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PROJECT REPORT ON
ANALYSIS OF CORPORATE SALES AS A SALES PROMOTION TOOL ADOPTED BY
CADBURY
SUBMITTED
RASHTRASANT TUKADOJI MAHARAJ NAGPUR UNIVERSITY, NAGPUR IN PARTIAL
FULFILLMENT OF THE REQUIREMENT FOR THE DEGREE OF
BACHELOR OF BUSINESS ADMINISTRATION
BY
Mr. CHETAN N. GHODESWAR
UNDER THE GUIDANCE OF
SHRI. Mahesh Joshi
Department of Business Management,
C. P. & Berar Education Societys College,
Ravinagar, Nagpur.
2009-2010
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CERTIFICATE
This is to certify that Mr. Chetan N. Ghodeswar is a bonafide student ofDepartment of Business
Management, C. P. & Berar E. S. College, Nagpur and studying in B.B.A. Final year and has completed
his project titled ANALYSIS OF CORPORATE SALES AS A SALES PROMOTION TOOL
ADOPTED BY CADBURY.
This project report is submitted to RTM Nagpur University in partial fulfillment of academic requirement
for the degree of Bachelor of Business Administration during the academic year 2009-2010.
I find the work comprehensive, complete and of sufficiently high standard to warrant its
presentation.
Shri. Mahesh Joshi Dr. Satish S. Shastri
Guide Director
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DECLARATION
I have carried out the work presented in this project report titled
ANALYSIS OF CORPORATE SALES AS A SALES PROMOTION TOOL ADOPTED BY
CADBURY
under the guidance of Shri. Mahesh Joshi, Lecturer, Dept. of Business Management, C. P. & Berar E.
S. College, Ravinagar, Nagpur during the academic year 2009-2010. This work has not been submitted
for any other examination conducted by RTM Nagpur University or for any other purpose.
Date : Chetan N. Ghodeswar
Place :
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ACKNOWLEDGEMENT
I take this opportunity to convey my gratitude to those who provided me help during the course of my
study.
It is indeed a great pleasure to express my sincere thanks and great sense of gratitude of Shri. Mahesh
Joshi for his invaluable guidance timely help and suggestions and constant encouragement during my
project work.
Date : Chetan N. Ghodeswar
Place
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INDEX
INTRODUCTION 1-13
COMPANY PROFILE 14-17
OBJECTIVE & SCOPE 18
DATA COLLECTION 19
DATA ANALYSIS 20-24
DATA INTERPRETATION 25-30CONCLUSION 31
QUESTIONNAIRE 32-33
BIBLIOGRAPHY 34
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SALES PROMOTION
The term sales promotion has widely accepted scheme for sales promotion purposes to
increase or sustain business or sales or interest in product or brand. Sales promotion are linked
with direct response marketing. Sales promotion has become a regular and useful element of
marketing strategy and effectively used by well-developed companies.
Meaning of Sales Promotion
Every businessman wants to increase the sale of goods that he deals in. He can adopt
several ways for that purpose. You might have heard about lakhpati bano, win a tour to
Singapore,30% extra in a pack of one kg, scratch the card and win a prize etc. You might
also have seen gifts like lunch box, pencil box, pen, shampoo pouch etc. offered free with some
products.
There are also exchange offers, like in exchange of existing model of television you can
get a new model at a reduced price. You may have also observed in your neighbouring markets
notices of winter sale, summer sale, trade fairs, discount upto 50% and many other
schemes to attract customers to buy certain products. All these are incentives offered by
manufacturers or dealers to increase the sale of their goods. These incentives may be in the form
of free samples, gifts, discount coupons, demonstrations, shows, contests etc. All these measures
normally motivate the customers to buy more and thus, it increases sales of the product. This
approach of selling goods is known as Sales Promotion. You have learnt about advertising and
personal selling in the earlier lessons. Personal selling involves face-to-face contact with specific
individuals, while advertising is directed towards a large number of potential customers. They
also help in increasing sales of goods. Thus, advertising can be used as means of communication
to inform potential customers about the incentives offered for sales promotion. Personal selling
can as well include communication of the incentives to individual customers. But, salespromotion differs from advertising and personal selling in terms of its approach and technique.
