CHAPTER- 1 INTRODUCTION

An individual who sells goods and services to other entities. The successfulness of a salesperson is usually measured by the amount of sales he or she is able to make during a given period and how good that person is in persuading individuals to make a purchase. If a salesperson is employed by a company, in some cases compensation can be decreased or increased based on the amount of goods or services sold. Sales personality is all about the sales man itself. Personality can be produced and improved by developing the qualities in the positive traits. A person may not have all essential qualities of a sales person but he has to strive in order to compensate the lacking. The positive qualities to be developed, in order to increase and improve the salesmans personality such as kindness, courage, confidence, honesty, loyalty, good health, and cheerfulness. The entire sales person would not have all the positive qualities they might have some negative qualities such as fear, gloominess, cowardice etc. These qualities should be neglected from the sales person. Habits once formed are always difficult to change. A person who has the capability to work hard will always work without any difficulties. So it is necessary for the salesperson to develop the positive traits which may be difficult at the beginning, and there by building a positive personality. A good salesman will have good people skills - a good personality, friendly, the ability to communicate effectively and be a good listener. He needs to be knowledgeable about his products and be able to explain the features and benefits of what he is selling. He needs to be able to answer questions and overcome

objections. He needs to know when the right time to ask for the sale is and he needs to follow-up with potential customers. A good salesman should possess a good personality. It is the ability to impress others. A charming personality always creates a good impressive voice. He should not suffer from physical handicaps like stammering and limping etc. He should have always a smiling face. It has been rightly pointed out that a man without a smiling face must not open a shop. In order to impress upon the customers he should always be cheerful and sweet tempered. He should be properly dressed as the dress is greatly helpful in enhancing his cheerful personality. A salesman comes across different type of customers. Some of them purchase nothing but waste time by asking irrelevant questions about the products, under such circumstances, he should not loose temper but give patient hearing to the customers. He should not get tired with his customers soon. He should try time and again to convince the customers. Customer is supreme for him and he should not leave and stone unturned to give full satisfaction to the customers. A salesman should clearly know about himself. He should try to find out his limitations and make constant efforts to overcome them. At the same time, he should know his strong points. While dealing with the customers he should exhibit his plus points and avoid displaying the weaknesses. He can remove his weaknesses by undergoing proper training. There is no denying the fact that salesman are made and not born. He should possess the full knowledge about the product so that he may properly answer the questions of the customers at the time of sale. The buyer depends to a great extent on the salesman especially in case of a new product. He should know

about the design, color contents, materials used, labor employee and production technique etc. He should be conversant with the distribution channel employed by the concerned to sell the product. A successful salesman must know every detail about the history of the concern, its achievements, standing and experience gained. He should also clearly know about the sales organization and distribution policies adopted by the undertaking. All this information will be greatly helpful to the salesman in initiating his selling effort in proper manner. Last but not the least point is the knowledge about the customer. The success of a salesman lies in creating permanent customer for the product. He should try to understand the nature, buying habits and motives of the customers. He should properly asses the requirements of the customers and should be capable of tackling the customers having different nature. He should extend decent behaviour to the customers. Role played by the salesman Effective sales management ensures timely generation of revenue and profitability of the organization. Sales professionals in simpler words are the face of any organization and have the responsibility of making a particular brand popular amongst the end-users. They are the ones who directly interact with the customers, understand their needs and expectations and try to provide them the best solution. Attitude and personality play an important role in sales management. Dont go for meetings with a negative mind. Remember a negative mind leads to wrong thoughts and negativity all around. A cheerful individual spreads happiness

all around and leads to a positive ambience at the workplace. It always pays to be optimistic in sales. If one puts his heart and soul in work, the outcome will definitely be in his favour. One should always look at the brighter sides of life. Negativity is all in the minds of individuals. Avoid complaining or cribbing over petty issues. The customer might not think along the same lines as you, but that does not mean you can be rude to him. It is important to be polite and kind to them. Understand what they expect from you and your organization and give them the right suggestion. Make them feel comfortable. One cant achieve results every time. It is absolutely okay if one customer does not agree to your presentation and prefers your competitors offerings. Dont take failures to heart. Remember failure is just the opposite of success. Never lose hope; instead find out the causes of failure and move on. There is no point crying over spilt milk. Be your own critic, analyze the things and find out what went wrong. Incorporate the necessary changes in your sales pitch for better results next time. Go out, meet people and increase your list of potential customers. Develop a strong network. It helps in sales. Sales professionals should never be shabbily dressed as they directly interact with the clients. Avoid wearing casuals as customers would never take you seriously. Follow the professional dress code but make sure you dont feel uncomfortable. Dont wear loud clothes to work or for meetings. Ensure you smell good. Foul smell irritates the customer. Do shave before you go for sales deals. Make sure your nails are short and clean. It is essential for sales professionals to look good and clean for the desired impact.

