sales prom tion

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PROJECT REPORT ON SALES PROMOTION

TABLE OF CONTENTS

LIST OF TABLES

LIST OF CHARTS

CHAPTER

NO.TITLE

PAGE

NO.1 INTRODUCTION 1

2 REVIEW OF LITERATURE 63 OBJECTIVES OF THE STUDY 134 RESEARCH METHODOLOGY 145 DATA ANALYSIS AND INTERPRETATION 186 FINDINGS, SUGGESTIONS &

RECOMMENDATIONS OF THE STUDY 457 CONCLUSION 478 LIMITATION AND SCOPE OF THE STUDY 48

ANNEXURES

1. QUESTIONNAIRE - 50

2. BIBLIOGRAPHY - 53

ABSTRACT


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This project entitled A study on Sales Promotion with reference to Magnanim system Pvt

Ltd in puducherry is intended to determine the sales increase, purchasing behaviour of the

customer, product competitor and market potential.

Primarily the well defined objectives are framed according to the study. Then

questionnaire is prepaed based on the defined objectives. The prepared questionnaire is used to get

the direct response from the customers.

The response given by the customers are analyzed and interpret using different types of

statistical tools such as percentage analysis, weighted average method.

From the analysis some general findings are araised and that are more related with the

framed objectives for this study. According to the findings the suggestion and recommendations

are given and the conclusions are also based on the findings which will be more helpful for the

organization.


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Table No. List Of Tables Page No.

5.1 GENDER WISE RESPONDANTS DETAILS 18

5.2 AGE WISE RESPONDANTS DETAILS 195.3 QUALIFICATION WISE RESPONDENTS DETAILS 20

5.4 OCCUPATION WISE RESPONDENTS DETAILS 21

5.5 PURCHASE FROM MAGNANIM SYSTEM

PRODUCT ALREADY 22

5.6 HOW DO YOU KNOW ABOUT THE MAGNANIM

SYSTEM PRODUCT 23

5.7 WHICH TYPE OF PRODUCT DO YOU LIKE 24

5.8 WHY DID YOU CHOOSE THE MAGNANIM

SYSTEM 25

5.9 EXPECTING FROM MAGNANIM SYSTEM FOR

YOUR NEXT PURCHASE 26

5.10 FACTOR EXPECT MORE FROM MAGNANIM

SYSTEM PRODUCT 27

5.11 DIFFER FROM COMPETITONS FOR SALES

PROMOTION 28

5.12 MESSAGE IS BEING RECEIVED FROM OUR

ADVERTISING 29

5.13 MEDIA IS MOST EFFECTIVE FOR DELEIVERING

OUR MESSAGE 30

5.14 WHICH TOOL IS PREFER TO PURCHASE OUR

PRODUCT 31

5.15 SYSTEMS BUY IN ONE YEAR 32

5.16 SYSTEMS REPLACE IN ONE YEAR 33

5.17 RATE THE PERFORMANCE OF PRODUCT 34

5.18 RATE THE PERFORMANCE OF SERVICE 35

5.19 RATE THE PERFORMANCE OF QUALITY 36

5.20 RATE THE PERFORMANCE OF PRICE 37

5.21 RATE THE PERFORMANCE OF RELIABILITY 385.22 CHANGE IN THE DEVELOPMENT OF SELLING

THE PRODUCT 39

5.23 DESIRABLE QUALITIES THAT WE LACK 40

5.24 PURCHASING THE PRODUCT IN NEXT YEAR 41

5.25 WEIGHTED AVERAGE METHOD 42

5.26 OCCUPATION OF THE RESPONDENTS *

PURCHASING TYPE OF PRODUCT

43


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5.27 OPINION OF THE CUSTOMER ABOUT THE TOOLPREFER TO PURCHASING PRODUCT * BUYING

SYSTEM IN ONE YEAR

44

chart No. List Of charts Page No.

5.1 GENDER WISE RESPONDANTS DETAILS 18

5.2 AGE WISE RESPONDANTS DETAILS 19

5.3 QUALIFICATION WISE RESPONDENTS DETAILS 205.4 OCCUPATION WISE RESPONDENTS DETAILS 21

5.5 PURCHASE FROM MAGNANIM SYSTEM

PRODUCT ALREADY 22

5.6 HOW DO YOU KNOW ABOUT THE MAGNANIM

SYSTEM PRODUCT 23

5.7 WHICH TYPE OF PRODUCT DO YOU LIKE 24


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5.8 WHY DID YOU CHOOSE THE MAGNANIM

SYSTEM 25

5.9 EXPECTING FROM MAGNANIM SYSTEM FOR

YOUR NEXT PURCHASE 26

5.10 FACTOR EXPECT MORE FROM MAGNANIMSYSTEM PRODUCT 27

5.11 DIFFER FROM COMPETITONS FOR SALES

PROMOTION 28

5.12 MESSAGE IS BEING RECEIVED FROM OUR

ADVERTISING 29

5.13 MEDIA IS MOST EFFECTIVE FOR DELEIVERING

OUR MESSAGE 30

5.14 WHICH TOOL IS PREFER TO PURCHASE OUR

PRODUCT 315.15 SYSTEMS BUY IN ONE YEAR 32

5.16 SYSTEMS REPLACE IN ONE YEAR 33

5.17 RATE THE PERFORMANCE OF PRODUCT 34

5.18 RATE THE PERFORMANCE OF SERVICE 35

5.19 RATE THE PERFORMANCE OF QUALITY 36

5.20 RATE THE PERFORMANCE OF PRICE 37

5.21 RATE THE PERFORMANCE OF RELIABILITY 38

5.22 CHANGE IN THE DEVELOPMENT OF SELLING

THE PRODUCT 39

5.23 DESIRABLE QUALITIES THAT WE LACK 405.24 PURCHASING THE PRODUCT IN NEXT YEAR 41


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CHAPTER 1

INTRODUCTION

1.1 Company profile:

Magnanim systems an ISO 9001:2000 certified company (certifed for repairing/servicing of

computers and pheriperal) is a full support computer sales, network solution and service provider,

headqartered in the union territory of pondicherry having branches at Cuddalore and Karaikal.

