points, miles, or credits for
purchases and redeem them for rewards. Two famous examples are Pepsi
Stuffand Advantage.
Cents-off deal: Offers a brand at a lower price. Price reduction may be apercentage marked on the package.
Price-pack deal: The packaging offers a consumer a certain percentage moreof the product for the same price (for example, 25 percent extra).
Coupons: coupons have become a standard mechanism for sales promotions. Loss leader: the price of a popular product is temporarily reduced in order to
stimulate other profitable sales
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 isavailable.
http://en.wikipedia.org/wiki/Happy_hourhttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/AAdvantagehttp://en.wikipedia.org/wiki/Loss_leaderhttp://en.wikipedia.org/wiki/Loss_leaderhttp://en.wikipedia.org/wiki/AAdvantagehttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/Pepsi_Stuffhttp://en.wikipedia.org/wiki/Happy_hour7/30/2019 Advertising and Sales Promotion Finalized Project
34/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 34
Checkout dispensers: On checkout the customer is given a coupon based onproducts purchased.
On-line couponing: Coupons are available online. Consumers print them outand take them to the store.
Mobile couponing: Coupons are available on a mobile phone. Consumersshow the offer on a mobile phone to a salesperson for redemption.
Online interactive promotion game: Consumers play an interactive gameassociated with the promoted product. See an example of the Interactive
Internet Ad for tomato ketchup.
Rebates: Consumers are offered money back if the receipt and barcode aremailed to the producer.
Contests/sweepstakes/games: The consumer is automatically entered into theevent by purchasing the product.
Point-of-sale displays:-o Aisle interrupter: A sign that juts into the aisle from the shelf.o Dangler: A sign that sways when a consumer walks by it.o Dump bin: A bin full of products dumped inside.o Glorifier: A small stage that elevates a product above other products.o Wobbler: A sign that jiggles.
http://www.business-idea.com/ShowPosting.asp?ID=2123http://www.business-idea.com/ShowPosting.asp?ID=2123http://en.wikipedia.org/wiki/Rebate_%28marketing%29http://en.wikipedia.org/wiki/Barcodehttp://en.wikipedia.org/wiki/Barcodehttp://en.wikipedia.org/wiki/Rebate_%28marketing%29http://www.business-idea.com/ShowPosting.asp?ID=2123http://www.business-idea.com/ShowPosting.asp?ID=21237/30/2019 Advertising and Sales Promotion Finalized Project
35/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 35
o Lipstick Board: A board on which messages are written in crayon.o Necker: A coupon placed on the 'neck' of a bottle.o YES unit: "your extra salesperson" is a pull-out fact sheet.o Electroluminescent: Solar-powered, animated light in motion.[2]
Kids eat free specials: Offers a discount on the total dining bill by offering 1free kids meal with each regular meal purchased.
SIMPLIFIED CHANNEL AND PROMOTION STRUCTURE
http://en.wikipedia.org/wiki/Fact_sheethttp://en.wikipedia.org/wiki/Sales_promotion#cite_note-1http://en.wikipedia.org/wiki/Sales_promotion#cite_note-1http://en.wikipedia.org/wiki/Sales_promotion#cite_note-1http://en.wikipedia.org/wiki/Sales_promotion#cite_note-1http://en.wikipedia.org/wiki/Fact_sheet7/30/2019 Advertising and Sales Promotion Finalized Project
36/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 36
1. Which bathing soap are you using among these?
a) Forever b) Lux c) Rexona d) Cinthol
TABLE:
S.No Criteria No. of respondents % of respondents
1. Forever 60 60%
2. Lux 20 20%
3. Rexona 15 15%
4. Cinthol 15 15%
Total 100 100
INTERPRETAION:
The above table shows that the number of respondents is given preference to
forever is 60, next preference given to Lux is 20, and next preference to Rexona is
15 remaining are followed by Cinthol is15.
0%
10%
20%
30%
40%
50%
60%
70%60%
20%15% 15%
Forever
Lux
Rexona
Cinthol
7/30/2019 Advertising and Sales Promotion Finalized Project
37/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 37
2. Which factors influenced you to choose this Bathing soap?
a) Color of the soap b) fragrance of the soap
c) Brand value d) Advertisement e) Promotional schemes
TABLE:
S.No Cr ter a No. o respon ents % o respon ents
1. Co or o t e soap 10 10%2. ragrance o t e soap 15 15%
3. Bran va ue 40 40%
4. A vert sement 20 20%
5. Promot ona sc emes 15 15%
Tota 100 100
INTERPRETAION:
The above table shows that the number of respondents are given preference to
Brand value is 40, next preference given to Advertisement is 20, next preference to
0
5
10
15
20
25
30
3540
Color ofthe soap
fragranceof thesoap
Brandvalue
Advertisement
Promotionalschemes
7/30/2019 Advertising and Sales Promotion Finalized Project
38/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 38
fragrance of the soap and Promotional schemes are 15,15 remaining are followed
by Color of the soap is10.
