EXECUTIVE SUMMARY

Title of the Project

: Study of advertising and sales promotion activities for Hero two

wheelers.

Objective of study
: This report is about studying advertising and sales promotional
activities done by Jayesh Motors Corp ltd. for their products and effectiveness of these activities in
terms of reach and capturing share of minds of customers.
Research Methodology
: With help of Exploratory Research, I started collecting the relevant
data of Sales and Promotional activities of Jayesh Motors and did analysis how these activities are
effective.
Data types and sources
: Primary Data is collected through Survey. In survey questionnaire
is used to collect the data from Jayesh Motors Customers. Sample Size 40 nos.
Secondary data - In this project, data collected from Internet by visiting web site of Hero MotoCorp
and Company internal sales presentation.
Major Findings
1

Advertisement/Promotion activity is necessary for Hero two wheelers as no.

of Models are increasing day by day.

TV are most effective medium for Hero two wheelers as a medium for
advertisement and promotions.

Local demos and displays are another best option for promotion.

Mouth publicity is also important as most of the customer comes with

reference from their friends/Families. Referal scheme will also help.

Printed advertise is less expensive than TV but does not play much role.
Local Demos are more effective than print ads.

Conclusion

This survey was conducted to study advertising and promotional activities for Hero two wheelers.
Most of people recommend TV as best medium for advertisement. But considering cost of TV and
time slots, another option comes is local demos and displays. TV covers mass customer base.

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. INTRODUCTION OF THE TOPIC

Introduction to Advertising:
If you are looking for a suitable small apartment in a big city like Delhi or Madras, what do you do
first ? Perhaps you go to your friends and colleagues for help, who in turn ask around, talk to
apartment

owners

and

finally

fix

you

up

in

cosy

corner.

But what do you do if this strategy does not work ? You may think of the advertisement column in
the daily newspaper. You look at various advertisements for houses available on rent , you make
your choice and reach for the telephone or contact the advertiser in other ways. Given good luck
and the right kind of property owner, you do find something to your satisfaction.
The help that the advertisement column provides is by no means confined to a selection of houses,
it also extends to other spheres of life like jobs, choice of a bride or a bridegroom, sale and purchase
of property, business offers, consultancy etc. Depending upon your needs and requirements, you
choose the appropriate item and get in touch with the advertising party. Very often it works. It
brings the advertiser a potential customer, and it brings the customer the goods and services he
requires. You feel obliged to the whole business of advertising which, in this vast society with its
multiplicity of problems, comes to your rescue in your hour of need.

Advertisements may be short or long, clear or vague, in small or big boxes, spread over half a page
or full page of the newspaper or the magazines. Why do so many advertisements appears every day
in newspapers ? To whom are they addressed ? What colossal amounts of money are spent by
advertisers as fees to get their items published and why ? These are important and interesting
questions.

Advertising is a powerful form of social and commerical communication through any of the
established mass media such as press, radio, television and film. It has developed in modern times
as a necessary accompaniment to commerce and industry all over the world. In fact, it has become
an industry in its own right. Think of all the space advertisements occupy in the daily newspaper.
Look at the regularity, often irritating, with which advertisement appears on the TV screen. You will
begin

to

realise

the

magnitude

of

the

advertising

industry

soon.

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What is an Advertisement :
An advertisement is essentially a piece of persuasive communication, persuasive because it seeks to
influence public opinion of coaxing people into accepting what it has to offer. An advertisement is
also a paid announcement intended to promote the sale of a product or service, to advance an idea
or bring about some other effect desired by the advertiser.
It is a genreal message, not forcing anyone to buy anything, but inviting everyone to identify,
understand and adopt the use of goods, services, and ideas. The advertiser pays the medium to
deliver the message. He chooses the paper, or a number of papers simultaneously, or the issue of a
magazine that will publish his message. If the medium choosen is TV or radio, he enjoyes the
freedom to select even the timing of the broadcast. But he has to pay heavily for exercising his
choice. In this sense, newspapers, if not the other media, owe their existence to advertisers.
The product advertised may vary from matches and toothpaste to farm houses and automobiles the
services may range from restaurants and laundries to forgien tours.
The ideas may be as simple as personal integrity and love-thy-neighbour themes, or they may be
issue that affect society at large, such as fire prevention, afforestation, rehabilitation of the old and
the disabled, traffic rules, drug abuse, crime control and universalisation of elementry education.
Whatever the product, service or idea advertised, the advertisement seeks to point out its qualities
so that it becomes attractive to the group of consumers, whom the advertiser wishes to influence.
The project is undertaken to measure the brand awareness level of HP Laptops in an around
Nagpur City, measuring the brand awareness level of a particular companys brand is of vital
importance since it indicates the number of people who are aware of a particular brand in a given
period of time and it also highlights the effectiveness of the different advertising or promotional
tools used for the purpose.
Brand awareness is the consumers ability to recognise or recall (identify) the brand within a given
product category in sufficient detail to make a purchase decision. This also means that the
consumers can propose, recommend, choose, or use the brand. The objectives of most advertising
campaign are to create and maintain brand preference. The first step is to make potential consumers
aware of a brands existence.
One of the prominent goals of any business should be to build brand image and awareness of its
product, albeit in as cost effective manner as possible. Consumer tends to make purchasing

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decision based on peer recommendation and direct experience, as well traditional advertising
methods.
The project aims towards increasing the brand awareness since its one of the effective tool
to effect the final purchase decision and the volume of sales. I had used the topic to find out or
measure the brand awareness level among the customers and the ways to increase its awareness.

The analysis was done with the help of the data collected through questionnaire taking the sample
size of 50 in an around Nagpur City. As the brand awareness is directly associated with promotion
strategy taken by the company its effectiveness is evaluated and the steps to increase the awareness
level of the customers are considered.
Therefore study have used various tools and techniques for the purpose of analysis of the data and
have tried to throw a clear light towards the level of brand awareness of HP Laptops and the
measures to increase its awareness and to evaluate the best media of communication for the
purpose.