Sales representatives ought to be aggressive and have a pleasing personality Individuals with a laidback attitude should not take sales and marketing as profession. People in sales should have a charismatic personality to attract and influence the customers. Individuals willing to make a career in sales should be extroverts. They should love interacting with people. It is important for the sales representatives to break the ice and gel with the customers. Sales representatives should look confident and sound intelligent. Never show your desperation to the customers. Dont tell them how badly you need to sell the product to meet your targets.

CHAPTER- 2 LITERATURE REVIEW AND RESEARCH DESIGN Literature review According to a study done on Personality and motivational profile of an effective salesperson, by CHR ADMINISTRATOR (2005) it was found that sales people show moderate degree of dominance and empathetically listen to their prospects, presenting with other alternatives for their objections. Sales people are high achievers, are very much hard working, love their challenges and are intrinsically motivated, for them their customer satisfaction is of most importance rather than their sales. Effective salespeople show moderate affiliation, exhibit warmth in their interactions and never forget that they have to convert a prospect into a business associate. People good at sales are very creative; they create new ideas and new ways to approach the existing buyers or answering the objections. These people are highly exhibitionist. They accept laurels on their achievements. Also they do not unnecessarily take credit for others accomplishments. They are not afraid of working in a new territory, thus having a positive approach towards sales negotiation. Relational communication traits and their effect on addictiveness and sales performance. Found that communication apprehension strongly influences interaction involvement, which is supposed to be an integral part of adaptiveness and sales performance. The study revealed that as the communication apprehension increases salespersons effectiveness is lessened, ultimately effecting the growth of

the organization. To overcome communication apprehension the sales persons can undergo intensive skills training programmed, visualization and cognitive modification techniques. Organization has to recognize and recruit candidates who possess those specific skills required to gain success in sales and then evolve sales processes and management system to form a learning organization in order to adapt to the market. OBJECTIVES To know about the marketing skill use while convincing the customer. To study the influence of various factors of salesmans personality to the brand sales and brand image. To know the effectiveness of salesman personality on brands. To found out the relationship between the brand image and salesmans personality. SCOPE OF THE STUDY The study is restricted only to know how the salesman personality is influence the customer at various stages of brand lifecycle. The study to collect primary data directly from the consumer hence to meet the consumer in the shimoga city. STATEMENT OF THE PROBLEM Now a days salesman personality plays a very important role in the brand sales and brand image. The problem is whether the salesman personality will affect the brand sales and brand image or not.

NEED FOR THE STUDY The study was conducted to know the influence of salesman personality on brand sales and brand image at various stages of brand lifecycle and also know the salesman how he will convince the customer in the time of selling of goods and services. SAMPLING DESIGN Type of research: Descriptive research Type of data: primary data and secondary data Data collection: Questionnaire method Type of Questionnaire: Structured and non-disguised questionnaire Survey method: Personal survey Type of survey: Sample survey Sampling units: Customers in around the shimoga city Sample size: 50 Geographical area: shimoga METHODOLOGY A research design encompasses the methodology and procedure to conduct the study. By discussing with the customers and their opinion regarding to the influence of salesman personality, the data has been collected. The type of question to be answered and the best way of answering these will determine the approach to be taken to the study. There are general approach to carrying out research that need to be considered when deciding how to collect data.

This is helps to choose the right data collection method as this will allow data to be collected that will meet the objectives of the research. SOURCES OF DATA COLLECTION The data has been collected by the following two categories Primary data Secondary data Primary data The primary data was collected through face to face interaction with customer and their opinion regarding influence of salesman personality at the time of purchase Secondary data The secondary data collected through the websites. Limitations The study is restricted to shimoga city only. Due to the time constraints the sample size taken only 50. The data has taken on the basis of customer opinion. Chapter scheme Chapter 1- Introduction This chapter highlights the brief introduction about the salesman personality. Chapter 2- Literature review and research design This chapter highlights the objectives adopted to accomplish the study, need for the study, methodology has adopted and sources of data collection to accomplish the study objectives and sample design and limitations of the study.

Chapter 3- Profile This chapter highlights the brief introduction about the brand and the different stages of brand life cycle. Chapter 4- Analysis and interpretation This chapter highlights the analysis and interpretation of the data that has been collected from the customers. Chapter 5 Findings, Suggestions and Conclusion This chapter highlights the outcomes of the study, the suggestions provided on the basis of the study outcome and the conclusion.

