A

DISSERTATION REPORT

ON

“THE EFFECT PROMOTIONAL MIX ON SALES PERFORMANCE”

BACHELOR OF BUSINESS ADMINISTRATION

Affilated From

H.N.B GARHWAL CENTRAL UNIVERSITY, SRINAGAR

UTTARAKHAND

SUBMITTED TO SUBMITTED BY
Mr. HARSH KUMAR SHUBH AGARWAL
ASSISTANT PROFESSOR BBA 6TH SEM
DIMR MARKETING

9TH MILESTONE RISHIKESH HARIDWAR HIGHWAY SHYAMPUR, RISHIKESH

(BATCH-2019-2022)
 ACKNOWLEDGEMENT
I extend my sincere thanks to all those who helped me in the completion of this project. Without
their undying help and guidance, this project would not be what it is. I specially extend my heartfelt
thanks to my Faculty Guide Mr. Harsh Kumar for helping me at every step, and guiding me in
every way possible. This project would not have been successful without his help and continuous
guidance throughout. A special note of thanks also goes out to the people from various fields for
giving me their precious time and helping me with this project. I also extend my appreciation
towards my family who encouraged me and were by my side whenever I needed them.

SHUBH AGARWAL
 CANDIDATE DECLARATION

I here by declare that the project entitled “The Effect of Promotional Mix on Sale
Performance” being submitted by me at HNB GARHWAL UNIVERSITY SRINAGAR
towards the partial fulfilment of the requirement for the award of Degree of Bachelor of
Business Administration (BBA).

I here by also declare that this project work is my original work. The matter embodied in this
project report has not been submitted to any other Institution or university.

SHUBH AGARWAL

BBA VI (SEM)
 Abstract
This study sought to identify the effects of the sales regulation on the promotional Mix variables
of the sales firms. It also sought to identify the problems these firms were experiencing as they
modified thepromotional Mix variables to suit the new regulated environment. To evaluate the
relationship between product and sales performance promotional mix.To find out the best
promotional tool preferred by the marketers.To know the peak periods of sales promotion
activities.To determine the effects of marketing mix on sales performance..This has affected the
marketing activities of the sales firms. Many sales firms therefore have had to adjust their
promotional Mix variables to respond to the new challenges. The study used primary data, which
was collected through the use of a questionnaire. The mode of data collection was though personal
interviews. The data, which was obtained from all the four sales, firms was analyzed using
descriptive statistics. Findings of this study revealed that regulation of sales industry has brought
very serious challenges to the sales industry. The study also found out that the sales firms have
reduced significantly advertising and promotions e.g. through outdoor advertising, electronic and
print media. The industry can longer freely use the traditional promotional Mix elements. They
have been forced to modify all the elements if the have to survive. They are now using more direct
ways of reaching their target consumer. Secondly sales firms have invested heavily in marketing
research activities in an effort to develop more environment and user friendly products. A lot of
research efforts have also been put on consumer studies in order to identify more direct and
effective channels of communicating to their target consumers. The study further revealed that
these firms are also now involving themselves in social responsibility issues like afforestation,
rural health development, informal sector support programmes as well a contributing to
infrastructure development like rural road repairs and education programmes which are geared to
educate the public on the risks associated with smoking. Finally the research found out that
although the sales regulations are clearly spelt, the enforcement of these rules and regulations is
quite weak and as a result the locally owned firms were flouting these regulations. And therefore
having an unfair advantage. The study found out that the subsidiaries of the multinational firms
were already on an industry voluntary code which set the industry's own position with respect to
sales promotion and advertising particularly at this time of heavy restrictions on its sale ad
marketing. In view of the changing environment as a result of increasing globalization,
internationalization of business and increased calls for regulation of the businesses, the sales
industry must look for new perspectives and innovative marketing tools for them to successfully
face the new challenges. The traditional promotional Mix elements cannot freely be applied in the
regulated business environment and therefore the need to identify new ways through which to
reach their target consumers. Sales firms able to develop environmentally friendly products with
affordable prices and able to maintain low operational costs will have a competitive advantage in
the market place. The researcher intended to collect the information from all the marketing
managers or their equivalents, from the four firms but in one of the firms it was not possible to
personally collect the information.
S.No. TITLE