Moreover we were providing services to Mahe and Yanam by means of appointing residential

engineers.

Back in 1997, they recongnized the need for a computer service company to provide personal,

yet fully technical advice and first-rate computer service that the average home or small business

could afford. From the original 300 sq/ft office that have grown to become a 2,500 sq/ft Retail

outlet with a product showroom, service department, training center, system fit-up area, component

warehouse, corporate sales department and administrative offices.

In that magnanim ystems understand the challenges of todays highly competitive business

environment. To gain and retain our business, they are constantly analyzing, redefining the way we

can serve best to our clients. In view of the objective to provide world-class product and service to

our customers they have made a strong association with industry majors like IBM, HP, Intel, AMD,

TVSE, Canon as their proud and trusted business partner.


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At Magnanim systems, they understand the meaning of the work service and they are

continually improving the product line, ordering and delivery systems. From standalone systems to

multi-server metworks, from Novell to the multi level GUI server solutions, they have the

resources, the talent, the facilities and the desire to be the primary source for all your technology

needs.

1.2Terms and condition

The equipment will be inspected, and preventive maintenance carried monthly ones

without any call from the client place.

Service personnel will have free access to the installation an will receive reasonable help

and assistance from the client.

Maintenance shall be rendered only during working hours of the concern. If required

urgent it will consider as the special case the service will be rendered.

The customer is requested to call magnanim systems for change or relocated of the

equipments.

In case malfunctioning part is not repairable at the clients site, it shall be taken to

Magnanim systems premises and either will be repaired or replaced. In case the original

part is replaces, the cost of the replacement will be payable by the customer at rated

prevalent at the time of replacement if the part is not covered in the AMC.

In case material is supplied to the customer under this contract, and whether it is

chargeable, applicable excise, sales tax and other government levies that may be charged

are payable by the customer only the service will be rendered at free of cost.

The agreement shall be deemed to have executed at puducherry. Any dispute shall be

subject to the exclusive jurisdiction of the court of pondicherry. Further this contract is

government by the laws of the republic of INDIA.

1.3 Registered/Headoffice :

25, First floor,

Needarjappaiyar Street,

Puducherry-605001

Phone: 0413-4201112

Telefax : 0413-4209050


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Mobile: 98947-82229/32828

1.4 Nature of gains :

Servicing of- Computer motherboards

-Add-on cards

-Chip level

Monitors

Printer

Scanners

Optical drives

Magnetic Drives

Power supplies

UPS.

1.5 Applicable for Replacement:

Mother board-Ram-CPU

Hard disk

Color/Mono monitor

Keyboard-mouse

Floppy Drive

Printer

Display cards

Ethernet card

Network cable/ connectors

Scanner

Power cards

Switch mode power supply

CD ROM Drive

Sound cards

Speakers

Hubs


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UPS

1.6 Installation & configuring:

Softwre

Network

Structured cabling

Server tuning

Troubleshooting

1.7 Data recovery:

All media recovery

Crash proof

Virus affected recovery

Logical/ physical recovery

Data wiping

1.8 Sales:

Computer systems

Printers

Software

Acessories

Digital Equipments

1.9 Support:

Free on-line troubleshooting

On-line support

Annual maintenance support

Per call maintenance

Free E-mail solutions

E-management solutions

Couputer consultancy

Network designing


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Upgrade soultions

NEED FOR STUDY

This survey is to identify and focus on the sales promotion of Magnanim system.

To accomplish this, a survey was conducted to gather the impartial information about the

sales promotion. The study was conducted for the below needs.

To improve the sales increase in competitive market.

To study the purchasing behavior of the customer.

To study market potential of magnanim system.

To improve tools and technique of sales promotion.

To study the product competitor.


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CHAPTER 2

REVIEW OF LITERATURE

INTRODUCTION

In a time when customers are exposed daily to a nearly infinite amount of promotional

messages, many marketers are discovering that advertising alone is not enough to move members

of a target market to take action, such as getting them to try a new product. Instead, marketers have

learned that to meet their goals they must use additional promotional methods in conjunction with

advertising.

Other marketers have found that certain characteristics of their target market (e.g., small but

geographically dispersed) or characteristics of their product (e.g., highly complex) make

advertising a less attractive option. For these marketers better results may be obtained using other

promotional approaches and may lead to directing all their promotional spending to non-advertising

promotions.


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Finally, the high cost of advertising may drive many to seek alternative, lower cost

promotional techniques to meet their promotion goals.

Sales promotions are used widely in many industries and especially by marketers selling to

consumers. We will see that the objectives of sales promotion are quite different than advertising

and are specifically designed to encourage customer response.

DEFINITION

An activity designed to boost the sales of a product or service. It may include an advertising

campaign, increased PR activity, a free-sample campaign, offering free gifts or trading stamps,

arranging demonstrations or exhibitions, setting up competitions with attractive prizes, temporary

price reductions, door-to-door calling, telemarketing, personal letters on other methods".

What is Sales Promotion?

