SUMMER TRAINING REPORT

ON

“REAL ESTATE MARKETING AND SALES

IN RIZVI REALITY PVT. LTD.”
Submitted In Partial Fulfillment of the Requirements for The Degree of

MASTER OF BUSINESS ADMINSTRATION

TO
INTEGRAL UNIVERSITY, LUCKNOW

Under the Guidance of: Submitted by:

Mrs. FARHEEN SIDDIQUI ZEESHAN KHAN
ASST. PROFESSOR Enroll: 1800101778
MBA II YEAR
SESSION -2019-2020

DEPARTMENT OF COMMERCE AND BUSINESS MANAGEMENT

INTEGRAL UNIVERSITY,
KURSI ROAD LUCKNOW

1
 DECLARATION

This is to declare that I Zeeshan Khan (Enroll: 1800101778) student of

MBA, have personally worked on the project entitled “Real Estate

Marketing and sales in Rizvi Reality Pvt. Ltd.” The data mentioned in

this report were obtained during genuine work done and collected by me. The

data obtained from other sources have been duly acknowledged. The result

embodied in this project has not been submitted to any other University or

Institute for the award of any degree.

Date:

Place: Lucknow (Enroll: 1800101778)

2
 ACKNOWLEDGEMENT

Any fruitful work is incomplete without a word of thanks to those involved

directly or indirectly in its completion. With my sincere gratitude I would
like to thanks everyone who has supported me in my project.

I would like to extend my sense of acknowledgement to MR. IKRAM

ABBAS RIZVI for their immense help & guidance that they have provided
me during this summer training. The present work has taken its Sharpe
largely to their wise counsels, concrete and constructive suggestion and
sincere courtesy.

I would like to thanks MRS. FARHEEN SIDDIQUI for their support and
encouragement during this summer training. The opportunity provided by
his was an immense learning experience.
The help received from something without which the project would not have
been complete. Their insight as well as guidance helped me to understand
the essentials of the Project. I would like to thank them for their support.

I extend my gratitude to the entire Sales department for guiding me during

the summer training.

I would also like to place on record my sense of gratitude to my parents and

friends for their support and encouragement, which has always guided me
my entire endeavourer.

3
 PREFACE

I respect to the allotted period, I have formed relationship with the

organization as trainee but informally it is a sacred place for me as it’s my

first practical exposure to an organization to know and get aware to an

organizational real practical stressful environment.

Although I am student of M.B.A Lucknow. It is a two year full time

degree courses. So far this training is scheduled for third semester syllabi as

a separate topic to be asked in detail in viva-voice conducted by external So

far I have completed 3rd semester examination. Thus study will provided me

a better opportunity to survive in cut throat competition with a prosperous

existence. I have tried my best to gain out of well framed circumstances &

with the help of experienced personnel who helped me out so for become

possible to them. As being a very confidential functioning many things are

there which can’t be known but on the basis of gathered information and

certain hints, the project has been formed. It may have something missing

but I have tried to present all things what I have received. Although this

report has been got checked by different personnel but after that if there is

some shortcomings I expect it to be rectified. So the whole study bifurcated

in different parts. Certain observations & suggestions also have been stated

which if possible to be reviewed.

4
 EXECUTIVE SUMMARY

While working in the organization I was trained as a relationship personnel

being engaged into various jobs such as dealing with clients, answering

customer queries through telephonic conversations and providing them

knowledge about new schemes and converting them into our customers.

As my summer internship project I was given the topic on “Real Estate

Marketing and sales in Rizvi Reality Pvt. Ltd.”. The project work was for

this research was conducted in Lucknow to study the Marketing and sales.

The research has been conducted to gather information from 100 respondents

& a structured questionnaire will be used to collect the information from the

respondents. The data which was collected from them will be analyzed and

classified. It was found that though the Rizvi Reality Pvt. Ltd. has the highest

market share it needs to improve on its service quality and retail services.

5
 TABLE OF CONTENT

1. INTRODUCTION

2. COMPANY’S PROFILE

3. OBJECTIVE OF STUDY

4. RESEARCH METHODOLOGY

5. DATA ANALYSIS AND INTERPRETATION

6. CONCLUSIONS

7. LIMITATIONS

8. RECOMMENDATIONS

9.BIBLIOGRAPHY

ANNEXURE

6
INTRODUCTION

7
 INTRODUCTION

Real estate

Real estate is "property consisting of land and the buildings on it, along

with its natural resources such as crops, minerals or water; immovable

property of this nature; an interest vested in this (also) an item of real

property, (more generally) buildings or housing in general. Also: the

business of real estate; the profession of buying, selling, or renting land,

buildings or housing." It is alegal term used in jurisdictions whose legal

system is derived from English common law, such as India, the United

Kingdom, United States, Canada, Pakistan, Australia, and New Zealand.

Real estate is a 12$ billion (revenue) industry in India. There has been a

rapid growth in the industry in the past few years.100% FDI is allowed in

real estate development subject to minimum scale norms of either: 25 acres

in case of serviced plots or integrated townships; or 50,000 sq. mtrs. of built-

up area for construction development projects.

Commercial and office complexes mushrooming in major Indian metros

present a minefield of opportunities. Over 20 million new housing units

required in the next 5 years. The real estate market is projected to grow to

8
$50 billion by 2010 CAGR of over 30% p.a. is expected over the next five

years. Increasing demand for commercial and office space especially from

the rapidly growing Retail, IT and Hospitality sectors and the Urban

Infrastructure Renewal mission is expected to give a boost to the sector.

Other factors include:

 $11.5 billion earmarked over the next five years for 60 cities.

 Investment opportunities exist in almost every segment business ;

About 20 million new units expected to be built in five years in office

space for IT and five-fold increase in office space requirement over the

next 3 years.

 Commercial space for organized retailing: 200 million sq. ft. by 2010.

 Hotels and hospitality: Over 50,000 new rooms in the next 5 years;

Investment opportunity of over $50 billion in the next five years

Residential real estate

Residential real estate may contain either a single family or multifamily

structure that is available for occupation or for non-business purposes.

Residences can be classified by, if, and how they are connected to

neighbouring residences and land. Different types of housing tenure can be

used for the same physical type. For example, connected residents might be

9
owned by a single entity and leased out, or owned separately with an

agreement covering the relationship between units and common areas and

concerns.

Single-family detached house in India.

Major categories

 Attached / multi-unit dwellings

 Apartment (American English) or Flat (British English) – An

individual unit in a multi-unit building. The boundaries of the

apartment are generally defined by a perimeter of locked or lockable

doors. Often seen in multi-story apartment buildings.

 Multi-family house – Often seen in multi-story detached buildings,

where each floor is a separate apartment or unit.

 Terraced house (a. k. a. townhouse or rowhouse) – A number of single

or multi-unit buildings in a continuous row with shared walls and no

intervening space.