3. Which is the most effective medium for promoting the product?
a) Advertisement b) Sales promotion c) public relation & publicity
d) Personal selling e) Internet.
TABLE:
S.No Cr ter a No. o respon ents % o respon ents
1. A vert sement 25 25%
2. Sa es promot on 45 45%
3. pu c re at on & pu c ty 15 15%
4. Persona se ng 10 10%
5. Internet 5 5%Tota 100 100
0
5
10
1520
25
30
35
40
45
Advertisement
Salespromotion
publicrelation &publicity
Personalselling
Internet
7/30/2019 Advertising and Sales Promotion Finalized Project
39/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 39
INTERPRETAION:
The above table shows that the numbers of respondents are given preference toSales promotion is 45, next preference given to Advertisement is 25, next
preference to public relation & Publicity is 15 remaining are followed by Personalselling and Internet is 10, 5.respectively.
4. Are you aware of the offers/schemes conducted by forever soap?
a. Yes b. No c. Not Right Now
TABLE:
S.No Criteria No. of respondents % of respondents
1. Yes 55 55%
2. No 30 30%
3. Not Right Now 15 15%
Total 100 100
Yes
55%
No
30%
Not Right Now
15%
Response
Yes
No
Not Right Now
7/30/2019 Advertising and Sales Promotion Finalized Project
40/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 40
INTERPRETAION:
The above table shows that the numbers of respondents are aware of
offers/schemes conducted by forever soap yes is 55%, no is 30% and not right now
is 15%.
5. Did forever conduct any Road shows?
a. yes b. no
TABLE:
S.No Criteria No. of respondents % of respondents
1. Yes 62 62%
2. No 38 38%
Total 100 100
GRAPH:
YES
62%
NO
38%
Response
YES
NO
7/30/2019 Advertising and Sales Promotion Finalized Project
41/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 41
INTERPRETAION:
The above table shows that the numbers of respondents are said that 62% is yes
and 38% is no.
6. How would you choose your preference on the following promotional
schemes?
a) Price off b) Discount coupons c) Contents
d) scratch card e) Cash refund f) Prizes
TABLE:
S.No Cr ter a No. o respon ents % o respon ents
1. Pr ce o 20 20%
2. D scount coupons 30 30%
3. Contents 10 10%
4. scratc car 10 10%
5. Cas re un 20 20%
6. Pr zes 10 10%
Tota 100 100
7/30/2019 Advertising and Sales Promotion Finalized Project
42/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 42
INTERPRETAION:
The above table shows that the number of respondents are given preference to
Discount coupons is 30, next preference given to Price off, Cash refund is
20, next preference to Contents, scratch card, Prizes are10 respectively.
7. Do you think that Sales Promotional Activities that are adopted by forever soap
are according To the Consumer Perceptions?
a. yes b. no c. cant say
TABLE:
S.No Criteria No. of respondents % of respondents
1. Yes 50 50%
2. No 30 30%
0
5
10
15
20
2530
35
Price off Discount
coupons
Contents scratch
card
Cash
refund
Prizes
Preference
Preference
7/30/2019 Advertising and Sales Promotion Finalized Project
43/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 43
3. Not Right Now 20 20%
Total 100 100
INTERPRETAION:
The above table shows that the numbers of respondents are think that Sales
Promotional Activities that are adopted by forever soap are according To the
Consumer Perceptions is 50%, no is 30% and not right now is 20%.
8. .Do you think that Sales Promotional Activities has power to influence
Sales happening?
a. yes b. no c. cant say
TABLE:
S.No Criteria No. of respondents % of respondents
1. Yes 65 65%
0
5
10
15
20
25
30
35
40
45
50
Yes
No
Not Right Now
7/30/2019 Advertising and Sales Promotion Finalized Project
44/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 44
2. No 25 25%
3. Not Right Now 10 10%
Total 100 100
INTERPRETAION:
The above table shows that the numbers of respondents are think that Sales
Promotional Activities has power to influence Sales happening is 65%, no is 25%
and not right now is 10%.
9. Do you think that Sales Promotional Activities of Forever Helps in retaining The
Customers?
a. yes b. no c. cant say
0
10
20
30
40
50
60
70
Yes
No
Not Right Now
7/30/2019 Advertising and Sales Promotion Finalized Project
45/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 45
TABLE:
S.No Criteria No. of respondents % of respondents
1. Yes 70 70%
2. No 20 20%
3. Not Right Now 10 10%
Total 100 100
INTERPRETAION:
The above table shows that the numbers of respondents are think that Sales
Promotional Activities of Forever Helps in retaining The Customers is 70%, no is
20% and not right now is 10%.
