A STUDY ON SALES PROMOTION ACTIVITIES OF …

[Pages:85]A STUDY ON SALES PROMOTION ACTIVITIES OF VOLKSWAGEN INDIA WITH REFERENCE TO ABRA MOTORS PVT. LTD. A PROJECT REPORT Submitted in partial fulfillment of the Requirements for the award of the degree of MASTER OF BUSINESS ADMINISTRATION Submitted by NOOR ASIK AHAMED MARAIKAR REG NO:711600281 Under the guidance of DR.S.G. BALAJI MBA., M.Phil., PGDIB., Ph. D Assistant Professor Full Time- M.B.A

Measi Institute of Management (Affiliated to the University of Madras)

Chennai-600 014 JULY-2017

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MEASI INSTITUTE OF MANAGEMENT

(Affiliated to University of Madras) #87, Peters Road, Royapettah, Chennai-600 014

BONAFIDE CERTIFICATE

This is to certify that the project report titled "A STUDY ON SALES PROMOTION ACTIVITIES OF VOLKSWAGEN INDIA WITH REFERENCE TO ABRA MOTORS PVT. LTD." submitted by NOOR ASIK AHAMED MARAIKAR (Reg no:711600281) in partial fulfilment of the requirements of the Post-Graduate Degree course in Masters of Business Administration (M.B.A) for the academic year 20162017 is the original work of the above candidate.

Dr. S. G. BALAJI AHMED

PROJECT GUIDE

DR. D. NISAR DIRECTOR

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DECLARATION

I, NOOR ASIK AHAMED MARAIKAR REG NO:711600281 final year student of M.B.A Department of business Administration of MEASI INSTITUTE OF MANAGEMENT, CHENNAI would like to declare that the project entitled "A STUDY ON SALES PROMOTION ACTIVITIES OF VOLKSWAGEN INDIA WITH REFERENCE TO ABRA MOTORS PVT. LTD.", is a bonafide work done by the researcher in partial fulfilment of M.B.A Degree course affiliated to University of Madras. The research submitted is my original work and true to the best of my knowledge and belief.

Place:

Date: MARAIKAR

NOOR ASIK AHAMED

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ACKNOWLEDGEMENT

I take this opportunity to express my gratitude to all those without whom this project would not have been possible. First of all, I would like to thank Dr. D. NISAR AHMED, Director, Measi institute of management.

I am really thankful to Mr. KHALID BUHARI Managing director of ABRA Motors Pvt. Ltd. who was very helpful in securing the project, and also thankful to Mr. VINOTH KUMAR, HR Training and development ABRA Motors Pvt. Ltd. who has been very supportive throughout the project and I am grateful to Mr. ASHRAF Sales manager of ABRA Motors Pvt. Ltd., who has been very helpful to complete the assignments without any hurdle and for explaining the information needed.

Sincere thanks to my guide DR. S. G. BALAJI, Assistant professor, Measi institute of management, who encouraged and helped me from the beginning to develop the concept ideas to pursue the project in legit way, I have learnt so many things from him.

I also wish to express my gratitude and thank my family and friends who backed me throughout the project. I would like to convey my sincere thanks to those good souls who helped me to take the project to next level.

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CHAPTER

1

1.1 1.2

1.3 1.4 1.5 1.6

1.7 1.8 1.9 1.10 1.11 2 3 3.1 3.2

3.3 3.4 3.5

3.6 3.7 4 4.1 4.2 5

TABLE OF CONTENT

CONTENT

INTRODUCTION

DEFINITIONS AND CONCEPT INDUSTRY PROFILE

SCOPE OF INDUSTRY GLOBAL SCENARIO INDIAN SCENARIO SWOT ANALYSIS OF INDUSTRY FUTURE TRENDS OF INDUSTRY COMPANY PROFILE NEED FOR THE STUDY OBJECTIVE OF THE STUDY SCOPE OF THE STUDY REVIEW OF LITERATURE RESEARCH METHODOLOGY RESEARCH DESIGN SAMPLING METHODOLOGY DATA COLLECTION METHODOLOGY