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 Condominium (American English) – Building or complex, similar to

apartments, owned by individuals. Common grounds and common

areas within the complex are owned and shared jointly. In North

America, there are townhouse orrowhouse style condominiums as

well. The British equivalent is a block of flats.

 Cooperative (a. k. a. co-op) – A type of multiple ownership in which

the residents of a multi-unit housing complex own shares in the

cooperative corporation that owns the property, giving each resident

the right to occupy a specific apartment or unit.

 Semi-detached dwellings

 Duplex – Two units with one shared wall.

 Detached dwellings

 Detached house or single-family detached house

 Portable dwellings

 Mobile homes or residential caravans – Potentially a full-time

residence that can be (might not in practice be) movable on wheels.

 Houseboats – A floating home

 Tents – Usually very temporary, with roof and walls consisting only

of fabric-like material.

11
The size of an apartment or house can be described in square feet or meters.

In the United States, this includes the area of "living space", excluding the

garage and other non-living spaces. The "square meters" figure of a house in

Europe may report the total area of the walls enclosing the home, thus

including any attached garage and non-living spaces, which makes it

important to inquire what kind of surface definition has been used.

It can be described more roughly by the number of rooms. A studio

apartment has a single bedroom with no living room (possibly a separate

kitchen). A one-bedroom apartment has a living or dining room separate

from the bedroom. Two bedroom, three bedroom, and larger units are

common. (A bedroom is a separate room intended for sleeping. It commonly

contains a bed and, in newer dwelling units, a built-in closet for clothes

storage.)

Other categories

 Chawls

 Villas

 Havelis

The size is measured in Gaz (square yards), Quila, Marla, Beegha, and acre.

12
See List of house types for a complete listing of housing types and

layouts, real estate trends for shifts in the market and house or home for

more general information.

Sales and marketing

It is common practice for an intermediary to provide real estate owners with

dedicated sales and marketing support in exchange for commission. In North

America, this intermediary is referred to as a real estate broker (or realtor),

whilst in the United Kingdom, the intermediary would be referred to as

an estate agent.

Various Real Investment Options

Real Estate Investment Options

Agriculture Land

Residential/Plotted development

Apartments/Villas

Commercial Spaces

Farm Houses

Real Estate Mutual Funds

13
AGRICULTURE LAND

Agriculture Land in India is the most protected area by the State and Central

Govt. Identification of Agricultural Land requires a bit of analysis about the

rate and assessment of future development in the nearby area. Due to fast

growing urbanization and development of infrastructure the price of

agriculture land zooms quickly. Agricultural land can be given on contract

to cultivators with sharing of crop model, to make small but regular tax-free

earnings. Rural agriculture land is completely free from capital gains tax and

income from lease out or sale of crop is also exempt as per the provision of

IT Act, 1961.

14
RESIDENTIAL PLOTTED DEVELOPMENT

Most state governments have loosened their fists and have implemented land

reforms that make the conversion of agricultural land into residential land

much easier. The process of township development takes a period of about 5

to 10 years. Initially, the prices of plotted development are quite low which

rapidly increases with the pace of development and with the rise in inflation

factor.

APARTMENTS/VILLAS

As per the assessment made in the Indian Habitat Policy 1998, the demand

for houses in urban area is to the tune of 22 million houses. The gap in

demand and supply in housing stock has thrown big investment

opportunities. Booking at the launching stage and getting the exit at the

completion stage ca offer shining returns on investments. In this process the

stamp duty and other taxes can be legally avoided.

COMMERCIAL/RETAIL SPACES

The retail boom in India has fueled huge demand for commercial/shopping

spaces. Many MNC’s and big corporate retailers prefer to take prime

commercial properties on long-term lease basis. The option offers regular

returns besides appreciation in capital value, taking both the returns together

15
gives handsome return and a wonderful combination of regular and a

wonderful combination of regular and long-term returns.

FARM HOUSES/SECOND HOMES

Many developers are offering lifestyle with smart returns through farm

houses/second homes. The offer comprises of sale of farm houses at

affordable rates with professional property management giving lifestyle and

capital appreciation together.

REAL ESTATE MUTUAL FUNDS

Securities Exchange Board of India (SEBI) has recently allowed the launch

of mutual funds which can invest in physical property. Many corporates

such as HDFC and IDBI are in the process of launching real estate mutual

funds.

FACTS AND FIGURES

In India Construction is the second largest economic activity after

Agriculture. Investment in construction accounts for 11 percent of India’s

Gross Domestic Product (GDP) and nearly 50 percent of Gross Fixed

Capital Formation (GFCF). Construction accounts for nearly 65 percent of

total investment in infrastructure and is expected to be the biggest

beneficiary of the surge in Infrastructure Investment over the next five years.

According to the Economic Survey, India has the potential to absorb US$

16
150 Billion of Foreign Direct Investment in the next five years in the

Infrastructure sector. The sector is expected to grow at a CAGR of 15

percent over the next few years.

The sustained growth and positive outlook for the future has increased focus

on Infrastructure development. Opening of the Infrastructure development to

private players, FDI and increased investment commitments from the govt.

has thrown a host of opportunities for companies in the infrastructure

development sector, innovative projects like the metro Rail and Sky Bus,

along with the proposed SEZ projects have provided additional opportunities

for the SME’s in the sector. While majority of the infrastructure

development projects are given out by the government Agencies, the private

sector is also actively participating through development projects like SEZs

and commercial construction.

Along with the government bodies and funding agency, various

infrastructure development companies, machinery and materials suppliers,

ancillary suppliers and allied support industries would play an important role

in meeting in demand the for infrastructure development.

The Indian Infrastructure Sector is currently going through a vast

transformation. The Government’s decision to throw open the construction

of roads, Bridges Airports and ports to the private sector and allowing 100

17
percent Foreign Investment in real Estate Projects has provided a boost to

the construction Industry as well as generate demand for construction

machinery. Housing and Infrastructure Projects like Roads, Bridges and

Ports are expected to grow about 20 percent per annum for the next 15 years.

The new and expanding housing and infrastructure construction ventures

have generated substantial demand for construction machinery

manufacturing and servicing, including erection, commissioning and

maintenance. Several multi national firms are already present in the country.

18
 REAL ESTATE AS AN INVESTMENT OPTION

Is Real Estate A Good Investment Option?

Are you fatigued by the diminishing income and risk-factors associated with

main-stream investment avenues – fixed deposits, stocks, mutual funds, etc.?

Think `real estate': a lesser explored investment option.

Why real estate investment stands out?

• Quantum of investment required is high

• Investment horizon is long

• Dual returns are available in form of rental income and capital

Appreciation

What are the promising avenues of real estate investment?

• Offices

• Shopping malls

• Retail outlets

• Industrial warehouses

What is the current Indian real estate scenario?

• Periodic returns on commercial property ranges from 10 to 13 percent

Per year

• The Indian real estate industry has a growth rate of 35 to 40 percent

19
 Annually

• The demand for real estate is picking up as the IT industries set up their

Base in India or look for expansion in these cities.