CHAPTER 3 BRAND PROFILE

INTRODUCTION A brand is a product, service, or concept that is publicly distinguished from other products, services, or concepts so that it can be easily communicated and usually marketed. A brand name is the name of the distinctive product, service, or concept. Branding is the process of creating and disseminating the brand name. Branding can be applied to the entire corporate identity as well as to individual product and service names. Brands are usually protected from use by others by securing a trademark or service mark from an authorized agency, usually a government agency. Before applying for a trademark or service mark, you need to establish that someone else hasn't already obtained one for your name. Although you can do the searching yourself, it is common to hire a law firm that specializes in doing trademark searches and managing the application process, which, in the United States, takes about a year. Once you've learned that no one else is using it, you can begin to use your brand name as a trademark simply by stating it is a trademark (using the " TM " where it first appears in a publication or Web site). After you receive the trademark, you can use the registered (?) symbol after your trademark. Brands are often expressed in the form of logos , graphic representations of the brand. In computers, a recent example of widespread brand application was the "Intel Inside" label provided to manufacturers that use Intel's microchips.

A company's brands and the public's awareness of them is often used as a factor in evaluating a company. Corporations sometimes hire market research firms to study public recognition of brand names as well as attitudes toward the brands. While Kotler and Armstrong, see a brand as a name, term, sign, symbol or design, or a combination of these, intended to identify the goods or services of one seller or group of sellers and to differentiate them from those of competitors. Brand may convey the following (1) Attributes: A brand brings to mind certain attributes. Example, Mercedes suggest expensive, well built, well-engineered, durable, high-prestige automobiles. (2) Benefits: The prestigious feeling one has in purchasing a Mercedes will make the consumer have an emotional feeling which will make the consumer feel important and have a sense of belonging to a high class. A brand can be better positioned by associating its name with a desirable benefit. (3) Values: The brand also says something about the producers values. Mercedes stands for high performance, safety and prestige. (4) Culture: The brand may represent a certain culture. The Mercedes represents German culture: organized, efficient, high quality. (5) Personality: The brand can project a certain personality. Mercedes may suggest a no-nonsense boss (person), a reigning lion (animal), or an austere palace (object). (6) Users: The brand suggests the kind of consumer who buys or uses the product.

What Creates a Strong Brand? To create a strong brand and maximize brand royalty, marketing managers must do the following: Provide superior delivery of desired benefits; Understand brand meaning and market appropriate products in an appropriate manner; Properly position brand; Employ a full range of complementary brand elements and supporting marketing activities; Embrace integrated marketing communications and communicate with a consistent voice; Measure consumer perceptions of value and develop a pricing strategy accordingly; Maintain innovation and relevance for the brand; Implement a brand equity management system to ensure that marketing actions properly reflect the brand equity concept. The value of branding 1. It conveys a promise of quality, consistency, competence and reliability. 2. They can serve as symbolic devices, allowing consumers to project their selfimage. Certain brands are associated with being used by certain types of people and thus reflect different values or traits. 3. If consumers recognize a brand and have some knowledge about it, then they do not have to engage in a lot of additional thought or processing of information to make a purchase decision.

4. It helps firms in terms of product differentiation by giving them something different to advertise and promote. A companys image is often built around its brand name, which can pre-sell products to consumer and stimulate sales. 5. A brand can help organizations expand the product line. The quality associated with an established brand name will be attributed to new products that are marketed under that brand. Although, it should be noted that not all products can be branded, e.g. electric extension cords, bed frames, nails, etc. Extending brand Managing the lifecycle of a brand means anticipating and preparing for brand "after-life." Line extensions, innovative methods of delivery, next generation products are fast becoming the new "after-lifeblood" of the industry. Lets not forget the importance of the one element that will remain constant throughout the lifecycle of a brand: the brand name. Positioning, packaging and communications are all subject to variance and change but the brand name will endure. A great name encapsulates the brand, ignites consumer recognition, helps define personality, and differentiates from competitors in the marketplace. As the first public act of branding, the brand name can be leveraged to create awareness and start to build product pull. Equally, in seeking to extend the life of existing brands, equity that has been established in a brand name during its on-patent life can provide a solid platform for line extensions, new indications and new formulations.