Definition of 'Brand Awareness'

The likelihood that consumers recognize the existence and availability of a company's product or
service. Creating brand awareness is one of the key steps in promoting a product.
Brands - introduction to Brands
A brand is a product with unique character, for instance in design or image. It is consistent and well
recognised.
The advantages of having a strong brand are:
Inspires customer loyalty leading to repeat sales and word-of mouth recommendation
The brand owner can usually charge higher prices, especially if the brand is the market leader
Retailers or service sellers want to stock top selling brands. With limited shelf space it is more
likely the top brands will be on the shelf than less well-known brands.

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Some retailers use own-label brands, where they use their name of the product rather than the
manufacturers like Tescos Finest range of meals and foodstuffs. These tend to be cheaper than
the normal brands, but will give the retailer more profit than selling a normal brand.
Some brands are so strong that they have become global brands. This means that the product is sold
in many countries and the contents are very similar. Examples of global brands include: Microsoft,
Coca Cola, Disney, Mercedes and Hewlett Packard (HP).
The strength of a brand can be exploited by a business to develop new products. This is known as
brand extension a product with some of the brands characteristics. Examples include Dove soap
and Dove Shampoo (both contain moisturiser); Mars Bar and Mars Ice Cream
Brand stretching is where the brand is used for a diverse range of products, not necessarily
connected. E.g. Virgin Airlines and Virgin Cola; Marks and Spencer clothes and food.
The logo on a product is an important part of the product. A logo is a symbol or picture that
represents the business. It is important because it is easy to recognise, establishes brand loyalty and
can create a favourable image.
Concepts
Proper brand can result in higher sales of not only one product, but on other products associated
with that brand. For example, if a customer loves Pillsbury biscuits and trust the brand, he or she is
more likely to try other products offered by the company such as chocolate chip cookies.
Brand is the personality that identifies a product, service or company (name, term, sign, symbol, or
design, or combination of them) and how it relates to key constituencies: customers, staff, partners,
investors etc.
Some people distinguish the psychological aspect, brand associations like thoughts, feelings,
perceptions, images, experiences, beliefs, attitudes, and so on that become linked to the brand, of a
brand from the experiential aspect.
The experiential aspect consists of the sum of all points of contact with the brand and is known as
the brand experience. The brand experience is a brand's action perceived by a person. The
psychological aspect, sometimes referred to as the brand image, is a symbolic construct created
within the minds of people, consisting of all the information and expectations associated with a
product, service or the company providing them.
People engaged in branding seek to develop or align the expectations behind the brand experience,
creating the impression that a brand associated with a product or service has certain qualities or
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characteristics that make it special or unique. A brand is therefore one of the most valuable elements
in an advertising theme, as it demonstrates what the brand owner is able to offer in the marketplace.
The art of creating and maintaining a brand is called brand management. Orientation of the whole
organization towards its brand is called brand orientation. The brand orientation is developed in
responsiveness to market intelligence.
Careful brand management seeks to make the product or services relevant to the target audience.
Brands should be seen as more than the difference between the actual cost of a product and its
selling price - they represent the sum of all valuable qualities of a product to the consumer.
A brand which is widely known in the marketplace acquires brand recognition. When brand
recognition builds up to a point where a brand enjoys a critical mass of positive sentiment in the
marketplace, it is said to have achieved brand franchise. Brand recognition is most successful when
people can state a brand without being explicitly exposed to the company's name, but rather through
visual signifiers like logos, slogan's, and colors. For example, Disney has been successful at
branding with their particular script font (originally created for Walt Disney's "signature" logo),
which it used in the logo for go.com.
Consumers may look on branding as an aspect of products or services, as it often serves to denote a
certain attractive quality or characteristic (see also brand promise). From the perspective of brand
owners, branded products or services also command higher prices. Where two products resemble
each other, but one of the products has no associated branding (such as a generic, store-branded
product), people may often select the more expensive branded product on the basis of the quality of
the brand or the reputation of the brand owner.
BRAND:
A brand is a product from a known organisation. The name of the organisation can also serve as a
brand. The brand value reflects how a product name or company name is perceived by the market
place, whether that is a target audience for a product or a market place in general. It is important to
understand the meaning and the value of the brand in order to develop an effective marketing mix,
for each target audience.
BRAND AWARENESS:
The level of brand recognition that consumers have of a particular brand and its specific product
category. Brand awareness examines three levels of recognition: whether the brand name is first to
come to mind when a consumer is questioned about a particular product category; whether the
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brand name is of several that come to mind when a consumer is questioned about a particular
product category; and whether or not a consumer has heard of a particular brand name.
Brand elements
Brands are spread through various elements
Name: The word or words used to identify the company, product, service, concept
Logo: The visual trademark that identifies the brand
Tagline or Catchphrase: "The Quicker Picker Upper" is associated with Bounty; "Can you hear me
now" is an important part of the Verizon brand.
Shapes: The distinctive shape of the Coca-Cola bottle or the Volkswagen Beetle are trademarked
elements of those brands.
Graphics: The dynamic ribbon is also a trademarked part of Coca-Cola's brand.
Color: Owens-Corning is the only brand of fiberglass insulation that can be pink.
Sounds: A unique tune or set of notes can "denote" a brand: NBC's chimes are one of the most
famous examples.
Movement: Lamborghini has trademarked the upward motion of its car doors.
Smells: Scents, such as the rose-jasmine-musk of Chanel No. 5 is trademarked.
Taste: KFC has trademarked its special recipe of 11 herbs and spices for fried chicken.
DEFINITION OF SALES PROMOTION
Sales promotion includes incentive-offering and interest-creating activities which are generally
short-term marketing events other than advertising, personal selling, publicity and direct marketing.
The purpose of sales promotion is to stimulate, motivate and influence the purchase and other
desired behavioral responses of the firms customers.
Sales promotion offers a direct inducement to act by providing extra worth over and above what is
built into the product at its normal price. These temporary inducements are offered usually at a time
and place where the buying decision is made. Not only are sales promotions very common in the
current competitive market conditions, they are increasing at a fast pace. These promotions are
direct inducements. In spite of the directness, sales promotions are fairly complicated and a rich
tool of marketing with innumerable creative possibilities limited only by the imagination of
promotion planners.Sales promotion is often referred to by the names of extra purchase value and
below-the-line selling.

