A

SUMMER INTERNSHIP PROJECT REPORT

ON
A STUDY ON SALES PRAMOTION
IN
SUPER77
Submitted in partial fulfilment of the requirement for the award of the
Degree

MASTER OF BUSINESS ADMINISTRATION

RAJARSHI SCHOOL OF MANAGEMENT AND

TECHNOLOGY VARANASI
Session-2020-22

Submitted To Submitted By
Mr. Brijesh kumar Yadav Shalinee Singh
Assistant Professor Roll NO-2001080700062

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 DECLARATION

I undersigned, hereby declare that the Summer Internship Project (SIP) entitled

“A STUDY ON SALES PRAMOTION” In SUPER77 submitted in partial fulfilment for

the award of Degree of Master of Business Administration of A P J Abdul Kalam

Technical University (AKTU) is my original work and not formed the basis for the award of

any degree, diploma, associateship, fellowship or similar other titles. It has not been

submitted to any other University or Institution for the award of any degree or diploma.

Date Shalinee Singh

(2001080700062)

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 Rajarshi School of Management and
Technology Varanasi

CERTIFICATE

This is to certify that SHALINEE SINGH, with Roll Number (2001080700062) a student

of Post-Graduation in Master of Business Administration, have submitted his summer

internship project report entitled “A STUDY ON SALES PRAMOTION ”, in partial fulfilment

of the requirements for the award of the Degree of Master of Business Administration

(MBA) from RAJARSHI SCHOOL OF MANAGEMENT AND TECHNOLOGY and that the

project has not formed the basis for the award previously of any degree, diploma,

associate ship or any other similar title.

Name Of Guide
Mrs. Brijesh k. Yadav

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 ACKNOWLEDGEMENT

The present work is an effort to throw some light on STUDY ON SALES PRAMOTION

procedure in SUPER77.

With deep sense of gratitude, I acknowledged the encouragement and guidance received
by my Project Guide MR. BRIJESH KUMAR YADAV, in his valuable guidance. He has
been a constant guiding force and source of illumination for me. He is very generous in
giving me this opportunity to work under shape. I would like to thank him for his valuable
advice and guidance.

Further I would thank all the staff members of Marketing and sales division who have been

very courteous in providing all other information about company and its product.

I am also thankful to all the respondents who spared their valuable time for filling up the

questionnaire and helped me out with this project.

I convey my heartful affection to all those people who helped and supported me during

course, for completion of my Project Report.

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 Table of Contents

Serial Chapter Page

No No
1 Introduction
1.1 About The Topic 6-16
1.2 Industry Analysis 17-23
1.3 Objective and Scope of Study 24-25
1.4 Limitations 26-26

2 Research Methodology
28-29
2.1 Methodology of the Study
2.2 Methods of Data Collection 29-30

3 Company Profile (SUPER77) 30-46

4 Data Analysis and Interpretation 47-71
5 Summary of finding 72-75
6 Conclusions 76-77
7 Suggestions and Recommendations 78-81
8 Bibliography 82-82
9 Annexure 83-87

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 CHAPTER – 1

INTRODUCTION
 “Marketing is a social and managerial process by which individuals and

groups obtain what they need and want, through creating, offering and

exchanging products of value with others”.

- Philip Kotler.

 Marketing is the activity, set of institutions, and processes for creating, and

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

society at large.

American Marketing Association.

• Advertising is the method involved with finding and making an interpretation of

customer needs into item and administration particulars and afterward thus

assisting with making it feasible for increasingly more of shoppers to appreciate

increasingly more of these items and administrations.

• Promoting comprises of investigating showcasing amazing open doors, exploring

and choosing objective business sectors, planning advertising systems, arranging

promoting programs and coordinating, executing and controlling showcasing

exertion.

• Organizations need to distinguish long and transient showcasing open doors and

exploration the chose market by estimating and guaging engaging quality of the

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given market. Having chosen the market, the organizations need to foster a

separating and situating procedure for the objective market. The showcasing

system should be changed into advertising programs by settling on promoting uses

and the promoting blend. The last advance is arranging the promoting assets and

executing and controlling the showcasing plan.

ADVERTISING MIX

 Advertising blend is the arrangement of showcasing instruments that a firm

uses to seek after its promoting goals in the objective market.

 McCarthy has advocated a four variable arrangement of advertising

instruments known as the 4P's of the showcasing blend. They are:

• Item

• Cost

• Place

• Advancement

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PRODUCT:

 Item represents the company's unmistakable proposal to the market,

including the item quality, plan, elements, marking and pressing. It manages

new item advancement, item life cycle, item blend, product offerings, marking

and related administrations to an item. According to the client's perspective,

it helps in fulfilling the client's requirements and needs.

PRICE:

 Cost is the money related worth of the item. Value manages choosing the

evaluating targets, setting the value, limits, remittances, installment

arrangements and credit terms. It is vital to the clients as it concludes the

expense the client needs to pay to acquire the item esteem.

PLACE:

 This promoting apparatus represents the different exercises the organization

embraces to make the item open and accessible to the client. It includes

market size, channel determination and the board, stockpiling and actual

dissemination with a definitive reason for effectively providing the

organization's proposal to the objective market. To the client, this promoting

device alludes to comfort.

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PROMOTION:

 Advancement represents different exercises the organization embraces to

impart and elevate its items to the objective market. It includes

correspondence programs for example direct showcasing, publicizing, deals

advancements, advertising and inspiration of deals power. To the client this

instrument gives information and data.

 The Promotion Mix of an organization incorporates the accompanying

instruments; Advertising:

 It is any paid type of non-individual show and advancement of thoughts, labor

and products by a distinguished support.

DIRECT MARKETING:

 It alludes to the utilization of mail, phone and other non-individual contact

apparatuses to speak with or request a reaction from explicit clients and

possibilities.

INDIVIDUAL SELLING:

 Eye to eye association with at least one forthcoming buyers to make a deal

alludes to individual selling.

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ADVERTISING AND PUBLICITY:

 It alludes to the assortment of projects intended to advance or potentially

ensure an organization's picture or its individual cource.

DEALS PROMOTIONS:

 The transient motivating force to energize preliminary or acquisition of an

item or administration alludes to deals advancement. While publicizing offers

motivation to purchase; deals advancement offers an impetus to purchase.

Since deals advancement straightforwardly push up the deals, expanding

number of organizations are embraced deals advancement exercises.

DEALS PROMOTION

 Deals advancement alludes to the momentary motivations to support deals of

a course or administration. It comprises of a different assortment of

motivating force devices, for the most part present moment, intended to

invigorate faster and more noteworthy buy obviously or administrations by

purchasers.