Sales promotion describes promotional methods using special short-term techniques to

persuade members of a target market to respond or undertake certain activity. As a reward,

marketers offer something of value to those responding generally in the form of lower cost of

ownership for a purchased product (e.g., lower purchase price, money back) or the inclusion of

additional value-added material (e.g., something more for the same price).

Sales promotions are often confused with advertising. For instance, a television

advertisement mentioning a contest awarding winners with a free trip to a Caribbean island may

give the contest the appearance of advertising. While the delivery of the marketers message

through television media is certainly labeled as advertising, what is contained in the message,

namely the contest, is considered a sales promotion. The factors that distinguish between the two

promotional approaches are:

1. whether the promotion involves a short-term value proposition (e.g., the contest is

only offered for a limited period of time), and


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2. the customer must perform some activity in order to be eligible to receive the value

proposition (e.g., customer must enter contest). The inclusion of a timing constraint

and an activity requirement are hallmarks of sales promotion.

Sales promotions are used by a wide range of organizations in both the consumer and

business markets, though the frequency and spending levels are much greater for consumer

products marketers. One estimate by the Promotion Marketing Association suggests that in the US

alone spending on sales promotion exceeds that of advertising.

Consumer Sales Promotion

Consumer sales promotions encompass a variety of short-term promotional techniques

designed to induce customers to respond in some way. The most popular consumer sales

promotions are directly associated with product purchasing. These promotions are intended to

enhance the value of a product purchase by either reducing the overall cost of the product

(i.e., get same product but for less money) or by adding more benefit to the regular purchase price

(i.e., get more for the money).

While tying a promotion to an immediate purchase is a major use of consumer sales

promotion, it is not the only one. As we noted above, promotion techniques can be used to achieve

other objectives such as building brand loyalty or creating product awareness. Consequently, a

marketers promotional toolbox contains a large variety of consumer promotions.

A producer must also guard against the possible negative effect of discounting on a

brand's reputation.

Disanta Ojah:

Sales promotionscan be directed at the customer, sales staff, or distribution channel members

(such as retailers). Sales promotions targeted at the consumer are called consumer sales

promotions. Sales promotions

targeted at retailers and wholesalers are called trade sales promotions. Some sale promotions,

particularly ones with unusual methods, are considered gimmicks by many.Consumer sales


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promotion techniques

Price deal: A temporary reduction in the price; this includes a happy hour

Cents-off deal: Offers a brand at a lower price. Price reduction may be a percentage marked on

the package.

Price-pack deal: The packaging offers a consumer a certain percentage more of the product for

the same price (e.g.: 25% more free).

Coupons: coupons have become a standard mechanism for sales promotions.

Free-standing insert (FSI): A coupon booklet is inserted into the local newspaper for delivery.

On-shelf couponing: Coupons are present at the shelf where the product is available.

Checkout dispensers: On checkout the customer is given a coupon based on products purchased.

On-line couponing: Coupons are available on line. Consumers print them out and take them to

the store.

Rebates: Consumers are offered money back if the receipt and barcode are mailed to the

producer.

Contests/sweepstakes/games : The consumer is automatically entered into the event by

purchasing the product.

Methods of sales promotion

There are many consumer sales promotional techniques available, summarized in the table

below:

Price promotions

Price promotions are also commonly known as" price discounting"

These offer either

(1) A discount to the normal selling price of a product, or

(2) More of the product at the normal price.

Increased sales gained from price promotions are at the expense of a loss in profit - so these

promotions must be used with care.

A producer must also guard against the possible negative effect of discounting on a brand's

reputation


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Pauline Douglas

Sales promotion is very much a social science, that takes into consideration that humans are

fundamentally creatures of habit, and will take a new product or service into their lives based upon

the following principals:

a. Introduction b. Perception c. Familiarity d. Trust

The challenge of Sales Promotion is to influence and modify consumers purchasing habits by

developing the perception, familiarity and trust around a new product or service. The objective is

the gaining of new and repeat customers.

It is considered that if a consumer is introduced to a product or service three times, they will

have gained enough familiarity to trial a product or service. It is further considered that if a

consumer purchases a product or service three times, they will have gained the trust to integrate the

product or service into their regular buying habits.

Consumers are introduced to new products and services in one, or all of the following ways (in

order of importance and impact)

a. Word of Mouth b. Point Of Sale c. Media Promotion

a. Word of mouth promotion (reputation) is by far the most powerful form of sales

promotion - particularly if introduced by a person that the consumer knows and trusts, such as a

friend or family member. Sales Representatives and Sales Assistants also play a key role to the

verbal promotion of products and services.

b. Point of Sale (POS) Promotion is the next most powerful way in which consumers

will be brought face to face with a new product or service. The challenge is to gain the interest and

trust of the consumer through carefully thought out packaging, display and pricing.

Many food, beverage and cosmetic industries will combine the power of word of mouth and POS

promotion, to incorporate a "Sampling Promotion" to enhance the effectiveness of Sales.

Sales promotion also looks to a variety of Media Strategies to gain consumer awareness

and familiarity, such as advertising (newspaper, magazine, radio and t.v., direct marketing (snail


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mail advertising and telemarketing) and the new medium of the internet (internet marketing and

web design).

When launching or re-launching a product or service, these factors should be taken into

consideration for future success.

Article by Pauline Douglas

Peattie. K International journal of service industries management

Sales promotion as part of the communication mix is virtually ignored within the services

marketing literature, in comparison with personal selling and "above-the-line" advertising.