• Top financial companies have recognized the advantage of India as a

Business process outsourcing destination and had started expanding

their business.

• Companies are increasingly switching over to renting office premises.

This offers flexibility in operations and avoids locking capital.

• Companies operating in automobile design, auto components

Manufacturing, computer aided design and drawing are also entering

India in search of acquisition of space preferably as ready-to-occupy

premises.

• Real estate developers are offering premises on long lease to the

companies.

• Individual investors are benefiting from the developing commercial real

Estate market in India by investing in pre-leased properties.

• Norris / Pies are investing in real estate as the rental income and capital

Used to purchase the property is easily reparable .

20
What are funding sources supporting investment in real estate?

• Banks

• Financial institutions

• High net worth individuals

• Real Estate Mutual Funds

What are the procedures to be followed before investing in real estate?

• Find out credibility of the developer.

• Check out the attractiveness of property to tenants/ buyers

• Weigh future value potential

• Get to know the chances of project completion (in case it’s under

Construction)

• Investigate the quality of project

• Explore the availability of financing option

• Take advice from a reputed and a credible real estate consultant.

• Consult a reputed financial institution

Selecting a right option to invest hard earned-money is always a matter of

big confusion. The decision making process requires in depth analysis of

available options which suits the needs of a particular person or

organization. A complete analysis and overview of investment decision

making with innovative solutions are given hereafter.

21
INVESTMENT NEEDS

The investment needs depend on the requirements of a particular person

about the liquidity of funds and his capacity and temperament bear risk.

The tax implication on return of investment to the investor is always a

crucial matter for choosing the right option.

22
FACTORS AFFECTING INVESTMENT DECISION MAKING

After Tax
Liquidity ROI

Tax
Safety Implication

Convenience
To Invest

23
INVESTMENT OPTIONS:

The following are the major options available to the investors:

Investment Options

PO/Bank/Govt.Securities

Bonds/Debentures

Bullion (Gold/Silver)

Shares/Mutual Funds

Real Estate

All the options have different features with respect to various factors

having implication on investment decision making. The following Chart

depicts the analysis of features of various options at a glance:

*based on prevailing market rates

**based on last 25 years track record

24
 Comparative Features of
Investment Options

Features→ Liquidity Safety Convenience Tax Approx.

↓Options Options Benefits ROI

P.O/Bank/Got. Reasonable Good Good Good 6-8%*

Securities

Bonds/Debentures Reasonable Reasonable Reasonable NIL 8-10%*

Shares/Mutual Good High Risk Reasonable Reasonable 12-15*

Funds {With high

level of

uncertainty}

Bullion[Gold and Good Good Good Reasonable 5-7%**

Silver]

Real Estate Reasonable Reasonable Not so Good 14-24%

Convenient {High

Returns}

25
 10
15
20
25
30
0
5
PO/Bank/govt.s
ec.

Bond/Deb.

Shares/Mutual
Fund

Bullion(Gold/
silver)

Real Estate

MARKETING

27
 MARKETING

Marketing is the process of performing market research, selling products

and/or services to customers and promoting them via advertising to further

enhance sales. It generates the strategy that underlies sales techniques,

business communication, and business developments. It is an integrated

process through which companies build strong customer relationships and

create value for their customers and for themselves.

Marketing is used to identify the customer, to satisfy the customer, and to

keep the customer. With the customer as the focus of its activities, it can be

concluded that marketing management is one of the major components of

business management. Marketing evolved to meet the stasis in developing

new markets caused by mature markets and overcapacities in the last 2-3

centuries. The adoption of marketing strategies requires businesses to shift

their focus from production to the perceived needs and wants of their

customers as the means of staying profitable.

The term marketing concept holds that achieving organizational goals

depends on knowing the needs and wants of target markets and delivering

the desired satisfactions. It proposes that in order to satisfy its organizational

28
objectives, an organization should anticipate the needs and wants of

consumers and satisfy these more effectively than competitors.

Further definitions

Marketing is defined by the American Marketing Association (AMA) as "the

activity, set of institutions, and processes for creating, communicating,

delivering, and exchanging offerings that have value for customers, clients,

partners, and society at large. Marketing is a product or service selling

related overall activities. The term developed from an original meaning

which referred literally to going to a market to buy or sell goods or services.

Seen from a systems point of view, sales process engineering marketing is "a

set of processes that are interconnected and interdependent with other

functions, whose methods can be improved using a variety of relatively new

approaches."

The Chartered Institute of Marketing defines marketing as "the management

process responsible for identifying, anticipating and satisfying customer

requirements profitably." A different concept is the value-based marketing

which states the role of marketing to contribute to increasing shareholder

value. In this context, marketing is defined as "the management process that

29
seeks to maximise returns to shareholders by developing relationships with

valued customers and creating a competitive advantage."

Marketing practice tended to be seen as a creative organisation in the past,

which included advertising, distribution and selling. However, because the

academic study of marketing makes extensive use of social sciences,

psychology, sociology, mathematics, economics, anthropology and

neuroscience, the profession is now widely recognized as a science, allowing

numerous universities to offer Master-of-Science (MSc) programmes. The

overall process starts with marketing research and goes through market

segmentation, business planning and execution, ending with pre- and post-

sales promotional activities. It is also related to many of the creative arts.

The marketing literature is also adept at re-inventing itself and its vocabulary

according to the times and the culture.

Evolution of marketing

An orientation, in the marketing context, related to a perception or attitude a

firm holds towards its product or service, essentially concerning consumers

and end-users. Throughout history, marketing has changed considerably in

time with consumer tastes.

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Earlier approaches

The marketing orientation evolved from earlier orientations, namely, the

production orientation, the product orientation and the selling orientation.

Organizational orientation

In this sense, a firm's marketing department is often seen as of prime

importance within the functional level of an organization. Information from

an organization's marketing department would be used to guide the actions

of other departments within the firm. As an example, a marketing

department could ascertain (via marketing research) that consumers desired

a new type of product, or a new usage for an existing product. With this in

mind, the marketing department would inform the R&D department to create

a prototype of a product/service based on consumers' new desires.

The production department would then start to manufacture the product,

while the marketing department would focus on the promotion, distribution,

pricing, etc. of the product. Additionally, a firm's finance department would

be consulted, with respect to securing appropriate funding for the

development, production and promotion of the product. Inter-departmental

conflicts may occur, should a firm adhere to the marketing orientation.

31
Production may oppose the installation, support and servicing of new capital

stock, which may be needed to manufacture a new product. Finance may

oppose the required capital expenditure, since it could undermine a healthy

cash flow for the organization.