REASON FOR SALES PROMOTION

 Deals advancement instruments shift in their particular targets. They might

be utilized to draw in new clients, to compensate steadfast clients and to

build the repurchase paces of periodic clients. Deals advancement ordinarily

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 targets brand switchers in light of the fact that non-clients and clients of

different brands don't dependably see an advancement. Deals

advancements are along these lines considered to be an instrument for

separating devotion to different items.

 Deals advancements likewise let producers acclimate to momentary changes

in organic market and contrasts in client sections. They additionally let

course suppliers to test by changing costs. Deals advancements additionally

lead to more noteworthy shopper familiarity with costs.

 To utilize deals advancement, an organization should set targets, select the

right instruments, foster the best program and carry out it and assess the

outcomes.

TARGETS OF SALES PROMOTION

 The particular destinations set for deals advancements will fluctuate with the

sort of the objective market. For buyer advancements, targets incorporate

empowering buying of bigger measured units, building preliminary among

non-clients and drawing in switchers from the contender's brands. For

exchange advancements, destinations might incorporate; including retailers

to convey new things and more significant level of stock, empowering off-

occasional purchasing, of-setting serious advancements, incorporating brand

faithfulness of retailers and acquiring passage into new retail outlets. The

business power advancements help in empowering backing of another

course or model, empowering seriously prospecting and invigorating off-

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 occasional deals. Yet, in particular, deals advancement ought to be centered

around customer relationship building.

Sales Promotion Tools

 Many tools can be used to accomplish sales promotion objectives.

Descriptions of the main promotional tools are as follows;

Consumer Promotion Tools

 The main consumer promotion tools are as follows;

• Samples:
 They are offers of a trial amount of a service. It consists of inviting

prospective purchasers to try the product without cost or at a lower

cost in the hope that they will buy the product. Samples may be free or

discounted.

• Coupons:

 Coupons are certificates that give buyers a saving when they

purchase a specified service. Coupons can be mailed, placed in

advertisements or included with other products.

• Rebates:

 Rebate is also known as cash refund offers. Rebates are offers to

refund part of the purchase price of a product to its customers who

send a proof of purchase to the course provider. These are like

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 coupons except that the price reduction occurs after the purchase and

not at the point of sale.

• Price Packs:
 Cents-off deals or price packs offer consumers savings by way of

reducing prices that are marked by the producer directly on the package.

• Premiums:
 These are the course offered either free or at a low cost as an

incentive to buy a product. Premiums may be in-pack or on-pack

(outside the pack).

• Prizes:
 They are offers of chance to win something such as cash, extra classes

or net things–by luck or through extra efforts. Contests of talent and

sweepstakes or draws the most popular prize offering promotions.

• Tie-in Promotions:
 Tie-in promotions involve two or more brands or companies that team up

on coupons, refunds or contests to increase their pulling powers.

• Cross Promotions:
 Cross promotions involve using one brand to advertise non-competing

brand.

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• Advertising Specialties:
 These are useful articles imprinted with an advertiser’s name, given as

gifts to consumers.

• Patronage Rewards:
 They are cash or other awards for the regular use of company’s products

or services. They are values (in cash otherwise) that are proportional to

one’s patronage of a certain teachers or a group ofteachers. They aim at

building brand loyalty.

• Pop Promotions:
 Point of purchase (Pop) includes displays and demonstrations that take

place at the point of purchase or sale.

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 Trade Promotion Tools

 More money is spent by companies on sales promotion (58%) than on

consumer promotions (42%). The major sales promotion tools are as

follows;

• Discounts:
 It is also known as price-off or off-invoice or off-list. Discounts price cut off

the list price on a particular quantity purchased during a stated time.

• Allowances:
 They are the amount offered in return for an agreement by the retailer to

feature the manufacturer’s products in some way; displays, advertising or

otherwise.

• Free Goods:

 Free goods are the extra course providers offered to middlemen who buy

a specific number of acource.

 Companies also offer push money and specialty advertising items to the

middlemen.

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 Business Promotion Tools
 Companies spend huge amount on promotions focused on

industrial consumers. The major business promotion tools are as

follows;

• Trade Shows and Conventions.

• Sales Contests.

 Clearly, sales promotions play an important role in the total

promotion mix. To use it well, the marketer must define the sales

promotion objectives, select the best tools, design the sales

promotion program, protest and implement the program and

evaluate its results.

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 INDUSTRY ANALYSIS OF-SUPER77

Title of the Study

The title of the study is – “A STUDY ON SALES PROMOTION OF

LEADERSHIP DEVELOPMENT PROGRAM AT ‘SUPER77”

Statement of the Problem

The project is mainly undertaken to study the sales promotional strategies

at SUPER77. The intention of the study is to find what attributes needs

further improvement in order to make the course more preferable in the

students.

The main aim of the study is to uncover new relationship and identify any

problem that may arise in future. Hence, exploratory research is being

conducted. Exploratory research as its name implies endeavours of exploring

the possibility of doing research on a subject where due to lack of existing

knowledge framing and testing the hypotheses is difficult. In today’s crowed

marketplace where products and services are touting themselves to be the

best, it is vital to stand out in the crowd. The study was undertaken to explore

how a company or brand can ensure a store that stands out and not get lost in

the crowd.

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 Super77 is one consolidated program where you get an opportunity to learn,

practice & implement 21 Leadership Skills including Happiness Skills, Soft

Skills, Management Skills, Social Skills & Life Skills from Top Level Industry

Thought Leaders who have achieved mastery in their own domains. We would

love to see a life changing transformation within yourself with Super77.

Super77 is not a knowledge platform while it will influence you to implement

those knowledge as we are a firm believer of the concept – “Knowledge is not
the power, Implementation of that Knowledge is the Real Power”. We have
helped thousands of such aspirants to transform their personality & become a
powerful Leader.

Transforming Humans
SUPER77 is a Platform of Positivity where you get an opportunity to learn &
implement Leadership, Happiness, Thought Clarity, Failure Management,
Confidence / Public Speaking, etc. from Top Level Industry Thought Leaders who
have achieved mastery in their own domains. We would love to see a life changing
transformation within yourself with Super77.

We are a firm believer of the concept – “Knowledge is not the power,

Implementation of that Knowledge is the Real Power”. We have helped thousands
of such aspirants to discover a new energy inside them.

The duration of Super77 Leadership Programs

Although you get life time access for referring these sessions in future also to keep you
upgraded & motivated always but we strongly recommend you to complete Leadership
Program as per following schedule :-
 Advance Leadership Development Program (15 Sessions) – within 21 days.

 Basic Leadership Development Program (8 Sessions) -within 11 Days.

