A SUMMER TRAINING PROJECT REPORT

ON
(Marketing & Sales)

A report submitted to U.P. Technical University for the partial

fulfillment of MBA Degree 2008-10

Su
bmitted By :-

Vishal
Pandey
Submitted to:- Course – MBA
(70) - III rd Sem.
Roll
NO.- 0805070054
Director – MBA
College Of Management Studies
 College Of Management Studies (Code – 050)
12/481, McRobertganj, Kanpur – 208001
among Top 50 B-Schools of India (AIMA Survey)
An ISO – 9001 : 2000 Certified B-School

CERTIFICATE

This is to certify that the Summer Training Project Report

entitled “ Marketing & Salesl ” being submitted by VISHAL

PANDEY fulfillment of the requirement of U.P. Technical

University is a record of an independent work done by him under

my guidance and supervision .

Prof.

Director Concerned Faculty

Guide

2
Coolege of Management Institue CMS, Kanpur

( Management Institute ) Code:- 050.

DECLARATION

I , VISHAL PANDEY to declare that the summer training

project report entitled “Marketing & Sales ” being submitted

to the U.P. TECHNICAL UNIVERSITY for the partial fulfillment

of the requirement for the prestigious degree of Master of

Business Administration (2008-10) is my own endeavors

and hard work it has not been submitted for the award of any

other degree.

3
Place : Kanpur
( VISHAL PANDEY )
Date: /09/2009

This Certificate is used on Company’s PAD

This is to certify that the Summer Training Project entitled

“TOPIC” ____________has been done by VISHAL PANDEY
bearing the university Roll No. 0805070054 from 2-6-2009 to
31-7-2009 in our organization for partial fulfillment of the
requirement of U.P.Technical University under my guidance
and supervision. I wish all the best.

Date:

4
 Name of the company’s Manager
Designation

ACKNOWLEDGEMENT

5
 ACK NO WLEDG EM ENT

This report has been made possible through

direct and indirect support of various people from
whom I wish to express my appreciation and
gratitude.

Mankind cannot survive in solitude. I owe my sincere

and whole hearted thanks to Mr. Manoj Sharma
(Project Guide) for constantly guiding me and
tackling variety of hurdles with implicit patience
throughout my research project and whose deep
involvement and interest in project infused in me
great inspiration and confidence in taking up this
study in right direction without their overall guidance
and help the project may not have seen to be
completed .

6
 EXCECUTIVE
SUMMARY

7
In each and every management training scheme there is a

provision for real time job experience

within the academics time period . Call it summer

training or corporate training or corporate interaction . The

main aim of this is to introduce the corporate arena . This

training is to utilize and implement the theoretical knowledge

of the classroom into real corporate world. It is well said

“nothing is much practical than a good theory”. But on the

very same we can’t deny “practical is better than theory”.

These phrases are opposing each other but also are

complementary to each other. Experiencing both in a good

dedicated manner really plays a lot in one’s profession

carrier.

In the field of marketing the scenario is no expectation. Field

experience is very much necessary for the student of

marketing too. In this stream of business the application of

8
theory is very frequent. From the consumer behavior to

consumer satisfaction all the theory can be explained in a day

spend in the field of marketing. Marketing is now so much

diversified that now it can be done by mere use of cell phones

or by internet, but experiencing the real marketing tactics is

only possible by working in the field. Therefore I am really

thankful to my college and PSM Company for providing me

this opportunity.

I have worked there at different level and at different areas.

In initial days I worked there as a route incharge. The job was

to be with the delivery van and to collect the feedback of the

agents and retailers. Next job was to go to shop owners and

convince. Them to do business with PSM. The third phase was

to go directly to the consumer and to get their feedback. And

this feedback of the consumer and the market status I have

tried to include in my project.

9
 INDEX

10
 CONTENTS

Table Of Contents

PART-I

1: INDUSTRIAL PROFILE

1.1:soap Industry…………………………………………………………………

1.2:Potential for further growth………………………………………………………

1.3:MajorCompetitior………………………………………………………….............

2:COMPANY PROFILE

2.1:About the company and introduction…………………………………………………….

2.2 : Products of the company…………………………………………………………………

2.3 : How the company work…………………………………………………………………..

2.4: SWOT analysis of ………………………………………………....

2.5: Rate list of products………………………………………………………………………

11
PART-II

3: PROJECT PROFILE

3.1 : About the project………………………………………………………………………….

3.2 : Scope of the project……………………………………………………………………….

3.3 : Objective of the project…………………………………………………………………...

3.4 : Research design…………………………………………………………………………...

3.5 : Source of data……………………………………………………………………………..

3.6 : Limitation of the study……………………………………………………........................

4: DATA ANALYSIS

4.1 : Report of agents………………………………………………………………….....

4.2 : Report of customer………………………………………………………………….