Front Page

1 Acknowledgement

2 Declaration

3 Abstract

CHAPTER 1

4 Introduction of the Topic

CHAPTER 2

5 Objectives of the study (at least 5)

CHAPTER 3

6 Literature review

CHAPTER 4

7 Research Methodology

CHAPTER 5

8 Data Analysis& Interpretation

CHAPTER 6

9 Findings

10 Suggestions& Recommendations

11 Limitations of the study

12 Conclusion

13 Bibliography (References)

14 Annexure (Questionnaire)
 Chapter 1
Introduction of the topic
 Promotional Mix

“The process of ascertaining consumer needs, converting them into a product or service & then
moving the product or service to the final consumer or user to satisfy such needs & wants of
specific customer segment or segments with emphasis on profitability, ensuring the optimum use
of resources available to the organization.”
Promotional Mix is so basic that it can’t be considered a separate function. It is the whole business
seems from the point of view of its final results that is from the customer’s point of view Business
success is not determined by the producer but by the customer.”
According to me Promotional Mix means, push the product to the market & pull the customer
towards the business. We can say that the main aim of the marketer is to convert the want of the
customer to the need of the customer. “Thus Promotional Mix job is to convert societal needs into
profitable opportunities. Hence, Promotional Mix occupies an important position in the
organization of a business unit. It is one of the important line activities of business operation. It
consists of the ownership of goods. Goods are not complete products until they are in the hands of
the customer. It is the process by which products are made available to the ultimate consumers
from their point of origin. It consists of all those activities, which are meant to ensure the flow of
goods & services from the producer to the consumer. Therefore, Promotional Mix thinking must
start with a crystallization of needs of consumer segment of which the efforts will ultimately be
aimed. In terms of needs, the product or service must be developed or improved so that ultimately
the product satisfies such needs of the consumer segment involved.
Today marketer, have to take tough decisions because today’s market place is venomously more
complex. Domestic markets, at one time safe from foreign invaders are now the happy hunting
grounds of giant global corporation as well as global niche specialists. Major strides in technology
have considerably shortened time & distance. New products are launched & astonishing pace are
available worldwide in a short time. Communicating ones media are proliferating new distribution
channels & formats keep appearing. Competitors are everywhere & hungry
Promotional Mix
 1. Personal selling
It is a part of the promotional mix which involves a one to one communication between buyers &
customers (either potential or already customers). As it is a one-to-one communication, it generates
direct contact with prospects and customers. Even though it is considered to be one of the most
expensive forms of promotion, it is also considered to be the most successful as a seller-buyer
relationship can be created and developed.

2. Advertising
One of the key factors in the promotional mix, which contributes to brand building and also how
the market perceives is advertising. It is always a big part of the promotional mix because of the
far and wide reach of advertising and the message that you can send to your existing and
potential customers. Good advertising can build a solid brand. On the other hand, bad advertising
with a wrong message, can cause the brand or product to fail.

3. Direct marketing
While advertising targets a mass-audience, direct marketing targets prospects and customers.
Social media marketing, Email marketing, Internet marketing are all types of direct marketing used
by companies. They have become important in the promotional mix lately because people are
using internet far more than they used to a decade back. ,’s employ direct marketing in order to
engage in one-way communication with its customers, about product announcements, special
promotions, order confirmations as well as customer inquiries.

4. Sales & Marketing promotions

Sales promotions are one of the most common types of promotion used by companies. Their main
purpose is to stimulate purchasing and sales. While it has the potential of increasing sales, it is also
beneficial for informing prospects about new products on the market or just to recapture old or lost
customers. Such examples include: coupons, product samples, etc.