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Program
Super77 Program has been designed irrespective of age, qualification & profession.
Anyone to Everyone can do this program be it working professionals, Executives,
Managers, CXOs, Entrepreneurs, Teachers, Professors, Freelancers, Business Owners,
School Students, College Students.
Glad to share that our Youngest Super77 is studying in class 7th& our Eldest Super77 is
80-Year-Old retired government officer. Yes, everyone deserves to be living their life with
growth & happiness.

Our Mentors
Meet our accomplished Mentors / Coaches who are with
you on your journey of transformation.

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SUPER77 motto is your transformation as a human, as a professional and as a
leader. While offering our exclusive services, we consider some crucial rules to
keep our platform safe for you as well as all the important stakeholders. These
Terms apply to all your activities on the SUPER77 website.

1. Accounts

You need to have an account over SUPER77 by following the procedure of

registration and enrolment on our platform. While signing up for your account, you
must provide and continue to provide accurate and complete information, including
a valid email address. You have complete responsibility for your account and
everything that happens on your account, including for any harm or damage (to us
or anyone else) caused by someone using your account without your permission.
This means you need to be careful with your password. We advise you to keep a
strong password for your account to maintain utmost security. You may not
transfer your account to someone else or use someone else’s account. If you
contact us to request access to an account, we will not grant you such access
unless you can provide us with the information that we need to prove you are the
owner of that account. In the event of the death of a user, the account of that user
will be closed.

You may not share your account login credentials with anyone else. You are
responsible for what happens with your account and SUPER77 will not intervene
in disputes between students who have shared account login credentials. If you
suspect someone else is using your account, please immediately contact our
Support Team. We may request some information from you to confirm that you are
indeed the owner of your account.

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2. Program Enrolment and Lifetime Access

When you enrol in our Program, you get a license from us to view it via the
SUPER77 Services and no other use. SUPER77 is the only licensor of record.
Program is licensed, and not sold, to you. This license does not give you any right
to resell the content in any manner (including by sharing account information with
a purchaser or illegally downloading the course and sharing it on torrent sites).
Don’t try to transfer or resell the content in any way. We grant you a lifetime
access license, except when we must disable the course because of legal or policy
reasons.

3. Payment and Refund Policy

Payments

When you make a payment, you agree to use a valid payment method. You agree
to pay the fees for Program that you purchase, and you authorize us to charge
your debit card or process other means of payment (Such as Paytm, GooglePe,
PhonePe) for the fees. SUPER77 works with third party payment processing
partners to offer you the most convenient payment methods in your country and to
keep your payment information secure. Check out our Privacy Policy for more
details.

When you make a purchase, you agree not to use an invalid or unauthorized
payment method. We reserve the right to disable access to our Program, for which
we have not received adequate payment

Refunds

If the Program you purchased is not what you were expecting, you can request,
within 3 days of your purchase of the course, that SUPER77 apply a refund to your
account. We reserve the right to apply your refund as a refund credit or a refund to
your original payment method, at our discretion, depending on capabilities of our
payment processing partners, the platform from which you purchased your course
and other factors. No refund is due to you if you request it after the 3-day
guarantee time limit has passed. Super77 also reserves the right to refund
students beyond the 3-day limit in cases of suspected or confirmed account fraud.

At our discretion, if we believe you are abusing our refund policy, such as if you’ve
consumed a significant portion of a course that you want to refund or if you’ve

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 previously refunded a course, we reserve the right to deny your refund, ban your
account, and/or restrict all future use of the Services. If we ban your account or
disable your access to the Program due to your violation of these Terms, you will
not be eligible to receive a refund.

Most refunds are returned via the original payment method. Please note that
certain restrictions may apply for refunds. For more information, please see below:

 How to Request a Refund?

 You can quickly request a refund by contacting our Support Team.
 Reasons for Denied Refunds
As committed, we provide refunds within the action time of 3 days of your
enrolment. Post the time limit, we do not entertain any refunds.

4. SUPER77 Rights

Our website, our existing or future applications, databases, and the content our
collaborators submit or provide through our Services are and will remain the
exclusive property of SUPER77 and its licensors. Our platforms and services are
protected by copyright, trademark, and other laws. Nothing gives you a right to use
the SUPER77 name or any of the SUPER77 trademarks, logos, domain names,
and other distinctive brand features. Any feedback, comments, or suggestions you
may provide regarding SUPER77 or the Services is entirely voluntary and we will
be free to use such feedback, comments, or suggestions as we see fit and without
any obligation to you.

You may not do any of the following while accessing or using the SUPER77
platform and Services:

 access or use non-public areas of the platform (including content storage),

SUPER77 computer systems, or the technical delivery systems of SUPER77
service providers.
 disable, interfere with, any of the features of the platforms related to security or
probe, scan, or test the vulnerability of any of our systems.
 copy, modify, create a derivative work of, reverse engineer, reverse assemble, or
otherwise attempt to discover any source code of or content on the Super77
platform or Services.
 access or search or attempt to access or search our platform by any means
(automated or otherwise) other than through our currently available search
functionalities that are provided via our website. You may not scrape, spider, use a
robot, or use other automated means of any kind to access the Services.

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 in any way use the Services to send altered, deceptive, or false source-identifying
information (such as sending email communications falsely appearing as
SUPER77); or interfere with, or disrupt, (or attempt to do so), the access of any
user, host, or network, including, without limitation, sending a virus, overloading,
flooding, spamming, or mail-bombing the platforms or services, or in any other
manner interfering with or creating an undue burden on the Services.

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 Objectives of the Study

1. To study the various promotional strategy adopted by SUPER77.

2. To find out the footage of SUPER77. With respect to other players in the

market.

3. To observe and understand the practice followed by SUPER77.

4. To find out the communication linkages and de-linkages in the

organization.

5. To study the activities of each and every department of the organization.

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 Scope of the Study

This project was undertaken for a specific period in SUPER77.Human

Charging India Pvt. Ltd, UTSAV-100, DLF Phase 5, Sector 43. Gurugram,

Haryana 122002. It is an exercise that is well planned into the curriculum

giving the researcher a valuable opportunity to understand the working

dynamics of the organization and to experiment and exhibit the recently

acquired management and administration skills.

The prospect of the education sector in India seems positive. The Indian

education industry has awakened to interesting times! The last ten years have

seen changes in the leadership development program. Consumers

today longer look for mere practicality in personality development programs,

instead, they look for theme learning, i.e. lifestyle living. Realizing the

tremendous market potential and to make the most of it, the study was

undertaken.

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 Limitations of the Study

Every study is bound by limitations and as such this is no exceptions.

