INTRODUCTION

Basic needs like food to live cloth to wear and shelter to hide affect the common life of people. Shelter is also necessary to protect the life from natural calamities. There were number of changes of the process of constructing houses for the purpose of having shelter. Till early twentieth century lime stone has been the main material for the construction of house.

In India monuments like tajmahal, red fort, Qutubmiunar in the north konark and khajuraha temples in central India, meenakshi and Madurai temple in south were constructed with lime.

For the early twentieth century dominated the construction field. The availability of ingredients in all over the world in uniform quality entitled by centralized production and strict quality control and above all the advent RCC made cement an essential and widely used material for construction and permanent structures.

In this modern age cement industry is ranked as a basic industry because for every development effort i.e. from the construction of single household to the building of big multipurpose dams, cement constitutes a basic ingredient. It is used by the consumers to have a strong and durable construction. They want a material which is capable of strongly uniting masses. Cement, when mixed with sand and water in proper ratio is able to give this benefit to the user.

The cement is of many types. They include ordinary Portland cement, Portland strong cement, Portland pozzo land cement, white Portland cement, hydrophobic Portland

cement, oil well cement, rapid hardening cement, low heat Portland cement, high strength Portland cement, super supplanted cement and alumina cement.

NEED OF THE STUDY: The Indian market is very vast, both in terms of physical size of the territories involved and the diversity of consumer the need for arises because the product has to move to the consumer in the right quantity, at a specific time, and at the particular place. The need for intermediaries in the delivery of goods is sometime questioned. Particularly because the profit they earn or viewed as adding to the cost of the item. However, this argument is fallacious, since it should be recognized that the function these intermediaries perform or understood to be more efficient and cheaper then what the manufacture can manage. This is rationale for having a generation of form, possession time and variability, utility. In other words the major objective of distribution management is to ensure delivery at a minimum cost so the consumers interest is served.

Marketing channel decision is among the most critical decision facing management. The companys chosen channels intimately affect all the other marketing decisions. The companys pricing intimately affect all the other marketing decisions. The companys pricing depending on where it uses mass merchandisers or high quality. The firms sales force and advertising decisions depends on how much training and involved relatively long time commitment to other firms. There fore management as well as todays.

OBJECTIVES OF THE STUDY: 1. To under stand the performance of kesoram cement and orient gold cement 2. To study the sales information of kesoram cement 3. To examine the perception on sales performance towards kesoram and orient gold from the view point of dealers

LIMITONS OF STUDY 1. Human behavior very complex to determine so information disclosed by them may not accurate 2. There was time construct which consider the report 3. It might be possible that the answer given by respondents 4. Some of respondent was giving information according prepared questionnaire

RESEARCH METHODOLOGY

Research refers to a search for knowledge. One can also define research as a search on a specific topic. Infect, search is an act of scientific investigation.

According to lifford woddy research comprises defining and redefining problems, formulating hypothesis or suggested solutions, collecting, organizing and evaluating data; making deductions and researching conclusions t determine whether they fit the formulation hypothesis.

For the purpose of the study, the primary data and secondary data are collected. The ordinary data is collected by following the observational method and survey research method. While taking personal interviews of the stockiest the observational method is used. The survey research method is used to gain and insist knowledge about the opinion of retailers of kesoram cement vis--vis the other branch the main research instrument used for the survey is a well structured questionnaire for retailers consisting of questions interviews, group discussions and observations have been also used to supplement and support the primary data generated through questionnaire method.

The collected data is classified, tabulated, analyzed and interpreted.

RESEARCH DESIGN: The study was conducted in karimnagar district. The research describes the attitudes, opinion and view of the retailers on the kesoram cement service, quality, price, quantity, distribution, delivery etc., and also reason behind it. The research is designed to employ the statistical techniques are used in analyzing the data collected. DATA: A) NATURE OF THE DATA: The study relies to a grant extent on primary data and to some extent secondary data. The primary data consist of data collected from questionnaire. The first hand information was obtained through primary data. Secondary data was obtained from internal sources of the firm. B) SOURCES OF DATA: The study is based on primary and secondary sources of data.

PRIMARY DATA: Primary data is personally developed data and it gives latest information and offers much greater accuracy and reliability. The primary data is obtained from the survey conducted on the authorized kesoram retailers of karimngar.

SECONDERY DATA: It is published data and already available for use and it saves time. The main sources of secondary data are published market surveys, government publications, advertising, research report and internal sources such as sales, purchase records, sales records, customer complaints and other business records. The secondary data is obtained from the annual reports of Indian cement review (ICR) business magazines and news papers like the economic times and Indian express etc.

METHODS OF DATA COLLECTIONS:

A survey was conducted together data. The method adopted to elicit information was from two courses i.e. retailers and internal sources of the firm. The questionnaire method was chosen to know the retailer satisfaction about the quality, service, delivery, price, etc. and also due to qualitative nature of the research.

SAMPLING SAMPLE DESIGN: Sample design is a definite plan for obtaining a sample from a given population. It refers the techniques or the procedure the researchers would adopt in selecting items for the sample.

SAMPLE SIZE: For ascertaining the views of dealers regarding the various operational aspects of kesoram cement 120 retailers are selected from various towns in karimnagar district on the basis of convenient random sampling technique.

The research universe comprises of the existing consumers of kesoram cement. The exact size of universe is unknown. The sampling procedure adopted for the study was convenience sampling.

For ascertaining the views of dealers regarding the various operational aspects of kesoram cement 120 retailers are selected from various towns in karimnagar district on the basis of convenient random sampling technique.

MAJOR TYPES OF INTERMEDIARIES: Retailer: a middleman who sells to ultimate consumers. Wholesaler: a middlemen who sells retailers, commonly found in consumer product marketing. Dealer: any middleman with legal authority to act on behalf of the manufacturer. Broker: a middleman who performs limited selling functions like seeking orders for a principal. Usually, brokers have neither title to, nor possessions of the merchandise. Jobber: normally used in an industrial marketing context as a limited function.

INTRODUCTION Perception Perception (from the Latin perception, percipio) is the process of attaining awareness or understanding of the environment by organizing and interpreting sensory information.[1][2] All perception involves signals in the nervous system, which in turn result from physical stimulation of the sense organs.[3] For example, vision involves light striking the retinas of the eyes, smell is mediated by odor molecules and hearing involves pressure waves. Perception is not the passive receipt of these signals, but can be shaped by learning, memory and expectation.[4][5] Perception involves these "topdown" effects as well as the "bottom-up" process of processing sensory input. [5] Perception depends on complex functions of the nervous system, but subjectively seems mostly effortless because this processing happens outside conscious awareness.
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Since the rise of experimental psychology in the late 19th Century, psychology's understanding of perception has progressed by combining a variety of techniques. [4] Psychophysics measures the effect on perception of varying the physical qualities of the input. Sensory neuroscience studies the brain mechanisms underlying perception. Perceptual systems can also be studied computationally, in terms of the information they process. Perceptual issues in philosophy include the extent to which sensory qualities such as sounds, smells or colors exist in objective reality rather than the mind of the perceiver.[4] Perception and reality In the case of visual perception, some people can actually see the percept shift in their mind's eye.[13] Others, who are not picture thinkers, may not necessarily perceive the

'shape-shifting' as their world changes. The 'simplistic' nature has been shown by experiment: an ambiguous image has multiple interpretations on the perceptual level. This confusing ambiguity of perception is exploited in human technologies such as camouflage, and also in biological mimicry, for example by European Peacock butterflies, whose wings bear eye markings that birds respond to as though they were the eyes of a dangerous predator. There is also evidence that the brain in some ways operates on a slight "delay", to allow nerve impulses from distant parts of the body to be integrated into simultaneous signals Theories of visual perception Empirical theories of perception Anne Riesmans Feature Integration Theory Interactive Activation and Competition Irving Liebermans Recognition by Components Theory Implicit Personality Theories An implicit personality theory is a collection of beliefs and assumptions that we have about how certain traits are linked to other characteristics and behaviors. Once we know something about a cardinal trait, we assume that the person also exhibits other traits that are commonly linked to that key characteristic. For example, if you learn that a new co-worker is very happy, you might immediately assume that she is also friendly, kind and generous. As with social categorization, implicit personality theories help people make judgments quickly, but they can also contribute to stereotyping and errors The structuralism theory. The oldest and most complete theory of perception, now known as structuralism, held that simple elementary experiences, or sensations, recur

in various combinations to compose the world we perceive; sensations presumably result from the excitation of individual sensory cells, or receptor neurons, each contributing a characteristic signal, called specific nerve energy, to the central nervous system. Whether acting alone or with a host of others, any receptor would produce the same sensation, although the memories of past experiences evoked by each different context in which the sensation is embedded would usually conceal from the untrained observer (but not from the observer trained to ignore those memories, to practice analytic introspection) the fact that the same elementary sensation has occurred. Not only were the physical qualities of objects (their sizes, distances, shapes, etc.) to be explained in terms of these basic simple sensations but also our perceptions of people, of their expressions and intentions, of their social relationships. Structural analysis . As we examine our observations of the world, we note separate sensory channels, or modalities; closing our eyes, for example, leaves our hearing relatively unaffected, and closing our ears leaves our sight relatively unaffected. Although not all of the senses are so immediately separable, this division gives us a first step in an analytic system. Sound energy (pressure waves) at the ear stimulates specialized receptor cells in that organ, and their specific nerve energies (their effects on the brain) result in the sensations of hearing. Light energy stimulates the receptor cells in the retina of the eye, and sensations of sight result. This was the model of perceptual analysis selfconsciously followed by the sensory physiologists and sensory psychologists at the turn of the century, and most of our perceptual problems derive from the failure to obtain elements of analysis within modalities even approximately as well defined as the differences between modalities.