Sales promotion adopts short term, non-recurring methods to boost up sales in different ways.
These offers are not available to the customers throughout the year. During festivals, end of the
seasons, year ending and some other occasions these schemes are generally found in the market.
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Thus, sales promotion consists of all activities other than advertising and personal selling that
help to increase sales of a particular commodity.
Definition:-
Sales promotion compromises a range of tactical marketing techniques designed within the
strategic marketing framework to add value to a product or service in order to achieve specific
sales and marketing framework to add a value a product or service in order to achieve specific
sales marketing objectives.
Approaches to sales promotion
A tactical approach:
Sales promotion is visualized and used as one of the short and long term critical and
strategic. Short-term promotion is conceived and played with direct marketing so that it can
achieve short-term benefits and if properly implemented, the results can be achieved in fewweeks time. As such, sales promotion fits well within just in time approach to business
which is already familiar in manufacturing stock controls and delivery cycles.
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Strategic approach:
Sales promotion can be devised, organized and implemented with immense speed and
tackle particular business problems and opportunities as and when they arise. There are few
reasons for taking a structured and strategic approach to sales promotion planning:
It enables one to offer to build on previous one and to establish a continuity of
Communication.
It helps in establishing image and functional values.
It can help in saving time and money and can speed up the response time.
It enables extra benefit to be fully integrated into octher marketing activities.
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Objectives of sales promotion
1) Increasing volume
2) Increasing trial
3) Increasing repeat purchase
4) Increasing loyalty
5) Widening usage
6) Creating interest
7) Creating awareness
8) Deflecting attention from price
9) Getting intermediary support
10) Gaining display
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TYPES/TOOLS OF SALES PROMOTION SCHEME
Holiday vouchers:-
It gives a saving of 5 to 12 percent when they book almost any holiday package. The savings can
be given can be given in variety of ways as cash discounts, as travel cheques, free shopping
voucher, free luggage any other item of equivalent value
Free accommodation :-
The purpose of this is to attract to try out apartments in holiday locations, free of cost in hope
that they will buy into it as a resell or publicise this to friend and relative curve. This is generallyused by hotels, airlines and travel association.
Discounts coupons:-
A number of firms create and promote books of coupons or credit card style discount cards
which give savings of popular items. The variants are 10 to15 percent, or a price of, allowing
children free with adults and a free meal for two.
Money prize competition :-
The most common type areasking to list anumberof things in order of importance the best goal
or savings in a football match, or best catches in a cricket match or the best holiday hotel in a
country and participants are ask to take part in such a skill and judgement guesswork and the
participants are given the prize money which tallies with the official list. ITC, MRF and Pepsi
have done this in India regularly.
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Some other Tools of Sales Promotion
To increase the sale of any product manufactures or producers adopt different measures like
sample, gift, bonus, and many more. These are known as tools or techniques or methods of sales
promotion. Let us know more about some of the commonly used tools of sales promotion.
Free samples:
You might have received free samples of shampoo, washing powder, coffee powder, etc. while
purchasing various items from the market. Sometimes these free samples are also distributed by
the shopkeeper even without purhasing any item from his shop. These are distributed to attract
consumers to try out a new product and thereby create new customers. Some businessmen
distribute samples among selected persons in order to popularize the product. For example, in the
case of medicine free samples are distributed among physicians, in the case of textbooks,
specimen copies are distributed among teachers.
Premium or Bonus offer:
A milk shaker along with Nescafe, mug with Bournvita, toothbrush with 500 grams of
toothpaste, 30% extra in a pack of one kg. are the examples of premium or bonus given free with
the purchase of a product. They are effective in inducing consumers to buy a particular product.
This is also useful for encouraging and rewarding existing customers.
Exchange schemes:
It refers to offering exchange of old product for a new product at a price less than the original
price of the product. This is useful for drawing attention to product improvement. Bring your
old mixer-cum-juicer and exchange it for a new one just by paying Rs.500 or exchange your
black and white television with a colour television are various popular examples of exchange
scheme.