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Sales promotion consists of all activities other than advertising, personal selling and publicity,
which help in promoting sales of the product. Such activities are non-repetitive and one time offers.
According to American Marketing Association, sales promotion include, "those marketing activities
other than personal selling, advertising and publicity that stimulate consumer purchasing and dealer
effectiveness, such as point of purchase displays, shows and exhibitions, demonstrations and
various non-recurring selling efforts not in the ordinary routine."
The main aim of sales promotion is to increase sales and profits of the firm but it is quite different
from personal selling and advertising. In personal selling, customer is persuaded by a sales person
face to face. Advertising is a non-personal mass communication media. Sales promotion, on the
other hand, is a non-recurring and non-routine method. Its main aim is to supplement and
coordinate the personal selling and advertising. It is a supporting and facilitating element of
promotional strategy. Sales promotion bridges the gap of advertising and personal selling.
Sales promotion, a key ingredient in marketing campaigns, consists of a diverse collection of
incentive tools, mostly short term, designed to stimulate quicker or greater purchase of particular
products or services by consumers or the trade.
Whereas advertising offers a reason to buy, sales promotion offers an incentive to buy. Sales
promotion includes tools for consumer promotion (samples, coupons, cash refund offers, process
off, premiums, prizes, patronage rewards, free trials, warranties, tie-in promotions, crosspromotions, point-of-purchase displays, and demonstrations); trade promotion (prices off,
advertising and display allowances, and free goods); and sales force promotions (trade shows and
conventions, contest for sales and specialty advertising). These tools are used by most
organizations, including non-profit organizations.
Sales promotion comprises a range of tactical marketing techniques designed within a strategic
marketing framework to add value to a product or service in order to achieve specific sales and
marketing objective.
Sales promotion is a technique which has significant potential to improve short term sales and like
direct response work; its effectiveness can be tightly measured. Although its strategic value is the
subject of considerable debate, nevertheless, it is an important tool of marketing.
Several factors contribute to this rapid growth, particularly in the consumer markets.
Promotion is now more accepted by the top management as an effective sales tool; more product
managers are qualified to use sales-promotion tools; and product managers are under pressure to
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increase current sales. In addition, the number of brands has increased; competitors use promotions
frequently; many brands are seen as similar; consumers are more price-oriented; the trade has
demanded more deals from the manufacturers; and the advertising efficiency has declined because
of rising costs, media clutter, and legal restraints.
Marketing Theory
Marketing theory is a complex system of ideas concerning the best practices for publicizing a
product. In preparation for a product launch, a business must choose whether to invest in traditional
advertising such as print, outdoor and online advertising, or other forms of promotion including
email and fliers.
Purchasing media space on television and radio networks is another delivery method for promoting
a launch. Other businesses choose to rely on viral marketing, creating interest in a product online
and allowing social networks and individual customers to promote the product through
conversation. Promotional marketing follows a predetermined schedule, which lays out a time line
for advertising campaign launches in various media and defines the promotional angle so that all
marketing for a product launch can be consistent.
Sales Promotion Strategies
There are three types of sales promotion strategies: Push, Pull, or a combination of the two.
A push strategy involves convincing trade intermediary channel members to "push" the product
through the distribution channels to the ultimate consumer via promotions and personal selling
efforts. The company promotes the product through a reseller who in turn promotes it to yet another
reseller or the final consumer.
Trade-promotion objectives are to persuade retailers or wholesalers to carry a brand, give a brand
shelf space, promote a brand in advertising, and/or push a brand to final consumers. Typical tactics
employed in push strategy are: allowances, buy-back guarantees, free trials, contests, specialty
advertising items, discounts, displays, and premiums.

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A pull strategy attempts to get consumers to "pull" the product from the manufacturer through the
marketing channel. The company focuses its marketing communications efforts on consumers in the
hope that it stimulates interest and demand for the product at the end-user level. This strategy is
often employed if distributors are reluctant to carry a product because it gets as many consumers as
possible to go to retail outlets and request the product, thus pulling it through the channel.
Consumer-promotion objectives are to entice consumers to try a new product, lure customers away
from competitors products, get consumers to "load up" on a mature product, hold & reward loyal
customers, and build consumer relationships. Typical tactics employed in pull strategy are: samples,
coupons, cash refunds and rebates, premiums, advertising specialties, loyalty programs/patronage
rewards, contests, sweepstakes, games, and point-of-purchase (POP) displays.
Car dealers often provide a good example of a combination strategy. If you pay attention to car
dealers' advertising, you will often hear them speak of cash-back offers and dealer incentives.
Sales promotion is a technique which has significant potential to improve short term sales and like
direct response work; its effectiveness can be tightly measured. Although its strategic value is the
subject of considerable debate, nevertheless, it is an important tool of marketing. There are few
markets or products where it cannot be used and few brands to which it cannot be applied.
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.
1. 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 purchasing 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
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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.
2. 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.
3. 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.

4. 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.
5. 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.
6. 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 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.

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7. 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.
8. 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.
9.

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.

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 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
1. it helps to increase sales in a competitive market and thus, increases profits;
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2.

it helps to introduce new products in the market by drawing the attention of potential

customers;
3. when a new product is introduced or there is a change of fashion or taste of consumers,
existing stocks can be quickly disposed off;
4. 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.
From the point of view of consumers
Sales promotion is important for consumers because
1.
2.
3.
4.
5.

the consumer gets the product at a cheaper rate;

it gives financial benefit to the customers by way of providing prizes and sending them to
visit different places;
the consumer gets all information about the quality, features and uses of different products;
certain schemes like money back offer creates confidence in the mind of customers about

the quality of goods; and

6. 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.

IMPORTANCE OF MEDIA PLANNING

Planning, no matter what you're planning for, is usually pretty important. A lot goes into making
plans for various things, and it's important that people who are interested in media planning to be
aware of what they need to do. Especially if they have a smaller business
they have to make sure that they do everything they can to plan well. It's not easy, and when you
run a small business you often don't have access to all the resources that you would have if you had
a larger company that you didn't have to fight for quite so often.
Small businesses don't usually make a great deal of money, especially when they're first starting
out, so proper planning is essential to help ensure that the money that is made is maximized and that
individuals who own and operate these small businesses are doing the best that they can to provide
for themselves and their employees.
Media planning the right way is one of the most essential ways to do this and help the business
grow and succeed. You need it to get noticed, but you don't want it to get the wrong kind of
attention. Instead, you want to attract customers that you know will want and need what you have
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and that will keep coming back. These are the kinds of loyal customers that proper media planning
can attract, but only if it's something that's done and done well.
Poor planning and poor execution is something that must be avoided if success is to be achieved,
and addressing the issue early on is a vital link in making the media planning the best and most
effective for the business in question. Businesses that don't do this both big and small may end up
regretting it and may find that their profits aren't what they had hoped.
Types of sales promotion:

Consumer oriented sales promotions.