Perception as hypothesis-testing Cognitive theories of perception assume there is a poverty of stimulus. This (with reference to perception) is the claim that sensations are, by themselves, unable to provide a unique description of the world. Sensations require 'enriching', which is the role of the mental model. A different type of theory is the perceptual ecology approach of James J. Gibson. Gibson rejected the assumption of a poverty of stimulus by rejecting the notion that perception is based in sensations instead, he investigated what information is actually presented to the perceptual systems. His theory "assumes the existence of stable, unbounded, and permanent stimulus-information in the ambient optic array. And it supposes that the visual system can explore and detect this information. The theory is information-based, not sensation-based."[38] He and the psychologists who work within this paradigm detailed how the world could be specified to a mobile, exploring organism via the lawful projection of information about the world into energy arrays.[citation needed] Specification is a 1:1 mapping of some aspect of the world into a perceptual array; given such a mapping, no enrichment is required and perception is direct perception.[citation needed] Perception-in-action An ecological understanding of perception derived from Gibson's early work is that of "perception-in-action", the notion that perception is a requisite property of animate action; that without perception action would be unguided, and without action perception would serve no purpose. Animate actions require both perception and motion, and perception and movement can be described as "two sides of the same coin, the coin is action". Gibson works from the assumption that singular entities, which he calls "invariants", already exist in the real world and that all that the

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perception process does is to home in upon them. A view known as constructivism (held by such philosophers as Ernst von Lagerfeld) regards the continual adjustment of perception and action to the external input as precisely what constitutes the "entity", which is therefore far from being invariant[39] Evolutionary perception Many experts, such as Jerry Fodor, write that the purpose of perception is knowledge, but evolutionary psychologists hold that its primary purpose is to guide action. [41] For example, they say, depth perception seems to have evolved not to help us know the distances to other objects but rather to help us move around in space.[41] Evolutionary psychologists say that animals from fiddler crabs to humans use eyesight for collision avoidance, suggesting that vision is basically for directing action, not providing knowledge

Social perception Social perception is the part of perception that allows people to understand the individuals and groups of their social world, and thus an element of social cognition.
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Person Perception How We Form Impressions of Other People Person perception Social cognition Implicit personality theory

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The Effects of Consumer Risk Perception on Pre-purchase Information Auctions: Abstract This study examines how consumer information processing affects consumers' perception of risk prior to purchase. In particular, this research focuses on prepurchase information such as brand, word-of-mouth, and customized information. The results show that customized information and word-of-mouth communication influence consumers more than do other types of information from online auctions. Consumers rely on these two factors because they are based on consumer experience and relevant to product purchase. Nevertheless, brand also has a significant effect upon consumer perceived risk. Pre-purchase information processing is directly related to reducing consumers' risk perception. In particular, information processing associated with product performance plays a crucial role in reducing consumers' perceived risk in online transactions. The results offer insights to e-marketers and emarketing researchers about the role of pre-purchase information in management and e-commerce. Introduction The remarkable development of the Internet has drastically expanded the shopping space for a number of consumers. According to a Fast Company survey, Internet buyers as a percentage of all Internet users grew from just 19 percent in 1995 to 71 percent in 1999 (Kenai, 2001). Not only has Internet shopping created a new marketing provider that meets consumer needs and wants, but it has changed the consumer shopping culture with "click" shopping and ease of information searches for product or service buying. Nevertheless, unlike traditional commerce, e-commerce involves various risks (e.g., product performance, credit card information) that

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consumers perceive (Salisbury, David, Pearson, Pearson & Miller., 2001; Tan, 1999), and thus consumers are engaging in risk reduction behaviors based on a wealth of information (H ubl & Trifts, 2000; Krishnamurthy, 2001).

Limitations and Future Research The research reported here has admitted limitations. Because the study was focused on consumers' perceived information about Internet auction sites, the findings may not be generalizable to the many types of e-stores in e-commerce. Also, consumers often carry out information searches for themselves to supplement pre-purchase information search such as brand reputation, word-of-mouth, and customized information (Rowley, 2001). In particular, we overlooked other sources regarding risk perceptions: namely, communities, bulletin boards, 3-D advertisings, and so forth. Many customers may be interested in them and join voluntarily. Through these experiences, customers can perceive risks regarding the purchase of products or services. Finally, interaction impacts that can influence consumer perceptions such as satisfaction, trust, and loyalty are insufficient because they can significantly affect consumer perceived risk. Nevertheless, despite its limitations, this empirical research has shown that consumer perceived risk is closely affected by consumer pre-purchase information associated with product purchase through e-commerce.

Future research should focus on how interaction between pre-purchase information and post-purchase information influences consumer purchase decisions because postpurchase information processing based on the purchase performance may differ considerably from pre-purchase information processing. Theoretically, having found differences in the pre- and post-purchase information processing stages, this provides

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encouragement to investigate in more detail changes in risk perception and reduction throughout the whole consumer decision process (Mitchell & Boustani, 1994). Without a doubt such interaction will have a profound effect over time on brand success and consumer satisfaction with the e-commerce experience. Accordingly, it is hoped that future research will produce a theoretical framework for the relationships among information, perceived risk, and online consumer

The gestalt approach. Gestalt criticism was most effective in questioning whether shapes really appear in the way structuralisms claimed. Consider the figure-ground phenomenon, in the famous vase-and-faces Rubin figure in Figure Configuration determines which way a contour will face, what function a part will play. The whole is not the sum of its parts, and we cannot say what shape we will perceive by adding up the experiences we have with each individual point Cell assemblies and phase sequences. D. O. Herb proposed (1949) that there are in some fashion specific nerve energies that correspond to the gestalt phenomena; he suggested that corners, contours, and edges have their neural counterparts in organized networks of cellular connections in the brain, called cell assemblies, which have come to act as single functional units as a result of perceptual learning. From these cell assemblies (which would consist of counterparts of frequently encountered fragments of shapes, etc.) still larger temporally extended units, called phase sequences, might be built upfor example, the succession of cell assemblies that would be produced by repeated sweeps of the eye over the same pattern (say, in picking out the corners of a square).

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Classifying shapes. One obvious starting point is to classify shapes and forms in accordance with their apparent similarities and differences, that is, to obtain the dimensions of variation of shapes. This task is more difficult with shape than with colors simply because shapes can be sorted or classified in so many different ways. Several systems for classification have been proposed, including procedures for the random generation of nonsense shapes. While these procedures may help us standardize our discussions, it is not yet clear what they do as a choice of subject matter (that is, to what extent they are representative of the kinds of shapes about which it is important to be able to generalize). Perception of distance . To Gestalt psychology there is no real difference between shape perception and space perception: both express the same organizational processes, and neither necessarily depends on learning. To structuralism, distance perception must be learned, since each individual retinal receptor cell can only indicate by its specific nerve energy whether or not it is stimulated, not whether the energy stimulating it comes from near or far. There are, it is true, patterns of stimulation that differ with near and far objects, and many of these had already been discovered by artists, but if points are the only basic sensations, these patterns would themselves have to be the results of learning and could evoke depth perceptions only by their previous associations with walking, reaching, and touching.