However, "below-the-line" techniques have been growing in their extent, credibility and

sophistication during the last two decades. They have now reached the point where they deserve

consideration in relation to other areas of marketing practice beyond their fast-moving consumer

goods (FMCG) origins. The different tools which make up the promotional toolkit have also

reached a point where they deserve individual consideration instead of being bundled together.

Seeks to demonstrate how one such tool, the promotional competition, represents a significant

opportunity for services marketers. Reviews the literature relating to sales promotion to build a case

for the suitability of competitions for services marketing, and presents the findings of a survey of

188 services-sponsored competitions to explore the nature and extent of competitions' use in

practice.

From Andrew Johnson, Director-General of the VA

Ensuring a positive experience for the recipient of a gift voucher can make all the difference

in the success a sales promotion since brand identity will be reflected by the quality of service and

gift that are delivered. The goal of a gift voucher or gift card should be to make a lasting and

positive impact through sales promotion and one way of ensuring that the recipient will be left with

something special to remember is to use and experience gift vouchers.

Several members of The VA provide chance in a lifetime experiences as gift-vouchers and

I thought that this would be a great opportunity to highlight the benefits of utilising experiential

sales promotions as a means of building enduring relationships with the consumer.


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Red Letter Days was a pioneer of the concept of offering gift experience vouchers that

promise exciting days out and the opportunity to try unusual activities the gift with a difference

for both corporate and consumer markets.

Zachary Soreff, director of sales & marketing at Red Letter Days explains the value of an

experiential reward: Experiences offer a more interactive and tuned-in way of promoting a product

which, in turn, allows audiences to become more integrated with the brand. They are a popular tool

for sales promotion because we are engaging customers emotionally with the brands by giving

them a memory to cherish.

There is certainly an emotional touch point for any company, whether it is speed and

excitement to attract the younger market or comfort and luxury to attract a more refined audience.

It is the job of the experiential provider to discover the activity or experience that will best

represent the brand to its intended audience.

Tim Bishop of exhilaration explains that by aligning your brand with a relevant

experience you can help to create a more exciting perception of your business in the customers

mind.

Exhilaration are experts in providing vouchers for adrenaline experiences such as Ferrari

driving, bungee jumping and adventure weekends but also offer less extreme pursuits including spa

days and gourmet cruises. The impact of sending someone over a mountain with nothing but a bit

of elastic to hold onto will certainly be a lasting one he continued, but not necessarily one that

everybody would enjoy.

The Full Experience Company offers a wide choice with its trademarked Smart Box gift

packages. The secret to its success, explains Benoit Linossier, managing director, is that the

Smart Box appears to be worth a lot more than it really costs, which just goes to show that a gift

does not necessarily have to rely on its monetary worth to be appreciated and valued.

A great example of how experiential vouchers can add value to a sales promotion without

pushing up the costs is the campaign that The Full Experience ran with Nokia in France. Benoit

explained: By offering an Adventure Smart Box instead of a discount, customers were encouraged

to purchase a top of the range mobile phone instead of the cheaper alternative as they felt that they

were getting a lot more for their money with an experience. This demonstrates just how valuable

experiential gifts can be; that essentially, its the memories that really count.


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CHAPTER 3

OBJECTIVES

PRIMARY OBJECTIVES:

To find out the sales promotion in magnanim systems.

SECONDARY OBJECTIVES:

1. To find out sales increase in competetive market.

2. To find tools and techniques of sales promotion that is used in the organisation.

3. To analyze the purchasing behaviour of the customer.

4. To analyze the product competitor in the market.


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CHAPTER 4

RESEARCH METHODOLOGY

Research methodology is way to systematically solve the research problem. It is a plan of

action for a research project and expains in detail how data are collected and analyzed. Research

Methodology may be understood as a science of studying how research is done scientifically. It

can cover a wide range of studies from simple description and investigation to the construction of

sophisticated experiment.

A clear objective provides the basis of design of the project. Since the main objective of this

study is to identify the customers preference, expectation and perception. It was decided to use

descriptive research design include, surveys and fact-finding enquires of different kinds, which

found out to be the most suitable design in order to carry out the project.

4.1 MEANING OF RESEARCH

Research is an art of scientific investigation. The advanced learners dictionaries of currentEnglish lay down the meaning of research as, a careful investigation (or) inquiry especially

through search for new facts in any branch of knowledge. Redmen and Mary research as a

systematic effort to gain knowledge.


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4.2 RESEARCH DESIGN

A Research design is plan that specifies the objectives of the study, method to be adopted in

the collection of the data, tools in analysis of data and helpful to frame hypothesis. A research

design is the arrangement of condition for collection and analysis of data in a manner that aims to

combine relevance to research purpose with ecnomy in procdure.

Research design is needed because it facilitates the smooth sailing of the various project

operations, thereby making the project as efficient as possible yielding mazimal information with

minimal expenditure of effort time and money. Also it minimizes bias and maximizes the

reliability of the data collected.

4.3 NATURE AND SOURCE OF DATA

Primary data

The data which are collected as fresh for the first time and thus happen to be original in

character is called primary data.

The primary data was collected from the customers of Magnanim systems through a direct

structured questionnaire. Respondent has filled the questionnaire.

4.4 SAMPLING SIZE AND TECHNIQUE

Type of universe

The first step in developing any sample is clearly defining the set of objectives, technically

called the universe, to be studied. Here the universe is the customer of Magnanim systems.

Sampling plan

Due to enormity of the cost and time involved in collecting information from all the

respondents, it becomes a complusion to choose represent sample of population. Sample plan

explains the sampling unit, sample size and sampling method.


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Sampling method

Sampling method followed by the investigator is simple random sampling method.