0
10
20
30
40
50
60
70
Yes
No
Not Right Now
7/30/2019 Advertising and Sales Promotion Finalized Project
46/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 46
10. Does Sales Promotion Activities of Forever are better than others?
a. yes b. no
TABLE:
S.No Criteria No. of respondents % of respondents
1. YES 64 64%
2. NO 36 36%
Total 100 100
GRAPH:
INTERPRETATION:
The above table shows that the numbers of respondents are think that Sales
Promotional Activities of Forever are better than others yes is 64%, no is 36%.
YES
64%
NO
36%
Response
YES
NO
7/30/2019 Advertising and Sales Promotion Finalized Project
47/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 47
11. If yes, among which activity is it better?
a. Offers b. Discounts
c. Road Shows/Contests d.Scratch cards
TABLE:
S.No Criteria No. of respondents % of respondents
1. Offers 30 30%
2. Discounts 35 35%
3. Road Shows/Contests 20 20%
4. Scratch cards 15 15%
Total 100 100
0
5
10
15
20
25
30
35Offers
Discounts
Road
Shows/Contests
Scratch cards
7/30/2019 Advertising and Sales Promotion Finalized Project
48/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 48
INTERPRETATION:
The above table shows that the numbers of respondents are think that among
all Activities discount and offers are better.
12. How is the sales promotion scheme communicated to you?
a) Through sales representative b) Through print media
c) Through e-media d) Through company stall
TABLE:
S.No Criteria No. ofrespondents
% ofrespondents
1. Through salesrepresentative
20 20%
2. Through print media 20 20%
3. Through e-media 45 45%
4. Through company stall 15 15%
Total 100 100
7/30/2019 Advertising and Sales Promotion Finalized Project
49/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 49
INTERPRETATION:
The above table shows that the numbers of respondents are think that the sales
promotion scheme communicated by through sales representative is 20 %, through
print media is 20%, Through e-media is 45%, Through company stall is 15%.
13. What are the problems during and after sales promotional schemes?
a) Stock out b) Improper information
c) Gifts not received d) coupons not encased
TABLE:
S.No Criteria No. of respondents % of respondents
1. Stock out 45 45%
2. Improper information 15 15%
3. Gifts not received 20 20%
4. coupons not encased 20 20%
0
5
10
15
20
25
30
35
40
45Through salesrepresentative
Through printmedia
Through e-media
Through companystall
7/30/2019 Advertising and Sales Promotion Finalized Project
50/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 50
Total 100 100
INTERPRETATION:
The above table shows that the numbers of respondents are think that the problems
during and after sales promotional schemes are Stock out is 45%, Improper
information is 15%, Gifts not received is 20%, coupons not encased is 20%.
14. In your family which age group gets most affected due to sales promotion
schemes offered?
a) Housewife b) Youngsters
c) Adults d) Older people
0
5
10
15
20
25
30
35
40
45Stock out
Improperinformation
Gifts not received
coupons notencased
7/30/2019 Advertising and Sales Promotion Finalized Project
51/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 51
TABLE:
S.No Criteria No. of respondents % of respondents
1. Housewife 45 45%
2. Youngsters 25 25%
3. Adults 20 20%
4. Older people 10 10%
Total 100 100
INTERPRETATION:
The above table shows that the most of the 45%Housewifes, 25%Younsters,
20%Adults, 10%older people are most affected sales promotion activities to be
offered.
0
5
10
15
20
25
30
35
40
45
Housewife
Youngsters
Adults
Older people
7/30/2019 Advertising and Sales Promotion Finalized Project
52/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 52
15. How do you rate forever on following parameters?
Satisfied, Dissatisfied
a) Price-----
b) Distribution Network-----
c) Quality-------
d) Advertising------
e) Promotional schemes-------
TABLE:
S.No
Criteria Satisfied
% ofrespondent
s
Dissatisfied
% ofrespondent
s
Total
1. Price 70 70% 30 30% 100
2. Distribution Network
65 65% 35 35% 100
3. Quality 80 80% 20 20% 100
4. Advertising 75 75% 25 25% 100
5 Promotional schemes
70 70% 30 30% 100
7/30/2019 Advertising and Sales Promotion Finalized Project
53/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 53
INTERPRETATION:
The above table shows that the most number of respondents are satisfied
with factors like Price, Distribution Network, Quality , Advertising ,
Promotional schemes,. Some respondents are Dissatisfied with
factors.