5. Public relations
Lastly, public relations enable an organization to influence a target audience and through this,
create a favorable and positive image. They tries to connect with the audience by sharing
information with them about the, and about the product. If anything goes wrong on the information
front, the public relations department has to step forward and rebuild the public image.
Promotional Mix is a by-product of customer oriented Promotional Mix approach. After
identifying the market & gathering the basic information about it, the next step in the direction of
market programming is to decide upon the instruments & the strategy for meeting the needs of the
customers & challenges of rival sellers.
According to W.J. Stanton, “Promotional Mix is a combination of four elements such as product,
pricing structure, distribution system & promotional activities used to satisfy the needs of an
organization’s target market & at the same time achieves its Promotional Mix objectives. Every
business enterprise has to determine its Promotional Mix-mix for the satisfaction of the needs of
the customers. Promotional Mix represents a blending of decision in four areas product, pricing,
promotion & physical distribution. These elements are inter-related, because decision in one area
usually affects action in the others.
Promotional Mix is Promotional Mix manager’s instrument for the attainment of Promotional
Mix goals. It is composed of four ingredients, i.e.
A. Product
B. Price
C. Promotional activities
D. Distribution
These elements constitute the core of Promotional Mix system of a firm. A Promotional Mix
manager implements his strategies & policies through these instruments.
Promotional Mix mix represents a blending of four elements namely product, price,
promotion & distribution. Determination of Promotional Mix is an important decision
which the Promotional Mix manager has to take. The basic purpose of Promotional Mix is to
satisfy the needs & wants of the customer in most effective manner. As the needs of customers &
the environmental factors change, Promotional Mix is also changed.
Sales Performance Management
Sales Performance Management (SPM) is the range of interdependent, operationalized sales
processes aimed at improving the effectiveness, efficiency, and overall performance of a sales
organization. On a basic level, SPM improves operational efficiency and effectiveness of sales
processes through automation, centralization, and more.

Why is Sales Performance Management Important?

Sales Performance Management (or “SPM” for those who are conserving their syllables)
has been called a process, a discipline, an art, a science, a practice, and an approach – just to
name a few. While there may not be widespread agreement on what to call SPM, it’s
indisputable that with increasing business complexity, rapid pace of change, and mounting
competition, SPM is an imperative for any organization seeking sales success. In fact, according
to Gartner, the SPM market grew 13% in 2018 to $950 million. But what is it? Read on.
If you Google “What is sales performance management?” you’ll get dozens of articles, each with
a different definition.
According to Gartner, SPM capabilities include: sales incentive compensation management,
objectives management, quota setting, management, and planning, territory optimization,
management, and planning, advanced analytics (such as benchmarking, predictive/prescriptive
and machine learning/cognitive), and gamification.
At OpenSymmetry, we’ve observed a common misconception among people, which is that SPM
is all about the calculations of commission payments – something that a majority of companies
still do using spreadsheets or a homegrown system. We offer the “SPM wheel” as a visual
representation of our holistic definition of SPM. This wheel illustrates the multidisciplinary
nature of SPM where there is a clear interdependence of business processes, all requiring an
ongoing, iterative cycle to keep the processes running at an optimal level. Put this SPM wheel
into motion and you’re on your way to having a best-in-class SPM solution that will improve
day-to-day sales processes and operations – leading to a more productive sales force and
increased revenue.
 CHAPTER 2
OBJECTIVES OF THE STUDY
 OBJECTIVE OF STUDY

 To evaluate the relationship between product and sales performance promotional mix

 To find out the best promotional tool preferred by the marketers.

 To know the peak periods of sales promotion activities.

