“TO STUDY ON THE ROLE OF MARKETING INFORMATION SYSTEM IN

ENHANCING SALES WITH REFERENCE ON SRI KIRUPA POLYMERS “

Submitted to Bharathiar University, Coimbatore in partial fulfillment of the

requirements for the award of the degree of

MASTER OF BUSINESS ADMINISTRATION

by
SIRENIYES NICSAN. U
(Reg. No: 21MB197)
Under the guidance of

Asst. Professor/Associate Professor/ Professor

OCTOBER 2022
DEPARTMENT OF BUSINESS ADMINISTRATION (PG)
HINDUSTHAN COLLEGE OF ARTS AND SCIENCE
(Autonomous)
(Approved by AICTE New Delhi and Affiliated to Bharathiar University)
(ISO 9001:2008 Certified Institution)
Behind Nava India, Coimbatore – 641028
20022 - 2023
 TABLE OF CONTENT

Chapter Page
Title
No. No.
Certificate
Declaration
Company certificate
Acknowledgement
List of Tables
List of Charts

INTRODUCTION

1.1 Introduction of the Study

1.2 Industry profile
1.3 Company Profile
1.4 Theoretical Background of Study
I 1.5 Reviews
1.6 Statement of the problem
1.7 Objectives of the Study
1.8 Hypotheses
1.9 Scope of the study
1.10 Limitations of the Study

RESEARCH METHODOLOGY

2.1 Research Design

2.2 Population
2.3 Sampling Technique
II 2.4 Sampling Size
2.5 Source of Data Collection
2.6 Tools used for Data Collection
2.7 Tools used for Data Analysis

III DATA ANALYSIS AND INTERPRETATION

`

RESULTS

4.1 Findings
IV 4.2 Suggestion
4.3 Conclusion
BIBLIOGRAPHY
APPENDIX
 CERTIFICATE

This to certify that the Project report, entitled “TO STUDY ON THE ROLE OF MARKETING
INFORMATION SYSTEM IN ENHANCING SALES WITH REFERENCE ON SRI KIRUPA

POLYEMERS”, submitted to the Bharathiar University, Coimbatore in partial fulfillment of the

requirements for the award of the degree of MASTER OF BUSINESS ADMINISTRATION is a record
of original research work done by SIRENIYES NICSAN. U (Reg.No.21MBA197 ) during the
period June 2022 to July 2022 under my supervision and guidance and the report has not formed
the basis for the award of any Degree or other similar title of any candidate of any University.

Signature of the Guide

COUNTER SIGNED BY

DIRECTOR PRINCIPAL

VIVA-VOCE EXAMINATION HELD ON -----------------------------------------

INTERNAL EXAMINER EXTERNAL EXAMINER

 DECLARATION

I, SIRENIYES NICSAN. U hereby declare that the project report, entitled “TO STUDY ON THE ROLE
OF MARKETING INFORMATION SYSTEM IN ENHANCING SALES WITH REFERENCE ON SRI

KIRUPA POLYMERS”, submitted to the Bharathiar University, Coimbatore in partial fulfillment of

the requirements for the award of the degree of MASTER OF BUSINESS ADMINISTRATION
is a record of original and independent research work done by me during September to November
under the supervision and guidance of----------------------------------------------------------------------Asst.
Professor/Associate Professor/ Professor, Department of Business Administration (PG), Hindusthan
College of Arts and Science, Coimbatore and it has not formed the basis for the award of any or other
similar title to any candidate of any University.

Signature of the Candidate

COMPANY CERTIFICATE
 ACKNOWLEDGEMENT

Any successful completion of task would be incomplete without the mention of the people

who made this possible with constant guidance and encouragement.

I wish to extend my gratitude to our principal Dr.A. PONNUSAMY, MSW, M.Phil, MBA,

PGDPM, DLL, Ph.D Hindustan college of arts and science for providing the facilities for carry out

this institutional training.

I express my deepest thanks to the Director of Department of Business Administration (PG)

Dr.B.SUDHAKAR, B.Tech., MBA., PGDHE., Ph.D for their careful and precious guidance who

gave opportunity for me to attend this graceful project.