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Price Distribution
Network
Quality Advertising Promotional
schemes
Satisfied
DisSatisfied
7/30/2019 Advertising and Sales Promotion Finalized Project
54/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 54
FINDINGS:
60% of respondents is given preference to forever is Best
40% of respondents are given preference to Brand value is best influencedfactors.
45% of respondents are given preference to Sales promotion in effectivemedium.
62% of customers say forever conducting road shows.
55% customers to aware of the offers/schemes.
The major promotional factor which influenced the customers to chooseDiscount coupons.
64% customers say best Sales Promotion Activities conducting Foreverbetter than others.
7/30/2019 Advertising and Sales Promotion Finalized Project
55/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 55
According to customers electronic media are consider to be more effective topromote forever soap.
SUGGETIONS
It is advised to stability the Brand name and increase the Mileage of thebike to attract the middle and lower middle class people.
It is advised to give advertisement in local channel, which may boost thebusiness in local areas.
Change in the perception of the Customers towards forever soap. It is advised to reduce the price of the Soap to target the lower class income
people.
Efforts to be made to capture uncovered areas. It is advised to increase promotional schemes to attract more number of
people free contests of the Soap should be carried out effectively.
7/30/2019 Advertising and Sales Promotion Finalized Project
56/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 56
CONCLUSIONS:
Sales Promotion is an important function of any Organization in todays Market.
Sales Promotion deals with various promotion techniques for improving the Sales
and Brand awareness of forever Brand soaps.
Knowing the importance of the Sales Promotions in to-days Market, I want to
conclude by saying that the forever Brand soaps should carry out the various
program's for increasing the Sales of forever Brand soaps in the Market.
7/30/2019 Advertising and Sales Promotion Finalized Project
57/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 57
QUESTIONNAIRS:
Name:
Age:
Gender:
Qualification:
Occupation:
1. Which bathing soap are you using among these?
a) Forever b) Lux c) Rexona d) cinthol
2. Which factors influenced you to choose this Bathing soap?
a) Color of the soap b) fragrance of the soap
c) Brand value d) Advertisement f) Promotional schemes
7/30/2019 Advertising and Sales Promotion Finalized Project
58/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 58
3. Which is the most effective medium for promoting the product?
a) Advertisement b) Sales promotion c) public relation & publicity
d) Personal selling e) Internet.
4. Are you aware of the offers/schemes conducted by forever soap?
a. yes b. no c. not right now
5. Did forever conduct any Road shows?
a. yes b. no
6. How would you choose your preference on the following promotional schemes?
a) Price off b) Discount coupons c) Contents
d) scratch card e) Cash refund f) Prizes
7. Do you think that Sales Promotional Activities that are adopted by forever soap
are according To the Consumer Perceptions?
a. yes b. no c. cant say
8. .Do you think that Sales Promotional Activities has power to influence Sales
happening?
a. yes b. no c. cant say
7/30/2019 Advertising and Sales Promotion Finalized Project
59/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 59
9. Do you think that Sales Promotional Activities of Forever Helps in retaining The
Customers?
a. yes b. no c. cant say
10. Does Sales Promotion Activities of Forever are better than others?
a. yes b. no
11. If yes, among which activity is it better?
a. Offers b. Discounts
c. Road Shows/Contests d.Scratch cards
12. How is the sales promotion scheme communicated to you?
a) Through sales representative
b) Through print media
c) Through e-media
d) Through company stall
13. What are the problems during and after sales promotional schemes?
a) Stock out b) Improper information
c) Gifts not received d) coupons not encased
7/30/2019 Advertising and Sales Promotion Finalized Project
60/61
Impact of sales promotion on sales and evaluation of sales
promotion
METAS ADVENTIST COLLEGE Page 60
14. In your family which age group gets most affected due to sales promotion
schemes offered?
a) Housewife b) Youngsters
c) Adults d) Older people
15. How do you rate forever on following parameters?
Satisfied, Dissatisfied
a) Price-----
b) Distribution Network-----
c) Quality-------
d) Advertising------
e) Promotional schemes-------
7/30/2019 Advertising and Sales Promotion Finalized Project
61/61
Impact of sales promotion on sales and evaluation of sales
promotion
BIBLIOGRAPHY:
SEARCH ENGINES:
www.google.co.in
www.learnmarketing.net
www.altavista.com
WEBSITES:
www.wipro.com
BOOKS:
PRINCIPLES OF MARKETING : - Philip Kotler
RESEARCH METHODOLOGY : - Donald S Tull & Hawkins
http://www.google.co.in/http://www.google.co.in/http://www.learnmarketing.net/http://www.learnmarketing.net/http://www.altavista.com/http://www.altavista.com/http://www.wipro.com/http://www.wipro.com/http://www.wipro.com/http://www.altavista.com/http://www.learnmarketing.net/http://www.google.co.in/Top Related