PILOT STUDY HYPOTHESIS AND STATISTICAL TECHNIQUES

STATISTICAL PAKAGE USED LIMITATION OF THE STUDY DATA ANALYSIS AND INTERPRETATION

DESCRIPTIVE ANALYISIS STATISTICAL ANALYSIS SUMMARY OF FINDING, SUGGESTIONS AND

CONCLUSIONS

ANNEXURES

BIBILOGRAPHY

QUESTIONNAIRE

PAGE.NO

1

2 8

10 12 14 15

16 18 19 20 21 22 26 26 27

28 33 33

37 38 39 39 65 69

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LIST OF TABLES

S.NO 1

TABLE NUMBER

4.1.1

PARTICULARS AGE OF THE RESPONDENTS

2

4.1.2

GENDER OF THE RESPONDENTS

3

4.1.3

OCCUPATION OF THE RESPONDENTS

4

4.1.4

MARITAL STATUS OF THE RESPONDENTS

5

4.1.5

INCOME OF THE RESPONDENTS

6

4.1.6

VISIT TO SHOWROOM

7

4.1.7

CAME TO KNOW ABOUT US

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4.1.8

EASE OF LOCATION

9

4.1.9

AMBIENCE OF LOCATION

10

4.1.10

AWARENESS EXCHANGE AND LOYALTY

PROGRAMMES

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4.1.11

EFFECTIVE EXCHANGE AND LOYALTY

PROGRAMMES

12

4.1.12

AVAILABILITY OF DEMO CARS

13

4.1.13

SATISFACTION LEVEL THROUGH FREE

GIFTS

14

4.1.14

TEST DRIVE OFFERED

15

4.1.15

EXPERIENCE ON TEST DRIVE

16

4.1.16

ATTRACTIVENESS OF ADVERTISMENT

17

4.1.17

VISIT OUR WEBSITE

18

4.1.18

VISIT OUR SOCIAL MEDIA PAGE

19

4.1.19

WEBSITE AND SOCIAL MEDIA PAGE

20

4.1.20

ATTRACTIVENESS OF THE COMPETITION

21

4.1.21

INSURANCE POLICY FOR NEW CARS

22

4.1.22

EFFECTIVENESS OF LOYALTY

PROGRAMMES

23

4.1.23

DISCOUNT POLICY

24

4.1.24

SATISFACTION LEVEL THROUGH

EXTENDED WARRANTY

25

4.1.25

RATINGS OF ABRA MOTORS

26

4.1.26

REFERRALS

PAGE NUMBER

39

40 41 42 43 44 45 46 47 48

49

50 51

52 53 54 55 56 57 58 59 60

61 62

63 64

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LIST OF CHARTS

S.NO TABLE NUMBER

1

4.1.1

2

4.1.2

3

4.1.3

4

4.1.4

5

4.1.5

6

4.1.6

7

4.1.7

8

4.1.8

9

4.1.9

10

4.1.10

11

4.1.11

12

4.1.12

13

4.1.13

14

4.1.14

15

4.1.15

16

4.1.16

17

4.1.17

18

4.1.18

19

4.1.19

20

4.1.20

21

4.1.21

22

4.1.22

23

4.1.23

25

4.1.25

26

4.1.26

PARTICULARS

AGE OF THE RESPONDENTS

GENDER OF THE RESPONDENTS OCCUPATION OF THE RESPONDENTS MARITAL STATUS OF THE RESPONDENTS

INCOME OF THE RESPONDENTS

VISIT TO SHOWROOM

CAME TO KNOW ABOUT US EASE OF LOCATION

AMBIENCE OF LOCATION AWARENESS EXCHANGE AND LOYALTY

PROGRAMMES EFFECTIVE EXCHANGE AND LOYALTY

PROGRAMMES AVAILABILITY OF DEMO CARS SATISFACTION LEVEL THROUGH FREE GIFTS

TEST DRIVE OFFERED EXPERIENCE ON TEST DRIVE ATTRACTIVENESS OF ADVERTISMENT

VISIT OUR WEBSITE VISIT OUR SOCIAL MEDIA PAGE WEBSITE AND SOCIAL MEDIA PAGE ATTRACTIVENESS OF THE COMPETITION INSURANCE POLICY FOR NEW CARS EFFECTIVENESS OF LOYALTY PROGRAMMES

DISCOUNT POLICY RATINGS OF ABRA MOTORS

REFERRALS

PAGE NUMBER

39

40 41 42 43

44 45 46 47 48

49

50 51 52 53 54 55 56 57 58 59 60 61 63

64

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INTRODUCTION 1.1 SALES PROMOTION

Sales promotion is the process of persuading a potential customer to buy the product. Sales promotion is designed to be used as a short-term tactic to boost sales ? it is rarely suitable as a method of building long-term customer loyalty. Some sales promotions are aimed at consumers. Others are targeted at intermediaries and at the firm's sales force.

Sales promotion is one of the five aspects of the promotional mix. (The other 4 parts of the promotional mix are advertising, personal selling, direct marketing and publicity/public relations.) Media and non-media marketing communication are employed for a pre-determined, limited time to increase consumer demand, stimulate market demand or improve product availability. Examples include contests, coupons, freebies, loss leaders, point of purchase displays, premiums, prizes, product samples, and rebates.

Sales promotions can be directed at either the customer, sales staff, or distribution channel members (such as retailers). Sales promotions targeted at the consumer are called consumer sales promotions. Sales promotions targeted at retailers and wholesale are called trade sales promotions. Some sale promotions, particularly ones with unusual methods, are considered gimmicks by many.

Sales promotion includes several communications activities that attempt to provide added value or incentives to consumers, wholesalers, retailers, or other organizational customers to stimulate immediate sales. These efforts can attempt to stimulate product interest, trial, or purchase. Examples of devices used in sales promotion include coupons, samples, premiums, point-of-purchase (POP) displays, contests, rebates, and sweepstakes.

Sales promotion is implemented to attract new customers, to hold present customers, to counteract competition, and to take advantage of opportunities that are revealed by market research. It is made up of activities, both outside and inside

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