It is my radiant sentiment to place on record my best regards, deepest sense of gratitude to

(Project Guide name and Guide Qualification) Department of Business Administration (PG) for

his/her valuable guidance, advice, support and encouragement to complete this project successfully.

I extend my thanks to all the faculty members of our department for the kind co- operation.

I wish to express my love and affection to my parents for their support to complete this

project.

I express my sincere thanks to my friends who were supporting me.

 LIST OF TABLES

Table No. TITLE Page No

1. Which language did you use to communicate with customers?

2. Are these kelvin's pipes good quality?

3. What kind of pipe do you want to buy?

4. What is the purpose to buy kelvin's pipe?

5. At present which brand pipes are you using?

6. What motives you to buy kelvin's pipes?

7. To which of the following do you attract to buy the kelvin's pipe?

8. do you agree with the following statement "it’s safe to buy kelvin's pipe as they
always come with better quality"?
9. How did you know about kelvin pipes?

10. Do you trust in our products?

11. Do you experiment with different brands?

12. Rank the packaging and product information of the product with 25% being the
least and 100% being the highest
13. Do you find any price difference in between rural and urban area's products?

14. Which one of the following policies you choose

15. Did you face any problem from distributor side?

16. Are you satisfied with our company services?

17. Do you buy only branded pipes?

16. Are you a price sensitive consumer?

19. How often do you buy pipes?

20. Rate the reliability branded pipes

21. Do you like kelvin's pipe

 LIST OF CHARTS

Table No. TITLE Page No

1. Which language did you use to communicate with customers?

2. Are these kelvin's pipes good quality?

3. What kind of pipe do you want to buy?

4. What is the purpose to buy kelvin's pipe?

5. At present which brand pipes are you using?

6. What motives you to buy kelvin's pipes?

7. To which of the following do you attract to buy the kelvin's pipe?

8. do you agree with the following statement "it’s safe to buy kelvin's pipe as they
always come with better quality"?
9. How did you know about kelvin pipes?

10. Do you trust in our products?

11. Do you experiment with different brands?

12. Rank the packaging and product information of the product with 25% being the
least and 100% being the highest
13. Do you find any price difference in between rural and urban area's products?

14. Which one of the following policies you choose

15. Did you face any problem from distributor side?

16. Are you satisfied with our company services?

17. Do you buy only branded pipes?

16. Are you a price sensitive consumer?

19. How often do you buy pipes?

20. Rate the reliability branded pipes

21. Do you like kelvin's pipe

CHAPTER 1
 INTRODUCTION TO THE STUDY

A Marketing information system (MIS) is an orderly procedure for the regular collection of raw data
both internally and externally and the conversion of these data into information for marketing decisions.

In another word, MIS is a structure of people, equipment and procedure to gather, sort, analyze,
evaluate and distribute needed, timely and accurate information to marketing decision making.

Marketing Information System can play important roles, such as assessing information needs,
developing information and distributing information, in an attempt and effort towards improving the general
level of sale in and company. Marketing Information System is useful for controlling day-to-day activities and
planning for the efficient use of people and money. Finally, in today’s rapidly changing environment managers
need more better up-to-date information to make timely decision. Most companies of today are faced with the
problem of declining level of sales.

The key to organizational success lies in determining customer needs and delivering satisfaction more
effectively and efficiently than competitors.

The word sales management is a combination of two words- sales and management. Sales is the art of
planning in the mind of another a motive which will induce favorable action. The committee of American
Marketing Association has defined it as- “Selling is the personal or impersonal process of assisting and or
persuading a prospective customer to buy a commodity or a service or to act favorably upon an idea that has
commercial significance to the seller.”

Sales management meant all marketing activities, including advertising, sales promotion, marketing
research, physical distribution, pricing and product merchandising.

Sales is the only function in an organization that generates revenue or income for a company and hence
it needs to be managed properly. The financial results of a company depend upon the performance of the sales
department.

INDUSTRY PROFILE
 The first pipes were found in Egypt and dated back to 2000 BC; they were found inside tombs
alongside mummies and were put there so they could enjoy a smoke in the afterlife! However, historians are
unsure whether the Egyptians used the pipes during religious rituals or whether it was recreational.