Herd behavior

Herd behavior in marketing is used to explain the dependencies of

customers' mutual behavior. The Economist reported a recent conference in

Rome on the subject of the simulation of adaptive human behavior.[13] It

shared mechanisms to increase impulse buying and get people "to buy more

by playing on the herd instinct." The basic idea is that people will buy more

of products that are seen to be popular, and several feedback mechanisms to

get product popularity information to consumers are mentioned, including

smart card technology and the use of Radio Frequency Identification Tag

technology. A "swarm-moves" model was introduced by a Florida Institute

of Technology researcher, which is appealing to supermarkets because it can

"increase sales without the need to give people discounts." Other recent

studies on the "power of social influence" include an "artificial music market

in which some 19,000 people downloaded previously unknown songs"

(Columbia University, New York); a Japanese chain of convenience stores

32
which orders its products based on "sales data from department stores and

research companies;" a Massachusetts company exploiting knowledge of

social networking to improve sales; and online retailers who are increasingly

informing consumers about "which products are popular with like-minded

consumers" (e.g., Amazon, eBay).

Further orientations

 An emerging area of study and practice concerns internal marketing,

or how employees are trained and managed to deliver the brand in a

way that positively impacts the acquisition and retention of customers,

see also employer branding.

 Diffusion of innovations research explores how and why people adopt

new products, services, and ideas.

 With consumers' eroding attention span and willingness to give time

to advertising messages, marketers are turning to forms of permission

marketing such as branded content, custom media and reality

marketing.

33
Marketing research

Marketing research involves conducting research to support marketing

activities, and the statistical interpretation of data into information. This

information is then used by managers to plan marketing activities, gauge the

nature of a firm's marketing environment and attain information from

suppliers. Marketing researchers use statistical methods such as quantitative

research, qualitative research, hypothesis tests, Chi-squared tests, linear

regression, correlations, frequency distributions, poisson distributions,

binomial distributions, etc. to interpret their findings and convert data into

information. The marketing research process spans a number of stages,

including the definition of a problem, development of a research plan,

collection and interpretation of data and disseminating information formally

in the form of a report. The task of marketing research is to provide

management with relevant, accurate, reliable, valid, and current information.

A distinction should be made between marketing research and market

research. Market research pertains to research in a given market. As an

example, a firm may conduct research in a target market, after selecting a

suitable market segment. In contrast, marketing research relates to all

34
research conducted within marketing. Thus, market research is a subset of

marketing research.

Marketing environment

Market segmentation

Market segmentation pertains to the division of a market of consumers into

persons with similar needs and wants. For instance, Kellogg's cereals,

Frosties are marketed to children. Crunchy Nut Cornflakes are marketed to

adults. Both goods denote two products which are marketed to two distinct

groups of persons, both with similar needs, traits, and wants.

Market segmentation allows for a better allocation of a firm's finite

resources. A firm only possesses a certain amount of resources. Accordingly,

it must make choices (and incur the related costs) in servicing specific

groups of consumers. In this way, the diversified tastes of contemporary

Western consumers can be served better. With growing diversity in the

tastes of modern consumers, firms are taking note of the benefit of servicing

a multiplicity of new markets.

Market segmentation can be defined in terms of the STP acronym, meaning

Segment, Target and Position.

35
Types of marketing research

Marketing research, as a sub-set aspect of marketing activities, can be

divided into the following parts:

 Primary research (also known as field research), which involves the

conduction and compilation of research for a specific purpose.

 Secondary research (also referred to as desk research), initially

conducted for one purpose, but often used to support another purpose

or end goal.

By these definitions, an example of primary research would be market

research conducted into health foods, which is used solely to ascertain the

needs/wants of the target market for health foods. Secondary research in this

case would be research pertaining to health foods, but used by a firm

wishing to develop an unrelated product.

Primary research is often expensive to prepare, collect and interpret from

data to information. Nevertheless, while secondary research is relatively

inexpensive, it often can become outdated and outmoded, given that it is

used for a purpose other than the one for which it was intended. Primary

research can also be broken down into quantitative research and qualitative

36
research, which, as the terms suggest, pertain to numerical and non-

numerical research methods and techniques, respectively. The

appropriateness of each mode of research depends on whether data can be

quantified (quantitative research), or whether subjective, non-numeric or

abstract concepts are required to be studied (qualitative research).

There also exist additional modes of marketing research, which are:

 Exploratory research, pertaining to research that investigates an

assumption.

 Descriptive research, which, as the term suggests, describes "what is".

 Predictive research, meaning research conducted to predict a future

occurrence.

 Conclusive research, for the purpose of deriving a conclusion via a

research process.

Marketing planning

The marketing planning process involves forging a plan for a firm's

marketing activities. A marketing plan can also pertain to a specific product,

as well as to an organization's overall marketing strategy. Generally

speaking, an organization's marketing planning process is derived from its

37
overall business strategy. Thus, when top management are devising the

firm's strategic direction or mission, the intended marketing activities are

incorporated into this plan. There are several levels of marketing objectives

within an organization. The senior management of a firm would formulate a

general business strategy for a firm. However, this general business strategy

would be interpreted and implemented in different contexts throughout the

firm.

Marketing strategy

The field of marketing strategy encompasses the strategy involved in the

management of a given product.

A given firm may hold numerous products in the marketplace, spanning

numerous and sometimes wholly unrelated industries. Accordingly, a plan is

required in order to effectively manage such products. Evidently, a company

needs to weigh up and ascertain how to utilize its finite resources. For

example, a start-up car manufacturing firm would face little success should

it attempt to rival Toyota, Ford, Nissan, Chevrolet, or any other large global

car maker. Moreover, a product may be reaching the end of its life-cycle.

Thus, the issue of divest, or a ceasing of production, may be made. Each

38
scenario requires a unique marketing strategy. Listed below are some

prominent marketing strategy models.

Marketing specializations

With the rapidly emerging force of globalization, the distinction between

marketing within a firm's home country and marketing within external

markets is disappearing very quickly. With this in mind, firms need to

reorient their marketing strategies to meet the challenges of the global

marketplace, in addition to sustaining their competitiveness within home

markets.

Buying behaviour

A marketing firm must ascertain the nature of customers' buying behavior if

it is to market its product properly. In order to entice and persuade a

consumer to buy a product, marketers try to determine the behavioral

process of how a given product is purchased. Buying behavior is usually

split into two prime strands, whether selling to the consumer, known as

business-to-consumer (B2C), or to another business, known as business-to-

business (B2B).

39
B2C buying behaviour

This mode of behaviour concerns consumers and their purchase of a given

product. For example, if one imagines a pair of sneakers, the desire for a pair

of sneakers would be followed by an information search on available

types/brands. This may include perusing media outlets, but most commonly

consists of information gathered from family and friends. If the information

search is insufficient, the consumer may search for alternative means to

satisfy the need/want. In this case, this may mean buying leather shoes,

sandals, etc. The purchase decision is then made, in which the consumer

actually buys the product. Following this stage, a post-purchase evaluation is

often conducted, comprising an appraisal of the value/utility brought by the

purchase of the sneakers. If the value/utility is high, then a repeat purchase

may be made. This could then develop into consumer loyalty to the firm

producing the sneakers.