Size of sample

It refers to the number of items to be selected from the universe to constitute a sample. Here

100 customers of Magnanim systems in puducherry were selected as size of sample.

Sample design

When population elements are selected for inclusion in the sample based on the case of access,

it is called convenience sampling method for the convenience of the researcher.

4.5 Questionnaire construction

In constructing questionnaire, care was taken to investigate the difficulties that the respondent

may face while answering them. It was prepared keeping in view the objective of the study.

During the constructing care was taken to avoid questions, which may lead to misinterpretation.

The question thus constructed was a structured one so as to collect all the relevant information.

The questions were arranged in a logical order/sensible sequence. The questionnaire consists of a

variety of questions presented to the employees for their response. Dichotomous questions and

multiple choice questins were used in constructing the questionnaire.

4.6 STATISTICAL TOOLS USED

To arrange and interpret the collected data the following statistical tools were used .

1. Percentage Method.

2. Weighted Average Method.

3. Chi-square test

Percentage Method:

The percentage method was extensively used for findings various details. It is used for

making comparison between two or more series of data. It can be generally calculated.


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Percentage of customers is given by

(Number of customers / total customers) * 100

Weighted Average Method:

In the weighted average method, the weighted average can be calculated by the following

formula

Here

XW represents the weighted average

X1,X2,X3Xn represents the value for variable values

W!,W2, W3.Wn represents the weightage given to the variable.

Steps:

- Multiply the weights (W) by the variables (X) to obtain WX

- Add all WX to obtain WX

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

Chi-square test

The chi-square test has been used to find the relationship between variables, as it is

applicable for cross-tabulated data

This test has been used to determine whether or not there is any association statistically,

between the variables in data collected.

The chi-square contingency table has been used, as it is appropriate for the hypothesis of

independence between two nominally scaled variables.

XW = WX / X


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Chi square(2)= (Oij-Eij)2 / Eij

Where Oij= Observed frequency of the cell in ith roe andjth column

Eij= Expected frequency of the cell in ith row andjth column

CHAPTER 5

DATA ANALYSIS AND INTERPRETATION

TABLE NO.5.1

GENDER OF THE RESPONDENT

Gender No. of Respondents Percentage

Male 84 84

Female 16 16

Total 100 100


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0

10

20

30

4050

60

70

80

90

male female

Chart No: 5.1

Inference

From the above table shows that 84% respondents are belongs to male and

16% respondents are belongs to female.

TABLE NO.5.2

AGE OF THE RESPONDENT

Age No. of Respondents Percentage

Below-2528 28

25-35

49 49

35-45 15 15

Above-458 8

Total100 100


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0

5

10

15

20

25

30

35

40

45

50

Below-25 25-35 35-45 above-45

Chart No: 5.2

Inference

From the above table shows that 49% respondents are belongs to 2535, 28% respondents

are belongs to below-25, 15% respondents are belongs to 35-45 and 8% respondents are

belongs to above-45.

TABLE NO.5.3

QUALIFICATION OF THE RESPONDENT

Qualification

No. of

Respondents Percentage

Below 12th32 32

Dip/IT21 21

UG 44 44

PG3 3

Total100 100


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0

5

10

15

20

2530

35

40

45

Below 12 Dip/IT UG PG

Chart No: 5.3

Inference

From the above table shows that 44% of respondents are belongs to under graduate, 32% of

respondents are belongs to below 12th, 21% of respondents are belongs to Dip/IT, 3% of

respondents are belongs to PG.

TABLE NO.5.4

OCCUPATION OF THE RESPONDENT

Occupation

No. of


Student 28 28

Professional 17 17

Self employed 32 32

House wife 12 12

Government 11 11

Total 100 100


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0

5

10

15

20

25

30

35

student professional self

employed

house wife government

Chart No: 5.4

Inference

From the above table shows that 32% of respondents are belongs to self employed,

28% of respondents are belongs to students, 17% of respondents are belongs to professional, 12%

of respondents are belongs to house wife, 11% of respondents are belongs to government job.

TABLE NO.5.5

PURCHASE FROM MAGNANIM SYSTEM PRODUCT ALREADY

Opinion No. of Respondents Percentage

Yes29 29

No71 71

Total100 100


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0

10

20

30

40

50

60

70

80

Yes No

Chart No: 5.5

Inference

From the above table shows that 29% of respondents are purchased the product

already, 71% of respondents are not purchased the product already.

TABLE.NO.5.6

HOW DO YOU KNOW ABOUT THE MAGNANIM SYSTEM PRODUCT

OpinionNo. of


Friends & relations 83 83

Advertisement 6 6

Magazine 4 4

Newspaper 7 7

Total 100 100


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0

10

20

30

40

50

60

70

80

90

Friends &

relations

Advertisement Magazine Newspaper

Chart No: 5.6

Inference

From the above table shows that 83% of respondents are known the

magnanimsystem through Friends & relation, 7% of respondents are known the

magnanimsystem through newspaper, 4% of respondents are known themagnanimsystem through magazine, 6% of respondents are known the

magnanimsystem through Advertisment.

TABLE.NO.5.7

WHICH TYPE OF PRODUCT DO YOU LIKE

Opinion

No. of

Respondents PercentageBranded system 21 21

Assembled system 67 67

Printer 12 12

Total 100 100


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0

10

20

30

40

50

60

70

Branded system

Assembled

system

Printer

Chart No: 5.7

Inference

From the above table shows that 67% of respondents are buying only assembled

system, 21% of respondents are buying ony branded system, 12% of respondents are buying ony

printer.