Perception of people and social events . Much research on what is called social perception has studied the effects of the observers needs and expectations on his judgments of physical variables, for example, the effects of economic class on childrens estimates of coin size, or the

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effects of emotional connotations of words on the amount of light needed to recognize them. One goal of such research has been to demonstrate that unconscious perception, or subception, can occur; even if this goal could be achievedand it is doubtful that it can be in any conclusive fashionwe have seen in our previous discussion that the concept is not a novel one in the history of perceptual theorizing. The asserted findings of such effects are few and still contested after a decade of controversy; even were they large and reliable, however, there is no clear path by which we could apply such findings to the study of the perception of people and of social events. This latter inquiry, which is still in its infancy, will almost certainly require new analytic units and experimental variables different from those of physical size or light intensity. Methods of studying perceptual development In present-day psychology, the natives-empiricism, or nature-nurture, controversy has been rephrased. The questions askedhow does perception develop? to what extent is it trainable? And to what extent is it dependent on innate factors?are ones that can be answered scientifically. Evidence from ethnology of species-specific innate releasers has convinced the most die-hard empiricists that certain stimulus-toperception correlations are built in. And laboratory evidence of the improvement of perceptual skills through training has made dogmatic acceptance of a atavistic bias equally impossible. A number of methods are being pursued in an intensive effort to uncover the laws of perceptual development. Sequential studies Longitudinal observational study, with a comparison of different age levels and a search for a definable sequence (employed by Giselle for sensor motor development) has been utilized in a long-term program of research on cognitive development by Piaget and his co-workers. Piagets observations on perceptual development are

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summarized in Les mechanisms perceptive (1961). His theory of perceptual development emphasizes constructive activity on the part of the child. There are perceptual mechanisms and at a later stage intellectual processes as well, he believes, operating on the sensory input and in a sense constructing the perceptual world. The breadth of Piagets work is enormous, but one example, the development of form perception by touch, must suffice (Piaget & Inhaler 1948). Comparative studies Ontogenetic studies such as Piagets have demonstrated sequential changes in perceptual development, but the relative contributions of maturation and experience are difficult to assess. Two other comparative methods have been used as well: interspecies and cross-cultural comparisons. Interspecies comparisons. Comparisons of species using the very young animal have revealed wide interspecies differences, due either to the maturational stage of the neonate or to differences in structurein either case the emphasis being on inborn rather than experiential factors. Walk and Gibson (1961) made comparisons of young animals responses to a simulated cliff (constructed to provide only visual information about the depth of the drop-off) as soon as the young of each species were capable of locomotion. Enhancement studies. An alternative to the method of deprivation is that of rearing the experimental animal with enhanced opportunities for stimulation. The hypothesis tested is that the animal will later exhibit superior perceptual performance. Gibson and her associates (1959) used this method in studying form discrimination in rats. Adaptation to distorted environments. Strattons early experiments with inverting optical systems have been carried further, especially at the University of Innsbruck (Kohler 1951). The hypothesis underlying these experiments is that progressive

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adaptation to the distorted world thereby produced is analogous to the original development of space perception in the infant. This reasoning is questionable, but the experiments are interesting because they demonstrate great plasticity in the human subject in compensating for a transformed stimulus array Trainability of perceptual skills. The plasticity of the human observer is convincingly demonstrated also by his trainability in numerous perceptual tasks. Experiments have demonstrated the effects of practice on judgments of pitch, smell, hue, distance, and weight (see Gibson 1953). Modern theories of perceptual development It should be clear that for modern psychological theory the problem is no longer whether perception is innate or learned, but rather how it develops. Enrichment theories and differentiation theories are two general approaches to perceptual development (Gibson & Gibson 1955). Enrichment theories Enrichment theories assume that perception begins with bare sensory input, and that this is supplemented somehow by past experience. The supplementation may be by way of an associated context of images and ideas, or it may be by inference from hypotheses built up through experience. The latter position, deriving from Helmholtz, has a number of modern proponents. Differentiation theories Differentiation theories of perceptual development contrast with enrichment theories by assuming that the environment, by way of the stimulus array, provides a wealth of potential information, and that development is a process of getting more and more of this information. It is not a matter of adding something to a sensory process but, rather, of responding more selectively to the variables and invariants of stimulation. It

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is a matter of learning to attend to distinctive features of the stimulation, as opposed to adding distinctive responses. Development is characterized by reduction of primary Models of perceptual development Neurological models of perceptual learning (see, for example, Hebb 1949) are becoming fairly numerous, and so are computer models (Uhr 1963). It is to be expected that these models will influence psychological theories (and vice versa) and that achievement of a satisfactory merger of all three will lead to faster progress in our knowledge of how perception develops. DEPTH PERCEPTION The term depth perception may mean both the perception of the distance of an object and the perception of its solidity (the slant or curvature of its surfaces). For reasons to be explained, these properties taken together are known as the third dimension. The term may also mean space perception, on the theory that perception of an array of objects at various distances from the observer and from one another implies the apprehension of abstract space. It is thus related to still other kinds of perception, such as direction from the observer and orientation relative to gravity. The term is obviously connected with object perception and with constancy of perception. Generalization (unselective response to a wide range of similar stimuli) and increased refinement and precision of discrimination. The problem of visual depth perception The puzzle of three-dimensional perception arises from the following very old assumptions about vision, depth, and perception: (1) The eye works like a camera, and the retinal image is comparable to a flat picture. The information delivered by the visual sense is therefore bidimensional.

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(2) When depth is perceived, a plane form is converted into a solid form in the same way that plane geometry is related to solid geometry. When distance is perceived, a third dimension is added to the two dimensions of the frontal plane just as the third axis is added to the two axes of Cartesian coordinates. (3) Perception is a mental construction imposed upon the data of the senses; the nature of this construction is to be discovered. Attempted solutions of the problem For two centuries some of the greatest minds in Western civilization struggled with the problem of depth perception. It was the chief battleground for competing theories of human nature, such as natives versus empiricism and rationalism versus sensationalism. Binocular vision. According to the binocular vision hypothesis, three-dimensional vision, now often called stereovision, comes from the ability to use two eyes, either one alone being insufficient. The idea goes back at least to Berkeley (1709). Past experiences. A second general hypothesis states that depth perception consists of learning to perceive the flat retinal images as objects. The original sensations are converted into perceptions by an accumulation of experiences with the outer world. This has been by far the most appealing explanation over the centuries Intuition. Another hypothesis holds that the sensations are converted into spatial perceptions by the intrinsic capacities of the mind. The simple doctrine of innate ideas of the soul that enters the body at birthlost ground during the Enlightenment, but to some thinkers the abstract ideas of space, motion, and form could not be derived from sensations. A capacity for other-than-sensory intuition was demanded, and a highly sophisticated form of natives evolved in the writings of Kant. He asserted that

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depth is perceived because the very nature of perception requires a preconception of three-dimensional space. Gestalt theory. A fourth general hypothesis, proposed in the early 1930s, purports to provide an alternative to either natives or empiricism. It suggests that depth perception depends on a spontaneous process in the brain called sensory organization. Bits of color are transmitted to the brain and converted into phenomenal objects, but not by associative connections and not by intuition. Instead, it was suggested that there exist field forces that yield some electrophysiological entity like the object PERCEPTUAL CONSTANCY It is a well-known fact of everyday experience that such characteristics of objects as their color, form, and size tend to remain invariant under changing conditions of stimulation. Thus a white sheet of paper looks white in bright sunlight and in deep shadow, a coin still appears round when it is turned out of the frontal-parallel plane and its image on the retina is elliptical, and a man appears to be about the same height at twenty feet as he does at ten feet although the retinal image is reduced to one-half in linear dimensions in the former case. The constancy of object properties is not limited to visual perceptions but is found also in other sense modalities; for example, an orchestra sounds equally loud in all parts of an auditorium that has good acoustic properties, and different temperatures feel right or comfortable within wide limits. If the brightness of objects were determined solely by the amount of light they send to the eyes, then on an overcast day a piece of chalk would appear as dark as a lump of coal on a sunny day; and in the course of one day the same objects would take on all lightnesss between white and black. It is evident that objects as perceived tend to remain fairly stable in contrast to the changing conditions of stimulation. The

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fundamental nature of visual constancy was noted by Helmholtz (1867) and Herring (1872-1875), who saw that it posed important problems for physiological optics. We now know that perceptual constancy has even greater importance in that it is part of the broader problem of biological adjustment and survival.

PERCEPTUAL DEPRIVATION A relatively recent development in experimental psychology has been the study of the effects upon human behavior of a severe reduction in the level and variability of sensory and perceptual stimulation. The attempts to achieve such a reduction in environmental stimulation are often referred to by such terms as sensory isolation, stimulus deprivation, sensory deprivation, and perceptual deprivation. Whatever the terminology, this condition can produce marked behavioral changes, for example, disturbances in perception, thinking, emotions, motivation, and, occasionally, the appearance of hallucinatory-like phenomena. Furthermore, these behavioral alterations are often accompanied by long-lasting disturbances of the electrical activity of the brain.

SPEECH PERCEPTION Speech perception is the identification of phonemes, that is, the vowels and consonants of language, largely from acoustic clues, and the recognition of the phonemes in combination as a word. Other clues that bear upon the perception of speech relate to rules of syntax, probabilities within the language, precision of utterance, interfering or competing noise or messages, and the listeners familiarity with the language.