B2B buying behaviour

Relates to organizational/industrial buying behavior. "B2B" stands for

Business to Business. B2B marketing involves one business marketing a

product or service to another business. B2C and B2B behavior are not

40
precise terms, as similarities and differences exist, with some key

differences listed below:

In a straight re-buy, the fourth, fifth and sixth stages are omitted. In a

modified re-buy scenario, the fifth and sixth stages are precluded. In a new

buy, all stages are conducted.

Use of technologies

Marketing management can also rely on various technologies within the

scope of its marketing efforts. Computer-based information systems can be

employed, aiding in better processing and storage of data. Marketing

researchers can use such systems to devise better methods of converting data

into information, and for the creation of enhanced data gathering methods.

Information technology can aid in enhancing an MKIS' software and

hardware components, and improve a company's marketing decision-making

process.

In recent years, the netbook personal computer has gained significant market

share among laptops, largely due to its more user-friendly size and

portability. Information technology typically progresses at a fast rate,

leading to marketing managers being cognizant of the latest technological

41
developments. Moreover, the launch of smartphones into the cellphone

market is commonly derived from a demand among consumers for more

technologically advanced products. A firm can lose out to competitors

should it ignore technological innovations in its organisation.

Technological advancements can lessen barriers between countries and

regions. Using the World Wide Web, firms can quickly dispatch information

from one country to another without much restriction. Prior to the mass

usage of the Internet, such transfers of information would have taken longer

to send, especially if done via snail mail, telex, etc.

Services marketing

Services marketing relates to the marketing of services, as opposed to

tangible products. A service (as opposed to a good) is typically defined as

follows:

 The use of it is inseparable from its purchase (i.e., a service is used

and consumed simultaneously)

 It does not possess material form, and thus cannot be touched, seen,

heard, tasted, or smelled.

42
  The use of a service is inherently subjective, meaning that several

persons experiencing a service would each experience it uniquely.

For example, a train ride can be deemed a service. If one buys a train ticket,

the use of the train is typically experienced concurrently with the purchase

of the ticket. Although the train is a physical object, one is not paying for the

permanent ownership of the tangible components of the train.

Services (compared with goods) can also be viewed as a spectrum. Not all

products are pure goods, nor are all pure services. An example would be a

restaurant, where a waiter's service is intangible, but the food is tangible.

8 P'S OF SERVICES MARKETING

Whilst for some time there were considered to be 7Ps in the services

marketing mix, which included the traditional 4Ps plus Process, People and

Physical evidence (the last 3Ps represent the systemic vision from the

Marketing point of view), Services Marketing Academics and Experts from

the sector have recently added an 8th P (Lovelock and Wirtz, 2007, pp. 22-

23). Thus, the 8Ps of services marketing are defined as follows: Product

elements - the core and periphery service elements at the centre of the

company's marketing strategy; Place and Time - delivering product

43
elements to customers can be done physically and/or electronically,

depending upon the service. Speed and convenience are essential to the

customer and are important value-adds; Price and Other User Outlays -

pricing is only a part of what customers may part with when purchasing a

service; one must also consider time and convenience; Promotion and

Education - speaks for itself, but the marketer must make sure

communications not only provide information, but also persuade the

customer of the service's relevance to the customer's particular 'problem';

Process - the means by which the firm delivers product elements; Physical

Environment - the appearance of the place where the services are delivered

may have a significant impact upon whether the service was satisfactory;

People - front-line staff will have a direct impact on perceptions; and

Productivity and Quality - improving productivity is a requisite in cost

management; but quality, as defined by the customer, is essential for a

service to differentiate itself from other providers.

44
SALES

45
 SALES

A sales consists of a plan that positions a company’s brand or product to

gain a competitive advantage. Successful strategies help the sales force focus

on target market customers and communicate with them in relevant,

meaningful ways. Sales representatives need to know how their products or

services can solve customer problems. A successful sales strategy conveys

this so that the sales force spends time targeting the correct customers at the

right time.

Planning and creating an effective sales strategy requires looking at long-

term sales goals and analyzing the business sales cycle, as well as meeting

with sales people about their personal career goals. Going through these

46
exercises helps business owners and managers gain a more intimate

knowledge of the sales intervals, seasonal changes and what motivates the

sales team. After creating the long-term sales strategy based on long-term

goals, sales managers should create monthly and weekly sales strategies

based on the long-term strategy. This allows for short-term performance

measurement of the sales team.

Types

sales strategy is one of two basic types of sales strategies to their overall

plan:

direct or indirect. With the direct sales strategy, sales people attack the

competition head on when talking to the customer. They talk about each

feature of the competition’s product and compare it to theirs. The term

"negative selling" refers to the direct sales approach. Indirect sales

approaches apply more subtle techniques by demonstrating features and

benefits not available with the competition’s products or services without

ever mentioning them by name. This more sophisticated, positive sales

strategy requires research and analysis of the competition.

47
Components

A successful sales strategy includes product placement, promotion and

testimonials in addition to the core selling strategies for the sales force.

Product placement and promotion create brand awareness by using the

various marketing channels available today. Social media networks offer a

free platform for increasing brand awareness. Business owners can utilize

these tools effectively by spending time each day to communicate with fans

and followers on their social network pages. Customer testimonials readily

available for prospects to read or watch lend authority to a small business

and the products and services it offers.

Function

Regardless of whether a business uses a direct or indirect sales strategy, or a

combination of the two, sales managers need to work with sales people on

techniques. New customer acquisition and customer retention require two

approaches. A sales strategy lays out the steps and methods necessary for

customers in different stages. Potential customers need communication that

introduces the brand and product or service in ways that show how it can

solve his or her problems. Current customers require more personal

communication about new features or benefits to keep them engaged.

48
Promotions and referral discounts work to motivate current customers to

spend their money and to spread the word to others.

Creating an effective sales strategy requires market knowledge, awareness of

competitor activities, awareness of current trends and detailed business

analysis. Small business owners wishing to create and implement a sales

strategy for the first time may want to hire a professional business consultant

to help guide the process.

Promotion

Promotion involves disseminating information about a product, product

line, brand, or company. It is one of the four key aspects of the marketing

mix. (The other three elements are product marketing, pricing, and

distribution.)

Promotion is generally sub-divided into two parts:

 Above the line promotion: Promotion in the media (e.g. TV,

radio, newspapers, Internet and Mobile Phones) in which the

advertiser pays an advertising agency to place the ad

49
  Below the line promotion: All other promotion. Much of this is

intended to be subtle enough for the consumer to be unaware that

promotion is taking place. E.g. sponsorship, product placement,

endorsements, sales promotion, merchandising, direct mail, personal

selling, public relations, trade shows

 The term "promotion" is usually an "in" expression used internally by

the marketing company, but not normally to the public or the market -

phrases like "special offer" are more common.