Targeted to the ultimate users of a product or service. Coupons, sampling, premiums,

rebates, contests, sweepstakes, and POP materials are induced the sales

Trade oriented sales promotions:

Targeted toward marketing intermediaries such as retailers, wholesalers, or distributors.

Promotion allowances, merchandise allowances, price deals, sales contest and trade shows.

Objectives of Sales Promotion

Sales promotion is a tool used to achieve most of the five major promotional objectives :
Building Product Awareness Several sales promotion techniques are highly effective in exposing
customers to products for the first time and can serve as key promotional components in the early
stages of new product introduction. Additionally, as part of the effort to build product awareness,
several sales promotion techniques possess the added advantage of capturing customer information
at the time of exposure to the promotion.
In this way sales promotion can act as an effective customer information gathering tool (i.e., sales
lead generation), which can then be used as part of follow-up marketing efforts.
Creating Interest Marketers find that sales promotions are very effective in creating interest in a
product. In fact, creating interest is often considered the most important use of sales promotion. In
the retail industry an appealing sales promotions can significantly increase customer traffic to retail
outlets. Internet marketers can use similar approaches to bolster the number of website visitors.
Another important way to create interest is to move customers to experience a product.

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Providing Information Generally sales promotion techniques are designed to move customers to
some action and are rarely simply informational in nature. However, some sales promotions do
offer customers access to product information. For instance, a promotion may allow customers to
try a fee-based online service for free for several days. This free access may include receiving
product information via email.
Stimulating Demand Next to building initial product awareness, the most important use of sales
promotion is to build demand by convincing customers to make a purchase. Special promotions,
especially those that lower the cost of ownership to the customer (e.g., price reduction), can be
employed to stimulate sales.
Reinforcing the Brand Once customers have made a purchase sales promotion can be used to
both encourage additional purchasing and also as a reward for purchase loyalty (see loyalty
programs below). Many companies, including airlines and retail stores, reward good or preferred
customers with special promotions, such as email special deals and surprise price reductions at
the cash register.
Sales promotion methodology
The traditional business world suggests that there are three different types of sales promotion
techniques: the push, the pull, and the combination.
A. The push theory of sales promotion techniques supports that you promote your goods to a
retailer, who will then pass the wares along to their consumers.
A push promotional strategy makes use of a company's sales force and trade promotion
activities to create consumer demand for a product.
The producer promotes the product to wholesalers, the wholesalers promote it to retailers, and
the retailers promote it to consumers. A good example of "push" selling is durable products,
where the major white goods manufacturers such as Hitachi promote their products via retailers
such as House hold durables product.
Personal selling and trade promotions are often the most effective promotional tools for
companies such as Hitachi - for example offering subsidies on the handsets to encourage
retailers to sell higher volumes. A "push" strategy tries to sell directly to the consumer,
bypassing other distribution channels (e.g. selling insurance or holidays directly). With this type
of strategy, consumer promotions and advertising are the most likely promotional tools.

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B. The pull theory varies by focusing on the consumer himself. Go directly to the source to
introduce your goods, and encourage a direct purchase.
A pull selling strategy is one that requires high spending on advertising and consumer
promotion to build up consumer demand for a product. If the strategy is successful,
consumers will ask their retailers for the product, the retailers will ask the wholesalers, and
the wholesalers will ask the producers. A good example of a pull is the heavy advertising
and promotion of children's toys mainly on television. Consider the recent BBC
promotional campaign for its new pre-school programme the Fimbles. Aimed at two to
four-year-olds, 130 episodes of Fimbles have been made and are featured everyday on
digital children's channel CBeebies and BBC2.As part of the promotional campaign, the
BBC has agreed a deal with toy maker Fisher-Price to market products based on the show,
which it hopes will emulate the popularity of the Tweenies. Under the terms of the deal,
Fisher-Price will develop, manufacture and distribute a range of Fimbles products including
soft, plastic and electronic learning toys for the UK and Ireland.
C. The combination theory is a slight part of both. You may supply a retailer with your
consumable. He or she will then offer this to a customer with incentives for shopping with
them.
This strategy is usually used if the distributor is hesitant to carry a product, since it gets its
required consumers without having to go to retail outlets. Car dealers often provide a good
example of a combination strategy. If you pay attention to car dealers advertising, you will
often hear them speak of cash-back offers and dealer incentives.
Because sales promotion is an initiative carried out by an organization to promote a product to
ensure increase in sales so it has varied methods of promotion.
Most of the time, sales promotions are creative and original therefore providing a comprehensive
list of all methods is not possible, however some examples of the regularly used sales promotions
activities are as follows:

Buy-One-Get-One-Free

New Media

Merchandising

CRM (customer relationship management)

Free gifts

Discounted prices
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Free samples

Vouchers & coupons

Joint promotions

Competitions and prize draws/Cause-related or fair

Finance deals

Sales promotion is directed at sales staff, customers and distribution channel members which may
include wholesalers, retailers etc. When targeted at consumers it is called consumer sales
promotion, when it is targeted at wholesalers and retailers it is called trade sales promotions.
However by many it is considered as gimmick because of the unusual methods some marketers
use for sales promotion.
All of these sales promotion strategies can be victorious. Your business may choose to use one or all
of them when trading your products. When working to implement your technique, you may also
want to utilize some other methods. Allow people to try samples of your goods. Engage the free
advertising of in-store demonstrations and exhibitions. All of these can be wonderful sales
advancement strategies for your business.
Sales Promotion Theory
Sales promotion is giving the customer something extra, rewarding them for their behavior on this
particular purchasing occasion. There are several theories which support the concept of reward as a
motivator. The conditions of sales promotion are classical and operant conditioning. Whereas
classical conditioning is largely associated with advertising operant conditioning is seen as an
explanation for consumer behaviour in relation to sales promotion.
Operant conditioning suggests the response of the individual is likely to be affected by positive
reinforcement (reward) or negative reinforcement (punishment), although the affect is likely to
cease when these reinforcements are taken away. Edward Thorndike suggested that the law of
effect, which had to do with positive and negative consequences of actions, is also relevant to sales
promotion. The law states that the consequences of behavior now will govern the consequences of
that behavior in the future.
In other words once a buying pattern is achieved it will continue into the future. John Watson, US
psychologist and founding father of American behaviouralism, introduced the concept of shaping,
chaining, and priming,
Shaping:

Page | 17

John Watson states shaping suggests that a final response can be explained as appearing after
preceding acts which; taken together, constitute a chain of successive approximations. Shaping
breaks the desired behaviours in a series of stages and the parts are learnt in sequence.
Chaining:
Chaining suggests behavior emerges from sequences of actions in which the preceding action
becomes the discriminative stimulus for the final response (inducement > purchase).
Priming:
De Pelsmacker (2001) states, priming suggests that a short exposure to a particular stimulus can
evoke an increased drive to consume more of a product. So this all theories offer reasons why we
can motivate people to buy more by offering incentives although the continuation of these
behaviuor is open to doubt.
Uses of sales promotion:
a) Introduce new products
b) Get existing customers to buy more
c) Attract new customers
d) Combat competition
e) Maintain sales in off season
f) Increase retail inventories
g) Tie in advertising & personal selling

Page | 18

COMPANY PROFILE

Jayesh Motors is

located

in

Daryapur, Amravati, Maharashtra which provides you the best service. Get complete address and
phone numbers for quick access and response. Give your valuable rating to M/S. Jayesh Motors
Amravati and make us serve you better.
Contact Information Of Jayesh Motors
+(91)-9822498761
Jayesh Motors, Akot Road, Daryapur Amravati, Amravati - 444803, Opp Adarsha School, Banosa,
Daryapur
Motorcycle Dealers-Hero
Hours of Operation
Monday, Tuesday, Wednesday, Thursday, Friday, Saturday: 09:00 am to 09:00 pm
Sunday: Closed
Modes of Payment
Cash
Year Established
2009

Page | 19

COMPANY PROFILE OF HERO MOTO CORP LTD.

Hero Moto Corp Ltd. (Formerly Hero Honda Motors Ltd.) is the world's largest manufacturer of
two - wheelers, based in India.
In 2001, the company achieved the coveted position of being the largest two-wheeler manufacturing
company in India and also, the 'World No.1' two-wheeler company in terms of unit volume sales in
a calendar year. Hero MotoCorp Ltd. continues to maintain this position till date.
Vision
The story of Hero Honda began with a simple vision - the vision of a mobile and an empowered
India, powered by its two wheelers. Hero MotoCorp Ltd., company's new identity, reflects its
commitment towards providing world class mobility solutions with renewed focus on expanding
company's footprint in the global arena.
Mission
Hero MotoCorp's mission is to become a global enterprise fulfilling its customers' needs and
aspirations for mobility, setting benchmarks in technology, styling and quality so that it converts its
customers into its brand advocates. The company will provide an engaging environment for its
people to perform to their true potential. It will continue its focus on value creation and enduring
relationships with its partners.
Strategy
Hero MotoCorp's key strategies are to build a robust product portfolio across categories, explore
growth opportunities globally, continuously improve its operational efficiency, aggressively expand
its reach to customers, continue to invest in brand building activities and ensure customer and
shareholder delight.
Brand
The new Hero is rising and is poised to shine on the global arena. Company's new identity "Hero
MotoCorp Ltd." is truly reflective of its vision to strengthen focus on mobility and technology and
creating global footprint. Building and promoting new brand identity will be central to all its
initiatives, utilizing every opportunity and leveraging its strong presence across sports,
entertainment and ground-level activation.

Page | 20

Manufacturing
Hero MotoCorp two wheelers are manufactured across 4 globally benchmarked manufacturing
facilities. Two of these are based at Gurgaon and Dharuhera which are located in the state of
Haryana in northern India. The third manufacturing plant is based at Haridwar, in the hill state of
Uttrakhand; the latest addition is the state-of-the-art Hero Garden Factory in Neemrana, Rajasthan.
Distribution
The Company's growth in the two wheeler market in India is the result of an intrinsic ability to
increase reach in new geographies and growth markets. Hero MotoCorp's extensive sales and
service network now spans over to 6000 customer touch points. These comprise a mix of authorized
dealerships, service & spare parts outlets, and dealer-appointed outlets across the country.
PROFILE

DON'T DREAM IF YOU CAN'T FULFILL YOUR DREAMS

- Dr. Brijmohan Lall Munjal

The founder and patriarch of the Hero Group is your classic first generation entrepreneur. He is a
man who started small, dreamt big and used a combination of grit and perseverance to create one of
the country's largest corporate groups and the World's No.1 Two Wheeler Company.
Instinctive from a young age, Brijmohan Lall made a rather unusual start in life. Around the time
when the freedom movement in India was taking shape in the late 1920s, he walked into a newly
Page | 21

opened Gurukul (Indian heritage school) near his home in Kamalia (now in Pakistan). He was only
six years old then.
Thus began an extraordinary tale of courage and perseverance. Brijmohan began his business story
after partition in 1947, when he and his brothers relocated to Ludhiana. The family set up a
company that provided poor people with basic transport (cycles). Three decades later, as India
evolved, he added a second crucial chapter - which visualized affordable and technologically
superior transport to millions of middle class Indians. The rest is history.
Building Relationships
When Brijmohan and his brothers started out, there was no concept of organized dealer networks.
Companies just produced, and most dealers functioned like traders. Brijmohan changed the rules of
the business by trusting his gut instincts; introducing business norms that were ahead of their time,
and by investing in strategic relationships. Brijmohan built a series of bonds and networks with
hundreds of family members, vendors, dealers and employees. Much like the Japanese keiretsu
system, these networks are now the glue that holds the Hero Group together.
"Thanks to the relationships that we have nurtured so passionately in the Hero Family, the younger
generations of some of our bicycle dealers have become dealers of Hero MotoCorp. These
relationships have survived through generations - through bad times and good times" the patriarch
now reminiscences.
Besides bonding with his vendors and dealers, Brijmohan has been personally responsible for
kindling a spirit of entrepreneurship amongst his employees, and today, 40 of his former employees
are successful entrepreneurs.
Staying Ahead
Though not technically qualified in the conventional sense, only a few of his contemporaries have
understood the dynamics of technology better than Brijmohan Lall has. He could always visualize
the applicability of technology before others could. For example, in the 1980s, when all twowheeler companies in India opted for two-stroke engine technology, Brijmohan preferred a fourstroke engine - a technology that dramatically increased fuel efficiency and reduced maintenance
costs. This technology was one of the biggest reasons for Hero MotoCorp's stupendous success.
A Corporate Citizen
A frugal upbringing and a value system modeled on the famous Gurukul system - which stresses the
sanctity of the teacher-pupil relationship - imbibed in Brijmohan a strong sense of social
commitment and responsibility.