From the very first recorded copper pipes used by the Egyptians in 3000BCE to today's hi-tech oil and
gas lines, pipes have played a key role in human survival. Records suggest that a rudimentary pipeline was
used as long ago as 2500BCE to transport natural gas to Beijing to provide light for the city.

The Mesopotamians introduced the world to clay sewer pipes around 4000 BCE, with the earliest
examples found in the Temple of Bel at Nippur and at Eshnunna, used to remove wastewater from sites, and
capture rainwater, in wells.

In the Indian context, the Plastic water pipes industry started stabling their foothold in the late 1960s.
HDPE, PVC were the early entrants. In 1980, rapid capacity expansion on account of World Bank-funded
water schemes further triggered the growth and acceptance all over the country. During this period PVC edged
out HDPE due to field failures. This led to further experimentation of the use of PVC pipes in drainage and
water supply inside buildings.
Keeping the various applications of plastic pipes we are restricting this blog to the evolution of plastic
piping inside buildings used for potable water supply.

Plastic pipes and the Building Industry:

Since the early 1900’s the piping inside buildings was a legacy given by the pre-independence era
which was dominated by mostly metal pipes (copper pipes for high-end residential & hotels, & Galvanized
Iron Pipes for the masses). The growing success of PVC in water schemes was seen as an opportunity and
many companies started proposing UPVC pipes threaded with GI fittings. This was readily accepted by the
masses as this was much more cost-effective to the prevailing 100% metals systems installation.

The early 1990s saw a spurt in real estate and erstwhile luxuries turned basic necessities of
homeowners. Metal pipes had proven usage for years and continue to dominate the market. However due to
quality of water and especially in hot water usage issues of scaling leading to poor flow of water on account of
choking and acceleration of corrosion in hot chlorinated water lead to the industry looking at alternatives to
metal piping. Because CPVC pipes can handle high temperatures they became preferred choice for hot water
piping system.

There was an immense competition between the above materials as all claimed superiority over the
others. Further, the initial year of 2000 was slow in the adoption of plastics due to the Indian user mindset of
Plastic having poor performance in Hot water & being unsafe for drinking water. The fact that CPVC pipes
are safe for drinking water, soon started to catch up.

COMPANY PROFILE
 Sri Kirupa Polymers was incepted in the year 2010. We are one of the most prominent manufacturer,
supplier and trader of Calcite Powder, Dolomite Powder, PVC Pipe, PVC Junction Box and Metal Junction
Box. These products find usage in various application areas and are widely appreciated & demanded across
the nation due to the various features like dimensional accuracy, strength, and durability. The entire range of
above-mentioned products is developed using latest technology that ensures optimum reliability. All these are
fabricated in strict adherence to the superior industry standards and norms.

Kelvin Plastic Pvt. Ltd. was established in the year 1994 by our Hunorable
M.D Sir (Mr. Bipin Dadhania).

He concrete vision and work ethic, he has remained the stone foundation of the Kelvin Plastic Pvt. Ltd.
Throughout these years.

We are an ISO 9001: 2015 certified company engaged as PVC pipe manufacturers in India and
supplying HDPE Pipe & Fitting, uPVC Pipe & Fitting, uPVC Plumbing Pipe & Fitting, and PVC Suction
Hoses & Pipe Since 1994.

Leveraging on the vast experience of 25+ years, we have emerged as a prominent organization engaged
in manufacturing and supplying a widegamut of HDPE and PVC Pipes. Our range consists of Polypropylene
Pipes, PVC Garden Pipes, PVC Suction Hose Pipes, SWR Pipes, Conduit Pipes, and HDPE Pipes. These are
manufactured using optimum quality raw material, which we procure from vendors with high market
reputations. We employ advanced machinery and equipment to manufacture the pipes in accordance with
international quality standards. Our quality auditors test the quality of these products on various parameters to
ensure their excellent quality. Owing to flexibility, durability, lightweight, tensile strength, and resistance to
chemical & abrasion, these are in high demand across various industries

BACKGROUND OF STUDY
 BEST PVC PIPES FOR AGRICULTURE

PIPES AND FITTINGS

Kelvin Plastic uPVC agriculture pipes and fittings are manufactured as per IS 4985:2000 standard and
are available from 20mm to 400mm in diameter in different pressure classes.