Benefits of promotion products

Because people love freebies, promotional products have a value far

beyond their cost. This is particularly true when they become something the

recipient uses on an ongoing basis: a $2 coffee mug can provide constant

reinforcement of your brand if a customer uses it every morning, and

promotional clothing turns your recipients into walking advertisers for your

business!

Flexibility is one of the key features of promotion products. They can

work within different budgets and as part of many types of programs, and

can be given to any audience: customers, prospects, dealers, employees, and

vendors. You can also easily tie them to other marketing efforts, either as

50
incentives for desired actions or as branding tools. And the actual product

itself can be almost anything.

The benefits of promotion products as marketing tools are well

established. Studies have proven time and time again that promotional items

increase response rates, boost brand recognition, and create more favorable

impressions of your company.

Drawbacks of promotion products

To achieve the best results, a promotional products campaign must be

carefully planned. No matter how “cool” or compelling the giveaway item

is, you have to have a plan in place to publicize the promotion, distribute the

product, and measure the results of your campaign. Tracking can be

difficult, especially for marketers used to the precise measurements of online

advertising. Starting with a small, focused campaign can help you get a

handle on how to be successful with promotional products.

In addition, the product you choose may carry restrictions as to the

size and/or colors of the logo and other printing you can apply, which can

put a damper on your plans. However, these types of restrictions are usually

51
fairly easy to work around – simply switch to a product that allows more

imprinting or scale back the amount of printing you want to do on each item.

Getting your customized items produced also takes some time. Depending

on the items you choose and the manufacturer's workload, you might get

your products in a few days, or it might take six weeks or more. If you're

planning on using your items at a specific event, make sure you leave

enough time to get them produced. Be especially careful in the last two

months of the year: many businesses order holiday gifts for customers and

employees, making the end-of-year rush a big one for the promotion

products industry.

Marketing mix (Price, Place, Promotion, Product)

When marketing their products firms need to create a successful mix of:

 the right product

 sold at the right price

 in the right place

 using the most suitable promotion.

52
 To create the right marketing mix, businesses have to meet the following

conditions:

 The product has to have the right features - for example, it must

look good and work well.

 The price must be right. Consumer will need to buy in large

numbers to produce a healthy profit.

 The goods must be in the right place at the right time. Making

sure that the goods arrive when and where they are wanted is an

important operation.

 The target group needs to be made aware of the existence and

availability of the product through promotion. Successful promotion

helps a firm to spread costs over a larger output.

For example, a company like Kellogg's is constantly developing new

breakfast cereals - the product element is the new product itself,

getting the price right involves examining customer perceptions and

rival products as well as costs of manufacture, promotion involves

engaging in a range of promotional activities e.g. competitions,

product tasting etc, and place involves using the best possible

53
 channels of distribution such as leading supermarket chains.The

product is the central point on which marketing energy must focus.

Finding out how to make the product, setting up the production line,

providing the finance and manufacturing the product are not the

responsibility of the marketing function. However, it is concerned

with what the product means to the customer. Marketing therefore

plays a key role in determining such aspects as:

 the appearance of the product - in line with the requirements of

the market

 the function of the product - products must address the needs of

customers as identified through market research.

The product range and how it is used is a function of the marketing mix. The

range may be broadened or a brand may be extended for tactical reasons,

such as matching competition or catering for seasonal fluctuations.

Alternatively, a product may be repositioned to make it more acceptable for

a new group of consumers as part of a long-term plan.

54
The price

Of all the aspects of the marketing mix, price is the one, which creates sales

revenue - all the others are costs. The price of an item is clearly an important

determinant of the value of sales made. In theory, price is really determined

by the discovery of what customers perceive is the value of the item on sale.

Researching consumers' opinions about pricing is important as it indicates

how they value what they are looking for as well as what they want to pay.

An organisation's pricing policy will vary according to time and

circumstances. Crudely speaking, the value of water in the Lake District will

be considerably different from the value of water in the desert.

The place

Although figures vary widely from product to product, roughly a fifth of the

cost of a product goes on getting it to the customer. 'Place' is concerned with

various methods of transporting and storing goods, and then making them

available for the customer. Getting the right product to the right place at the

right time involves the distribution system. The choice of distribution

method will depend on a variety of circumstances. It will be more

convenient for some manufacturers to sell to wholesalers who then sell to

retailers, while others will prefer to sell directly to retailers or customers.

55
The promotion

Promotion is the business of communicating with customers. It will

provide information that will assist them in making a decision to purchase a

product or service. The razzmatazz, pace and creativity of some promotional

activities are almost alien to normal business activities.The cost associated

with promotion or advertising goods and services often represents a sizeable

proportion of the overall cost of producing an item. However, successful

promotion increases sales so that advertising and other costs are spread over

a larger output. Though increased promotional activity is often a sign of a

response to a problem such as competitive activity, it enables an

organisation to develop and build up a succession of messages and can be

extremely cost-effective.

Product Promotion services

1. Product Promotion services comprises of the following

1. Market Tracking Services

2. Building Databases of potential customers

o User companies in case of industrial products

56
 o Leading distributors/ dealers/ agents in case of consumer

products

3. Targeted Mailing campaigns to potential customers

4. Representation at major relevant events in India

5. Advertising campaign through Agriwatch web-site, print

magazines and newsletters.

2. Scope of work

The objectives of the assignment are to formulate and execute a strategy

to enable YOU to find the right mix to promote and subsequently deliver

your products to the target market. The specific components of this objective

are as follows:

1. Identify the target end-users of the products and services and

their geographic clusters

2. Estimate demand potential

3. Formulate the pricing and positioning strategy

4. Develop communication themes and copy (some of which may

be standard ones, which will be provided by YOU, but may need

translation)

57
 5. Identify events for participation, Develop event program mix,

and event calendar

6. Prepare monthly and quarterly execution plans

7. Execute the plans

58
COMPANY PROFILE

59
 COMPANY PROFILE

Rizvi Realty is committed to delivering a high level of expertise, customer

service, and attention to detail to the marketing and sales of luxury real

estate, and rental properties.

60
 OUR TEAM

Mr. Abbas

Director

Email: asim@rizvirealty.in

Phone: +91-9811112819

Mr. Ikram Abbas

Director

Email: ikram@rizvirealty.in

Phone: +91-9319597777

61
 Mr. Altaf Abbas

Director

Email: altaf@rizvirealty.in

Phone: +91-9319597786

62
 OUR PROJECT

Rizvi Realty Presents a Riviera FarmHouse in Noida. Riviera Farm is one of

the popular farm house project located at Noida-Greater Noida Expressway.

The Farm house project is offering fresh air Eco-friendly environment and

serene atmosphere with the envelope of tranquility and prosperity. Riviera

Farms project is located at Noida Expressway Nearby Sector 128.