TABLE.NO.5.8

WHY DID YOU CHOOSE THE MAGNANIM SYSTEM

Opinion

No. of


Attractiveness 18 18 Perfection 7 7 Immediate response 49 49 After sales service 14 14 FreePackage 3 3 Gifts 1 1 Offer 2 2 Discount 2 2


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Refund offer 4 4 Total 100 100

0

510

15

20

25

30

35

40

45

50 Attractiveness

Perfection

Immediate

responseAfter sales

serviceFreePackage

Gifts

Offer

Discount

REfund offer

Chart No: 5.8

Inference

From the above table shows that 49% of respondents are choose immediate

response, 18% of respondents are choose Attractiveness, 14% of respondents are choose After

sales service.

TABLE.NO.5.9

EXPECTING FROM MAGNANIM SYSTEM FOR YOUR NEXT PURCHASE

Opinion

No. of


Low price 32 32 Seasonal offer 4 4 Good quality 54 54 Money refund offer 4 4 Product warranties 3 3 After sales service 1 1 Free internet package 2 2


32/58

Total 100 100

0

10

20

30

40

50

60Low price

seasonal offer

Good quality

Money refundoffer

Product

warranties

After sales

serviceFree internet

package

Chart No: 5.9

Inference

From the above table shows that 54% of respondents are purchasing next year for

good quality of product, 32% of respondents are purchasing next year for low price of product.

TABLE.NO.5.10

FACTOR EXPECT MORE FROM MAGNANIM SYSTEM PRODUCT

Opinion

No. of


More quality with exitingprice

5 5

More quality with low price 68 68 Exiting quality with low

price7 7

Good service with exiting

price16 16


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Good service with low price 4 4

Total 100 100

0

10

20

30

40

50

60

70

Mre quality with

exiting price

More quality

with low price

Exiting quality

with low price

Good service

with exiting

priceGood service

with low price

Chart No: 5.10

Inference

From the above table shows that 68% of respondents are like more quality with

low price, 16% of respondents are like good service with exiting price, 7% of respondents are likeExiting quality with low price, 5% of respondents are like moe quality exiting price, 4% of

respondents are like good service with low price.

TABLE.NO.5.11

DIFFER FROM COMPETITONS FOR SALES PROMOTION

Opinion

No. of


Coupans 2 2Free internet package 1 1

Seasonal offer 3 3

Free software 2 2

Money refund offer 84 84

Product Warranties 8 8

Total 100 100


34/58

0

10

20

30

40

50

60

70

80

90Coupans

Free internetpackage

Seasonal offer

Free software

Money refund

offer

Product

Warranties

Chart No: 5.11

InferenceFrom the above table shows that 84% of respondents are said only money

refund offer for differing from competitons, 8% of respondents are said only

product warrantiesr for differing from competitons

TABLE.NO.5.12

MESSAGE IS BEING RECEIVED FROM OUR ADVERTISING

OpinionNo. of


Good service 59 59

Good product26 26

Discount 5 5

Product warranties 1 1

Seasonal offer 2 2

Free package 2 2

Coupans 1 1

Money refund offer 4 4

Total 100 100


35/58

0

10

20

30

40

50

60Good service

Good product

Discount

Product

warranties

seasonal offer

Free package

Coupans

Money refund

offer

Chart No: 5.12

InferenceFrom the above table shows that 59% of respondents are said good service,

26% of respondents are said good product .

TABLE.NO.5.13

MEDIA IS MOST EFFECTIVE FOR DELEIVERING OUR MESSAGE

OpinionNo. of


Television 4 4

Newspaper 2 2

Online 24 24

Word of mouth 70 70

Total 100 100


36/58

0

10

20

30

40

50

60

70

Television

Newspaper

Online

Word of mouth

Chart No: 5.13

Inference

From the above table shows that 70% of respondents are belongs to word of mouth, 24%

of respondents are belongs to online, 4% of respondents are belongs to television, 2% of

respondents are belongs to newspaper.

TABLE.NO.5.14

WHICH TOOL IS PREFER TO PURCHASE OUR PRODUCT

Opinion

No. of


Offer 24 24

Money refund offer 2 2 Product warranties 2 2 Free gift 3 3 Discount 69 69 Total 100 100


37/58

0

10

20

30

40

50

60

70Offer

Money refund

offerProduct

warranties

Free gift

Discount

Chart No: 5.14

Inference

From the above table shows that 69% of respondents are said discount is best tool, 24

% of respondents are said offer is best tool, 2 % of respondents are said money refund offer is best

tool, 2 % of respondents are said product warranties is best tool, 3 % of respondents are said free

gift is best tool.

TABLE.NO.5.15

Systems buy in one year

Opinion

No. of


Below-10 93 93

10-40 3 3

40-80 1 1

80-100 3 3

Total 100 100


38/58

0

20

40

60

80

100

Below-10

Oct-40

40-80

80-100

Chart No: 5.15

Inference From the above table shows that 93% of respondents are buy below 10, 3% of

respondents are buy 10-40, 1% of respondents are buy 40-80, 3% of respondents are buy 80-100.

TABLE.NO.5.16

SYSTEMS REPLACE IN ONE YEAR

Opinion

No. of


Below-10 92 92

10-40 3 3

40-80 2 2

80-100 3 3

Total 100 100


39/58

0

20

40

60

80

100

Below-10

Oct-40

40-80

80-100

Chart No: 5.16

Inference

From the above table shows that 92% of respondents are replace the product below 10, 3%

of respondents are replace the product 10-40, 2% of respondents are replace the product

40-80, 3% of respondents are replace the product 80-100.