Best PVC Pipes for Agriculture are available in solvent cement type and rubber seal type joints. We
also manufacture a variety of hand-molded fittings for uPVC Agriculture pipe.
Kelvin Plastic uPVC agriculture Pipes and Fittings offer significant advantages. Our Best PVC Pipes
for Agriculture are light in weight, easy to transport and also set up, and also have a high flow rate. High
resistance to chemicals and deterioration ensures an extensive product life.

A rigid quality assurance method throughout all phases of making gives the product a high degree of
reliability, making Kelvin Plastic uPVC agriculture pipes and fittings – A recommended option for farmers,
government organizations, and domestic and also commercial facilities, as well as quality-conscious
individuals throughout the country.

Our uPVC agriculture pipes and fittings are recommended for water temperatures. As the usage
temperature rises, the toughness of the pipes minimizes along with the working stress. A periodic increase in
temperatures in the summertime with a simultaneous reduction in temperature level throughout the night has
no negative impact on the working stress of pipelines.

Kelvin Plastic uPVC Agriculture pipes and fittings are made in a variety of dimensions as well as
pressure courses conforming to standard IS 4985:2000. These agriculture water pipes are offered in dimensions
ranging from 20 to 400 mm in different pressure courses. They are readily available in two kinds of joints,
Selffit (solvent concrete joint) and also Ringfit (rubber ring joint) pipes.

COLUMN PIPE

Kelvin’ Column Pipes are available from 1″ to 4″ diameter in different pressure class. These pipes are
also known as Riser/Drop Pipes. These pipes are designed to handle both internal hydrostatic pressure as well
as high tensile load created by submersible pump. These properties make them ideal replacement of galvanized
iron pipes. Column Pipe are manufactured in state-of-the-art automated plant and threading is done on
specially designed numerically controlled threaing machine.

These pipes are electrically insulated, chemically inert, and non-combustible, making them ideal for
removing hazardous waste, chemical products, and hot liquid residues from industrial production grounds.
Suitable for all types of home and industry sewer and drainage projects due to their hardness as well as their
flexibility.

These pipes can be safely placed in food processing factories, dairy plants, and drainage systems at any
height for vent line overflow and waste (waste) lines.

REVIEWS OF LITERATURE
Weitz, Sujan and Sujan (1986) defined adaptive selling as a practice of “altering of sales behaviours during
customer interaction or across customer interactions based on perceived information about the nature of selling
situation
(Weitz, Sujan and Sujan, 1986; p. 175)

Asset management Companies are mutual fund firms who design well- diversified portfolio and aim to provide
returns on investment matching investor’s expectations. They take care of needs of different based on their risk
appetite
(Walia and Kiran, 2009).

Application of Psychology to finance, that facilitate understanding of cognitive errors and emotions that
influence investor decision making
(Pompian, 2011).

Consultative selling can be defined as an approach to selling, where the focus shifts from product to defining
customer needs and objectives and secure customer’s agreement that those needs should be addressed

(Graziano and Flanagan, 2005)

‘An underlying characteristic of an employee (ie., motive, trait, skill, aspects of one’s self-image, social role, or
a body of knowledge) which results in effective and/or superior performance in a job’

(Boyatzis, 1982, p. 20).

The process of identifying job competencies

(Rothwell and Lindholm)

The process of identifying job competencies (Rothwell and Lindholm, 1999). Chouhan and Srivastava (2014)
defined competency mapping as a process “used to identify key attributes (knowledge, skills, and behavior)
that are required to effectively perform job classification or any identified process” (p. 17).

(Rothwell and Lindholm, 1999).

Competency models can be referred as the result of competency identification. A competency model is usually
a narrative description of job competencies for an identifiable group, such as a job category, a department or an
occupation. It describes key characteristics that distinguish exemplary
(best-in-class) performers from fully-successful performers

(Rothwell and Lindholm, 1999).

The process of writing out the results of competency identification by creating a narrative to describe the
competencies

(Rothwell and Lindholm, 1999).