1. “Change is Constant” rule of nature. Hence, the study undertaken may

not hold study for longer duration.

2. The study was conducted under the assumption that the information

given by the respondents is authentic.

3. The analysis and suggestion are given only with respect to marketing

aspects as technical suggestion with respect to the cource could not be

given.

4. Confidential matters were not disclosed by the company.

5. There were time constraints.

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 CHAPTER - 2

REASEARCH METHOLOGY

Methodology of the Study

A variety of methods of study have been adopted by the researcher to fulfil

the objectives of the study.

In order to have a better grasp of the study, the researcher chose to

become a keen observer, studying the various aspects of the

organization.

To have a broader perspective of the study, the researcher

attended the Lifestyle Exhibition at Palace Grounds wherein the

cource of SUPER77. were displayed.

In order to fund out the market realities, the researcher visited the

website of certain companies having almost similar product profile

as that of SUPER77..

With a view to understand the crunch of the matter and to find out

the ground realities, the researcher formed a schedule specifically

for the set of respondents. The researcher met the respondents

personally, interviewed them and made them to fill the

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 questionnaire.

The researcher has done the research in the following manner;

a) Type of the research undertaken is analytical.

b) Technique used is random sampling.

c) Sample size taken is 30.

d) Sources of data used include both primary as well as secondary data.

e) Tool used for the research is questionnaire.

f) Plan of analysis are tables and graphs.

Data Collection Methods

In this study, the foremost data collection instrument used is the

questionnaire method. The questionnaire has been designed with both open

ended and closed ended questions. Apart from this, the research instrument

consists of primary and secondary data collected for the study.

Primary Data:

Here first-hand information is obtained by distributing printed questionnaire to

the marketing executives of the company. Data was also obtained from the

observation and interview technique adopted by the researcher. Moreover,

information was disseminated by the departmental heads.

Secondary Data:

Here the information is obtained from the brochure ofSUPER77, books,

websites, newsletter, journals, magazines, newspapers, etc.

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 SOURCES OF DATA

Primary Data Secondary Data

Questionnaire Newsletter
Observation Journals
Interviews Magazines
Visits to other Newspapers
Companies Information Books
Through Departmental heads Websites

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 CHAPTER – 3

COMPANY PROFILE

SUPER77. Is promoted by Mr. Amit Pandey Sir is one of best

(CHIEF OPERATING OFFICER, EXICOM TELE-SYSTEM LIMITED). He is

also on advisory board of 4 universities and 5 colleges. In supper77 they also

provide services like personality and leadership development program.

It has set international standards in terms of quality of work and execution

of projects.

It was a modest beginning for SUPER77 with a more orders for Personality

development program. Very soon as the scope of the business grew; it started

expanding into diverse activities. It is only a year old but the company has

shown excellent growth since inception and is growing at a rapid pace.

It has a decade of expertise in building turnkey solutions for contemporary

offices and homes. The understanding of modern demands allows optimizing

spaces to derive maximum utility value for every course solution. The

solutions are available in a wide variety of boards such as Pre-lam particle

board, MDF board with post form finish, MDF with veneer finish and MDF with

PVC foil membrane, 2mm PVC edge banded shutter etc. The whole range of

solutions are tailor-made to suit the consumers’ needs blended with

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affordability and aesthetics. It is located at Gurugram , India’s melting pot of

international cultures. They are at a strategic advantage to offer clients course

that reflects the emerging global denizen.

Today’s market is clustered with options to learn new things. But at

SUPER77, what makes it to truly stand apart is the quality of the products and

services. It is driven by the urge to provide quality that is distinctive as the

customers are. Every single COURCE that is learn out of the single unit is

ensured to be flawless and absolutely error-free. The adherence to rigorous

quality standards is maintained at every level because quality is continuous

and consistent process….

SUPER77ensures its customers that the customers will find unique

expressions of their creative niche.

THE CREATIVE NICHE:

• Understanding of modern client mind set allows optimizing spaces to

derive maximum utility value for every interior solution, be it office or

home.

• Application of highly specialized design techniques sets its design apart

from competing companies.

• A combination of proficient project management control, unyielding

quality guarantee and prompt operation and service support.

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 • It builds up a technical drawing, which has detailed records for every

project, thus assuring complete transparency in all business dealings.

• SUPER77 undertakes and completes every project with the same

precision and approach irrespective of the size of the project. Quality of

course provide is checked and sorted based on the target approach to

stringent quality checks at every level.

LEARNING FACILITIES:

The specialized learning solution is help to every student.The array of

course includes:

#BASIC LEADESHIP DEVELOPMENT PROGRAM -

a) Develop basic leadership quality and learn about the personality

development and transformation also.

b) Develop skills and ability to perform and learn new thoughts and

ideas for making decision and lead any work or any small or big

work.

Learn new leadership program.

Enhance decision making ability.

Design leadership mode.

Develop ideas.

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 Learn how to take lead..

ADVANCE LEADERSHIP DEVELOPMENT PROGRAM- In advance

leadership development program SUPER77 provide high level leadership

development program to lead the organisation or to lead at broad level and in

this leadership program we learn new thoughts ideas and so many new

consept for leading the organisation.

• BETTER PERFORMANCE:

This is an online course which gives you better result you can study

with your phone or laptop at home, no need to go anywhere for learn

leadership program.

The working desk system – is available in variety of shapes

and sizes.

Partition system with fully integrated cable management

partitions (two levels of cable raceways).

Partition thickness will be available in 75mm thickness.

Partition is made up of Mild Steel (MS) with required powder

coated colour.

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 Various heights and lengths of partitions are available.

Multiple choice of fabric, laminate, metal perforated sheets,

accessories panel, glass, etc.

• Filling storage units

• Pedestals

• Keyboard and CPU trolleys

• Discussion tables

• Conference tables

• Training tables

• Other office furniture.

Managing Projects:
Though developing a leadership development program is a good idea,

value added services are provided to give customer solution and thus projects

are undertaken.

projects include:

• Student services

• Study material

• Project co-ordination

• False-ceiling

• Networking

• Development work.

Page 37
 Some of its Clients are:

1. Authentic Healthcare Services.

2. Apollo Munich.

3. BAJAJ Allianz.

4. E-MEDITEK.

5. FAMILY HEALTH PLAN(TPA) LIMITED.

6. FUTURE GENERALI.

7. ICICI Lombard.

8. Max Bupa Health Insurance

9. RELIGARE.

10.ADITYA BIRLA.

11HDFC ERGO..