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Price-off offer:
Under this offer, products are sold at a price lower than the original price. Rs. 2 off on purchase
of a lifebouy soap, Rs. 15 off on a pack of 250 grams of Taj Mahal tea, Rs. 1000 off on cooler
etc. are some of the common schemes. This type of scheme is designed to boost up sales in off-
season and sometimes while introducing a new product in the market.
Coupons:
Sometimes, coupons are issued by manufacturers either in the packet of a product or through an
advertisement printed in the newspaper or magazine or through mail. These coupons can be
presented to the retailer while buying the product. The holder of the coupon gets the product at a
discount. For example, you might have come across coupons like, show this and get Rs. 15 off
on purchase of 5 kg. of Annapurna Atta. The reduced price under this scheme attracts the
attention of the prospective customers towards new or improved products.
Fairs and Exhibitions:
Fairs and exhibitions may be organised at local, regional, national or international level to
introduce new products, demonstrate the products and to explain special features and usefulness
of the products. Goods are displayed and demonstrated and their sale is also conducted at a
reasonable discount. International Trade Fair in New Sales Promotion Delhi at Pragati Maidan,
which is held from 14th to 27th November every year, is a wellknown example of Fairs and
Exhibitions as a tool of sales promotion.
Trading stamps:
In case of some specific products trading stamps are distributed among the customers according
to the value of their purchase. The customers are required to collect these stamps of sufficient
value within a particular period in order to avail of some benefits. This tool induces customers to
buy that product more frequently to collect the stamps of required value.
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Scratch and win offer:
To induce the customer to buy a particular product scratch and win scheme is also offered.
Under this scheme a customer scratch a specific marked area on the package of the product and
gets the benefit according to the message written there. In this way customers may get some item
free as mentioned on the marked area or may avail of price-off, or sometimes visit different
places on special tour arranged by the manufacturers.
Money Back offer:
Under this scheme customers are given assurance that full value of the product will be returned
to them if they are not satisfied after using the product. This creates confidence among the
customers with regard to the quality of the product. This technique is particularly useful while
introducing new products in the market.
Insurance offers:-
Every car owner or house owner is obliged to holdcar or house insurance. Insurance of these
common items are widespread. Offering other insurance products for house contents, legal
expenses, personal accidents, travels etc. varies enormously. These days, car dealers are offering
free insurance of cars as an incentive to buyers of cars.
Discounts:-
Sometimes, discounts are offered off the price are available immediately at the time of purchase.
These are termed as immediate price off discount and the commonest forms are:
1. Cash discounts
2. Seasonal discounts
3. Quality discount
4. Functional discount
5. Allowances
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6. Straight reductions
7. Introductory discounts
Corporate sales:- Corporate sales is a sales promotion tool by which the firm directly sales its
goods directly to the consumer houses. There are no intermediaries between the corporate
houses and the company. The sales here also have an advantage of publicity. This offers the
company the advantage of profit margin. Company can utilize this profit margin in giving
discounts or can add it to asset of the company.
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Importance of Sales Promotion
The business world today is a world of competition. A business cannot survive if its products do
not sell in the market. Thus, all marketing activities are undertaken to increase sales. Producers
may spend a lot on advertising and personal selling. Still the product may not sell. So incentives
Business Studies need to be offered to attract customers to buy the product. Thus, sales
promotion is important to increase the sale of any product. Let us discuss the importance of sales
promotion from the point of view of manufacturers and consumers.
From the point of view of manufacturers
Sales promotion is important for manufacturers because.
l It helps to increase sales in a competitive market and thus, increases profits;
ii. It helps to introduce new products in the market by drawing the attention of potential
customers;
iii. When a new product is introduced or there is a change of fashion or taste of consumers,
existing stocks can be quickly disposed off;
iv. It stabilizes sales volume by keeping its customers with them. In the age of competition it is
quite much possible that a customer may change his/her mind and try other brands. Various
incentives under sales promotion schemes help to retain the customers.