Area : 1008 sq.yd to 9000 sq.yd

Price : 3500/Sq.yd.

Amenities

 Swimmimg Pool

63
  Open Gym

 Garden

 Servant Room

ARIHANT ABODE

A Strategically located project in Greater Noida west with World Class

Amenities Arihant Abode Gr. Noida West is an affordable housing society

by Arihant Group at Low Density Sector of Noida Extension. The project is

64
Well Connected to Noida, Gr. Noida, NH 24 and New Delhi. Proposed

Metro Nearby. Other Nearby Projects are Mahagun Mantra, ATS Happy

Trails, Amaatra Homes etc. Arihant Abode is rated among the Best Project

of Noida Extension / Best Project of Greater Noida West.

Bedroom - 3 BHK

Size - 1055 to 1160 (Sq.Ft)

Price Starting From - 34.81 Lacs* Onwards

65
 ARIHANT ARDEN

Arihant Arden in Greater Noida West, is a gated community providing

nature with harmony and promises unmatched designs with world-class

infrastructure to ensure a peaceful and tranquil atmosphere. The project has

been developed strategically in Greater Noida West, which is surrounded

with open space and green expanses, giving an astounding combination of

eco-friendly environment and convenience. The location offers quick access

to all the important destinations like educational institutions, shopping

complexes, hospitals, hangouts for entertainment, commercial hubs and

more.

66
 ARIHANT AMBAR

The great infrastructure has been complimented by affordable homes of

Arihant Ambar, Noida extension. Living will acquire an all-new meaning

here, a residential project that is going to be an apt manifestation of your

dream adobes. These high-rise apartments come along with world class

amenities, ingenious living style and fashionable living preferences. These

are for those individuals who have achieved triumph in life and deserve to

reside in a home that is nothing less than a masterpiece.

67
 RISE RESORT RESIDENCY

Rise Resort Residences is a township spread over a sprawling 100 acres

located just 0 kms away from NOIDA featuring uber luxury villas for a

complete living experience. To ensure a pollution free environment for the

residents all vehicular movement in the township has been replaced with an

underground personal parking system under the villas, with 2-4 parking

spots each.

68
 A 1 CITY

Rizvi Realty Presents a Residential & Commercial Plots Near Upcoming

Jewar International Airport.

Amenities

 Park

 Meditation Area

 Hospital

 School

 Gym

 Jogger Track

 Commercial Shops

 24×7 Security

69
 SIGNATURE GLOBAL MALL

A stand alone Commercial Project Signature Global Mall in Sector 3,

Vaishali, Ghaziabad. Strategically located at the border of three cities -

Noida, Ghaziabad & Delhi, with strong physical & social infrastructure and

excellent connectivety to Delhi through road, rail & metro. Vaishali, has

emerged as a hot residential & commercial hub in the National Capital

Region

with More than half a dozen malls & scores of entertainment hubs in &

around vaishali, It has today come up as a most lucrative lifestyle destination

for end-users and investors. In the busting location, our upcoming shopping

70
mall in the midst of residential & commercial developments & ata walking

distance from vaishali metro station will delight the resident with its unique

offerings

Price Starts from 18.95 Lac All inclusive

71
 PANCHSHEEL HYNISH

Panchsheel Hynish in Sector- 1 of Greater Noida (West) ensures the

abundance of modern living conveniences and positive vibes all around. No

overlooking balconies take care of complete privacy. Connectivity with

other places is superlative while the price remains affordable. So, get ready

to stay really close to Noida at the price of Greater Noida.

72
 ATS HAPPY TRAILS.

ATS Greens is coming up with its new residential project, ATS Happy Trails

in Greater Noida West. It is new low segment residential apartments located

near Noida Extension Sport City. ATS Builder which is famous for its

timely-delivery and excellent architecture, is now renovating Sector 10

Noida Extension. ATS Happy Trails offers 2bhk and 3bhk apartments

nestled in 12 residential towers with exclusive club. There are many

residential projects in this sector but ATS project will only emerges as

winner. That's the advantage and legacy of any ATS Project.

73
OBJECTIVE OF STUDY

74
 OBJECTIVE OF STUDY

 To study the types of marketing and sales of Rizvi Reality Pvt. Ltd.

 To study how companies evaluate a marketing and sales.

 To study how salespeople improve their selling, negotiation, and

relationship-building skills.

 To Identify and explain key success factors for salesperson

performance

 To study describe relationship between buying centers and selling

centers and the nature of team selling.

75
RESEARCH METHODOLOGY

76
 RESEARCH METHODOLOGY

The report is the result of a survey which was undertaken in Lucknow city.

The objectives of the project has been fulfilled by getting response from the

customer associated to these segments through a personal interview in the

form of a questionnaire. The responses available through the questionnaire

are used to evaluate the brand loyalty for the products of Rizvi Reality Pvt.

Ltd. and the willingness of the customer to purchase its products on future.

The project also covers an analysis of the switch over of customers to

competitors products in the market.

THE RESEARCH PROBLEM

The problem formulation is the first step to a successful

research process. The project undertake the problem of analyzing the

customer satisfaction level of the Rizvi Reality Pvt. Ltd. and to find the

marketing sales of the product in comparison to other products.

THE RESEARCH OBJECTIVE

 To study the types of marketing and sales of Rizvi Reality Pvt. Ltd.

 To study how companies evaluate a marketing and sales.

77
  To study how salespeople improve their selling, negotiation, and

relationship-building skills.

 To Identify and explain key success factors for salesperson

performance

 To study describe relationship between buying centers and selling

centers and the nature of team selling.

THE RESEARCH DESIGN

The research design used in the project is exploratory design.

The investigation is real estate upon the customers in Lucknow city. The

reason for choosing this design is to get responses from the customers so that

their perception about the products of the company and their loyalty could

be predicted.

78
 THE DATA SOURCE

Secondary data source

Secondary data was collected from following sources

Prior research reports

Websites

Books

Newspaper

Personal consultation

THE AREA OF WORK

The field work is conducted in the Lucknow

THE ANALYTICAL TOOLS USED

The analytical tools used are mostly graphical in nature which

include

 Pie charts

 Cylindrical charts

 Column charts

 Tables showing percentage

79
DATA ANALYSIS AND

INTERPRETATION

80
DATA ANALYSIS AND INTERPRETATION

Monthly No. of

Income respondent

30000-50000 62

51000-100000 24

above 100000 14

No. of respondent

14%

24%
62%

30000-50000 51000-100000 above 100000

81
1. How you become interested about Rizvi Reality Pvt. Ltd.?

No. of
respondent
News paper 13
T.V ad 4
Trade show 18
Internet 2
Peer group 38
Personal approach by dealer 25

No. of respondent

13%
25% 4%

18%
2%
38%

News paper
T.V ad
Trade show
Internet
Peer group
Personal approach by dealer

Interpretation :

13% respondent said that Information source about Rizvi Reality Pvt. Ltd.

by news paper, 4% T.V. ad, 18% trade show, 2% internet, 38% peer group,

25% personal approach by dealer.