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Physical clues to speech perception English utilizes approximately a dozen vowels and twice as many consonants, no more than one third of the sounds that are represented in the International Phonetic Alphabet. Each phoneme, in turn, is a singular distribution of acoustic energy among selected frequencies below 7,000 cycles per second (cps). In the instance of vowels this energy is concentrated in two or three bands of frequencies, termed formants (Fant 1960).

PERSON PERCEPTION Person perception concerns the study of processes by which we come to know and think about other persons, their characteristics, qualities, and inner states. This area has been variously named social perception, person cognition, interpersonal perception, co naissance dautrui, to mention only some of the phrases used. It overlaps, but is not coterminous with, psycho diagnosis by the expert. In the phrase person perception used here, the term perception is used in a very loose way, most often meaning apperception and cognition

SOCIAL PERCEPTION Social perception is a field of study notoriously difficult to define. It is generally concerned with the effects of social and cultural factors on mans cognitive structuring of his physical and social environment. This very broad statement is needed as a first approximation in order to encompass the variety of interests represented in the study of the social context of human perception.

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Cultural differences in perception Cultural determination of cognitive systems and of behavior relating to them ranges all the way from views about man, nature, and the universe to the organization of sensory data. The limits of cultural relativism are bound to vary according to whether one considers a cultural system or the range of variability in the behavior of individual members of a culture. From the psychological point of view, the main problem in this field is to discover techniques that would allow the transition from the analysis of a cultural system to that of behavior relating to this system. When this is done, it is often found, as Ash (1952) pointed out, that it is easy to underestimate the extent of free play that a cultural system of values and beliefs gives to individual variability.

UNCONSCIOUS PERCEPTION The term unconscious perception has two distinct and separate meanings with quite different implications for a science of behavior. One meaning assumes that the nervous system is capable of differentially responding to stimulus energies whose intensity is below that at which a discriminated verbal report could be obtained. This meaning is frequently referred to as subliminal perception. The second meaning makes no assumption concerning a lower sensitivity for unconscious discrimination but is instead concerned with situations in which an observers behavior is governed by perceptual stimuli whose presence he is unable to report when subsequently interrogated. In this situation the cues that guided the behavior would have stimulus energies sufficiently great that, had they been examined in a standard threshold situation, they would have been found to be above a threshold for discriminated verbal report. This meaning of unconscious perception is designated as incidental perception.

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Scopes of perception: The experimental manipulation of space and time Discussions of space and time have been grist to the philosophers' mill for centuries. We argue that the evolution of psychology as an independent discipline was in part a consequence of addressing philosophical questions concerning the perception of space and time by recourse to experiment rather than exposition. Two initially separate factors assisted in establishing this independence. On the one hand, it was driven by the invention of instruments for stimulus control so that the methods of physics could be applied to the study of perceptual phenomena. On the other hand and somewhat later, it was followed by the development of psychophysical methods, which opened the possibility of quantifying the responses to such controlled stimulation. The principal instruments were invented in the first half of the nineteenth century, and they consisted of simple contrivances that manipulated time and space in ways that had not previously been appreciated. Perception research methods There are many questions about perception that engender cognitive scientific research. No single discipline can answer all of the questions about perception. And since no research can be done in the absence of a research method, instrument, or technique, it should come as no surprise to hear that cognitive scientists use a host of methods to study perception. Just as no single discipline can answer all the questions, no single research method can do so either. Arguments An argument is what we offer through language as a means of proving, explaining, persuading, convincing, or otherwise showing that the truth of something follows

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from the truth of something else. Every argument consists of two parts. One is the claim, a statement asserting that such-and-such is the case

Introspection How do your perceptions compare with those of other people? What does a red apple look like? Do we see the same color of red? What does chicken taste like? What does giving birth feel like? If we both place our hands on a hot stove, will our pains be similar? How do you feel when you recognize the sound of gunfire (tornado sirens, or loud music at 3:00 AM)? These are but a few of the host a questions about the nature of subjective perceptual experience for which introspection is the method of choice. All scientific methods are "inspections" of a sort -- ways of observing some subject in the world

Experimental psychology Psychology is the science of the mind. While there are many subfields of psychology, three of them -- cognitive psychology, animal psychology, and neuropsychology -have contributed a great deal to the study of perception through experimentation. Hence, each of these subfields qualifies as experimental psychology too.

Neuroscientific methods Just as there are subfields of psychology, there are subfields of neuroscience. And cognitive neuroscience, computational neuroscience, neurology, and neurobiology are among the main subfields that have contributed to our understanding of perception DEALER-MEANING Any person who carries on business in purchasing, selling, Supplying or distributing goods and also includes works Contractor, company, Co-operative Society, Broker,

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Commission Agent, Auctioneer or any other mercantile Agent For the consideration of cash, commission and deferred Payment. There are two types of dealer such as: 1) Registered dealer. 2) Casual dealer. SOME OTHER DEFFENATION Dealer is any person that has a deal to any person for their products. Dealer is that a company deals with customer for sales through this person should be call dealer Trader in goods, who is buying and selling to get some Profit, An individual (or) firm willing to buy (or) sell securities for their own account. One who purchases goods (or) services for resale to Consumers. Who is deal in between manufacturer and consumer is called A dealer. Any person who carries on business in purchasing, selling, Supplying or distributing goods and also includes works Contractor, company, Co-operative Society, Broker, Commission Agent, Auctioneer or any other mercantile Agent For the consideration of cash, commission and deferred Payment. There are two types of dealer such as: 1) Registered dealer. 2) Unregistered Dealer 3) Interstate dealer Usurp Dealer. Dealer is an intermediary between a company and a customer For sales to get some profit and he will assume the Financial risk.

27

Dealer meaning

(n) Someone who purchases and maintains an inventory of goods to be sold (n) a firm engaged in trading (n) a seller of illicit goods (n) the major party to a financial transaction at a stock exchange; buys and sells for his own account (n) the person who distributes the playing cards in a card game

IMPORTANT OF DEALER IN SALES Manufacturers who sell their products directly to their consumers live a much simpler life. The vast majority of businesses however do not enjoy this same privilege. In this case, dealer sales are all they have to reach their consumers. This in turn forms a symbiotic relationship between the brand and the dealer. As you may already know sales form the backbone of any and every business enterprise. Selling the products and services are often the major source of income which funds the entire operation. This is especially true with smaller businesses that have even lesser amount of money to fund its expenses. As a consequence, some business owners have to rely on distributor sales to get their product noticed by their target market. You may not realize it but these distributors are everywhere and account for a large percentage of dealer sales. They help minimize the gap that exists between producers and consumers.

28

The result is a smooth transition of goods which only helps in keeping the economy going. From a producers perspective, they help minimize and even eliminate operational costs. Distributor sales companies often take care of the storage of certain products. They also transport these goods to local markets and retailers themselves. Dealer sales are also a big help for retailers. Distributors allow local retailers to have access to a wide variety of goods that can come from different locations. This effect also trickles down to consumers. They also serve as the middleman in this transaction and enables dealer marketing. This means that manufacturers are now able to market their products directly to their consumers. Dealer marketing streamlines the sales process as well. Connecting with consumers also allows better brand recall and promotes the brand as a trustworthy name. This can prove valuable in the long run with the several competitors also on the market. As you can see, dealer sales really help all parties involved. In fact, it has become an important part of the business process that it attracts a lot of investments. This phenomenon has led to a steady increase in dealer sales jobs over the years. This only proves the success of this arrangement. A somewhat related field of equal importance is broker dealer sales. This is a much more sophisticated operation that requires a dedicated team of professionals to pull off. The methods may be different but the purpose is still the same. It also offers the same benefits as dealer sales. Like sales management, product distribution is also a lucrative industry. Recent market trends show that it still has room for growth. Dealer sales jobs are in demand

29

nowadays and many are attracted by promises of decent pay and benefits. You can expect nothing less of this important component of business transactions. These are just some of the reasons why dealer sales have become an important part of the business process. Dealers help business connect to their market from the grassroots. Broker dealer sales also facilitate and make this important process go smoother.

5 Responses to The Importance of Dealer Sales I totally agree with this strategy, as my company is flourishing selling 3rd party products as full solutions. All it takes is a good product from the source and local connections and presence from the partner (or dealer as you like), as well as the ability to package the product the way it needs to be for that customer segment. There is a related article on my bog about this at This is such a powerful new perspective for me to look at it when thinking about dealer sales. Glad to know about these new strategies that can come very handy in my global business.