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From the point of view of consumers
Sales promotion is important for consumers because
i. The consumer gets the product at a cheaper rate;
ii. It gives financial benefit to the customers by way of providing prizes and sending them to visit
different places;
iii. The consumer gets all information about the quality, features and uses of different products;
iv. Certain schemes like money back offer creates confidence in the mind of customers about the
quality of goods; and
v. It helps to raise the standard of living of people. By exchanging their old items they can use
latest items available in the market. Use of such goods improves their image in society.
o Exchange schemes
o Price-off offer
o Coupons
o Fairs and Exhibitions
o Trading stamp
o Scratch and win offer
o Money Back offer
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Importance of Sales promotion
For manufacturers
arding quality
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Assessment of consumer marketing situations
1) Identify the extra benefits your competitors are offering and assess whether you canoffer all or some of these benefits.
2) Offer extra benefits with marginal price, and the customers will be satisfied with yourefforts.
3) Offer only those benefits to consumers which they conceive and neutralize competitionto a great extent.
4) Consider all extra benefits and make priority of these benefits with a view to offeringthis to consumers depending upon a particular situation.
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INTRODUCTION OF CADBURY INDIA LTD
Cadbury began its operations in 1948 by importing chocolates & then. In the chocolate
confectionary business, Cadbury has maintained its undisputed leadership the years. Some of the
key brands are Cadbury Dairy Milk, 5 Star, Perk, Eclairs &Celebrations. Cadbury enjoys a value
market of over 70% -the highest Cadbury brand share in the world. The pure taste of Cadbury
Dairy Milk defines the chocolate taste for the Indian consumers. Packing them before
distribution in the Indian market. After 60 years of existence, it today has five company-owned
manufacturing facilities at Thane, Induri(Pune) & Malanpur (Gwalior),Bangalore & Baddi
(Himachal Pradesh) & 4 sales offices (New Delhi, Mumbai, Kolkatta&Chennai) . The corporate
office in Mumbai. The core purpose is Working together to create brands people love capture
the spirit of what they are trying to achieve as a business. They collaborate &work as a team to
convert products into brands. Simply they try to spread happiness.Currenty Cadbury India
operates in three sectors . viz. Choclate confectionary, Milk food drinks & in candy
category.Cadbury India is a food product company with interests in Chocolate Confectionery,
Milk Food Drinks, Snacks, and Candy. Cadbury is the market leader in Chocolate Confectionery
business with a market share of over 70%. Some of the key brands of Cadbury are Cadbury
Dairy Milk, 5 Star, Perk, Eclairs, Celebrations, Temptations, and Gems. In Milk Food drinks
segment, Cadbury's main product - Bournvita is the leading Malted Food Drink in the country.
Cadbury is the world's largest confectionery company and its origins can be traced back to 1783
when Jacob Schweppe perfected his process for manufacturing carbonated mineral water in
Geneva, Switzerland. In 1824, John Cadbury opened in Birmingham selling cocoa and chocolate.
Cadbury and Schweppe merged in 1969 to form Cadbury Schweppes plc. Milk chocolate for
eating was first made by Cadbury in 1897 by adding milk powder paste to the dark chocolate
recipe of cocoa mass, cocoa butter and sugar. In 1905, Cadbury's top selling brand, Cadbury
Dairy Milk, was launched. By 1913 Dairy Milk had become Cadbury's best selling line and in
the mid twenties Cadbury's Dairy Milk gained its status as the brand leader. Cadbury India beganits operations in 1948 by importing chocolates and then re-packing them before distribution in
the Indian market. Today, Cadbury has five company-owned manufacturing facilities at Thane,
Induri (Pune) and Malanpur (Gwalior), Bangalore and Baddi (Himachal Pradesh) and 4 sales
offices (New Delhi, Mumbai, Kolkota and Chennai). Its corporate office is in Mumbai.
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INTRODUCTION OF CADBURY
In 1824, John Cadbury began vending tea, coffee, and drinking chocolate at Bull Street in
Birmingham, England in the UK which he produced himself. John Cadbury later moved into the
production of a variety of Cocoas and Drinking Chocolates being manufactured from a factory in
Bridge Street, supplying mainly to the wealthy due to the high cost of manufacture at this time.