 To determine the effects of marketing mix on sales performance

 CHAPTER 3

Literature Review
 Literature Review

Abdel-Fattah, (1988)

The primary purpose of the promotion is to contact the consumer and influence it, and the
good effective promotion requires of both understanding and knowledge of the persuasion
process and how it is affected by various environmental variables, the targeted Consumers
must be able to understand all the information he receive, and then the desired information
must be formulated in the light of environmental considerations associated with consumer
culture before delivered

Mualla, (2006)

The promotion can be defined as a “marketing activity involves the persuasion contacting
process through which the sender define of a commodity, or service, or an idea, or a place, or
a person, or a pattern of behavior for the purpose of influencing the members of a particular
audience minds, to appeal to their response behavioral about what promotes”

Mualla, (2006)

Promotion has an important role in forming of loyalty and psychological connection degree
between the consumer and the product, the ad campaign, and the formulation of a sentence
that create loyalty to the product play a major role in the success of achieving the objectives
of the promotion policy

Abdul Hakim, (2004)

It could be argued that the target of the promotion policy is mainly to develop of the market
share of the Company, and to present to consumer adequate definition of the product, as well
as to clarify how it is used

Kaario (2003)
Found that if a sales person is able to identify an opportunity for customer process innovation
and is also able to deliver a solution capable of creating the expected value, then the role of
service/solutions provider shifts to that of a trusted part-ner. Because sales people are in daily
contact with customers and know what they value, it is important that they are included in the
development of the sales process and the eval-uation tools used to measure the delivery of
Value SalesBased on their analysis of the available literature on sales performance
measurement

Zal-locco (2009)
Found that for the measurement points to have meaning for sales man-agers and salespersons
should be involved in the development process. They found that this is most often not the
case, and they found that there was a large gap between the company strategy and the
salesperson understanding of the measurement points.
Mallin, O´Donnell, Hu, (2009)
The use of sales performance measurement tools also helps reduce uncertainty in sales
peoples performance, and also help develop manager trust as the manager has a better view of
how sales peoples targets are met and how in line with company strategy they are as the
manager sees that the sales person is meeting their goals and working in accordance with
company guidelines,

Mallin & DelVeccio (2008)

Sales people with long work tenure may find sales performance measurement tools
bothersome, and more trouble than they are worth as they are confident in their performance.
These sales people’s relationship with customers may already be so well devel-oped that they
have evolved in to an informal discussion without clear measurable points.
 CHAPTER 4

Research Methodology
 RESEARCH METHODOLOGY
A Research Methodology defines the purpose of the research, how it proceeds, how to measure
progress and what constitute success with respect to the objectives determined for carrying out
the research study A questionnaire is a research instrument consisting of a series of questions
for the purpose of gathering information from respondents. Questionnaires can be thought of
as a kind of written interview. They can be carried out face to face, by telephone, computer or
post.

Questionnaires provide a relatively cheap, quick and efficient way of obtaining large amounts
of information from a large sample of people.

The research design and methodology is presented as follows

2.1 Data collection:

 The task of data collection begins after a research problem has been defined and research
design has been chalked out.
 While deciding about the method of data collection to be used for the study, the research
should keep in mind two types of data viz. Primary and Secondary.

2.2 Sources of data

Primary data:
Collection of primary data was conducted by visiting various retail outlets for the
preparation of the thesis report.

Questionaire & personal interviews are the method that I have used for colletion of data.

Secondary data
The sources from which secondary data was collected:
Press releases of the,
Book, Magazines and Newspaper.
Newsletters and in-house journals
Research Design

To meet the objectives, the study used descriptive research. The descriptive study was done
through review of existing literature that helped in validation and extraction of the important
variables and factors.

Research Approach:

The survey method was collected by primary data. Survey research is systematic gathering of
data from respondent through questionaire.

Research Instruement:

The data of this research study was colleted by survey techniques using interview method
guided by questionaire.
 CHAPTER 5

DATA ANALYSIS & INTERPRETATION

 1. What type of information will you collect?

Particular Price Quantit Quality Attributes Consumer Total

y experience
No. of respondent 26 11 32 10 21 100
Percentage 26% 11% 32% 10% 21% 100%

No. of respondent

26

11 Price
Quantity
Quality
100
32 Attributes
Consumer experience
Total
10

21

INTERPRETATION
Survey results showing that people who said they collect information before purchasing product they
mainly concern about the product quality and price least concern about attributes
 2. What are the Nature of Outlets?