Equity in the brand name, therefore, should not be underestimated, as companies seek to maximize ROI by evolving and extending established brands whether through new formulations, new dosage forms or drug delivery systems. Consider, for example, Avandia, whose "verbal equity" has been leveraged successfully in the subsequent evolutions of the brand, in the forms of Avandamet and, more recently, Avandaryla balanced blend of the equity of the brand names Avandia and Amaryl. As equity in the brand name can be leveraged, so can equity in the brand identity as a whole, including the visual components of the brand, such as use of color and shape. AstraZenecas "purple pill" migration from Prilosec to Nexium can be seen to have become a benchmark example of this within in the industry. While onpatent life is subject to expiry, trademarks are renewablea fact often neglected by brand managers. All forms of intellectual property, therefore, from patent, to trademark and "get-up" should be protected vigorously. Nor should equity in the corporate brand be underestimated. For the most part, the corporate brand in the pharmaceutical industry is a blank canvas, whose addedvalue, whose benefit proposition is yet to be articulated in the hearts and minds of prescribers and patients. One could envision customer loyalty becoming considerably deep-rooted to a company that has built up a reputation around developing brands that are "senior-friendly" (for example, through proprietary delivery systems or innovative forms of packaging), or to a company that has established a level of excellence in customer service. Once clearly defined and effectively articulated, corporate brands could start to create a new level of endorsement, of brand lifecycle added-value.

BRAND IMAGE Brand image is the current view of the customers about a brand. It can be defined as a unique bundle of associations within the minds of target customers. It signifies what the brand presently stands for. It is a set of beliefs held about a specific brand. In short, it is nothing but the consumers perception about the product. It is the manner in which a specific brand is positioned in the market. Brand image conveys emotional value and not just a mental image. Brand image is nothing but an organizations character. It is an accumulation of contact and observation by people external to an organization. It should highlight an organizations mission and vision to all. The main elements of positive brand image are- unique logo reflecting organizations image, slogan describing organizations business in brief and brand identifier supporting the key values. Brand image is the overall impression in consumers mind that is formed from all sources. Consumers develop various associations with the brand. Based on these associations, they form brand image. An image is formed about the brand on the basis of subjective perceptions of associations bundle that the consumers have about the brand. Volvo is associated with safety. Toyota is associated with reliability. The idea behind brand image is that the consumer is not purchasing just the product/service but also the image associated with that product/service. Brand images should be positive, unique and instant. Brand images can be strengthened using brand communications like advertising, packaging, word of mouth publicity, other promotional tools, etc. Brand image develops and conveys the products character in a unique manner different from its competitors image. The brand image consists of various

associations in consumers mind - attributes, benefits and attributes. Brand attributes are the functional and mental connections with the brand that the customers have. They can be specific or conceptual. Benefits are the rationale for the purchase decision. There are three types of benefits: Functional benefits - what do you do better (than others ),emotional benefits - how do you make me feel better (than others), and rational benefits/support - why do I believe you(more than others). Brand attributes are consumers overall assessment of a brand. Brand image has not to be created, but is automatically formed. The brand image includes products' appeal, ease of use, functionality, fame, and overall value. Brand image is actually brand content. When the consumers purchase the product, they are also purchasing its image. Brand image is the objective and mental feedback of the consumers when they purchase a product. Positive brand image is exceeding the customers expectations. Positive brand image enhances the goodwill and brand value of an organization. The Importance of Brand Image Having a quality brand image is not only important for larger businesses, but smaller businesses as well. Establishing a brand and your business image is one of the best ways to get consumers to connect and engage with your business. A brand is more than the company logo; it is everything your business is about, from the mission statement to the culture. Having a positive brand image helps your customers understand what your business is all about and know what they can expect from you, your product or your service. The brand image you establish should truly tell the story of your business. Once your business brand is established and consistently implemented by all involved with your company, recognition for your brand (and business) will grow.

A well-developed brand image will help your business be perceived as reliable, experienced and consumer-focused. This consistency will encourage consumers to make a connection with your business and engage with you, and brand loyalty will begin to flourish. One of the positive outcomes of developing a strong brand image is the creation of brand advocates and word of mouth referrals. Although brand advocates may not necessarily have as high of a lifetime value as brand-loyal customers, they play an important role in recommending your brand and products [simply because they believe in your brand] and ultimately bringing in new business. Word of mouth is one of the strongest forms of marketing for small businesses, and when someone is loyal to, or an advocate of your business they are more likely to spread the word! According to Nielsen Global Online Consumer Survey, 92% of consumers trust recommendations from people they know when choosing a brand. In your marketing plan, you should incorporate a branding strategy. One of the first steps in developing your strategy is determining your target audience and their pain points. Applying that focus to your small business brand will attract relevant consumers who are in need of your product of service. Branding should be incorporated into every aspect of your business, such as slogan, colors, mission statement, marketing, in-office setup and much more. This consistency will allow individuals to more easily connect your efforts to your brand. Brandify is a free online tool to help you determine where your online brand currently stands. The information from this can help you decide where youd like to focus your online branding efforts. The New Year is upon us, so take the time to create your branding strategy, and stick with your plan throughout the year! Keep in mind that creating a recognized,