82
2. - Which language News paper and T.V channel do you prefer?

No. of
respondent
Hindi 38
English 52
Other 10

No. of respondent

10%
38%

52%

Hindi English Other

Interpretation :

38% respondent said that they prefer hindi language news paper T.V.

channel , and 52% English.

83
3. - Have you seen Rizvi Reality Pvt. Ltd. Advertisement (print ad or T.V

commercial)?

No. of

respondent

Print ad 74

T.V commercial 26

No. of respondent

26%

74%

Print ad T.V commercial

Interpretation :

74% respondent said that they seen Rizvi Reality Pvt. Ltd. Advertisement in

Print ad, and 26% T.V. commercial.

84
4. - Was that Advertisement effective for marketing and sales?

No. of respondent

Yes 82

No 18

No. of respondent

18%

82%

Yes No

Interpretation :

82% respondent said that Advertisement is effective for marketing and sales

, and 18% no

85
5. - What was the influencing power of marketing and sales?

No. of respondent
Discount 68
Brand ambassador 6
Free gifts 4
performance 22

No. of respondent

22%

4%

6%
68%

Discount Brand ambassador Free gifts performance

Interpretation :

68% respondent said that the influencing power of marketing and sales is

discount, 6% brand ambassador, 4% free gifts, 22 performance

86
6. - How many times do you see Rizvi Reality Pvt. Ltd. and competitors

advertisement?

No. of
respondent
monthly 18
Weekly 26
daily 34
yearly 22

No. of respondent

22% 18%

26%
34%

monthly Weekly
daily yearly

Interpretation :

18% respondent said that they see Rizvi Reality Pvt. Ltd. and competitors

advertisement monthly, 26% weekly, 34% daily, 22 yearly

87
7. - Which company’s Advertisement is effective? Please rank 1 to 5 as

below.

Rating Scale

No. of respondent
Rizvi Reality Pvt. Ltd. 40
Ansal 10
DLF 30
other 20

No. of respondent

20%
40%

30%
10%

MRF Ansal DLF others

Interpretation :

40% respondent said that Rizvi Reality Pvt. Ltd. Advertisement is effective,

10% Ansal, 30% DLF, 20% others

88
8. - What is the influencing power of the marketing and sales?

No. of respondent

Quality 42

Marketing 8

sales service 34

performance 16

No. of respondent

16%

42%

34%
8%

Quality marketing sales service Performance

Interpretation :

42% respondent said that influencing power of the marketing and sales is

Quality, 8% Marketing, 34% sales service, 16% performance

89
9. Are you satisfied with Marketing and sales activity for Rizvi

Reality Pvt. Ltd.

Feed back from customer

No. of respondent

Fair 26

Good 38

Excellent 36

No. of respondent

26%
36%

38%

Fair Good Excellent

Interpretation :

26% respondent said they Marketing and sales activity for Rizvi Reality Pvt.

Ltd. is fair , 38% good, and 36% excellent.

90
FINDINGS

91
 FINDINGS

 13% respondent said that Information source about Rizvi Reality Pvt. Ltd.

by news paper, 4% T.V. ad, 18% trade show, 2% internet, 38% peer group,

25% personal approach by dealer.

 38% respondent said that they prefer hindi language news paper T.V.

channel , and 52% English.

 74% respondent said that they seen Rizvi Reality Pvt. Ltd. Advertisement

in Print ad, and 26% T.V. commercial.

 82% respondent said that Advertisement is effective for marketing and

sales, and 18% no

 68% respondent said that the influencing power of marketing and sales is

discount, 6% brand ambassador, 4% free gifts, 22 performance

 18% respondent said that they see Rizvi Reality Pvt. Ltd. and competitors

advertisement monthly, 26% weekly, 34% daily, 22 yearly

 40% respondent said that Rizvi Reality Pvt. Ltd. Advertisement is

effective, 10% Ansal, 30% DLF, 20% others

 42% respondent said that influencing power of the marketing and sales is

Quality, 8% marketing, 34% sales service, 16% performance

 26% respondent said they Marketing and sales activity for Rizvi Reality

Pvt. Ltd. is fair , 38% good, and 36% excellent.

92
LIMITATION

93
 LIMITATION
Though, best efforts have been made to make the study fair, transparent and

error free. But there might be some inevitable and inherent limitations.

Though outright measure are undertaken to make the report most accurate.

The limitation of the survey is narrated below:

 The project is valid for Lucknow city only.

 It was not possible to cover each and every showroom due to time

constrains.

 There may be some biased response form the respondents

 Some respondents did not provide the full data.

 Unwillingness on the part of the customers to disclose the information

as per the questionnaire.

 The decisiveness on the part of the customers regarding some question

Hence, difficulty faced in recording and analyzing the data.

94
CONCLUSION

95
 CONCLUSION

This effort for the innovation in marketing and sales of Rizvi Reality

Pvt. Ltd. will help the road shows, TV Advertisement, Mouth publicity etc.

And other thing is provide some offers like Discount, Diwali offers, Free

Gift like music system, Accessories etc.

My project is a key to open the door of greater comfort to the all

segment.

 The customers of Rizvi Reality Pvt. Ltd. are brand loyal with only a

small percent want to shift over to other brands. Trying of other brands

by customers is mainly because the customer wants to try something

new.

 The performance of Rizvi Reality Pvt. Ltd. good in comparison to other

brands.

 After sales service is the basic feature influencing brand loyalty.

96
SUGGESTION AND

RECOMMENDATION

97
SUGGESTION AND RECOMMENDATION

After this study some points emerge which should be implemented

by the media for enhanced the impact of advertisement for

marketing and sales is.

1. Advertisement should be given more space news paper.

2. Advertisement should be published in colored forms more

now days it is too much effective for sales.

3. Marketing and sales is effective through advertisement.

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BIBLIOGRAPHY

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 BIBLIOGRAPHY
Books & Generals

 Kothari, C.R., (2004), Research Methodology Methods And

Techniques, Delhi, New Age International (I) Ltd., Publishers, Pg 1 &

65.

 Krishnamacharyulu, C. S. G. & Lalitha Ramakrishna, (2002), Rural

Marketing, Delhi, Pearso n Education (Singapore) Pte. Ltd., Indian

Branch, 482 F.I.E. Patparganj, India, Pp 93-114.

 Ravindranath. V. Badi & Narayansa. V. Badi, (2004), Mumb ai,

Himalaya Publishing House, Pp. 78-96.

 Tull Donald, S. & Hawkins, Del I. (2005), Marketing Research

Measurement & Methods, New Delhi, Prentice-Hall Of India Pvt. Ltd.,

Pg 530-552

 India today

 Business standard

 4ps of marketing ( vol. no.3 feb.2010)

Web sites

 www.rizvireality.com

 www.google.com

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