Nature of outlets

Seasonal 10

Non-seasonal 90

NATURE OF OUTLETS
seasonal, 10

seasonal
Nonseasonal

Nonseasonal, 90

INTERPRETATION

The survey revealed that about 90% of the total outlets are non seasonal, that means they sale ABC

product throughout the year. And rest 10% outlets are seasonal.
 3. . In which type of outlet you want to go?

No. of outlets Series 1 Series 2

mixed 5 2.4 2
Exclusive(PCI) 9 4 2
Exclusive(CCX) 6 1.8 3
Category 4 4.5 2.8 5

No. of outlets

5
6

mixed
Exclusive(PCI)
Exclusive(CCX)

INTERPRETATION

From the above figure it is clear that out of 20 outlets, 9 Outlets are exclusively ABC (PSI)

counters, another 5 outlets are of mixed type & the rest 6 outlets are exclusively ABC

counters.
 4. In which type of brand you are focusing?

focus brand
Glass bottle 40
Pet 26
Can 18
Mineral water 10
soda 6
Total 100

focous brand

6
10
40
Glass bottle
18
Pet
Can
mineral water
26 soda

INTERPRETATION
From the above study I knew that most of the outlets focus on glass bottles (RGB).Other few
outlets focus on PET, CAN, Mineral Water or Soda.
5. How you get to know about this scheme?

SMS By Salesman By CE other source

30% 42% 23% 5%
2.5 4.4 2
3.5 1.8 3
4.5 2.8 5

SMS
30%

2.5
1
4.5 2
3
4
5

3.5

INTERPRETATION
From this figure it is clear that most of the outlets get information about the promotional
schemes from the salesman.
Rests of the outlets get information by SMS, Customer executives or any other sources of
information.
6. What are the Types of schemes?

No of outlets Series 1 Series 2

Regular 10 2.4 2
Promotional 7 4.4 2
Incentive based 3 1.8 3
Category 4 4.5 2.8 5

No of outlets

4.5

10 Regular
Promotional
3
Incentive based
Category 4

INTERPRETATION
The above figure shows that the regular promotional scheme is very much
popular because the retailers want permanent income throughout the year. They
also like various promotional schemes such as UTC and Scratch card .Incentive
based scheme is not much popular because in this scheme some target is given to
the owners of the outlets.
7. What Promotional Scheme Received by outlets?

Pecentage Sales
Refilling 40% 40
Scratch card 26% 26
Under the Crown 18% 18
Gifts 9% 9
Discount & Rebate 7% 7

Sales

7%

9%

Refilling 40%
40%
Scratch card 26%
18% Under the Crown 18%
Gifts 9%
Discount & Rebate 7%

26%

INTERPRTATION

UTC, Refilling & Scratch card Scheme is most popular & known scheme
received by maximum outlets .Gift and Discount /Rebate schemes are not
received by maximum outlets because they have some conditions to be fulfilled
for getting it.
8. How many Promotional tools available at different outlets?

Units No.of outlets Series 2 Series 3

Refilling 10 2.4 2

UTC 5 4.4 2

Scratch card 2 1.8 3

Gifts 2 2.8 5

Discount/Cr 1

No.of outlets

5%
10%
Refilling

10% UTC

50% Scratch card

Gifts
Discount/Cr
25%

INTERPRETATION

After the survey, I came to know that the retailers appreciate mostly two types of promotional
schemes i.e. UTC & Refilling because; here the owners get Benefits of the scheme from sales
person on the spot of purchase.
9. Do you think which Promotional tool is available in outlet?

Units No.of outlets Series 1 Series 2

Visi-cooler 18 2.4 2
Rack 11 4.4 2
Signboard 15 1.8 3
POS Displays 7 2.8 5

Promotional tools provided

14%

35%
Visi-cooler
Rack
Signboard
29%
POS Displays

22%

INTERPRETATION
From the survey I observed that ABC provides various types of promotional tools to the outlets.
The, has provided VisiCoolers and Signboards to maximum outlets but, the supply of Racks and
POS Display is not so significant though they can increase sales volume.
10. What are the Effect of promotional Schemes on Purchase Behavior of
Retailers?