Dealer Sales is definitely a viable distribution model for a small business owner. It is like outsourcing your sales function. Something to strongly consider if your product fits this type of distribution! Made me think of ways to apply in my small business thanks

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Excellent resource for anyone with a small business. Im all about learning new ways to automate and streamline the sales process. Title: the Role of the Dealer in customer Purchase Decisions The important role of the distributor and of customer service in buyer behavior and marketing is increasingly being noted by marketing practitioners and by academics, although published research support is relatively sparse. The paper examines the evaluation criteria used by farmers when purchasing new machinery and selecting local suppliers. The requirements of farmers and the relative importance of dealer service factors compared to generic product factors are highlighted. The Importance of the Dealer Network Have you ever wondered why you cant just deal directly with the manufacturer when purchasing a product or service? Well, honestly, its not always the best option. Its just not possible for a manufacturing headquarters to establish a close relationship with each and every customer. Thats why Braun Ability relies on our dealer network to give each customer direct attention and all the additional accessories they need. With over 200 dealers nationwide, weve established a far-reaching family of dealers and customers. Recently I had the opportunity to visit a Braun Ability dealership for the first time. It was a perfect chance toad sees how their operations worked and view their daily activities. Their knowledge of customer needs and their ability to answer questions was impressive. They have direct contact with customers and are easy to access. Each dealer location could easily evaluate the best fit for the customer whether it was an Enter van, Rampvan, wheelchair lift or even the additional accessories we dont

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sell. This dealer treated its customers like family, and thats exactly how The Braun Corporation wants our customers to feel. With over 200 dealers nationwide, weve established a far-reaching family of dealers and customers. And you can trust that we only welcome the most trustworthy, skilled, and caring dealers into the Braun family. To make sure they meet our standards, we require each to go through extensive training and offer 24-hour roadside emergency assistance all so we know theyre being taken care of the same way we would. So, thats why our dealers are your best source for Braun Ability products and superior service. They are out in the field working with many different mobility needs each and every day. They know the trends, the needs, the solutions, and thats why they serve as our Mobility

DEALERSHIP Dealership meaning(s n) a business established or operated under an authorization to sell or distribute a company's goods or services in a particular area

Customers look over Cadillacs offered for sale at a GM dealer a business established or operated under an authorization to sell or distribute a company's goods or services in a particular area Meaning: A business established or operated under an authorization to sell or distribute a company's goods or services in a particular area A franchise to sell specified items in a certain area.

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a franchise to market a product in a specified area, or a distributor holding such a franchise Dealership usage(s) Yet even dealership owners whose legislators pushed the program don't plan to use it.

Need for dealership;

Operations Improvement;

Our Operations Improvement services help to unlock hidden value within your operations through identification of opportunities for improvement and assistance in making these a reality. Benchmarking Operations Review Operations Implementation Supervisor and Operator Productivity Training Raw Material Variability Reduction

Cost Estimation

Our Cost Estimation services use advanced scheduling and costing tools to help facilitate effective business decision-making.

Feasibility studies

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Business Case Preparation Budgeting

Equipment Selection We offer Equipment Selection services to help ensure that you are able to identify the best equipment for your operation and get the best deal from suppliers Dealership Needs Assessment In order to evaluate what the dealership will need, it is necessary to examine the current network infrastructure as well as plan for the near and more distant future. This will allow dealer to reach more informed decisions on which technologies, suppliers, and solutions are best suited for the dealerships needs. After filling in this worksheet, the dealer will have the proper information to determine the most efficient and cost-effective solutions for both the short and the long term. Please fill in the appropriate blanks throughout this document as completely as possible.

The dealership network is typically comprised of computer/server room, wiring, wiring closets, servers, Personal Computers (PCs), and connection devices (hubs, switches, routers, etc.). Each of these should be reviewed when assessing the dealerships needs. The more information gathered ahead of time, the better equipped the dealer will be. Provide copies of any schematics Dear ship perception Cement company needed, because knowing dears option companies easily under stand customer preferred product it consist of need &wants of customers

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Meaning;" it meaning the individual person option about contract about distribute the products in the market" Companies manly focus on dear ship perception reasons behind this knowing the consumer them products of particular companies want or not another reason of one dears are direct contact with coaster so obvert easily product either quality or not and what type of change required to generate more sales so knowing perception of distributor modification done by firm in products and also identified problem take place is it on price or other thing.. Dealers Perception; objectives Introduction: No knowledge is ever complete ever without having a practical and first hand experience about it and summer training serves the same purpose of giving the first hand learning opportunity about the various aspects of management. That is being put to use in the day-to-day functioning of the companies.

The succeeding report contains a detailed description about the project that the author has done during his training period in Hindustan Sanitary ware Industries LTD the project under consideration has been titled as, Dealers perception, universal mapping and consumer buying behavior The objectives of the project report: - Trade feedback and distribution. - Perception of dealers/sub-dealers. - Satisfaction level of dealers/sub-dealers regarding company and its management. - Dealers suggestions and comments. - Customer buying behavior at the time of purchase. -Customer expectation from the companys product.

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Perception management is a term originated by the US military. The (DOD) gives this definition: Actions to convey and/or deny selected information and indicators to foreign audiences to influence their emotions, motives, and objective reasoning as well as to intelligence systems and leaders at all to influence official estimates, ultimately resulting in foreign behaviors and official actions favorable to the originator's objectives. In various ways, perception management combines truth projection, operations security cover and deception, and psychological operations. "Perception" is defined as the process by which individuals select, organize, and interpret the input from their senses to give meaning and order to the world around them Components of perception includes the perceiver, target of perception, and the situation. Factors that influence the perceiver: Schema: organization and interpretation of information based on past experiences and knowledge Motivational state: needs, values, and desires of a perceiver at the time of perception Mood: emotions of the perceiver at the time of perception Factors that influence the target:

Ambiguity: a lack of clarity. If ambiguity increasing, the perceiver may find it harder to form an accurate perception Impression management: an attempt to control the perceptions or impressions of others. Targets are likely to use impression management tactics when interacting with

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perceivers who have power over them. Several impression management tactics include behavioral matching between the target of perception and the perceiver, selfpromotion (presenting ones self in a positive light), conforming to situational norms, appreciating others, or being consistent. Impotent dealership perception Manly some important points are there 1. Knowing perception firm analysis market environment 2. Understand consumers test & preferences 3. By knowing product success or failure 4. Compared dam end by that estimate sales forecast in future 5. Understand geographical tertiary suitability plc also analysis 6. Knowing drawbacks either (margin. quality. size) where its problem arise 7. Work progress of distribution channel 8. Satisfaction of dealers and nature of thinking fixed them an companies 9. Dear ship perception giving information maintain proper relationship with consumers 10. Information as shows how much market share occupied in business so this points will explain companies sates on market and grip information about perception of consumer & distributors Dear ship perception is company provides distribution structures and facility of transportation to manufacture s to products reaches coasters play on role in timidities Scope of dealership perception

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Many industries manly depended on distribution because a companies having large numbers so at time firm focus on given and those customer fluffed need wants marketing filed usage dealers perception analysis sales and besetment demand of products in the market

CEMENT INDUSTRY PROFILE History: Cement is an essential commodity on which our standard of living is greatly dependent. It is a fine ground powder, which when mixed with water sets to a hard mass. Cement was invented by JOSEPH ASPIDIN a leading builder and brick lauer. Cement was patented in the year 1824 in England.

German standard comities: DEF Binding agents consisting essentially of compounds of oxide, with silica, alumina and iron oxides, this can harden in air and under water and are stable in water after they harden and which further more satisfy the conditions to strength.

The basic raw material for production of cement is limestone which is available plenty in India in the form of limestone is excavated by mechanical means and processed through primary and secondary crushers to the required sizes. All basic raw materials consisting of: Lime (CAO) Silica (SIO2) Alumina (al2o3) Iron oxide (fe2o3) Magnesium 60-67% 17-25% 3-8% 0.5-6% 1-4% 38

Are finely grounded on the raw mills and heated to a temperature of about 1500c in the Rotary kiln resulting in the formation of CLINKER. The clinker is ground to a fine powder. The clinker is containing the following components.

C3sC2s C3s

tribalism silicate (About 45%) dicalcium silicate (About 25%) tricalcium aluminate (About 10-12%)

Required quantity of gypsum (about 2-3%) is added to control the setting time to facilitate easy working. This is done in a cement mill or ball mill of several compartments charged with progressively smaller hardened balls. The mixture is ground to the required fineness and transferred to storage soils. From here, the cement is bagged and packed where from it is transported either by road to the desired destinations.

Continuous monitoring of the quality of cement is exercised, both at the raw material stage and also at the finishing stages with the help of X-ray analyzer etc; no replacement exists for the cement in the foreseeable future and it is bound to retain its prominent position as a construction material.