professional brand image is something that takes a lot of time and that oftentimes results are not immediate. Improving Brand Sales To reach today's consumers, companies need to have a very specific approach for brand awareness. Business leads are looking to create relationships, not just interact with companies on the surface level, meaning that brands should be accessible on various platforms. Businesses that are able to bridge the gap between the company and their consumers are those that will see a more developed fan base and, hopefully, a higher return on investment. Companies can also utilize demographic and behavioral data to create a movement around their brand and further engage a consumer base. The more a person feels like a part of the big picture, the more willing they are to spread the word and share the news. Therefore, organizations need to enhance customer experience and put a stronger emphasis on the value of their products and services. Here are four steps to create brand awareness and increase sales: Focus on others' enjoyment: The purpose of the movement is to give consumers a great experience, says Fast Company. Aim to offer a delightful and inspiring interaction that will leave customers satisfied and wanting more. Looking past initial monetary benefits and make sure people who experience the brand enjoy themselves. Get creative: The idea of a movement is new and innovative, meaning organizations have to brainstorm unique ideas. Create an experience that accurately reflects the original vision and values of the company.

Be communicative: Offer a company voice that connects customers to the brand's image. Close the gap that separates consumers from the producers, and be an active voice driving the movement. Invest more time: A successful experience does not happen on its own; it takes hard work to collect constant feedback, actively communicate with clients and maintain a cohesive image throughout all business proceedings. Spend the time to implement strong company initiatives and ensure sales and marketing teams follow up with the growing business leads list. Brand Life Cycle The three phases through which brands pass as they are introduced, grow, and then decline. The three stages of the brand life cycle are the introductory period, during which the brand is developed and is introduced to the market; the growth period, when the brand faces competition from other products of a similar nature; and, finally, the maturity period, in which the brand either extends to other products or its image is constantly updated. Without careful brand management, the maturity period can lead to decline and result in the brand being withdrawn. Similar stages can be observed in the product life cycle. Brand Life Cycle and Strategy Generally speaking, every brand or product has its life cycle which spans from the time it is launched to the time it exits from the market. This cycle covers five stages, namely product development, introduction, growth, maturity and decline. The life cycle of each and every brand or product is different, and different advertising strategies should be adopted at different stages to suit the marketing targets and market environment in order to achieve the best marketing results.

1) Product Development -- This is the stage of design, production and research carried out by a company to ensure that its products can meet consumer needs through sufficient market survey. The company will also improve its products in the light of market response and gradually build up its brand. 2) Introduction During this stage, the product is introduced into the market and publicity campaigns are launched to promote its functions, features, quality and usage and attract customers to try out or buy the product. Strategies used in this stage First is the building of distribution, which starts before the brand is formally launched. Emphasis should be placed on achieving the widest distribution through the major outlets, if distribution channels are used. Secondly, to build awareness so that customers know that the brand exists. Making sure that consumers do not overlook the brand and that they will think of purchasing or consuming it in those situations in which the brand can satisfy consumers needs and wants. Thirdly, to obtain trial. In mass consumer markets, door to door deliveries of samples or coupons should be used to achieve early trial of the new product 3) Growth The branded product begins to build up its following among consumers during this stage. The cumulative effect of marketing begins to show and the market share expands.

Strategies used in this stage Expanding Brand Awareness With a growing brand, often it is not the breadth of brand awareness that is a problem consumers can still recognize or recall the brand under certain circumstances. Rather the depth of brand awareness is the stumbling block consumers only tend to think of the brand in very narrow ways Improving Brand Image Although changes in brand awareness are probably the easiest means of creating new sources of brand equity, more fundamental changes are often necessary. Improving the strength, favorability and uniqueness of a brand include: (i) Repositioning the brand (ii) Changing brand elements Entering New Markets An effective positioning strategy requires a specification of the target market and the nature of competition to set the competitive frame of reference. The target market or markets for a brand typically do not constitute all possible segments that make up the entire market. In some cases, the firm may have other brands that target these remaining market segments. 4) Maturity Stage Because of increased competition, a company's brands will eventually reach the maturity stage of the product life cycle. During this stage, competition for market share may be fierce. New competitors will often have trouble successfully entering the market as market potential is limited. A company will often need to

differentiate the brand of products toward a specific segment. For example, the company that first entered the market may focus on being the quality leader. The company may keep prices relatively higher to maintain its premium image. The target market may include older users with a higher household income. 5) Decline Stage: This is the period when sales continue a strong downward drift and profits erode rapidlytoward the zero point. The decline may be slow or rapid. Some of the factors that account for this stage are: (i) Technological advances which can render the brand line obsolete, an example, the gramophones as opposed to radios, record players as opposed to CD and DVC players, etc as well as its accompanying line of products. (ii) Increased domestic as well as international competition which throws open some new lines of products which the consumers were not aware of before. (iii) Another reason may be a shift in consumers tastes, which is common in the clothing industry Strategies used in this stage To him, this situation basically comes as a result of changes in consumer tastes and preferences, emergence of new competitors or new technology or any new development in the marketing environment that may badly affect the fortunes of a brand. In virtually every product category there are examples of once prominent and admired brands that have fallen on hard times or in some cases even completely disappeared. However, when a brand loses its point value but shows an impressive comeback signal occasioned by a breathe of new life by its producer,