Sales
Not Significant 3
Significant 97
3rd Qtrs. 1.4
4th qtrs. 1.2

Sales
1.2
1.4
3

Not Significant
Significant
3rd Qtrs.
4th qtrs.

97

INTERPRETATION
According to the Survey it is found that maximum retailers want to purchase more products
when promotional offers are given to them even if they have a large stock.
11. What promotional expenses throughout the year

promotional expenses’
March-June 20
July-October 29
Nov-Feb. 51
Total 100

Promotional expenses

20%

march-june
july-october
51%
Nov-feb

29%

INTERPRETATION
During summer (Mar-June) the demand for cold drink is high so ABC reduces the
promotional expenses and at rest of the period promotional expenses is high due to low

market demand. During the winter season (Nov-Feb) promotional expenses is maximum.
12. What are the factors affecting sales growth?

%of respondents
Consumer Demand 11
High Margins 41
Heavy Advt. 15
More free offers 12
Sales force efficiency 7
Product quality & packaging 14
Total 100

% of respondents

More schemes 14% 11%

12% Consumer Demand
7%
High Margins
Heavy Advt.
41%
More free offers
15%
Sales force efficiency
Product quality & packaging

INTERPRETATION
From the above survey it is clear that sales promotion activity such as
high margin, more schemes & heavy advt. has a large impact on sales
growth.
13. What do the reaction of outlet on overall promotional make the activity of?

Series 1 Series 2
Respondents 30% 70%
Total 100%

Respondents

30%

Series 1
Series 2

70%

INTERPRETATION
Most of the outlets are satisfied but some of the outlets report insufficient
supply of products and delay in redressal of customer grievances such as repair
of Visi Cooler etc.
CHAPTER-6

 FINDINGS
 SUGGESTIONS & RECOMMADATIOM
 LIMITATION
 CONCLUSION
 BIBLOGRAPHY
 ANNEXURE
 Findings
1. The most basic objective of any sales promotions is to provide extra value that
encourages purchase.
2. Short term sales increase is required to reduce inventory. Promotions like price-off or
bonus pack gives large & immediate benefit.
3. Sales promotion schemes like price-off or free gift induce customers to buy a new
brand.
4. Trade promotions are designed to gain distribution and shelf space.
5. Sales promotions give the consumer an incentive to buy.
6. Sales promotion can be measured objectively to judge their success.
7. ABC gives various promotional tools (VisiCooler, Racks, Signboards, POP displays)
and profitable schemes to the retailers that increase their sales volume.
8. Promotional expenditures ultimately increase sales volume.
9. ABC provides its products at a special price to various shopping malls such as Big
Bazaar, Pantaloons, Vishal Mega mart, In and out, Sasta Bazaar. Reliance Fresh etc
with an aim to promote the Brands.
 Suggestion & Recommendation

1. Should give knowledge to the salesman about the promotional Scheme so that they can
better understand the importance of promotional activities.
2. Should be a regular meeting between distributor &, about the implementation of sales
promotion.
3. Fast repairing of ViSi Cooler will gain the faith & goodwill of the customer.
4. Should provide racks to more outlets to keep Pet bottles for display.
5. Should adopt the promotional activities properly and not in a trial and error method.
6. Should arrange training or Seminar programs for retailers to make them aware about
the sales objective and enhance their selling ability.
7. Should provide more profitable schemes so that the retailers can happily accept it.
8. Should spend more on Promotional schemes on the weaker products like ABC, M.dew
etc. to boost up Sales.
 LIMITINATIONS