During this time a partnership was struck between John Cadbury and his brother Benjamin. At
this time the company was known as 'Cadbury Brothers of Birmingham'.
The two brothers opened an office in London and in 1854 received the Royal Warrant as
manufacturers of chocolate and cocoa to Queen Victoria. Around this time in the 1850s the
industry received a much needed boost with the reduction in high import taxes on cocoa; this
allowed chocolate to become more affordable to everyone.
Due to the popularity of a new expanded product line, including the very popular Cadbury's
Cocoa Essence, the company's success led to the decision in 1873 to cease the trading of tea.
Around this time, master confectioner Frederic Kinchelman was appointed to share his recipe
and production secrets with Cadbury's, which led to an assortment of various chocolate covered
items.
In 1878, John Cadbury's sons Richard and George (who had taken over the company after John
Cadbury's retirement in 1861), acquired the Bournbrook estate, comprising fourteen and a half
acres of countryside five miles south of the outskirts of Birmingham. They renamed the
Bournbrook estate to Bournville and opened the Bournville factory in 1879.
In 1893, George Cadbury bought 120 acres (0.5 km) of land close to the works and planned, at
his own expense, a model village which would 'alleviate the evils of modern more cramped
living conditions'. By 1900 the estate included 313 cottages and houses set on 330 acres
(1.3 km) of land. As the Cadbury family were Quakers there were no Public houses in the estate;
in fact, it was their Quaker beliefs that first led them to sell tea, coffee and cocoa as alternatives
to alcohol.1915 saw the introduction of Cadbury's Milk Tray and throughout the war, more than
2,000 of Cadbury's male employees joined the Armed Forces. To support the war effort,
Cadbury's provided clothing, books and chocolate to soldiers. After World War I, the Bournville
http://en.wikipedia.org/wiki/John_Cadburyhttp://en.wikipedia.org/wiki/Teahttp://en.wikipedia.org/wiki/Coffeehttp://en.wikipedia.org/wiki/Chocolatehttp://en.wikipedia.org/wiki/Birminghamhttp://en.wikipedia.org/wiki/Queen_Victoria_of_the_United_Kingdomhttp://en.wikipedia.org/wiki/Richard_Cadburyhttp://en.wikipedia.org/wiki/George_Cadburyhttp://en.wikipedia.org/wiki/Bournvillehttp://en.wikipedia.org/wiki/Model_villagehttp://en.wikipedia.org/wiki/Quakershttp://en.wikipedia.org/wiki/Public_househttp://en.wikipedia.org/wiki/World_War_Ihttp://en.wikipedia.org/wiki/World_War_Ihttp://en.wikipedia.org/wiki/Public_househttp://en.wikipedia.org/wiki/Quakershttp://en.wikipedia.org/wiki/Model_villagehttp://en.wikipedia.org/wiki/Bournvillehttp://en.wikipedia.org/wiki/George_Cadburyhttp://en.wikipedia.org/wiki/Richard_Cadburyhttp://en.wikipedia.org/wiki/Queen_Victoria_of_the_United_Kingdomhttp://en.wikipedia.org/wiki/Birminghamhttp://en.wikipedia.org/wiki/Chocolatehttp://en.wikipedia.org/wiki/Coffeehttp://en.wikipedia.org/wiki/Teahttp://en.wikipedia.org/wiki/John_Cadbury8/2/2019 Chetan Print 2007
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factory was redeveloped and mass production began in earnest. In 1918, Cadbury's opened their
first overseas factory in Hobart, Tasmania and in 1919 undertook a merger with J.S. Fry & Sons
Limited, another chocolate manufacturer which saw the integration of well known brands such as
Fry's Chocolate Cream and Fry's Turkish Delight.
During World War II, parts of the Bournville factory were turned over to war work, producing
milling machines and pilot seats. Workers ploughed football fields in which to plant crops. As
chocolate was regarded as an essential food it was placed under government supervision for the
entire war. At the end of the war, normal production resumed and war time rationing of
chocolate was finally ended in 1949. Cadbury's went from strength to strength with the
introduction of new factories and an ever growing demand for produce.
Major Achievements of Cadbury
Worlds No 1 Confectionery company World's No 2 Gums company. World's No 3 beverage company. World's No 3 beverage company.