TABLE.NO.5.17

RATE THE PERFORMANCE OF PRODUCT

Opinion

No. of


Highly Satisfied 21 21 Satisfied 64 64

Dissatisfied 2 2

Highly Dissatisfied 2 2

None 11 11

Total 100 100


40/58

0

10

20

30

40

50

60

70

Highly

Satisfied

Satisfied

Dissatisfied

Highly

Dissatisfied

None

Chart No: 5.17

Inference

From the above table shows that 64% of respondents are satisfied the company product,

21% of respondents are highly satisfied the company product, 2% of respondents are dissatisfied

the company product, 2% of respondents are highly dissatisfied the company product, 11% of

respondents are none the company product.

TABLE.NO.5.18

RATE THE PERFORMANCE OF SERVICE

OpinionNo. of


Highly Satisfied 24 24 Satisfied 51 51 Dissatisfied 9 9

Highly Dissatisfied 2 2 None 14 14 Total 100 100


41/58

0

10

20

30

40

50

60

Highly

Satisfied

Satisfied

Dissatisfied

Highly

Dissatisfied

None

Chart No: 5.18

Inference

From the above table shows that 51% of respondents are satisfied the company

service, 24% of respondents are highly satisfied the company service, 9% of respondents are

dissatisfied the company service, 2% of respondents are highly dissatisfied the company service,

14% of respondents are none the company service

TABLE.NO.5.19

RATE THE PERFORMANCE OF QUALITY

OpinionNo. of


Highly Satisfied 23 23

Satisfied 62 62 Dissatisfied 2 2 Highly Dissatisfied 2 2 None 11 11 Total 100 100


42/58

0

10

20

30

40

50

60

70

Highly Satisfied

Satisfied

Dissatisfied

Highly

Dissatisfied

None

Chart No: 5.19

Inference

From the above table shows that 62% of respondents are satisfied the company

quality, 23% of respondents are highlysatisfied the company quality, 2% of respondents are

dissatisfied the company quality, 2% of respondents are highlydissatisfied the company quality,

11% of respondents are none the company quality.

TABLE.NO.5.20

RATE THE PERFORMANCE OF PRICE

Opinion

No. of


Highly Satisfied 18 18

Satisfied 66 66

Dissatisfied 1 1


None 11 11

Total 100 100


43/58

0

10

20

30

4050

60

70

Highly Satisfied

Satisfied

Dissatisfied

Highly

Dissatisfied

None

Chart No: 5.20

Inference

From the above table shows that 66% of respondents are satisfied the company price, 18%

of respondents are highlysatisfied the company price, 1% of respondents are dissatisfied the

company price, 4% of respondents are highlydissatisfied the company price, 11% of respondents

are none the company price.

TABLE.NO.5.21

RATE THE PERFORMANCE OF RELIABILITY

Opinion

No. of


Highly satisfied 15 15

Satisfied 71 71

Dissatisfied 2 2


None 10 10

Total 100 100


44/58

0

10

20

30

40

50

60

70

80Highly satisfied

Satisfied

Dissatisfied

Highly

Dissatisfied

None

Chart No: 5.21

Inference

From the above table shows that 71% of respondents are satisfied the company reliability,

15% of respondents are highlysatisfied the company reliability, 2% of respondents are dissatisfied

the company reliability, 2% of respondents are highlydissatisfied the company reliability, 10% of

respondents are none the company reliability.

TABLE.NO.5.22

CHANGE IN THE DEVELOPMENT OF SELLING THE PRODUCT

OpinionNo. of


To a great extent3 3

To some extent 20 20

None 77 77

Total 100 100


45/58

0

10

20

30

40

50

60

70

80

Ta a great

extentTo some

extent

None

Chart No: 5.22

Inference

From the above table shows that 20% of respondents are some extent in the development of

selling the product, 3% of respondents are great extent in the development of selling the product,

77% of respondents are said none in the development of selling theproduct.

TABLE.NO.5.23

DESIRABLE QUALITIES THAT WE LACK

Opinion No. of Respondents Percentage

Yes 2 2

No 98 98

Total 100 100


46/58

0

20

40

60

80

100

Yes

No

Chart No: 5.23

Inference

From the above table shows that 98% of respondents are said no for desirable

qualities that we lack, 2% of respondents are said yes desirable qualities that we

lack.

TABLE.NO.5.24

PURCHASING THE PRODUCT IN NEXT YEAR

Opinion No. of Respondents PercentageYes

97 97

No3 3

Total100 100


47/58


48/58


49/58

Total 27 67 12 100

H0 : Occupation of the respondent is independent Purchasing type of products.

Chi- Square Tests

INTERPRETATION:

From the above analysis, the chi-square values 11.57 and asymptotic significant value is

above 0.05. Hence, there is no evidence to reject the null hypothesis. Thus we conclude that

Occupation of the respondent is independent Purchasing type ofproducts.

TABLE.NO.5.27

TOOL PREFER TO PURCHASING PRODUCT * BUYING SYSTEM IN ONE YEAR

BUYING SYSTEM IN ONE YEARTotal

Below-10 10-40 40-80 80-100

TOOL PREFER TO

PURCHASING

PRODUCT

Offer 24 0 0 0 24

Moneyrefund offer

2 0 0 0 2

Product

warranties2 0 0 0 2

Free gift 2 1 0 0 3

Discount 63 2 1 3 69

Value df Asymp. Sig. (2-sided)

Pearson Chi-Square 11.57 8 .171


50/58

Total 93 3 1 3 100

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

Chi-Square Tests

INTERPRETATION:

From the above analysis, the chi-square value is 12.233, and asymptotic significant value is

above .05. Hence, there is no evidence to reject the null hypothesis. Thus we conclude that tool

prefer to Purchasing Product is independent ofBuying system in one year.