The process of comparing individuals in a job category, occupational group, department, industry or
organisation to the competency model that has been developed for that targeted group
 (Rothwell and Lindholm, 1999).

Knowledge is awareness, information, or understanding about facts, rules, principles, guidelines, concepts,
theories, or processes needed to successfully perform a task

(Marrelli, Tondora, and Hoge, 2005).

A skill is a capacity to perform mental or physical tasks with a specified outcome

(Marrelli, Tondora, and Hoge, 2005).

Sales performance can be defined as the outcome of carrying out a number of discreet and specific tasks which
vary in different selling situation. They represent behaviors that have been evaluated in terms of its
contribution to the goals of the organization

(Plank and Reid, 1994).

Relationship selling behavior are intended to develop and maintain strong buyer-seller relationship; allowing
for greater trust and communication leading to lower customer turnover and higher referrals and
recommendations

(Crosby, Evans and Cowles, 1990).

Armstrong (1998) cited in Moore, Cheng and Dainty (2002) defined competence as describing what people
need to be able to carry out for performance with emphasis on doing in terms of achieving desired output.
This was contrasted with competency in terms of dimensions of behaviorus leading to competent performance.
These are also commonly referred as behavioral competencies as they aim to describe how people carry out
their job. Hence, while competence focuses on ‘an area of work’ (p. 316) competency would be behaviors
supporting a work condition and competencies reflect identifying the level of competence by possessing a
number of attributes such as knowledge, skills and attitudes. Hence competencies help in understanding the
attributes underpinning a behavior

(Sefiani et al., 2012)

OBJECTIVES
 Analyzing the sales strategy.

 Analyzing how to increase brand awareness.

 To encourage current customers to buy products and make new comers.

 Analyzing how to compare sales of offset of other companies.

 To stabilize the fluctuating sales pattern.

SCOPE OF THE STUDY

 The study focused on Sales with reference analysis of Kelvin pipes.

 The scope is mainly focused on giving information to the company about the sales strategy.

LIMITATION OF THE STUDY

 The in-depth study was not possible due to time constrains

 The study was conducted at the Theni District.

CHAPTER 2
 RESEARCH METHODOLOGY

Research design:

Research design refers to the method of organization and data collection that the research applies to the
study. Descriptive research is done in the study.

Population:

 The study population is the subset of the target population for study.

 Estimated population is 150.

Sampling techniques:

Simple random sampling technique is going to use for study, it would normally be impractical to study
a whole population.

Sampling size:

 Sampling size is number of completed responses in our survey receives.

 Total sample size is 50.

Source of data collection:

Primary data:
Primary data means collecting data for the first time and this data was collected based this is
primary data.

Tools used for Data Collection:

Questionnaire is the tool used for Data Collection in Kirupa pipes

Tools used for Data Analysis:

Simple percentage analysis is used for data analysis

CHAPTER 3
 DATA ANALYSIS AND INTERPRETATION

1. Which language you used to communicate with customers?

S.NO PARTICULAR NO.OF. RESPONDENTS PERCENTAGE

1 TAMIL 39 78

2 ENGLISH 9 18

3 OTHERS 2 4

TOTAL 50 100

Interpretation
The above table shows that,
78%of the response respondents said Tamil
18% of the response respondents said English

Which language you used to communicate with customers?

tamil english other

4%

18%

78%

2. Is these kelvin's pipes good quality?

S.NO PARTICULAR NO.OF. PERCENTAGE

 RESPONDENTS

1 YES 49 98

2 N0 1 2

TOTAL 50 100

Interpretation
The above table shows that,
98%of the response respondents said yes
2% of the response respondents said no

Is this kelvin's pipes are good quality?

yes no

1 98

49

1 2

3. What kind of pipe you want to buy?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS

1 WIRING PIPE 10 20

2 WATER PIPE 38 75

3 CEMENT PIPE 2 5

TOTAL 50 100

Interpretation
The above table shows that,
75%of the response respondents said Water Pipe
20% of the response respondents said Wiring Pipe

Is this kelvin's pipes are good quality?

wiring pipe water pipe cement pipe

4%
20%

76%

4. What is the purpose to buy kelvin's pipe?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS

1 SALES 7 12.2

2 HOME USE 29 59.2

3 FARMING 14 28.6

TOTAL 50 100

Interpretation
The above table shows that,
59.2%of the response respondents said Home use
28.6% of the response respondents said Farming

What is the purpose to buy kelvin's pipe?