Cadbury Dairy Milk & Bournvita have been declared a "Consumer Superbrand" for2006-7 by Superbrands India.
Cadbury India has been ranked 5th in the FMCG sector, in a survey on India's most
respected companies by sector conducted by Business World magazine in 2009
http://en.wikipedia.org/wiki/J._S._Fry_%26_Sonshttp://en.wikipedia.org/wiki/J._S._Fry_%26_Sonshttp://en.wikipedia.org/wiki/J._S._Fry_%26_Sonshttp://en.wikipedia.org/wiki/J._S._Fry_%26_Sons8/2/2019 Chetan Print 2007
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Company vision
Company Vision into Actionplan embodies all aspects of our strategy. Our governing objective
is to deliver superior Share owner returns by realising our vision to be the worlds biggest and
best confectionery company. At the heart of their plan is our performance scorecard, delivered
through our priorities, sustainability commitments and culture.
Base business revenue +7%
Strong growth across all categories, emerging
markets and focus brands
Underlying operating margins +150bps
Transformation into a category-led pure-play
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Objective of the study:-
Analysing the corporate sales adopted by Cadbury as a sales promotion tool from 1 to 8 ofOctober.
Scope of the study:-
The corporate sales that was adopted by Cadbury from 1 to 8 of October had an total
business of 700000 rupees. During the normal sales company has an average business of 150000
rupees in duration of a month i.e. 30 days. This clearly indicates the effectiveness of corporate
sales as a sales promotion tool. Company should now concentrate on exploitation of such sales
promotion tools to penetrate their product to the potential consumers or the prospects.
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Data collection:-
a) Primary datab) Secondary data
Primary data:-
For the collection of primary data the researcher has prepared a questionnaire. The
questionnaire contains questions for the company personnel and the employee, to understand the
aspects such as preferences, taste etc. Cadbury this time has concentrated on the corporate sector.
The data that is available with us is first hand data i.e. primary data. The data that is been
with researcher is been given by respected M/S S.K.Kusumgar
Secondary data:-
Without reading any books, magazines, hard books, newspapers, bulletins etc. the
information has been collected. The data which has been collected directly from the primary
source and only some thesis part has been collected from the books mentioned in the
bibliography.
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Data Analysis:-
1) What are gifts that you offer to your offer to your employees during Diwali or Dasera?a) Dry fruits b) Sweetsc) Chocolates d) Vouchers
e) Packages
2) What are the prices of these gifts?
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37
18
13
17
FREQUENCY
DRY FRUITS
SWEETS
CHOCOLATES
VOUCHERS
PACKAGES
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a) 100-200 b) 200-400
c) 400-600 d) 600 and above
3) Total number of employees working in this firm?
a)100-200 b)200-300
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51
15
11
PRICES
100-200
200-400
400-600
600 & ABOVE
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c)300-600 d)600 & above
4) Gradings of these employees?a) A b) B c) C
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2741
12
FREQUENCY
100-200
200-300
300-600
600 &ABOVE
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5) What was the amount that you have spent on these gifts in the last
session?
a)20000-30000 b)30000-40000 b)40000-50000
d)50000-60000 e)60000 & above
7
19
74
NUMBER OF EMPLOYEES
A
B
C
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WEEK WISE SALES ( IN RS.)
REGION
SALES
from 1-6
Oct
SALES
from 8-14
Oct
SALES
from 16-
22 Oct
SALES
from24-
30Oct
TOTAL
SALES IN
A REGION
18
20
23
27
12
FREQUENCY
20000-30000
30000-40000
40000-50000
50000-60000
60000 & above
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NORTH
NAGPUR 86000 89000 87500 87500 350000
WEST
NAGPUR 81000 88000 80500 100500 350000
EAST
NAGPUR 90000 86500 85000 108500 370000
SOUTH
NAGPUR 90000 101000 105000 134000 430000
TOTAL
SALES 347000 364500 358000 430500 1500000
REGIONS SALES
NORTH 350000
SOUTH 430000
0
20000
40000
60000
80000
100000
120000
140000
160000
SALES IN
WEEK 1
SALES IN
WEEK 2
SALES IN
WEEK 3
SALES IN
WEEK 4
NORTH NAGPUR
WEST NAGPUR
EAST NAGPUR
SOUTH NAGPUR
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JARIPATKA 110000
KAMAL
CHOWK 117000
MAHAL 167000
ITWARI 73000
SHUKRAWARI 130000
SITABULDI 163000
RAMDASPETH 162000
DHANTOLI 105000
TOTAL 1500000
Note:- This diagrammatic clearly conveys variations in sales according to various regions.