ORGANIZATION CHART
MD

Head Accounts Head Head Head Head

And Marketing Designing Marketing Production
Administration (Home learning (Office leadership

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2 Executives 8 Marketing 8 Designers 2 Marketing
And an Executives Executives

Teaching

Supervisor Supervisor Supervisor Supervisor

(Quality Control) (Production) (Product (Dispatch)
Analysis)

2 Persons 26 Persons 2 Persons 1 Person

(Machine operators
And helpers)

Employee Strength –
A total of 178 personnel are employed and working for the company.

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 DEPARTMENTS

The researcher encompassed the study of four departments namely

Accounts and Administration, Designing, Production and Marketing. The basis

for departmentalization was functional.

ACCOUNTS AND ADMINISTRATION DEPARTMENT

This department is headed by Mr AMIT SIR. Two executives assist him.

This department is broadly concerned with the acquisition and use of funds

by the company. It also analyse, plan and control the company’s financial

affairs. Moreover, the in student administration of the company is also taken

care of. It includes maintenance of showroom and a look into the requirements

and problems of day to day administration. It also keeps a track of things with

regard to student transformation, development services, networking, project

co-ordination, electrical work, etc. It is also concerned with bank facility

availed by the employees. Apart from all these, it also takes into account the

installation part at the customer site after the dispatch of the product. In a

nutshell this department deals with the trouble shooting of any problem.

Page 40
DESIGNING DEPARTMENT

This department is headed by Mr. Albert. Eight creative designers assist

him. The team of designer tailor makes the products according to the needs of

the customers. Two aspects namely affordability and aesthetics are focused

upon. Major activities undertaken in this department are as follows:

• Setting the normal design –

According to the initial measurement told by the customer, a normal

design is set. Once the normal design is finalized by the customer, a

designer accompanied by marketing personnel visits the construction

site and takes the final measurement. Then according to it a design is

set and the price quotations are made.

• Setting the production design –

When the deal is finalized and after receiving 100% of the amount from

the customer, the designers make the production design. This design

clearly demarcates the technicalities so that it becomes easier for the

production personnel to understand.

• Innovative designs –

The team of designers also trigger out the brain cells to create

innovative designs.

Page 41
PRODUCTION DEPARTMENT
This department is headed by MR. PANKAJ MEHATA.. Four supervisors

are in charge of four different activities such as quality control, product

analysing, production and dispatch.

PRODUCTION HEAD

Supervisor Supervisor Supervisor Supervisor

(Quality Control) (Courset (Production) (Dispatch)
Analysis)

2 Persons 2 Persons 26 Persons 1 Person

(leadership development

And helpers)

• Quality Control:

This sub department is mainly concerned with the inspection of student

raw mind. The raw mind are supplied mainly by four companies namely Nova

pan, Spicewood, Bhutan Board and Nepal Board and Unwood. For bulk

orders, direct purchase is made from the local companies such as Marino Ply,

Greenland, Verulam and Kalachandra.

The raw materials obtained are with respected with regard to

requirements and specifications.

Page 42
 • Cource Analyzing:

This sub-department is mainly concerned with targeting and

scheduling. After receiving the production design, it targets as to when the

work needs to be completed and schedules the whole process. Again,

after completion of production process and before dispatch, the product is

thoroughly inspected here.

• COURSE TEACHING:

26 persons comprising of machine operators and helpers are

involved in this sub-department. It consists of five operations namely

teaching, transforming, personality developing, boring and hot press and

post formed.

I. Operation : Cutting
Machine Used No. of Person Involved
1. BEAMSAW 5 persons :
2 operators
3 helpers

2. PANELSAW

II. Operation : Molding

Machine Used No. of Person Involved
1. TEACHERS 4 persons :
1 operator
1 gauge setting
2 for loading and unloading

III. Operation : Edge bending

Machine Used No. of Person Involved

Page 43
 1. THROUGH EDGE 3 persons :
BENDING 1 operator
2 helpers

IV. Operation : Boring

Machine Used No. of Person Involved
1. PHONE OR LAPTOP 3 operators

V. Operation :
Machine Used No. of Person Involved
1. TEACHING 3 operators

2. POST FORMED 3 operators

‫ ٭‬Important Note :

Within 4 hours after cutting the panel, it needs to be covered.

• Dispatch:

After the product is analysed, it is ready for dispatch. Usually, at least

once Teacher goes to the customer site for installation.

Page 44
 MARKETING DEPARTMENT

This department deals with the springboard of all activities. This

department is split into two divisions – one dealing with home furnishings and

the other dealing with office furnishings.

About Course:

This department is headed by Mr Amit badhana. Eight marketing

executives assist him. Let us discuss the 4P’s of marketing mix with regard to

the company.

1. Course :

Basic and advance both leadership programs are provided by

supr 77 to transform your personality.

2. Place:

Located at Gurugram, India’s melting pot of international cultures, the

company is at a strategically advantageous position to offer its clients

teaching that reflects the personality of that person.

Page 45
 The corporate office and showrooms is situated at New BEL Road,

RMV II Stage; Bangalore.

3. Price:

The products are customized so the price also doffers accordingly. The

products offered are basically made either from prelim, MDF or

membrane. Each product has a different rate. Prelim is priced at Rs600

per cource for basic development program.The pricing policy adopted

is cost plus a percentage of profit. While quoting the price of a

cource.The advance leadership development program provide at 1000.

Promotion:

The Company has classroom of its own. The classroom is opened for

all the seven days of a week from 9 a.m. to 9 p.m. Paper insertion are

placed in leading newspapers such as Times of India, Business

Standard, Deccan Herald and Prajavani. Telemarketing is also done.

Display stalls are put up near upcoming teaching dipartment. The

Company also participates in exhibitions. The recent one is, being the

participant of the Life Style Show on Palace Ground at Mekhri Circle.

Office Furnishings:

This department is headed by Mr. Rajesh. Two marketing executives assist

him.

Page 46
 The products dealt with are – modular workstations, filing storage units,

pedestals, keyboard and CPU trolleys, conference tables, training tables and

other office furniture. An important facet dealing with the promotion of a

product is corporate presentations. The target group here is the corporate.

Other than that there is no major change with regard to place, price and

promotion.

HR ASPECTS

Though the company does not have a separate HR Department as it is in

the embryonic stage but the HR aspects are taken care of by Mr. Eugene

Joseph.

• Leave Facility :

All employees are entitled to 12 days of casual leave and 2 days of

sick leave (monthly). In case of a long leave, say a week or more than that,

one needs to inform it before 10- 12 days. In case of emergency, a prior

intimation before 2 days is sufficient. One can also avail the facility of

working on holidays and taking leave on the week days.

• Recruitment :
The Company spells out its requirements to the consultancies about

the suitable candidates. Usually, Mr. Eugene or Mr. Rajesh or Mr. Yesudas

takes the interview of the candidates.