Indian cement industry is the fourth largest in the world producing 70 millions off with 106 major plants after.

China 380 million tones Japan 110 million tones

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USA 90 million tones The total world cement production is around 1400 tones.

TYPES OF CEMENT GRADES

Earlier depending upon the requirement, different varieties of cements were manufactured. The following are the major varieties of cements:

1. Ordinary Portland cement (opc) 2. Portland pozzoland cement (ppc) 3. Portland slag cement (psc) 4. Rapid hardening cement (src) 5. Low heat Portland cement (lhc) 6. Oil well cement (owc) 7. White cement (wc)

PERCENTAGE OF EACH TYPE OF CEMENT TO TOTAL CEMENT: Type of cement Ordinary port land cement Portland pozzoland cement Portland blast furnace slag cement All other special cement Total Percentage 71 18 10 01 100

COMPANY PROFILE

Kesoram cement is branch unit of Birla house. The house reliability. Kesoram is mainly known as in the form of Shri.B.K.Birla group kesoram cement industry is

40

located at basanthnagar in karimnagar district of Andhrapradesh. Basanthnagar is 8km away from Ramagundam Railway station linking to Chennai to New Delhi.

History: One among the industrial giants in the country today serving the nation on the industrial front kesoram industries limited has a chequered and eventful history dating back to 20`s when the industrial house of Birla`s acquired it with only a textile mill under it`s banner in 1924 it grew from strength to strength and spread it activities to never fields like rayon, pilp, transparent paperapun, pipes, refectories, types and other products.

Looking to the wide gap between the demand and supply of a vital commodity, cement which place and important role in nation-building, the Govt. of India censed the cement industry in the year 1966 with a view to attract entrepreneurs to augment the cement production. Kesoram rose to occasion and decided to setup few cement plans in the country.

Many a site in different parts of the country was considered but the final choice fell on Andhra pradeh a site in the godavari river valley at Thakkalapally reserves has been selected for putting up the first cement plans. It has got natural advantages like power station, coal mines and rall head are located with in a radius of 15km from the site. Having located a site kesoram lost no time in drawing up a blueprint for a modern cement plant with an ultimate aim to resources men and material at its command, it did not take much time to execute the project.

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Kesoram cement factory is surrounded by a wide range of limestone deposits. Kesorams serving railway station is Ragavapuram in Kazipet Ballarshaw section of south central railway. It is bounded by singareni collieries, NTPC, FCI and APSEB power house which makes area industrial.

Kesoram cement is one of the prestigious renowned kesoram group of industries which is one of the Indias leading industrial conglomerates under the stewardship of SYT.B.K.Birla, the doyen of Indian industries. It is one of the leading manufacturers of cement in India. It is a dry process cement plant with capacity of 9 lakhs per annum.

The cement plant of kesoram with a capacity of 2.5 lajh tons per annum was established in 1969 at Basanthnagar a backward area in karimnagar district of AP, the second unit followed suit which added a capacity of 2 lakh tones in August 1978, 1.13 lakh tones in 1981 and 0.87 lakh tones in September 1981.

Kesoram set up a 15M.W captive power plant to facilitate tof an un interrupted power supply for manufacturing of cement in 1997. the plant incorporates the technology in cement making; it is professionally managed and well established cement manufacturing company enjoying the confidence of the consumers

Kesoram produces:

1 Ordinary Portland cement(opc) 43 grade-known as Birla supreme

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53 grade-known as Birla supreme gold

2 Portland pozzoland cement (ppc)

SUPREME PERFORMANCE:

Birla supreme, the 43-grade cement is widely accepted popular brand in the market commanding a premium. However need the specific demands of the consumers kesoram brand out the 53-grade-known as Birla supreme gold which is special quality like higher fineness, quick setting, durability etc

Ppc is known as Birla Shakti which attracted by people its qualities and rate margin compared to opc. All quality system of kesoram have been certified under INTERNATIONAL STANDARD ORGANISATION which proves the world wide acceptance.

SUPREME STRENGTH:

Kesoram cement has huge captive limestone deposits which make it possible to possible to feed high grade limestone consistently. Its natural gray color is in-born ingredient and gives good shade.

Both the products offered by kesoram i.e. Birla supreme-43 Grade and Birla supreme-53 grade cement are outstanding with much higher compressive strength and durability. The following characteristics show there distinctive qualities.

43

Compressive strength 3 days Mpa 7days Mpa 28days Mpa

OPC 43 Gr IS Birla supreme OPC 53 Gr IS Birla 8112-1989 Min 23 Min 3 Min 43 43 grade 31+ 42+ 50+ 12269-87 Min 27 Min 37 Min 53 supreme OLD 53 Grade 38+ 48+ 60+

PROCESS AND QUALITY CONTROL: It has been the endeavor of kesoram to incorporate the worlds latest technology in the plant and today the plant has the most sophisticated, state of the art technology in its process.

X-RAY ANALYSIS:

Fully computerized XRF, XFD and X-RAY analyzers keep a constant round the clock vigil on quality.

DCS SYSTEMS: DCS ( Distributed controlled system) is installed in clinker making process of kesoram cements since it is key step in the overall cement making process is totally computer controlled. The DCS is constantly monitors the process and ensures operating efficiency. This eliminates variations and ensures consistency in the quality of clinker.

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DEPOT SALES: Kesoram cement is maintaining marketing depots as head quarters in defferent places in Andhrapradesh, Maharashtra, Tamilnadu, Karnataka and Orissa states. 1. ANDHRA PRADESH: Hyderabad Warangal Karimnagar Nizamabad Vijayawada Nellore

2. MAHARASHTRA: Amoretti Akolo Jalgoan Nagpur Nanded Chandrapur Wardha

3. TAMIL NADU: Madras

4. KARNATAKA: Bangalore

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5. ORISSA Berhampur

Sales will take place from depot to:

Retailers/ stockiest Builders/ contractors Pipe factories-Industries Direct consumers Government and semi government Bodies

FEATHERS IN KESORAMS CAP:

Kesoram has put standing track record, achieving over 100% capacity utilization in productivity and energy conservation. It has provided its designation by bagging several national and state awards, noteworthy being.

NATIONAL & STATE AWARDS National productivity award for 1985 &1986 National award for mines safety 1985-86 &1986-87

46

NCBM ( national council for cement and building materials)s national award for 1989-90

Prestigious state award, Yajamsnya Ratna and Best management award for 1989.

FAOCCI (Federation of AP chamber of commerce and industry) award for best family planning sffort in the state for the year 1991.

May day award of the government of AP for best management and Jawaharlal Nehru Silver Rolling Trophy for best industrial productivity effort in the state, sponsored by FAPCCI for the year 1993.

FAPCCI award for best efforts of industrial in the state to develop rural economy twice in the year 1994 as well as in 1998.

National award (Shri. S R Rangta) for social awareness for the year 199596.

The best rural development effotts made by the company got FAPCCI Award for Best workers welfare.

Kesoram got the first prize for Mine Environmet and pollution control the year 1999 too, for the third year in succession in July 2001.

Kesoram annexed the Vana Mitra Award from the Govt. of A.P.

KESORAM CEMENT ADVANTAGES:

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1. Helps in designing sleeker and more elegant structures giving greater flexibility in design concept. 2. Due to its fine quality super fine construction can be achieved. 3. it gives maximum strength at minimum use of cement with water in the water cement ratio, especially the 53 grade Birla supreme gold. 4. Improved durability is achieved, the permeability reduces and the volumetric changes are also reduced. 5. Better water proofing is achieved due to low heat of hydration as the shrinkage will be less which means fewer crackers. 6. Better finish is achieved due to fitness and hence better workability. Thus plastering becomes easier with batter finish. 7. Faster construction possible at both Birla Supreme Gold achieves their high early strength in just 24 hours, and hence the form work can easily be removed. Thus improving the efficiency and saving in cost and time.