TOTAL
NORMAL
SALES IN A
NORMAL SALES
FROM 1-6 OCT
NORMAL SALES
FROM 8-14 OCT
NORMAL SALES
FROM 16-22 OCT
NORMAL SALES
FROM 24-30 OCT
0
20000
40000
60000
80000
100000
120000
140000
160000
180000SALES IN RUPEES
SALES IN RUPEES
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WEEK IN
NAGPUR
347000 364500 358000 430500
CORPORATE
SALES IN A
WEEK(1 to 8 oct) 700000
Note:- The chart clearly distinguishes the differentiation between the normal and corporate sales.
0
100000
200000
300000
400000
500000
600000
700000
800000
NORMAL
SALES FROM
1-6 OCT
NORMAL
SALES FROM
8-14 OCT
NORMAL
SALES FROM
16-22 OCT
NORMAL
SALES FROM
24-30 OCT
CORPORATE SALES IN A
WEEK(1 to 8 oct)
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CORPORATES CORPORATE SALES IN RS.
BIG BAZAR(ZANSI RANI) 50000
PANTLOON 55000
WESTSIDE 50000
NIRMAL INFOTCH(IT PARK) 57000
SHARAD MARKETING
AGENCIES(BAJAJ NAGAR) 50000
SAI FINANCIAL 49000
PLANET M 60000
APANA BAZAR 58000
TAJ SHREE YAMAHA
(SAKKARDHARA) 50000
SRIRAM FINANCE(CIVIL LINES
AND DHARAMPETH) 65000
NICCO JAISWAL MIDC HINGANA 50000
BAJAJ PATNI(MOHAN NAGAR) 55000
MARUTI SEVA 51000
TOTAL CORPORATE SALES 700000
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0
10000
20000
30000
40000
50000
60000
70000
CORPORATE SALES IN RS.
CORPORATE SALES IN RS.
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CONCLUSION
) India is known as Nation of Festivals where many festivals are celebratedoccasions such as Sankrant, Holi etc. can also be added to the penetration
scheme to increase the market share.
2) Major portion of Indian population comprises of youths. Occasions such asFriendship Day, Valentine Day, New Year can expand the companys market,
this section should be targeted.
) Schooling institutions often provide sweets so the students, this habit canmodified if the companies marketing mix is molded accordingly.
4) The duration of any corporate sales should be strategically decided so as tocover the maximum possible market.
QUESTIONAIRE
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a) Name :
b) Firms Name :
c) Office Address :
d) Date of establishment of firm :
1) What are gifts that you offer to your offer to your employees during Diwali or Dasera?b) Dry fruits b) Sweetsc) Chocolates d) Vouchers
e) Packages
2) What are the prices of these gifts?
a) 100-200 b) 200-400
c) 400-600 d) 600 and above
3) Total number of employees working in this firm?
a)100-200 b)200-300
c)300-600 d)600 & above
4) Gradings of these employees?
a)A b)B c)C
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5) What was the amount that you have spent on these gifts in the last
session?
a)20000-30000 b)30000-40000 b)40000-50000
d)50000-60000 e)60000 & above
6) Which are other such occasions when you provide such gifts? (company personnel)
a) Holib) Rakshabandhanc) Valentines dayd) New years
BIBLIOGRAPHY
BOOKS
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MARKETING MANAGEMENT----PHILIP KOTLER
FUNDAMENTALS OF MARKETING----S.K. JHA
WEBSITES
WWW.CADBURY.COM
WWW.CADBURY-INDIA.COM
WWW.REDIFF.COM