• Training :

Page 47
 A selected candidate is put on training for about 15 days. During

this period, he is not given individual project.

• Job Rotation :
Job rotation is adopted by the company so that there is development

of multi-faceted skills to fill in vacancies and to cope with increasing work

load. Movement is effected in the same grade

THE WHOLE PROCESS AT A GLANCE

Clients come to the website

↓
Initial course is given

↓
Designers design the course

↓
Quotation is made

↓
Negotiation is made

↓
Course combination is chosen by the customer

↓
50% of the amount is given as advance by the customer

↓
Signing of the estimation form
Both the company and client will keep a copy of it

Page 48
 Course drawing is made

↓
Course department

↓
Teaching and transformation

SWOT Analysis

Strength Weakness

• Customized products • A new entrant in the market

• Reasonable price
• Quality
Opportunity Threats

• Growth of education idustry • A lot many players are existing

seems positive in the market
• Huge potential
Future Plans:

The company has shown excellent growth since inception and is

growing at a rapid pace. All these contribute for the company’s future

expansion plan.

• It is going to open classrooms on Kerala. The 1st one is coming up in

Cochin.

• It is going to open 1 more classroom in Gurugram

• Will involve 10 dealers in Bangalore.

Page 49
 CHAPTER- 4

DATA ANALYSIS AND INTERPRETATION

Table No. 1

Table representing the sex of the marketing

executives
Sex No. of Respondents Percentage
Male 6 20%
Female 24 80%
Total 30 100%

Analysis
80% of the respondents are male.

20% of the respondents are female.

Page 50
Interpretation

Majority of the marketing executive are male.

Graph 1

Sex of the Marketing Executives

Page 51
 Table No. 2

Table representing the pricing of courses

Prices No. of Respondents Percentage
High ─ ─
Reasonable 16 54%
Competitive 14 46%
Low ─ ─
Total 30 100%
Analysis
54% of the respondents are of the opinion that the course are

reasonable.

46% of the respondents are of the opinion that the prices of the

course are competitive.

None of the respondents feel that the prices of the course are

either high or low.

Interpretation
Majority of the respondents opine that the prices of the course are

reasonable.

The prices of the course are reasonable though they are

competitive.

Page 52
 Graph 2

Pricing of Course

Page 53
 Table No. 3

Table representing the major competitors of

SUPER77 with regard to Leadership
Development
Major Competitor No. of Respondents Percentage
No dominant player 24 80
Apollo 4 13
Other 2 7
Total 30 100
Analysis
Majority of the respondents i.e. 80% opines that there is no

dominant player in the market.

13% of the respondents are of the opinion that the Apollois the

major competitor.

Other is considered as the major competitor by 7% of the

respondents.

Interpretation
Though brand names like Apollo and Others came into the picture

but the fact reveals that there is no dominant player in the market.

So everyone is competing with each other.

Page 54
 Graph 3

Major Competitors

Page 55
 Table No. 4

Table representing the competitor’s strength

Strength No. of Respondents Percentage
Quality ─ ─
Brand Image 24 80
Pricing ─ ─
Promotional Activities 6 20
Total 30 100
Analysis
80% of the respondents are of the opinion that the competitor’s

strength is brand image.

20% of the respondents opine that promotional activities are the

strength of the competitors.

None of the respondents feel that quality and pricing are the

strength of the competitors.

Interpretation
Majority of the respondents opines that brand image is the strength

of the competitors.

Page 56
Graph 4 The Competitor’s

Strength

Page 57
 Table No. 5

Table representing the quality of the Courses

of SUPER77 with respect to other competitors
Rating No. of Respondents Percentage
Good 17 57
Very good 13 43
Fair ─ ─
Poor ─ ─
Total 30 100
Analysis
Majority of the respondents i.e. 57% are of the opinion that the

products are of good quality with respect to other competitors.

43% of the respondents opine that the products are of very good

quality with respect to the other competitors.

None of the respondents are of the opinion that the products are of

fair or poor quality with respect to other competitors.

Interpretation
Majority of the respondents is of the opinion that the products are of

good quality and is at par with other competitors having brand

names.

Page 58
 Graph 5

Quality of the Course of SUPER77 with respect

to other competitors

Page 59
 Table No. 6

Table representing kind of Course sold more

per month
Products No. of Respondents Percentage
Modular kitchen 27 90
Modular kitchen and 3 10
Wardrobe
Total 30 100
Analysis
90% of the respondents are of the opinion that modular kitchens

are sold more per month.

10% of the respondents are of the opinion that modular kitchen and

wardrobes are sold more per month.

Interpretation
Majority of the respondents is of the opinion that modular kitchens

are sold more per month.

Page 60
 Graph 6

Kinds of courses sold more per month

Page 61
 Table No. 7

Table representing the merits of the Courses of

SUPER77 that differentiates it from others
Merits No. of Respondents Percentage
Reasonable price 10 33
Quality 7 24
Customized product 10 33
Finishing 3 10
Total 30 100
Analysis
33% of the respondents are of the opinion that reasonable pricing and a

customized product differentiates the products of SUPER77 from that of

others.

24% of the respondents are of the opinion that quality is the

differentiating factor.

10% of the respondents are of the opinion that finishing is the

differentiating factor.

Interpretation
Reasonable pricing and customized Course differentiates the

courses of SUPER77 from that of others.

In fact, all the merits such as reasonable pricing, customized

Cpurses, quality and finishing contributes in differentiating the

products from others.

Page 62
 Graph 7

Merits that differentiates the Course of

SUPER77.

Page 63
 Table No. 8

Table representing the factors which play a

major role in demand generation
Factors Ratings

5 4 3 2 1
Price of the Course 4 3 0 1 1

Awareness about the course 3 1 0 4 1

Delivery of the course ordered 1 0 5 1 2

Presentation about the course 0 2 0 3 4

Design of the product 1 3 4 0 1

5 - Very important, 4 - Important, 3 - Makes little difference,

2 - Not important, 1 – Does not make any difference.

Analysis
Price of the product gets the maximum of 5 rating.

Design of the product and the price of the product get the maximum

of 4 rating.

Delivery of the product ordered gets the maximum of 3 ratings.

Awareness about the product gets the maximum of 2 rating.

Presentation about the product gets the maximum of 1 rating.

Interpretation
Price of the product plays a major role in the demand generation.

Design of the product plays an important role in demand

generation.