Sales Home use Farming
28% 14%

58%

5.  At present which brand pipes are you using?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS

1 KELVIN PIPE 31 64.6

2 AASHIRVAD PIPE 5 6.2

3 FINOLEX 14 29.2

4
JSW 0 0

TOTAL 50 100

Interpretation
The above table shows that,
64.6%of the response respondents said Kelvin Pipe
43% of the response respondents said Finolex

At present which brand pipes are you using?

Kelwin pipes aashirvad pipes Finolex JSW

28%

62%
10%

6. What motives you to buy kelvin's pipes?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS
1
SERVICE 23 47.9
2
VARIETY 5 8.3
3
VALUE 18 37.5
4
RECCOMENDATION 4 6.3

TOTAL 50 100

Interpretation
The above table shows that,
47.9%of the response respondents said Service
37.5% of the response respondents said Value

Chart TWhat motives you to buy kelvin's pipes?itle

Recommendation
8%

Service
46%
Value
36%

variety
10%

7. To which of the following do you attracted to buy the kelvin's pipe?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS
1
BRAND NAME 25 53
2
BRAND LOGO 7 12.5
3
PACKAGING 14 29.5
ITS VERY GOOD
4 PRODUCT
1 2
5 ATTRACTIVES
3 3
TOTAL
50 100

Interpretation
The above table shows that,
53%of the response respondents said Brand name
29.5% of the response respondents said Packaging

To which of the following do you attracted to buy the kelvin's pipe?

attractives
its very good product 6%
2%

packaging
28% brand name
50%

brand logo
14%

8. do you agree with the following statement "its safe to buy kelvin's pipe as they always come with
better quality"?
 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS
1
YES 48 96
2
NO 2 4

50 100
Interpretation
The above table shows that,
96%of the response respondents said yes
4% of the response respondents said no

do you agree with the following statement "its safe to buy

kelvin's pipe as they always come with better quality"?
Yes No

2 96

48

1 2

9. How did you know about kelvin pipes?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS
1
FRIENDS 40 80
2
TV 7 14
3
NEWS PAPER 3 6

TOTAL 50 100

Interpretation
The above table shows that,
80%of the response respondents said Friends
14% of the response respondents said Tv

How did you know about kelvin pipes?

Friends TV News paper

6%

14%

80%

FRIENDS

10.  Do you trust in our products?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS
1
YES 50 100
2
NO 0 0

TOTAL 50 100

Interpretation
The above table shows that,
100%of the response respondents said yes
0% of the response respondents said no

Object 12

11. Do you experiment with different brands?

 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS
1
YES 36 72
2
NO 14 28

TOTAL 50 100
Interpretation
The above table shows that,
72%of the response respondents said yes
28% of the response respondents said no

Do you experiment with different brands?

Yes No

14 28

36 72

1 2

12.  Rank the packaging and product information of the product with 25% being the least and 100%
being the highest?
 S.NO PARTICULAR NO.OF. PERCENTAGE
RESPONDENTS
1
25 2 4
2
50 8 16
3
75 15 30
4
100 25 50

TOTAL 50 100

Interpretation
The above table shows that,
50%of the response respondents said 100
75% of the response respondents said 30

Do you experiment with different brands?

1
10%
4 2
40% 20%

3
30%

13.  Do you find any price difference in between rural and urban area's products?

S.NO PARTICULAR NO.OF. PERCENTAGE

 RESPONDENTS
1
YES 35 70
2
NO 15 30

50 100

Interpretation
The above table shows that,
70%of the response respondents said yes
30% of the response respondents said no

Do you find any price difference in between rural and urban

area's products?
 
yes no

15 30

35 70

1 2

14. Which one of the following policies  you choose?

S.NO PARTICULAR NO.OF. PERCENTAGE

 RESPONDENTS
1
DISCOUNT 45 90
2
WITH DISCOUNT 5 10

TOTAL 50 100

Interpretation
The above table shows that,
90%of the response respondents said Discount
10% of the response respondents said With discount

Which one of the following policies  you choose?