MIX PCC M10 M15 M20 M25

C:FA:CA 1:4:8 1:3:6 1:2:4 1:1.5:3 1:1:2

WATER 30 Lts 28 Lts 27 Lts 26 Lts 24 Lts

W/C RATIO 0.60 0.56 0.54 0.52 0.48

1) DEALERS COMPANIES a) yes

OPINION

ON

ORIENT

AND

KESORAM

CEMENT

b) no

48

Options Yes No total

No of respondents 45 75 120 Table;4.01

Percentage of respondents 37.5 62.5 100

DEALERS OPINION ON ORIENT AND KESORAM CEMENT COMPANIES 70 60 PERCENTAGE 50 40 30 20 10 0 Yes OPTIONS No

As per given table 4.01 The study conducted with 120 dealers with in karimnager district, 62.5% of dealers respondents having dealership with orient and kesoram cement companies, and remaining 37.5% of dealers respondents havent dealership with orient and kesoram cement companies

As per table concluded the 62.5% of dealers respondents having dealership with orient and kesoram cement companies

2) FACILITES PROVIDED IN ATTRACTING THE DEALERS a) Offers b) discount c) commission

49

Options Offers Discount Commission Total

No of respondents 35 55 30 120 Table;4.02

Percentage of respondents 29.17 45.83 25.00 100

FACILITES PROVIDED IN ATTRACTING THE DEALERS 50 45 40 35 30 25 20 15 10 5 0

C om m is si on D is co un t ffe rs O

PERCENTAGE

OPTIONS

As per the above table 4.02 the study conducted with 120 dears with in karimnagar district, 45.83% of respondents discounts attracting for dealers and reaming 29.17% of respondents Offers attracting for dealers, and 25% of respondents commission attracting for dealers

As per above table concluded the 45.83% of respondents discounts were attracting the dealers

3) OPINION OF CUSTOMERS WITH REGARD TO BRAND PREFERENCE a) kesoram cement b)orient gold c) mcc cement

50

Options Kesoram cement Orient gold Mcc cement total

No of respondents 45 60 15 120 Table;4.03

Percentage of respondents 37.5 50.00 12.05 100

OPINION OF CUSTOMERS WITH REGARD TO BRAND PREFERENCE

60 PERCENTAGE 50 40 30 20 10 0 Kesoram cement Orient gold OPTIONS Mcc cement

As per above table 4.03 the study conducted with 120 dealers with in karimnager district, 50% of respondents with preference orient gold cement brand, and remaining 37.5% of Respondents are preference kesoram cement brand, and remaining 12.05% of respondents Are preference mcc cement brand

As per above table concluded the 50% of respondents customers preference orient gold cement Brand

4) VIEW ON THE MAJOR COMPITITOR OF KESORAM CEMENT a) strongly agree Options b) agree c) strongly disagree d) disagree Percentage of respondents

No of respondents 51

strongly agree agree strongly disagree disagree total

25 75 10 10 120 Table;4.04
VIEW ON THE MAJOR COMPITITOR OF KESORAM CEMENT 70 PERCENTAGE 60 50 40 30 20 10 0
di sa gr ee ag re e di sa gr ee ag r ee

20.83 62.50 8.33 8.33 100

ro ng

ly

st ro n

st

A per above table 4.04 the study conducted with 120 dealers with in karimnager district, 62.50% of respondents agree kesoram is major competitor for orient gold cement companies And remaining 20.83% of respondents are strongly agree kesoram major competitor for orient gold cement companie,and remaining 8.33% of respondents were disagree and strongly disagree Kesoram is the major competitor for orient gold cement company As per above table concluded the 62.50% of respondents kesoram is major competitor for orient gold cement c

5) COMPITITOR OF OFFERS PROVIDED BY ORIENT GOLD AND KESORAM CEMENT a) Yes b) no

52

gl y

OPTIONS

Options Yes No total

No of respondents 65 55 120 Table;4.05

Percentage of respondents 54.17 45.83 100

COMPITITOR OF OFFERS PROVIDED BY ORIENT GOLD AND KESORAM CEMENT

56 54 52 50 48 46 44 42 40 Yes OPTIONS No

As per above table 4.05

the study were conducted with 120 dealers with in

karimnager district, 54.17% of respondents says orient gold cement company giving more offers compared with kesoram cement company, and remaining 45.83% of respondents says orient gold not giving more offers compared with kesoram cement company

As per above table concluded the 54.17% of respondents says orient gold giving more offers compared with kesoram cement company

6) BETTER SCHEMES AND REWARDS ON ACHIVEING THE TARGETS a) kesoram cement Options b)orient gold c) mcc cement No of respondents 53 Percentage of respondents

PERCENTAGE

Kesoram cement Orient gold Mcc cement total

60 40 20 120 Table;4.06
BETTER SCHEMES AND REWARDS ON ACHIVEING THE TARGETS
60 50 PERCENATGE 40 30 20 10 0 Kesoram cement Orient gold OPTIONS Mcc cement

50.00 33.33 16.67 100

As per above table 4.06 the study conducted with 120 dealers with in karimnager district,50%of respondents kesoram cement company provides better schemes and rewards achieving the target, and remaining 33.33% of respondents orient gold provides better schemes and rewards achieving the target, and remaining 16.67% of respondents mcc cement company provides better schemes and rewards achieving the target

As per above concluded the 50% of respondents kesoram cement company provides better schemes and rewards achieving the target 7) QUANTITY OF CEMENT BAGS PURCHASED BY CUSTOMERS WITH REGARD TO ORIENT AND KESORAM CEMENT COMPANY a)100 Options 100 b) more than 100 c) below 100 d) none No of respondents 25 Percentage of respondents 20.83

54

more than 100 below 100 none total

45 30 10 120 Table: 4.07

QUANTITY OF CEMENT BAGS PURCHASED BY CUSTOMERS WITH REGARD TO ORIENT AND KESORAM CEMENT COMPANY 40 PERCENATGE 35 30 25 20 15 10 5 0 100 more than 100 below 100 none

37.5 25.00 16.67 100

OPTIONS

As per above table 4.07 the study were conducted with 120 dealers with in karimnager district,37.5% of respondents more than 100 bags purchased by customers with regard kesoram and orient gold cement company, and remaining 25% of respondents below 100 bags purchased by customers with regard kesoram and orient gold cement company, and remaining 20.83% of respondents bags purchased by customers with regard kesoram and orient gold cement company, and remaining 16.67% of respondents none of them bags purchased by customers with regard kesoram and orient gold cement company As per above table concluded the37.5% of respondents more than 100 bags purchased by customers with regard kesoram and orient gold cement company. 8) DIFFERENT VARITES OF BRANDS OF KESORAM AND ORIENT GOLD a) one brand Options b) two brands c) more than two brands No of respondents 55 Percentage of respondents

one brand two brands more than two brands total

15 50 55 120 Table;4.08
DIFFERENT VARITES OF BRANDS OF KESORAM AND ORIENT GOLD 50 45 40 35 30 25 20 15 10 5 0 one brand tw o brands OPTIONS more than tw o brands

12.05 41.67 45.83 100

As per above table 4.08 the study were conducted with 120 dealers with in karimnager district,45.83% of respondents more than two brands different varieties of brands of kesoram and orient gold cement company, and remaining, 41.67% of respondents two brands different verities of brands of kesoram and orient gold cement company, , and remaining, 12.05% of respondents one brand different verities of brands of kesoram and orient gold cement company,

As per above table concluded the 45.83% of respondents more than two brands different varieties of brands of kesoram and orient gold cement company

9) OPINION ON THE CEMENT PRICE OF THE BRAND a) highly satisfied b) satisfied Options c) highly dissatisfied d) dissatisfied Percentage of respondents

PERCENTAGE

No of respondents 56

highly satisfied satisfied highly dissatisfied dissatisfied total

45 25 10 30 120 Table; 4.09

OPINION ON THE CEMENT PRICE OF THE BRAND 40 PERCENTAGE 35 30 25 20 15 10 5 dissatisfied 0 satisfied highly highly Series1

37.5 20.83 8.33 25.0 100

OPTIONS

As per above table table 4.09 the study were conducted with 120 dealers with in karimnager district,37..5% of respondents highly satisfied the cement price of

kesoram and orient gold cement brands, and remaining25% of respondents dissatisfied the cement price of kesoram and orient gold cement brands, and

remaining20.83% of respondents satisfied the cement price of kesoram and orient gold cement brands, and remaining8.33% of respondents highly dissatisfied cement price of kesoram and orient gold cement brands. the

As per above table concluded the37.5% of respondents highly satisfied the cement price of kesoram and orient gold cement brands, 10) BRAND OF CEMENT BETTER IN QUALITY a) Kesoram cement Options kesoram cement b) orient gold cement c) both No of respondents 50 57 Percentage of respondents 41.67

orient gold cement both total

35 25 120 Table;4.10
BRAND OF CEMENT BETTER IN QUALITY 45 40 PERCENTAGE 35 30 25 20 15 10 5 0 kesoram cement orient gold cement OPTIONS both

37.50 20.83 100

As per above table 4.10 the study were conducted with120 dealers with in karimnager district, 41.67% of respondents kesoram brand of cement better in quality, and remaining 37.50% of respondents orient gold brand of cement better in quality, and remaining 20.83% of respondents both brands of cements are better in quality

As per above table concluded the41.67% of respondents kesoram brand of cement better in quality

11) AVAILABILITY OF KESORAM CEMENT IN MARKET a) kesoram cement Options b) orient gold cement c) maha shakathi No of respondents 58 d) others