Page | 22

There is a special place in his heart for Ludhiana, the city where he took roots. Today, Ludhiana is a
modern, bustling city, but Brijmohan has played no mean role in its evolution. Several schools and
educational institutions in Ludhiana owe their existence to the Munjal family.
The Ludhiana Stock Exchange owes its existence to Brijmohan's vision as does the Ludhiana Flying
Club. He's also set up the not-for-profit Dayanand Medical College and Hospital-an institute now
rated as one of the best medical colleges in India, in terms of infrastructure, quality of staff and
alumni profile.
In and around Dharuhera, near the first Hero MotoCorp plant, Brijmohan and his family have left
their stamp of philanthropy. The Raman Kant Munjal Foundation - which Brijmohan set up in
memory of his eldest son, today runs a higher secondary school and a very modern and wellequipped 100-bed hospital at Dharuhera. The group has also adopted numerous villages and
provides education, vocational training, drinking water, roads, streetlights and sewerage.

PRODUCT PORTFOLIO

Karizma ZMR

Karizma
Page | 23

Xtreme Sports

Xtreme

Hunk

Impulse

Page | 24

Achiever

Ignitor

Glamour Programmed FI

Glamour

Page | 25

Super Splendor

Passion XPRO

Passion PRO

Passion PRO TR
Page | 26

Splendor iSmart

Splendor PRO Classic

Splendor PRO

Splendor+
Page | 27

HF Deluxe ECO

HF Deluxe

HF Dawn

Maestro

Page | 28

Pleasure

Page | 29

OBJECTIVES OF THE STUDY

To know which advertisement tool is mostly preferred by showroom.

To determine the customer satisfaction on level

To know awareness of people towards Jayesh Motors at Daryapur Amrawati.

To know the increase of the sales of Jayesh Motors at Daryapur Amrawati.

To know in which segment vehicle are mostly like/preferred by people.

To help the management for short-run decision making in certain critical situation

To have an overview about Jayesh motors

To study the consumer perception about the Jayesh motors
To suggest few sales promotion techniques to improve the brand awareness amongst
consumers

Page | 30

OUTLINE OF THE PROBLEM TASK

The project was undertekan with a prime objective to understand the practical aspects of sale
Promotion activity carried out for the jayesh motors. This project has some objective which is as
under

To study the actual sale promotion techniques carried out by in bike manufacture
To study the understanding the actual market scenario for jayesh motors.
To study the price of the bike belonging to different categories.
To study the after sale services provided to the existing customers.
To study the views of customer on newly lunched models the company.
To study the impact on sales promotion on jayesh motor
To increase sale directly by publicity through media which are complementary to press and
poster advertising.
To study evaluate effectiveness marketing mix promotional strategies adopted by jayesh
motor.

Page | 31

RESEARCH AND METHODLOGY

Every project work is based on certain methodology, which is a way to systematically solve the
problem or attain its objectives. It is a very important guideline and lead to completion of any
project work through observation, data collection and data analysis.
According to Clifford Woody, Research Methodology comprises of defining & redefining
problems, collecting, organizing &evaluating data, making deductions &researching to
conclusions.
Research can be defined as systemized effort to gain new knowledge. A research is carried out by
different methodologies which have their own pros and cons. Research methodology is a way to
solve research in studying and solving research problem along with logic behind them are defined
through research methodology.
Thus while talking about research methodology we are not only talking of research methods but
also considered the logic behind the methods. We are in context of our research studies and explain
why it is being used a particular method or technique and why the others are not used. So that
research result is capable of being evaluated either by researcher himself or by others
Research has its special significance in solving various operational and planning problems of
business and industry. Research methodology is the way to systematically solve the research
problem.
It is the very important step in the research process accuracy findings depends on how
systematically the study has been carried out in time so that it can make some sense when required.
There are two types of data collection namely primary data collection and secondary data
collection
Research
The study also aims of Advertising and Sales Promotion Activities For Hero Two Wheelers To
Jayesh Motors at Daryapur Amrawati.

Page | 32

SAMPLING PLAN:
Data collected has been analyzed and interpreted by using simple percentage
method and finally the data is presented in graphs and charts.
SAMPLE SIZE:The sample size is 40 respondents.
SAMPLE UNIT:
It means Who is to be surveyed. Here target population is decided and it is who are interested to
purchase Bike and sampling frame is developed so that everyone in the target population has
known chance of being sampled. So the survey is conducted particularly in Amrawati City.
SAMPLE AREA:The survey was conducted in AMARAVATI city.
SAMPLE METHOD:Sampling is done according to my own convenience and so the sampling techniques used in this
project is Convenience sampling.
METHODS OF DATA COLLECTION
Collection of data refers to a purposive gathering of information relevant to the subject matter
under study and method used depend mainly on the nature, purpose and scope of enquiry to be
undertaken , as well as on the availability resource and time.
The data collection can be grouped under two types
Primary data
Secondary data

Page | 33

PRIMARY DATA:Primary data are those which are the first time. They are original in character. They are collection
by the research for the first time for his own use.
Primary data are first hand information and are collected from various sources like:

Direct Personal Investigation

Interview Method
Questionnaire Method
Observation Method

For the purpose of this study Primary Data was collected by way of questionnaire method.
Secondary data was also collected and analyzed from sources like internet and magazines.
Questionnaires:
This is the most popular tool for the data collection. A questionnaire contains question that the
researcher wishes to ask his respondents which is always guided by the objective of the survey.
Pie chart:
This is very useful diagram to represent data , which are divided into a number of categories. This
diagram consists of a circle of divided into a number of sectors, which are proportional to the values
they represent. The total value is represented by the full create. The diagram bar chart can make
comparison among the various components or between a part and a whole of data.
Bar chart:
This is another way of representing data graphically. As the name implies, it consist of a number of
whispered bar, which originate from a common base line and are equal widths. The lengths of the
bards are proportional to the value they represent.
Preparation of report:
The report was based on the analysis and presented with the findings and suggestions. The sample
of the questionnaires is attached with the report itself.