Page 64
 Graph 8

Factors playing a major role in demand

generation

Page 65
 Table No. 9

Table representing the promotion of the Course

of SUPER77.
Promotions No. of Respondents Percentage
Paper insertion 7 24
Telemarketing 10 33
Display stalls ─ ─
Participating in 10 33
exhibition
Direct mail ─ ─
Presentations ─ ─
Classrooms 3 10
Total 30 100
Analysis
24% of the respondents are of the opinion that paper insertions are

used as promotion of the product.

33% of the respondents opine that telemarketing is the means of

promotion of the products.

33% of the respondents feel that participating in exhibition has

promoted the product.

10% of the respondents are of the opinion that showrooms are used

as promotion of the product.

Interpretation
The company adopts a variety of promotional methods such as paper

insertion, telemarketing, display stalls, participating in exhibition,

direct mail, presentations and showrooms.

Page 66
 Graph 9

Methods of promoting the Course

Page 67
 Table No. 10

Table representing the discount if given on

repeat purchase
Discounts Given No. of Respondents Percentage
Yes 27 90
No 3 10
Total 30 100
Analysis
90% of the respondents are of the opinion that the discount is given

on repeat purchase.

10% of the respondents are of the opinion that discounts are not

given on repeat purchase.

Interpretation
Majority of the respondents is of the opinion that discounts are given

on repeat purchase.

Page 68
Graph 10 Discounts given on

repeat purchase

Page 69
 Table No. 11

Table representing the percentage of discounts

given on repeat purchase
Percentage of No. of Respondent Percentage
Discount
2 – 5% 20 66
6 – 10% 5 17
11 – 15% ─ ─
16 – 20% ─ ─
None 5 17
Total 30 100
Analysis
66% of the respondents are of the opinion that 2-5% discount is

given on repeat purchase.

17% of the respondents opine that 6-10% of discount is given on

repeat purchase.

17% of the respondents are of the opinion that no discount is given

on repeat purchase.

Interpretation
Majority of the respondents are of the opinion that 2-5% discount is

given on repeat purchase.

The company does not adhere to any stringent norm while giving

discount on repeat purchase as there is difference of opinion

among the respondents.

Page 70
 Graph 11

Percentage of discount given on repeat

purchase

Page 71
 Table No. 12

Table representing the way of marketing of the

Course
Way No. of Respondents Percentage
Direct 30 100
marketing(classrooms)
Retailers ─ ─
Dealers ─ ─
All of the above ─ ─
Total 30 100
Analysis
100% of the respondents are of the opinion that the marketing of

products are through direct marketing.

Interpretation
The courses are marketed through direct marketing and dealers and

retailers are not involved in the marketing process.

Graph 12 The way of marketing of the courses

Page 72
 Table No. 13

Table representing the target consumers

Target No. of Respondents Percentage
Upper class 27 90
Middle class 3 10
Lower class ─ ─
Total 30 100%
Analysis
90% the target customers are from upper class.

10% of the target customers are from middle class.

Interpretation
The target consumers are the upper class and the middle class.

Graph 13 The target consumers

Page 73
 Table No. 14

Table representing the kind of incentives received by

the employee
Kind of incentives No. of Respondents Percentage
Commission ─ ─
Schemes ─ ─
Free gifts ─ ─
Recognition 17 57
Nothing at present 13 43
Total 30 100
Analysis
100% of the respondents are of the opinion that no incentives are

given at present.

Interpretation
No incentives are given to the marketing personnel at present.

Graph 14

Kind of incentives received by the marketing personnel

Page 74
 CHAPTER – 5

SUMMARY OF FINDINGS

A Summary of Findings:

The finding can be grouped together into two broad categories such as;

Specific Findings:
This is pertaining to the objectives of the study.

General Findings:
This is with regard to the market dynamics and visits made by the

researcher to companies having almost similar products profile.

Specific Findings:

1. The company adopts a variety of promotional methods such as paper

insertion, telemarketing, display stalls, participating in exhibitions,

direct mail, presentations and showrooms.

2. Though brand names like Godrej and Trident Inter Wood came into

the picture but the fact reveals that there is no dominant player in the

market. So every player is vying with each other to capture a larger pie

in the markets.

Page 75
 3. Transparency is maintained at the levels of the organization.

4. The products are marketed through direct marketing (classroom) and

dealers are not involved in the marketing process so far.

5. The activities carried out by each and every department of the

organization is systematic.

General Findings:

1.Foreign companies can invest up to 100% in most of the teaching

industries in India, including furniture.

2.With the vast array of modular option available in market, the consumer

isn’t really strapped for choice.

3.Italian manufacturers have now entered the Indian markets. Moreover,

furniture made from Asian Teak Wood which is available in the rich rain

forests of Malaysia is flooded in the Indian market. In a nutshell, this

means to say that the competition is very intense.

4.Many branded companies outsource the products because of which the

delivery time of the product ordered is stretched. In this respect,

SUPER77 has an added advantage.

Page 76
5.With respect to the foil, super77 offers a wide range of course. This gives

it an edge over the others.

6.“Quality never comes cheap”. This is true but at the same time, it is also

true that quality can come at a reasonable price. With regard to the

quality, products of SUPER77 are at par with the other players having

brand names and at the same time the products are reasonable priced.

7.With regard to home furnishings, most of the companies have

standardized products but the products of SUPER77 are customized.

This can be rightly marked as the strength of the company.

8. Majority of the marketing executives are male.

9. The prices of the products are reasonable though they are competitive.

10. The products are of good quality and are at par with other competitors

having brand names.

11. Modular kitchens are sold more per month. So, this area needs greater

focus.

12. Reasonable pricing, customized products, quality and finishing

contributes in differentiating the products of the organization from that

of the others.

Page 77
13. Apart from price of the product, design and delivery time of the product

ordered play a crucial role in triggering out demand generation of the

product.

14. Discount is given on repeat purchase.

15. The company does not adhere to stringent norm while giving discount

on repeat purchase.

16. The target consumers are the elite and upper middle class.

17. No incentives are given by the company to its marketing personnel at

present.

Page 78
 CHAPTER – 6

CONCLUSION

“No man has the right to dictate what other men should perceive, create or

produce, but all should be encouraged to reveal themselves, their perceptions

and emotions and builds confidence in their creative spirit!”

This inspiring thought of Ansell Adams is well appreciated by new style

marketing organizations which understand that “boxes and lines” structures

can’t drive value in fast moving environments. No doubt, Ferror Dek Pvt. Ltd.

is one of them because they believe in teamwork. Today, the need of the

Indian consumer evolves beyond “roti, kapada aur makaan”. The game in the

new-breed furniture industry is no longer furnishing. It is about “home

dressing”. To capture opportunities continually, the company must have a

continual flow of ideas. Transforming a pipeline full of ideas into a value –

generating portfolio of products and services is hard. Herein, lays the

importance of co-ordination.