Percentage of respondents

kesoram cement orient gold cement maha shakathi others total

50 40 10 20 120 Table;4.11
AVAILABILITY OF KESORAM CEMENT IN MARKET 45 40 PERCENTAGE 35 30 25 20 15 10 5 0 kesoram cement orient gold cement maha shakathi others

41.67 33.33 8.33 16.67 100

OPTIONS

As per above table 4.11 the study were conducted with 120 dealers with in karimnager district,41.67% of respondents kesoram cement availability in market, and remaining ,33.33% of respondents orient gold cement availability in market, and remaining ,16.67% of respondents others cement brands availability in market, and remaining ,8.33% of respondents maha shakathi cement availability in market

As per above table concluded the, 41.67% of respondents kesoram cement availability in marke

12) OPINION ON KESORAM CEMENT IN MARKET? a) Excellent b) very good c) good d) average Options excellent very good No of respondents 50 40 59 Percentage of respondents 41.67 33.33

good average total

10 20 120 Table;4.12
OPINION ON KESORAM CEMENT IN MARKET
45 40 35 30 percentages 25 20 15 10 5 0 excellent very good options good average

8.33 16.67 100

As per above table 4.12 the study were conducted with 120 dealers with in karimnager district,41.67% of respondents says excellent of kesoram cement in the market, remaining 33.33% of respondents says very good of kesoram cement in the market, remaining 16.67% of respondents says average of kesoram cement in the market, remaining remaining 8.33% of respondents says good of kesoram cement in the market

As per above table concluded the 41.67% of respondents says excellent of kesoram cement in 13) FACTORS INFLUINCING KESORAM CEMENT a) Price Options b) Quality CUSTOMERS c) Brand image IN PURCHASING d) packing Percentage of respondents 60 OF

No of respondents

Price Quality Brand image packing total

60 30 10 20 120 Table;4.13
FACTORS INFLUINCING CUSTOMERS IN PURCHASING OF KESORAM CEMENT
60 50 PERCENTAGE 40 30 20 10 0 Price Quality Brand image packing

50.00 25.00 8.33 16.67 100

OPTIONS

As per above table 4.13 the study were conducted with 120 dealers with in karimnager district,50% of respondents price factor influencing customers in purchasing of kesoram cement, and remaining 25% of respondents quality factor influencing customers in purchasing of kesoram cement, and a remaining 16.67% of respondents packing factor influencing customers in purchasing of kesoram cement, and remaining8.33% of respondents brand image factor influencing customers in purchasing of kesoram cement As per above table concluded the50% of respondents price factor influencing customers in purchasing 14) FACTORS INFLUINCING CUSTOMERS IN PURCHASING OF ORIENT GOLDCEMENT a) Price Options b) Quality c) Brand image No of respondents 61 d) packing Percentage of respondents

Price Quality Brand image packing total

10 60 30 20 120 Table;4.14
FACTORS INFLUINCING CUSTOMERS IN PURCHASING OF ORIENT GOLD CEMENT 60 PERCENATGE 50 40 30 20 10 0
ua li t y ag e pa ck in g Pr ic e im

8.33 50.00 25.00 16.67 100

As per above table 4.14 the study were conducted with 120 dealers with in karimnager district,50% of respondents quality factor influencing customers in purchasing of orient gold cement, and remaining 25% of respondents brand image factor influencing customers in purchasing of orient gold cement, and a remaining 16.67% of respondents packing factor influencing customers in purchasing of orient gold cement, and remaining8.33% of respondents price factor influencing customers in purchasing of orient gold cement As per above table concluded the50% of respondents quality factor influencing customers in purchasing of orient gold cement 15) SATISFACTION ON THE COMMOSSION OF KESORAM AND ORIENT GOLD CEMENT BRAND a) highly satisfied b) satisfied c) highly dissatisfied d) dissatisfied

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B ra nd

OPTIONS

Options highly satisfied satisfied highly dissatisfied dissatisfied total

No of respondents Percentage of respondents 75 62.50 25 20.83 10 8.33 10 8.33 120 100 Table;4.15
SATISFACTION ON THE COMMOSSION OF KESORAM AND ORIENT GOLD CEMENT BRAND 70 60 50 40 30 20 10 0
sa t is f ie d sa tis hi fie gh d ly di ss at is fie d di ss at is fie d

PERCENTAGE

hi gh ly

OPTIONS

As per table 4.15 the study were conducted with 120 dears with in karimnager district, 62.50% of respondents highly satisfied on the commission of kesoram and orient gold cement brand, and remaining20.83% of respondents satisfied on the commission of kesoram and orient gold cement brand, and remaining8.33% of respondents dissatisfied and highly dissatisfied on the commission of kesoram and orient gold cement brand As per above table concluded the,62.50% of respondents highly satisfied on the commission of kesoram and orient gold cement brand

Conclusions
As per table concluded the 62.5% of dealers respondents having dealership with orient and kesoram cement companies

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 As per above table concluded the 45.83% of respondents discounts were attracting the dealers As per above table concluded the 50% of respondents customers preference orient gold cement Brand

As per above table concluded the 62.50% of respondents kesoram is major competitor for orient gold cement company

As per above table concluded the 54.17% of respondents says orient gold giving more offers compared with kesoram cement company

As per above concluded the 50% of respondents kesoram cement company provides better schemes and rewards achieving the target

As per above table concluded the37.5% of respondents more than 100 bags purchased by customers with regard kesoram and orient gold cement company

As per above table concluded the 45.83% of respondents more than two brands different varieties of brands of kesoram and orient gold cement company

As per above table concluded the37..5% of respondents highly satisfied the cement price of kesoram and orient gold cement brands,

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 As per above table concluded the41.67% of respondents kesoram brand of cement better in quality

As per above table concluded the,41.67% of respondents kesoram cement availability in market

As per above table concluded the 41.67% of respondents says excellent of kesoram cement in the market

As per above table concluded the50% of respondents price factor influencing customers in purchasing of kesoram cement

As per above table concluded the50% of respondents quality factor influencing customers in purchasing of orient gold cement

As per above table concluded the,62.50% of respondents highly satisfied on the commission of kesoram and orient gold cement brand

Suggestions

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 most of the customers preference orient gold cement brand compared with kessoram cement brand ,so suggestion giving kesoram to apply new promotional strategies to attract customer towards the kesoram cement brand as per dealers points of view in market opinion quality of kesoram cement is better, but compared with orient gold cement is some improvement required kesoram cement brand by compared with kesoram to orient gold , kesoram cement brand not giving more offers so company focus on this aspect and provides more offers to generated more sales in the market

QUESTIONNAIRE
1) Are you a dealer or a sub dealer of orient and kesoram cement company?

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a) Yes

b) no

2) Which facilities did both orient and kesoram dealer ship? a) Offers b) discount c) commission

cement companies attract you for

3) Which brand of Cement Company did most customers prefer? a) Kesoram cement b) orient gold c) mcc cement

4) Do you agree kesoram Cement Company is a major competitor for orient gold? a) Strongly agree b) agree c) strongly disagree d) disagree

5) Is orient gold giving more offers compried with kesoram cement? a) Yes b) no

6) Which company provides better schemes and rewards on achieving the target? a) Kesoram cement b) orient gold c) others

7) How many more bags did customer purchase orient gold cement comprised with kesoarm cement brand? A) 100 b) more than 100 c) below 100 d) none

8) As a dealer how many verities you are selling with regard to kesoram and orient gold cement companies? a) One brand b) two brands c) more than two brands

9) According to you satisfied price of kesoram and orient gold cement brand? a) Highly satisfied b) satisfied c) highly dissatisfied d) dissatisfied

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10) Which brand of Cement Company is good as far as quality is concerned? a) Kesoram cement b) orient gold cement c) maha shakathi d) others

11) which company dearship is very difficult for you selling the brand? a) kesoram cement b) orient gold cement c) maha shakathi d) others

12) According to you opinion of kesoram cement in the market? a) excellent b) very good c) good d) average

13) What factors will influence the customer in purchasing the orient gold cement? A) Price b) Quality c) Brand image d) packing

14) What factors will influence the customer in purchasing the kesoarm cement? A) Price b) Quality c) Brand image d) packing

15)Are you satisfied with the commission of kesoram and orient gold cement brands)?

a) Highly satisfied b) satisfied

c) highly dissatisfied d) dissatisfied

BIBLIOGRAPHY

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1) Company brochures 2) Staff of kesoram cement

Reference books 1) Marketing research Tull and hawkinstal 2) Principals of marketing Philip kotler 3) Marketing channels Stern Batra

4) Advertising management Deccan chronicle Economic times Business line

Internet/Web sites www.cementindia.com www.cementindustry.com www.google.com www.kesoramindustry.com

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