SECONDARY DATA:Page | 34

Secondary data are those which have already been collected by others. When it is not
possible to collect data in primary from, the researcher may take the help of Secondary data they are
those which have already been collected with some other view in mind. They are collected for
serving the objects other then what the researcher might have in his mind.
The source of secondary data includes:
Books
Websites
Journals
Magazines

Page | 35

DATA ANALYSIS AND INTERPRETATION

1. How do you come to know about Jayesh Motors at Daryapur Amrawati?
Table no.2.1
Criteria

No. of respondents
13

Newspaper

Friends

Relatives

Sales executive

TV
Total

40

No. of respondents

40

13
8

Graph no.2.1
Interpretation:

Page | 36

Out of 40 respondents 13 of the people come to know about Jayesh Motors at Daryapur
Amrawati from news paper, 8 of the people from Friends, 7 of people from Relatives, 5 of people
from Sales executive and 7 of people from TV.

2. How long you are dealing with Jayesh Motors at Daryapur Amrawati?
Table no.2.2
Criteria

No. of respondents

1-3 years

15

4-7 years

12

8-10 years

above 10 years

5
Total

40

No. of respondents
1-3 years

4-7 years

8-10 years

above 10 years

Total

19%
50%

15%
6%

10%

Graph no.2.2

Page | 37

Interpretation:
Out of 40 respondents 15 of the people dealing with Jayesh Motors at Daryapur Amrawati
from 1-3 years. 12 of the people dealing with Jayesh Motors at Daryapur Amrawati from 4-7 years,
8 of the people dealing with Jayesh Motors at Daryapur Amrawati from 8-10 years and 5 of the
people dealing with Jayesh Motors at Daryapur Amrawati from above 10 years.

Page | 38

3. Do you frequently Visit Jayesh Motors Showroom ?

Table No.2.3
Criteria

No. of respondents
37

Yes

13

No
Total

40

No. of respondents
Yes

No

Total

41%

44%
14%

Graph no.2.3
Interpretation:
Out of 40 respondent 37 are visit frequently and 13 are not visited
Most customers visited frequently

Page | 39

4. Which factor enables you to be the dealer of Jayesh Motors at Daryapur Amrawati ?
Table no.2.4
Criteria

No. of respondents
5

Promotional

Quality

Scheme

Company Policy

13

Margin
Total

40

No. of respondents
No. of respondents

40

13

Graph no.2.4
Interpretation:
Out of 40 respondents 5 of the people think Promotional factor enables you to be the dealer
of Jayesh Motors at Daryapur Amrawati , 6 of the people think Quality factor enables you to be the
dealer of Jayesh Motors at Daryapur Amrawati , 9 of people think Scheme factor enables you to be
Page | 40

the dealer of Jayesh Motors at Daryapur Amrawati , 7 of the people think Company Policy factor
enables you to be the dealer of Jayesh Motors at Daryapur Amrawati and most they think Margin
factor enables you to be the dealer of Jayesh Motors at Daryapur Amrawati .

Page | 41

5. W h a t k i n d o f p r o m o t i o n a l a s p e c t w i l l y o u p r e f e r ?
Table No.2.5
Criteria

No. of respondents
20

Cash Discount

10

Free accessories

Free servicing
FREE SPARE

PART REPLACING

Total

40

Chart Title
Criteria

Cash Discount

Free accessories

Free servicing

free spare Part replacing

Total

13%
13%

50%

25%

Page | 42

Graph No.2.5
Interpretation:
Out of the 40 respondent 10 are prefer cash discount, 10 are Prefer free accessories, and 5are prefer
free servicing and 5 prefer free spare part replacing

Page | 43

6. What do you think about Promotion Activities given by Jayesh Motors at Daryapur
Amrawati?
Table No.2.6
Criteria

No. of respondents

Very Good

Good

12

Satisfactory

16

Poor

4
Total

40

No. of respondents
Very Good

Good

Satisfactory

Poor

Total
10%
50%
5%

15%
20%

Graph no.2.6
Interpretation:
Out of 40 respondents 8 of the people think about Promotion Activities given by Jayesh
Motors at Daryapur Amrawati is Very Good, 12 think about Promotion Activities given by Jayesh
Motors at Daryapur Amrawati is Good , 16 of the people think about Promotion Activities given by
Page | 44

Jayesh Motors at Daryapur Amrawati is Satisfactory and 4 of the people think about Promotion
Activities given by Jayesh Motors at Daryapur Amrawati

7. H o w d o y o u R a t e t h e c u s t o m e r s c h e m e s o f t h e ?
Table no.2.7
Criteria

No. of respondents
20

GOOD

18
AVERAGE

2
POOR

Total

40

No. of respondents
Good

average

poor

Total

25%
50%
3%

23%

Graph no.2.7
Interpretation:

Page | 45

Out of 40Respomdent,20 user have good rate to Jayesh Motors,18 are Average and 2 are poor Rate
to Jayesh Motors

Page | 46

8.What type of promotional activity do you prefer with Jayesh Motors at Daryapur Amrawati ?
Table no.2.8
Criteria

No. of respondents
12

Discount

10

Gift

Prize

10

Offers
Total

40

No. of respondents
Discount

Gift

Prize

Offers

Total

15%
13%

50%

10%
13%

Graph no.2.8
Interpretation:
Out of 40 respondents 12 of the people prefer with Jayesh Motors at Daryapur Amrawati
Products when there is discount, 10 of the people prefer with Jayesh Motors at Daryapur Amrawati
Products when there Gift, 8 of people prefer with Jayesh Motors at Daryapur Amrawati Products
for prizes and 10 of people prefer with Jayesh Motors at Daryapur Amrawati Products when there
Gift, 8 of people prefer with dealing with other companies Products when there is offers.
Page | 47