A home is not just a living space but one’s statement of individuality to the

world. Big or small, it’s all about adding own touch to one’s home to make it

unique – a perfect blend of form and function. With the ever increasing

number of house-hold items, a highly dynamic and always on the move job

profiles, it is crucial for people to employ efficient storage spaces that are

affordable to purchase. The modular kitchen of today is the epitome of

Page 79
functionality and multi-purpose aspects. With the rise in income and the

infiltration of western luxury goods have created a cultural shift towards

materialism and consumerism. Ferror Dek with its unique strength provides

customer solution that offers the perfect balance of quality and economy.

In today’s crowded market place, where products and services are touting

themselves to be the best, it is vital to stand out in the crowd. From the

various channels of advertising, point of sale displays and how the employees

are relating to the customers. It is important for Ferror Dek Pvt. Ltd. to

establish and reinforce an unmistakable brand and corporate identity in all

channels of fickle minded consumers. Herein, lays the importance of the

Japanese proverb which says – “Thinking without action is a daydream and

action without thinking is a nightmare”.

Page 80
 CHAPTER – 7

SUGGESTIONS AND RECOMMENDATIONS

This chapter lists the various recommendations and suggestions with

respect to the findings and in congruence with the objectives of the study.

Recommendations:

1.It’s overwhelming to find out that the organization works in a systematic

manner. A blend of co-ordination will definitely enhance the

performance of the company.

2.Quality clubbed with reasonable pricing and quick delivery made the

product of the company stand apart. The marketing campaign should

focus on this aspect and made according to its line.

3.The strength of the company is its customized products. This very fact

must be highlighted in the marketing campaign.

4.As the products are reasonably priced, the ambit of the target consumers

should be stretched so that middle class consumers also fit into it.

Page 81
5.The company must stick to a norm while giving discounts on repeat

purchase. This will certainly help in sales promotion in order to create

repeat purchase.

6.In order to have a rapid market access, the company can include

dealers, if not retailers at the moment.

7.The company should focus the marketing strategies on Modular kitchens

in the home furnishing arena as it is moving in the market rapidly.

8.The company can introduce some reward schemes so that a person is

benefited after the fulfilment and over achievement of the target. This is

predominantly done to motivate the sales force and enhance their

performance.

9.Other than emphasis on design, craftsmanship and product quality, the

company’s unique strength also lies in its capability as a fully –

integrated furniture manufacturer. This fact should be highlighted

during the advertisement campaigns.

10. The need of the hour is aggressive marketing.

Page 82
Suggestions:
1.Everyone is aware of the growth in wealth and change in lifestyle among

Bangalore’s novae riche. So the marketing campaign should be

designed to woo the customers.

2.The company should explore all possible ways in order to aggressively

sell its products. So, the company can register itself in Furniture.co.in

as it is India’s biggest online B2B plan with largest virtual furniture

directory.

3.The construction industry is in boom. In order to tap the potential market,

the Company can advertise in a magazine named ‘Builders Grid’. This

will help in showcasing the products of the magazine. This can add an

extra spice to sales.

4.Feng Shu items are gaining prominence right at the moment. Feng Shui

describes the wood personality as one possessing good decision

making skills, idealism, imagination, compassion and the ability to

create change. The fact can help in emotional marketing of the product

and also combat competition from Godrej whose modular kitchens are

made of steel.

5.In today’s crowed market place in order to increase the size of the pie,

the Company can adopt innovative promotional strategies. One of them

Page 83
 can be suggested as ‘Dream House’ road shows. It will help in creating

and reinforcing the Company’s identity in the minds of the consumer.

6.In order to be extra ordinary, the Company has to walk the extra mile. A

method named ‘Experimental Marketing’ can be adopted by the

Company wherein the prospective consumers can be invited to visit the

showroom and touch and feel the products.

7.Since the competition is intense, so there should be some value addition

so as to make the Company stand apart in the market. One such way is

to improvise the customer service.

8.Consumer is the king in the market. This fact should be deeply rooted in

the minds of the employees. The Company can adopt some ways to

listen to the customer’s feedback which should be noted in writing so

that it will help in continual improvement and make the company to be

in the right track always. Moreover, a sense of involvement will be felt

by the customer’s whish can give the company a cutting edge.

Page 84
 BIBLIOGRAPHY

Books:

1. SELLING THE INVISIBLE BY HARRY BACKWITH

2. PERMISSION MARKETING BY SETH GODIN

3. POSITIONING BY AI RIES AND JACK TROUT.

4. THE BRAND FLIP BY MARTY NEUMEIER.

Websites:

www.super77.in

Page 85
 APPENDICES AND ANNEXURES

A copy of the questionnaire, some eye sizzlers showcasing the products of

the company and paper insertion are enclosed herewith.

QUESTIONNAIRE

1) Name:

2) Address:

3) Designation:

4) Sex:

a) Male

b) Female

5) Type of products dealing with

a) Basic leadership development program

b) Advance leadership development program

6) How are you priced?

a) High

b) Reasonable

c) Competitive

d) Low

Page 86
 7) Who is your major competitor?

8) What is your competitor’s strength? / What makes you ahead of

him?

a) Quality

b) Brand image

c) Pricing

d) Promotional activities

9) With respect to other competitors how do you rate yourself in terms

of quality?

a) Good

b) Very good

c) Fair

d) Poor

10)Which products are sold more per week/per month?

11) What specific merits do you think will differentiate your products

from others?

a) Reasonable price

b) Quality

c) Customized products

Page 87
d) Finishing

12)How important do you feel that the following factors play a major

role in demand generation on a scale of 1-5?

a) Price of the product

b) Awareness about the product

c) Delivery time of the product ordered

d) Presentation of the product

e) Design of the product

5- Very important

4- Important

3- Makes little differences

2- Not important

1- Does not make any difference

13)How do you promote your products?

a) Paper insertion

b) Telemarketing

c) Display stalls

d) Participating in Exhibition

e) Direct mail

f) Presentations

g) Showrooms

h) All of the above

Page 88
 14) A) Do you give any discount on repeat purchase?

a) Yes

b) No

B) If yes how much discount do you give?

a) 2-5%

b) 6-10%

c) 11-15%

d) 16-20%

e) None

15)How are you marketing your products?

a) Direct marketing

b) Retailers

c) Dealers

d) All the above

16)Who are your target consumers?

a) College students

b) School students

c) Working person

d) Corporate

17)What kind of incentives are you getting?

a) Commission

b) Schemes

c) Free gifts

Page 89
d) Recognition

e) Nothing at present

THANK YOU!

Page 90