such a brand comeback should be revolutional than being evolutionary-oriented. Being revolutionary reinforces the brand image and meaning to the consumers. Building and maintaining distinctive, recognizable brands has never been more crucial. Faced with fewer blockbusters in the pipeline, increasingly crowded therapy areas and the onslaught of more savvy and aggressive generic entrants, pharmaceutical companies are recognizing the need to take a more strategic and rigorous approach to not only developing and maintaining new brands, but also to maintaining and evolving established brands for maximum competitive advantage. Managing the lifecycle of a brand has historically meant maximizing marketing investment for launch and sustaining a level of investment through peak, only to let the brand go from boom to bust as patent expiry looms. To what extent are we missing out on improving return on investment (ROI) by failing to optimize opportunities at every stage of the brands lifecycl efrom development and prelaunch, through peak and maturity, up to and beyond patent expiry? Are we still paying lip-service, in some cases, to the notion of brand equity? Or, in recognizing the value afforded by strong branding, can we begin to realize the value in the developing best practices for brand lifecycle management?

Certainly, pharmaceutical companies are more versed in brand than ever before; but at the long-term level of implementing and leveraging brand, there appears to be something missing in translation. The question for debate is: brand lifecycle management, myth or reality?

CHAPTER -4 SURVEY ANALYSIS ANS INTERPRETATION

Introduction: Primary sources of data are collected by way of conducting survey. Questionnaire was used to gather required information from the respondents. There were as many as 50 respondents who were interviewed. Survey was conducted on the random basis wherever the respondents are available in the shimoga city. Total no of questions asked was 20. All the questions were of key importance and carried due weightage to the study. Observations were also made while the respondents were giving their feedbacks. There were also different kinds of feedbacks got when questions asked to the respondents. A small effort has been made to capture those observations, since this happens to be the part of the research work.

Table 4.1: Shows the respondents occupation Occupation Businessman Professional Employees Student Others Total No of respondents 8 9 15 9 9 50 Percentage (%) 16 18 30 18 18 100

Source: Field survey Interpretation Out of the respondents met,30% belonged to the employees class; includes the teachers, Government department staff etc., 18% belonged to the professionals class and also students as well as others also; the remaining 16% belonged to the businessman class. From the above analysis clear that the employees class respondents are consumed the product more than the other class of people.

Table 4.2: Shows the frequency of purchase of respondents Particulars Daily Weekly Monthly Hale yearly Yearly Total Source: Field survey
25 20 15 10 5 0 Daily Weekly Monthly Hale yearly Yearly

No of respondents 6 24 13 6 1 50

Percentage ( % ) 12 48 26 12 2 100

The above diagram shows the frequency of purchasing pattern of the respondents, out of the 50 respondents 48% of the respondents purchase the product in the weekly manner, 26% of the respondents purchase the product on the monthly basis,12% of the respondents purchase the product on the basis of half yearly and daily respectively and the remaining 2% of the respondents purchase the product on the yearly basis. From the above analysis it is clear that the most of the consumer has the habit of the weekly basis purchasing.

Table 4.3: Shows the respondents opinion on the basis of information given by the salesman about the brand. Particulars Yes No Total No of respondents 35 15 50 Percentage ( % ) 70 30 100

Source: Field survey

Source: Field survey The above diagram shows the respondents opinion about the information provided by the salesman about the product in the different stages of the brand lifecycle. From the above diagram it is clear that out of the 50 respondents 70% of the respondents told the salesman has provide the more information about the product effectively and the remaining 30% of the respondents says the salesman does not provide any confidential information about the product.

Table 4.4: shows the respondents opinion about the information provided by the salesman about the product Option Strongly agree Agree Neither agree nor disagree Disagree Strongly disagree Total Source: Field survey No of respondents 3 34 6 5 2 50 Percentage (%) 6 68 12 10 4 100

4% 10%

6%

12%

68%

Source: Field survey

The above table shows the how the respondents are feel the opinion given by the salesman regarding the product. Out of the 50 respondents 68% of the respondents were agree the salesman has provide more information about the product in the different stage, 6% of the respondents were strongly agree about the information provided by the salesman,12% of the respondents were neither agree nor disagree about the information taken by the salesman and the 10% were disagree the information provided by the salesman and the remaining 4% respondents were strongly dis agree the information provided by the salesman about the product in different stages of the brand to the customer. From the above analysis it is clear that almost 38% of the respondents are agree the salesman has provide the more information about the particular brand in each and every stages of the brand lifecycle.