 
100%
90%
80%
70%
With Discount
60%
Discount
50%
40%
30%
20%
10%
0%
1 2

15. Did you faced any problem from distributor side?

S.NO PARTICULAR NO.OF. PERCENTAGE

 RESPONDENTS
1
YES 34 68
2
NO 16 32

TOTAL 50 100

Interpretation
The above table shows that,
68%of the response respondents said yes
32% of the response respondents said no

Did you faced any problem from distributor side?

 
yes no

32

16
68

34

1 2

16. Are you satisfied with our company services ?

S.NO PARTICULAR NO.OF. PERCENTAGE

 RESPONDENTS
1
YES 49 98
2
NO 1 2

TOTAL 50 100
Interpretation
The above table shows that,
98%of the response respondents said yes
2% of the response respondents said no

Are you satisfied with our company services ?

 
yes no

1 98

49

1 2

17. Do you buy only branded pipes?

S.NO PARTICULAR NO.OF. PERCENTAGE

 RESPONDENTS
1
YES 45 90
2
NO 5 10

TOTAL 50 100

Interpretation
The above table shows that,
90%of the response respondents said yes
10% of the response respondents said no

Do you buy only branded pipes?

 
yes No

10

5 90

45

1 2

18. Are you a price sensitive consumer?

S.NO PARTICULAR NO.OF. PERCENTAGE

RESPONDENTS
1
YES 43 86
 2
NO 7 14

TOTAL 50 100

Interpretation
The above table shows that,
86%of the response respondents said yes
43% of the response respondents said no

Are you a price sensitive consumer?

yes No

14

7
86

43

1 2

19.  How often do you buy pipes?

S.NO PARTICULAR NO.OF. PERCENTAGE

RESPONDENTS
1
REGULARLY 14 28
 2
OFTEN 16 32
3
IF AVAILABLE 14 28
4
RARELY 6 12

TOTAL 50 100

Interpretation
The above table shows that,
32%of the response respondents said Often
28%of the response respondents said Regularly

How often do you buy pipes?

Regularly Often If available Rarely

12%

28%

28%

32%

20 How often do you buy pipes?

S.NO PARTICULAR NO.OF. PERCENTAGE

RESPONDENTS
1
GOOD 33 66
 2
VERY GOOD 15 30
3
BAD 0 0
4
FAIR 2 4

TOTAL 50 100

Interpretation
The above table shows that,
66% of the response respondents said Good
30% of the respondents said Very Good

How often do you buy pipes?

good very good bad fair
4%

30%

66%

21. How often do you buy pipes?

S.NO PARTICULAR NO.OF. PERCENTAGE

RESPONDENTS
1
YES 49 98
 2
NO 1 2

TOTAL 50 100

Interpretation

The above table shows that,

98% of the response respondents said yes,
2% of the respondents said no

How often do you buy pipes?

yes no

1 98

49

1 2

FINDINGS
 ANOVA

Age

Sum of Squares df Mean Square F Sig.

Between Groups 4.265 2 2.132 .748 .479

Within Groups 133.915 47 2.849

Total 138.180 49

Correlations

what motives you to

Age buy kelvins pipes?

Age Pearson Correlation 1 .009

Sig. (2-tailed) .953

N 50 50
what motives you to buy kelvins Pearson Correlation .009 1
pipes? Sig. (2-tailed) .953

N 50 50

The majority (78%) of the respondents are speaking Tamil

The majority (98) of the respondents are good quality yes

The majority (75%) of the respondents are want to Water pipe

The majority (59.2%) of the respondents are purpose of Home use

The majority (64.6%) of the respondents are brand of Kelvin pipe

The majority (47.9%) of the respondents are motives a service

The majority (53%) of the respondents are attracted of Brand name

The majority (96%) of the respondents are better quality yes

The majority (80%) of the respondents are know about Friends

The majority (100%) of the respondents are trust in products yes

The majority (72%) of the respondents are experiment of different brands yes

The majority (50%) of the respondents are Rank and packaging the product 100 percentage

The majority (70%) of the respondents are price difference yes

The majority (90%) of the respondents are following policy Discount

The majority (68%) of the respondents are faced problem in distributor side yes

The majority (98%) of the respondents are satisfied with our company service yes

The majority (90%) of the respondents are buy only branded pipes yes

The majority (98%) of the respondents are price sensitive consumer yes

The majority (32%) of the respondents are often do you buy pipes often

The majority (66%) of the respondents rate the reliability branded pipes good

The majority (98%) of the respondents are like kelvins pipe yes

SUGGESTION
They have to choose a right place for their products.

