chetan print 2007

8/2/2019 Chetan Print 2007

1/39

1

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


2/39

2

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


3/39

3

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 :


4/39

4

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


5/39

5

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


6/39

6

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.


7/39

7

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.


8/39

8

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.


9/39

9

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


10/39

10

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.


11/39

11

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.


12/39

12

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.


13/39

13

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


14/39

14

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.


15/39

15

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.


16/39

16

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


17/39

17

Importance of Sales promotion

For manufacturers

arding quality


18/39

18

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.


19/39

19

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.


20/39

20

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_Cadbury


21/39

21

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_Sons


22/39

22

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


23/39

23

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.


24/39

24

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.


25/39

25

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?

15

37

18

13

17

FREQUENCY

DRY FRUITS

SWEETS

CHOCOLATES

VOUCHERS

PACKAGES


26/39

26

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

23

51

15

11

PRICES

100-200

200-400

400-600

600 & ABOVE


27/39

27

c)300-600 d)600 & above

4) Gradings of these employees?a) A b) B c) C

20

2741

12

FREQUENCY

100-200

200-300

300-600

600 &ABOVE


28/39

28

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


29/39

29

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


30/39

30

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


31/39


32/39

32

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


33/39

33

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)


34/39

34

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


35/39

35

0

10000

20000

30000

40000

50000

60000

70000

CORPORATE SALES IN RS.

CORPORATE SALES IN RS.


36/39

36

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


37/39

37

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


38/39

38

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


39/39

MARKETING MANAGEMENT----PHILIP KOTLER

FUNDAMENTALS OF MARKETING----S.K. JHA

WEBSITES

WWW.CADBURY.COM

WWW.CADBURY-INDIA.COM

WWW.REDIFF.COM

chetan print 2007

Documents