Table 4.5: shows the reason behind to consider the salesman personality is an extravert Deciding factor Warm Gregarious Assertive Energetic Total Source: Field survey No of respondents 9 11 15 15 50 Percentage (%) 18 22 30 30 100

Energetic 30%

Warm 18%

Gregarious 22% Assertive 30%

Source: Field survey The above table shows the salesman personality is an extravert or not. Most of the respondents were says the salesman personality is extravert. The above diagram shows the factors considered by the respondents to consider the salesman personality is an extravert. Among the 50 respondents 30% of respondents were consider the salesman personality is extravert because of the assertive and energetic behavior, 22% of the respondents consider the salesman personality because of the gregarious nature and the remaining 18% of the respondents were consider the salesman personality is extravert because of the warm nature of the salesman.

Table 4.6: Shows the salesman personality is agreeable or not Factors Yes No Total Source: Field survey No of respondents 46 4 50 Percentage (%) 92 8 100

140 120 100 80 60 40 20 0 Yes No

Source: Field survey The above table shows weather the salesman personality is agreeable or not in terms of the information provide regarding to the brand and the convincing style of the salesman towards the brand. The above diagram shows out of the 50 respondents 92% of the respondents says the salesmans personality is agreeable because he provide the available information about the product and he convince the customer to purchase the product in the agreeable way and the remaining 8% of the respondents were says the salesmans personality is not agreeable because the salesman does not provide more information and he didnt disclose some of the confidential or negative effect of the product or brand.

Table 4.7: Shows the factors consider to the salesman personality is agreeable Factors Trusting Straightforward Consideration Modest Total Source: Field survey No of respondents 18 17 9 6 50 Percentage (%) 36 34 18 12 100

Modest 12% Trusting 36%

Consideration 18%

Straightforward 34%

Survey: Field survey

The above table shows the reason behind the most of the respondents is consider the salesman personality is agreeable. From the above diagram it is clear that out of the 50 respondents 36% of the respondents consider the salesman personality is agreeable because the salesman has trusting the customer towards the brand, 34% of the respondents were consider the salesman personality is agreeable because of the direct way demonstration of the product, 18% of the of the respondents were consider the salesman personality is agreeable because of the salesman has consider the customer opinion and the remaining 12% of respondents were consider the salesman personality is agreeable because of the salesman doesnt speak about his achievement.

Table 4.8: Shows the respondents opinion about the influence of the salesman personality brand at the different stages Preference Yes No Total Source: Field survey No of respondents 43 7 50 Percentage (%) 96 14 100

14%

96%

Source: Field survey The above table shows the respondents opinion about whether the salesman personality is influence the brand in various stages or not. From the above diagram we can clear that out of the 50 respondents 96% of the respondents were says the salesman personality is influence the brand and the remaining 14% of the respondents says the salesmans personality not at all influence the brand in the different stages of brand lifecycle.

Table 4.9: Shows the salesman factor influences the brand at different stage Factors Emotional stability Communication Straightforward Modest Competent Relaxed Adoptable Self-assured Total No of respondents 3 19 6 3 9 4 3 3 50 Percentage (%) 6 38 12 6 18 8 6 6 100

Source: Field survey

40 35 30 25 20 15 10 5 0

Source: Field survey

The above table shows what are the influencing factors used by the salesman towards the brand in different stages to the customer. From the above table we can clear come to know the communication of the salesman has largely influence the brand in the different stages. From the above diagram it can be clear the out of the 50 respondents 38% of the respondents says the communication of the salesman has largely influence the brand, 18% of the respondents says the competitive factors has influence the brand at different stages, 12% respondents says the straightforward nature of the salesman has influenced the brand in different stage, 8% of the respondents has says the relaxed nature of the salesman has influenced the brand in different stage and the remaining 9% of respondents says the emotional stability, modest, selfassured and adoptable nature are respectively influence the brand in different stage.

Table 4.9: Shows the respondents opinion about the salesmans influencing factor of brand at different stages

Table 4.10: Shows the respondents opinion about the salesman interaction with the respondents queries about the brand at different stage Preference Strongly agree Agree Neither agree nor disagree Disagree Strongly disagree Total Source: Field survey
120 100 80 60 Series2 40 20 0 Strongly agree Agree Neither agree nor disagree Disagree Strongly disagree Series1

No of respondents 3 32 11 3 1 50

Percentage (%) 6 64 22 6 2 100

Source: Field survey The above table shows the opinion of respondents based on the resolves the doubt or queries of the customers about the product or the brand. The above diagram clearly shows out of the 50 respondents 64% respondents are agree the salesman has resolve the doubt or queries about the product effectively, 6% of respondents strongly agree the salesman has satisfactorily resolves their queries, 22% of respondents were neither agree nor disagree, 6% of respondents completely disagree and the remaining 2% of respondents are strongly disagree the salesman has resolves his queries or doubt about the product or brand.