Page | 48

9. What do you feel about after sales service given Jayesh Motors at Daryapur Amrawati?
Table NO.2.10
Criteria

No. of respondents
8

Highly Satisfied

17

Satisfied

12

Moderate

Dissatisfied
Total

40

No. of respondents
Highly Satisfied

Satisfied

Moderate

Dissatisfied

Total
10%
21%

50%
4%

15%

Graph No.2.10
Interpretation:
Out of 40 respondents 8 of the people are Highly Satisfied from Jayesh Motors at Daryapur
Amrawati, 17 of the people are satisfied from Jayesh Motors at Daryapur Amrawati, 12 of people
feels Moderate from Jayesh Motors at Daryapur Amrawati, 3 of people are dissatisfied.
Page | 49

Page | 50

10. Responds to complaints quickly by Jayesh Motors at Daryapur Amrawati?

Table No.2.12
Criteria

No. of respondents
7

Highly Satisfied

12

Satisfied

16

Average

Dissatisfied
Total

40

No. of respondents
No. of respondents

12

16

40

Graph no.2.12
Interpretation:
Out of 40 respondents 7 of the people think responds against the complaints Highly
Satisfied, 12 of the people think responds against the complaints is Satisfied, 16 of people think

Page | 51

week

Description

1st week

Discuss your topic

2nd week

Prepare in the chart to introduced project for

started preparing questionnaire and
data collection

3rd week

Collection data

4th week

Continued and collection data

5th week

Continued and collection data

6th week

Analysis and interpretation of data

7th week

Started writing project report

8th week

Complication of final report

responds against the complaints is average, 5 of people think responds against the complaints not on
time/ Dissatisfied.

ACTIVITY CHART

Page | 52

CONTRIBUTION TO THE ORGANISATION

Sales maximization Techniques is found to be an important tool to attract customer and

hence it has helped the Jayesh Motors at Daryapur Amrawati to push its product (auto
products) in the market.

Advertising and Sales Promotion Activities is beneficial for the Jayesh Motors at Daryapur
Amrawati it helps to increase the sales of the Jayesh Motors at Daryapur Amrawati

Jayesh Motors at Daryapur Amrawati uses different types of Advertising and Sales
Promotion Activities for its auto products like cash incentives, gifts, price discount, tour,
seminars, exchange offer etc.

The researcher found that the free display material is widely used by Jayesh Motors at
Daryapur Amrawati for Advertising and Sales Promotion Activities

The Jayesh Motors at Daryapur Amrawati have helped satisfactorily to the customer to
achieve their sales target in the campaigning month also it was analyzed that the sales has
increased drastically only because of the various sales promotion activity carried out by
Jayesh Motors at Daryapur Amrawati.

Management should try to reduce labor charge and service charges as much as possible.

Some customers were not knowing about the AMC (Annual maintenance cost) The dealer
should suggest it before only to all the customers.

Mechanics should be increased as there is much waiting time for the customers. They should
also keep more professional & trained mechanics for much faster & smart work.

FACILITIES

They should provide a toll free number so that customers can call anytime to check the
status of work done.

They can make a good restaurant at the service station to make whole exercise enjoyable.

There should be separate washroom for customer and staff.

Page | 53

BIBILIOGRAPHY
Books Referred: Kothari C. R. (2005) RESEARCH METHODOLOGY New Age International Limited,
Fifth Edition
Kotler Philip & Keller Kevin. MARKETING MANAGEMENT: Pearson Prentice Hall,
New Delhi, 2006
Kotler Philip, KOTLER ON MARKETING: Free Press, New York
Journals
Business India
Business outlook
Brochures of the company
Magazines and Newspapers.

Websites References: www.marketresearch.com

www.marketingstudy.org
http://smallbusiness.chron.com/sales-promotion-strategies-3319.html
http://www.inpex.com/Newsletter/2003-09-01-exhibitor-advertising-and-promotion.aspx
http://smallbusiness.chron.com/design-sales-promotion-strategy-1028.html
http://www.smallbusiness.wa.gov.au/marketing-promotion-strategy/
http://smallbusiness.chron.com/difference-between-advertising-sales-promotions-3377.html
http://www.themarketingguywhodrivessales.com/crashcourse/promo.htm

Company Websites References: http://www.heromotocorp.com/en-in/about-us.php

http://www.heromotocorp.com/en-in/the-bike/two-wheeler-motorcycles.html

Page | 54

QUESTIONNAIRE
1. Name..
2. Age: ...
3. Gender: Male/Female
4. Designation..
1. How do you come to know about Jayesh Motors at Daryapur Amrawati.?
Newspaper
Friends
Relatives
Sales executive
TV

2. How long you are dealing with Jayesh Motors at Daryapur Amrawati. ?
1-3 years
4-7 years
8-10 years
above 10 years

3. Do you frequently Visit Jayesh Motors Showroom ??

Yes
no

Page | 55

4. Which factor enables you to be the dealer of Jayesh Motors at Daryapur Amrawati. ?
Promotional
Quality
Scheme
Company Policy
Margin
5. W h a t k i n d o f p r o m o t i o n a l a s p e c t w i l l y o u p r e f e r s?
Cash Discount
Free Accessories
Free servicing
Free Spare Part replacing
6. What do you think about Promotion Activities given by Jayesh Motors at Daryapur
Amrawati.?
Very Good
Good
Satisfactory
Poor

Page | 56

7. H o w d o y o u R a t e t h e c u s t o m e r s c h e m e s o f t h e J a y e s h M o t o r s ?
Good
Average
Poor

8. What type of promotional activity do you prefer with Jayesh Motors at Daryapur Amrawati?
Discount
Gift
Prize
Offers
9. What do you feel about after sales service given Jayesh Motors at Daryapur Amrawati.?
Highly Satisfied
Satisfied
Moderate
Dissatisfied

10. Responds to complaints quickly by Jayesh Motors at Daryapur Amrawati.

Highly Satisfied
Satisfied
Average
Dissatisfied

Page | 57