The major limitation of the study was that the depth study in the subject could not be
done because of limited time.
 The, doesn’t declare all the data & the internal data are kept confidential.
 Though every sincere & possible effort has been made to collect the data, some
retailers were uncooperative in providing the actual data.
 The project is done in CTC may not represent the figure of the whole India.
 Since the data collected was representative based the accuracy is questionable.
 Some questions created confusion among the respondents.
 The respondents were not interested to fill up the questionnaire due to lack of
interest.
 The sample has taken only 20 respondents. They may not represent the whole
population.
 Lack of secondary data Collection of the recent brochures, in house journals,
etc. of the, was relevant to a little extent. But most of the necessary information
is not available in the,
 Conclusion

Sale promotion is a promise made to the consumers & retailer by the, Sales
promotion, not only has Functional and Mental dimensions but also Social and
Spiritual dimensions. The challenge in front of Indian organizations today is to
first understand and then satisfy the needs of the customers. The needs of the
customers today are experiences and not just the products.
The Indian Organizations have to concentrate on delivering the experiences to the
customers leading to satisfaction and association with all the dimensions of the
brand. These experiences can be delivered by involving the customer in the
supply chain which demands improvement from the organization in terms of
training the employees and aligning the culture to deliver value to the
Customers.
The participation of the customers can be ensured by using novel methods of
communication and branding. The Profit and Sustainability of Indian Brands will
depend on how efficiently and quickly the organization can adapt to these new
demands of the customers.
 BIBLIOGRAPHY
BOOKS:

1. Saxena, Ranjan, ‘Promotional Mix Management’, TATA McGRAW HILL, New Delhi,
Third Edition.
2. Kotler, Philip, Kevin Lane Keller, Abraham Koshy, Mithileshwar Jha,‘Promotional Mix
Management’, PEARSON Prentice Hall, New Delhi, Twelfth Edition.
3. Ramaswamy, V. S., S Namakumari, ‘Promotional Mix Management’,
MACMILLAN INDIA LTD., Third Edition.
4. C.R.Kothari, Business Research methodology, new age publication.
5. Bryman, Al`an, Emma Bell, ‘business research method’, OXFORD, second Edition.
MAGAZINES, JOURNALS, NEWSPAPERS & RESEARCH PSPER.

.1. Business world.

2. Economics Times.
 Qestionnaire

Personal Detail
 Name of Outlets: ………………………………………………….
 Contact Number: ………………………………………………….
 Location of Outlets: ……………………………………………
 Name of Distributor: ……………………………
FROM THE FILE
1. What type of information will you collect?

☐Consumer’s Experience

☐Quality

2. Do you believe the self promotion in the organization as a tool for combining
competition?
☐YES
☐NO
3. Does the sales promotion in the organization changes the sales performance?
☐YES
☐NO
4. For how long have you served the organization?
☐1-4 years
☐5 - 9 years
☐10 - 14 years
☐About 15 years
5. Do the forms of says helps in sales performance?
☐Yes
☐No
6. Do your organization carry out the sales promotion?
☐YES
☐NO

7. What are the Nature of Outlets do you like?

☐Seasonal
☐Non-Seasonal:
8. What are the Types of schemes do u prefer?
☐Mixed
☐Exclusive (PCI)
☐Exclusive (CCX)

9. In which type of brand you are focusing?

☐ Glass bottle
☐ Pet
☐ Can

☐ Mineral Water
☐ Soda
10. How you know about Scheme?
☐ SMS

☐ Salesmen
☐ C.E

☐ Other sources
11. Which type of scheme do you prefer?
☐ Regular
☐ Promotional
☐ Incentive based
12. How you get your promotional scheme from outlets?
☐ Refilling

☐ Scratch Card

☐ Gifts
☐ Discount
13. Do you think which Promotional tool is available in outlet?
☐ Rack
☐ Visi

☐ Signboards

☐ Pop Display
14. What are the Effect of promotional Schemes on Purchase Behavior of Retailers?
☐Significant
☐Non-significant

15. What are the factors affecting sales growth?

☐Consumer Demand
☐ High Margins

☐ Heavy Advt.
☐ Sales force efficiency

☐ More free offers

☐ Product quality & packaging