Table 4.11: Shows the respondents opinion about interaction between them

Preference Very high High Average Low Very low Total Source: Field survey

No of respondents 2 26 17 4 1 50

Percentage (%) 4 52 34 8 2 100

Very low Very high 2% 4% Low 8%

Average 34%

High 52%

Source: Field survey

The above table shows how the salesman is interact with the customer about the brand or product and what is the opinion of respondents towards the interaction of salesman with the customers towards the brand. From the above diagram we can clearly identify the salesman has highly interact with the customer, among the 50 respondents 52% of respondents are says the salesman has highly interact, 34% respondents are says salesman has interact averagely, 8% of the respondents says salesmans are interact in low, 4% of respondents are says salesmans are interact very highly and the remainin g 2% respondents are says salesmans are interact very low.

Table 4.12: Shows the respondents opinion about the convenience style of salesman personality about the brand Factors Provide full information Grab the attention Straightforward Adoptable Others Total Source: Field survey No of respondents 13 22 9 4 2 50 Percentage (%) 26 44 18 8 4 100

Source: Field survey The above table shows how the salesman is convince the customer in the time of selling the product to the customer. Most of the salesmans will try to grab the attention of the customer in the time of selling. From the above diagram we can clearly identify out of the 50 respondents 44% of respondents says salesmans has trying to grab the attention of the customer to convince, 26% of respondents says the salesmans has provide full information to convince the customer, 18% of respondents says the salesmans has used direct way of approach to convince the customer, 8% of respondents says the salesmans

has adopting to the customer expectations to convince the customer and the remaining 4% of respondents says the salesmans has used other type of technique to convince the customers.

Table 4.13: Shows the respondents opinion about whether the salesman used the marketing skills or not Opinion Yes No Total Source: Field survey No of respondents 42 8 50 Percentage (%) 84 16 100

0%

33%

67%

Source: Field survey The above table shows whether the salesmans are used the marketing skills or not to selling the product to the customers or not. Majority of customer is says the salesmans has used the marketing skills to the selling of products to the customer. From the above graph it is clear that among the 50 respondents 84% of respondents says the salesmans has used the marketing skills in the time of selling the goods to the customer and the remaining 16% of respondents says the salesmans doesnt use any type of marketing skills in the time of selling of goods to the customer.

Table 4.14: Shows the respondents opinion about the which marketing skill used by the salesman is make to buy

Table 4.15: Shows the respondents opinion about the relationship between the salesman personality and brand image at different stages Preference Strongly agree Agree Neither agree nor disagree Disagree Strongly disagree Total Source: Field survey No of respondents 4 22 19 4 1 50 Percentage (%) 8 44 38 8 2 100

45 40 35 30 25 20 15 10 5 0 Strongly agree Agree Neither agree nor disagree Disagree Strongly disagree

Source: Field survey

The above table shows the relationship between the salesmans personality and the brand image and brand sales at various stages of brand lifecycle. Most of the respondents were says there is a relationship between both these two. The above diagram shows the out of 50 respondents 44% of respondents were agree there is a positive relationship between the salesmans and the brand in different stages of the brand, 38% of respondents were neither agree nor agree, 8% of respondents strongly agree there is a relationship between the brand and salesmans personality, 8% of respondents were not agree and the remaining 2% of respondents were says there is no relationship between the brand and the salesmans personality and they say if the product is good automatically it will create brand image otherwise it will fails to create the brand image.

Table 4.16: Shows the is the relationship between the salesmans personality and brand image at different stages Relationship Improve sales Attract more customer Reduce the competition Brand building Total Source: Field survey No of respondents 15 19 6 10 50 Percentage (%) 30 38 12 20 100

Brand building 20% Reduce the competition 12%

Improve sales 30%

Attract more customer 38%

Source: Field survey The above table shows what is the relationship between the salesmans personality and the brand at the different stage. Majority of respondents says the salesmans helps to attract more customers. From the above diagram it can be clear that out of the 50 respondents 38% respondents were says the salesmans is attract more customer towards the brand, 30% of respondents were says the salesmans helps to improve the slaes, 20% respondents says the salesmans has help to the brand building and the remaining 12% of respondents were says the salesmans personality has helped to reduce the competition.