They should Initiate Advertisements In Order To Attract Customers.

They should undertake Better pricing Policy

The company has to maintain the cost of pipes, it has to evaluate them by other company
sources, like the quality of pipes, prices, and how they attract customers through
advertisement.

The company has some consumers, It should not lose its consumers and for that, it must
contribute something to develop its relationship with the consumer and the company.

CONCLUSION
 Nowadays the pipes are making the place all over the world, like the passing of water, oil,
etc.., from one place to another place.

The pipes are used in many ways, it helps us to do my work very quickly if we look at our
home, the plumping parts and

The customer satisfaction index is a good tool to make improvements in the product and
services of the company. And therefore, should utilize carefully and keep as confidential as
possible.

It has been observed that most of the customers are satisfied with the quality and price.
Most of them are satisfied with the services provided by the firm.

BIBLIOGRAPHY

1 . Managing Sales ForceProduct Perceptions and Control Systems in the Success of New Product
Introductions. Journal of Marketing Research, XLVII, 764–776
Ahearne M., Haumann, T., Kraus, F., and Wieseke, J. (2013)

2. It’s a matter ofcongruence: How interpersonal identification between sales managers and
salespersons shapes sales success. Journal of the Academy of Marketing Science, 10.1007/s11747-013-0333-x
Anderson, E., and Oliver, R. L. (1987

3. Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing, 51

(4), 76–88
Atuahene-Gima, K., and Li, H. (2006).

4. The Effects of Formal Controls on Supervisee Trust in the Manager in New Product Selling: Evidence from
Young and Inexperienced Salespeople in China. Journal of Product Innovation Management, 23, 342–358
Aulakh, P. S., and Genctu (2000).

5. The effect of output controls, process controls and flexibility on export channel performance. Journal of
Marketing 61, 1, 22-38
Bergeron, D. M., Shipp, A. J., Rosen, B., and Furst, S. A. (2013)

APENTIX

DEMOGRAPHIC DATA:
Name:
Age:
a) 21-25
b) 26-30
c) 31-40
d) Other:

1.) Which language you used to communicate with customers?

Tamil
English
Other

2) Is this kelvin's pipes are good quality?

yes
no

3) What kind of pipe you want to buy?

Wiring pipe
Water pipes
Cement pipes
Other:

4) What is the purpose to buy kelvin's pipe?

Sales
Home use
Farming
Other:

5) At present which brand pipes are you using?

Kelvin' pipes
Aashirvad Pipes
Finolex
JSW
Other:

6) What motives you to buy kelvin's pipes?

Service
Variety
Value
Recommendation
Other:

7) To which of the following do you attracted to buy the kelvin's pipe?

Brand name
Brand logo
Packaging
Other:

8) do you agree with the following statement "its safe to buy kelvin's pipe as they always come with better
quality"?
yes
No
Other:

9) How did you know about kelvin pipes?

Friends
Tv
News paper
Other:

10) Do you trust in our products?

Yes
No
Other:

11) Do you experiment with different brands?

Yes
No
Other:

12) Rank the packaging and product information of the product with 25% being the least and 100% being the
highest
25%
50%
75%
100%
Other:

13) Do you find any price difference in between rural and urban area's products?
Yes
No
Other:

14) Which one of the following policies  you choose

Discount
Without discount

15) Did you faced any problem from distributor side?

yes
no
16) Are you satisfied with our company services ?
yes
no

17) Do you buy only branded pipes?

yes
no
18) Are you a price sensitive consumer?
yes
no

19) How often do you buy pipes?

regularly
often
if available
rarely

20) Rate the reliability branded pipes

good
very good
bad
fair

21) Do you like kelvin's pipe

yes
no