CHAPTER 6

FINDINGS OF THE STUDY

Most of the customers are students and self employed persons were purchased the

product.

Most of the respondents taken are female 16%, and male 84%.

Most of the customers (67%)were prefer assembled system is best for using.

Most of the public doesnt know about the products marketed by the Magnanim

systems.

It is found that 83% of the respondents came to know about Magnanim systems

Value df Asymp. Sig. (2-sided)

Pearson Chi-Square 12.233 12 .427


51/58

product through friends & relatives and advertisements. None of them

had found Magnanim systems through Magazine and Newspaper.

Most of the customers(49) were chose magnanim systems product for immediate

response.

54% of the customers are satisfied with the overall satisfaction of Magnanim systems

products and also to purchase next year.

Most of respondents are expected more quality with low price of the product.

84% of customers are money refund offer is best one to differ from the competator and

also to increase the sales.

Most of the customers(93%) are purchasing the product below 10 only.

It is found that customers are satisfied with quality,good product, price and not satisfied

with the service of the Magnanim systems products.

SUGGESTIONS AND RECOMMENDATIONS

Based upon the finds the following suggestions is made

The customers are given more weightage to the assembled system . so the company can

improve the sales in assembled system.

Most of the customers are like more quality with low price. So the company can increase

the quality and reduce the price of the product.

Maximum number of customers are discount is the best tool to differ with competitor. So

the company can utilize this tool and meet the competitor.


52/58

Most of the customers are feeling that to increase the after sale service. So the company

may take necessary actions for the sale service and to satisfied the customers.

Most of the customers were chose the magnanim systems product for immediate response.

So the company can give importance for customer call.

CHAPTER 7

CONCLUSIONS

The study on sales promotion in magnanim systems pvt., Ltd., is study with care and special

effects have been taken to make the study as specific as possible. The methodology typical proofto show that the study is sceintific.

From the study, it is clear that most of the customers are satisfied with there product, price

and quality. This study is also cearly states that the customers are expecting to improve their

service. So the company can take an action to improve the service. The customers are giving more


53/58

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

the concern.

CHAPTER-8

LIMITATIONS OF THE STUDY

Due to shortage of time we did not meet more number of customers.

Since time duration is short it was not possible for conduct elaborate study.

Some false information may be given by the customers regarding their expectations.


54/58

ANNEXURE-1

A STUDY ON SALES PROMOTION IN MAGNANIM SYSTEM

QUESTIONNAIRE

1. NAME :

2. GENDER :

Male Female

3. AGE :


55/58

Below-25 25-35 35-45 above 45

4. EDUCATIONAL QUALIFICATION :

Below +2 Dip/IT UG PG other

5. OCCUPATION :

Student professional self employes

house wife government staff others

6. Have you made any purchase from magnanim system product already?

Yes No

7. How do you know about the magnanim system product?

Friends & relations Advertisement Magazine Newspaper

8. Which type of product do you like from magnanim system? Branded system Assembled system Printer

9. Rank the following Brands.

Rank

a. Magnaz brand

b. HCL system

c. Lenovo system

d. Acer system

10. Why did you choose the magnanim system?

Attractiveness Perfection Immediate response

After sales service Free package Gifts

Offer Discount Refund Offer

11. What is the benefit you expect from magnanim system for your next purchase?

Low price Coupans Seasonal offer

Good quality Money refund offer Product Warranties

After sales service service Free internet package

12. Which factor do you expect more from magnanim system product?

More quality with exiting price. More quality with low price.

Exiting quality with low price.

Good service with exiting price.

Good service with low price.

13. How do magnanim system differ from competitons for sales promotion?

Coupans Free internet package Seasonal offer


56/58

Free software Money refund offer Product Warranties

14. What message is being received from our advertising?

Good service Good product Discount Product warranties

Seasonaloffer Free package Coupans Money refund offer

15. Which media do you prefer is most effective for delivering our message?

Television newspaper magazine online word of mouth

16. Which tool do you prefer to purchase our product?

Offer Money refund offer Product warranties Free gift Discount

17. How many systems you buy in one year?

Below-10 10-40 40-80 80-100 Above-100

18. How many systems you will replace in one year?

Below-10 10-40 40-80 80-100 Above-100

19. Rate the magnanim system performance in todays competetive environment when

compared to other competitor.

Highly

Satisfied

Satisfied Dissatisfied Highly

Dissatisfied

None

Product

Service

Quality

Price

Reliability 20. Is there any change in the development of selling the product compared with last year.

To a great extent To some extent None

21. Are there any desirable qualities that a competitor have, that we lack.

Yes NoIf yes, give suggestion

--------------------------------------------------------

--------------------------------------------------------

22. Would you like to purchase magnanim system product in next year.

Yes NoIf No, mention the reason


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---------------------------------------------------

---------------------------------------------------

23. Any suggestion

---------------------------------------------------------------------

---------------------------------------------------------------------

ANNEXURE -2

BIBLIOGRAPHY

Marketing Management Philip Kotler.Principle of management - Philip Kotler.

Kothari C.R., Research methodology, Tata Mc Graw-Hill Publishing

Company Ltd., 1982.


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WEBSITES:-

www.google.com

www.magnanimsystems.com
http://www.google.com/http://www.magnanimsystems.com/http://www.google.com/http://www.magnanimsystems.com/

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