4.3 : Analysis and interpretation of data……………………………………………………….

4.4 : Finding……………………………………………………………………………………

4.5 : Limitations………………………………………………………………………………..

4.6 : Suggestion and recommendations………………………………………………………..

BIBLIOGRAPHY....................................................................................................................
ANNEXURE………………………………………………………………………………….

12
COMPANY
PROFILE

13
 organization - PRAKASH TRADING CO.

Address - C-9 Panki Industrial area

Established - 1950

PRODUCT PSM soaps anddetergent

Board of Directors - Mr. Mikky Manchandani

Mr. Naresh Manchandani
Mr. Pankaj Manchandani

14
HISTORY OF PSM SOAP AND DETERGENT

A family business which started around 1950 for

manufacturing and marketing of oil soap with a turnover of

a couple of lac turned into a good position along with the

manufacturing of detergent with the passage of time ,by

adopting latest technology and using premium quality raw

material.

It developed a product under the Brand name PSM,to

the liking of the masses. PSM brand is one of the fastest

growing in the stagment FMCG market. They are dealing in

U.P There turnover is around of Rs.1crores .

15
M ANAG EM EN T- TH E FO RCE WI TH I N - :

The organization boasts of more than 150 employees that

cover a whole range of highly qualified and motivated

professional

I NFRAS TR UCT UR E ( PLANT &

M ACH I NERY) -:

The organization is equipped with plants and machinery to

manufacture soap, detergent... A well-equipped central quality

control laboratory is based at Kanpur.

AREA O F BUSI NESS

In the federation the marketing of soap & detergent, under a

common brand name “PSM”. The sales network is spread

throughout U.P but there main focus is Kanpur. They are

dealing in different areas like Govind Nagar, Kidwai Nagar,

Vijay Nagar ,Rawatpur, Kalyanpur, Tatmill, Panki,

Dabouli.

16
PRODUCTS OF THE COMPANY

PSM oil base soap.

PSM detergent cake.

PSM detergent powder.

PSM transparent soap.

17
18
I NDUS TRI A L M ARK ETI NG M I X -:
The term mix has been applied to the activity of combining

marketing methods of achieve of combining marketing

methods of achieve profitable exploration of the market. A

satisfactory marketing is mix depended upon the establishment

or the market’s need. The establishment or ones objectives and

preparation of a strategic marketing plan which is corporate

the various appropriate method or reaching these objectives.

Following are some typical ingredients of the marketing mix:

 Product quality

 Product pricing

 Product development

 Product range

 Sales range

 Sales aids

19
  Sales promotion

 After sales service

 Advertising

 Market research

 Stock level

 Unit of sales

 Distribution arrangements

 Credit

 Cash discount

 Packaging

 Sampling

20
21
.
FUTURE
According to the Naresh manchandan (Managingdirector,PSM),

future of these soap and detergent is good .But high

excise duty hitting. Small organization. PSM also is not in a

position to bare it.

SWOT ANALYSIS

Organisations perform a SWOT analysis,to understand their

internal and external environments.SWOT,which is the

acronym for strengths,weakness,opportunities,and threats,is

also known as WOTS-UP or TOWS analysis. Through such an

analysis, the streangth and weakness existing within an

organization can be matched with the opportunities and threats

operating in the environment so that an effective strategy can

be formulated.

22
Asimple application of the SWOT analysis technique involves

these steps:

1.setting the objectives of the organization or its unit.

2.identifying its strengths,weakness,opportunities and threats

23
 SWOT Analysis Of PSM

24
sTRENGTHS

# The company name, PSM, is the biggest strength and

support behind the plan and it helps in establishing the faith

of the customer.

# Availability of product to customer

# % Low initial investment.

WEAKNESSES

# The sales team is not properly trained and not properly

paid. As the result the false plan-descriptions are spread to

the customer and the sales team is not showing commitment

towards the dealer and the customer.

# There is no identity proof issued from the company’s side to

the salesman, so the villagers are not showing faith towards

them.

25
26
# The dealer is not showing his commitment towards the

company and also the company is not providing him the

sufficient support. For example:

# % The stock supply is not in time.

# % The dealer is not very much interested in providing after

sale service to customer.

OPPORTUNITIES

# There is vast area open for the them if they improve and

expand their network.

# The scheme that they are offering is very attractive and

economical. If they spread their business and communicate

well with the customer, they will definitely switch to there

product.

# By providing on time and best service to the customer, the

company can gain customer loyalty and customer satisfaction.

27
# The well-trained and motivated salesmen can prove an

asset to the company and can increase sales volume and

customer satisfaction.

THREATS

# The poor service satisfaction is the biggest threat to the

company. If the customer will not get on time service they will

definitely switch to the other soaps and sales will fall down.

# The rumors are also the major threat to the business. Being

illiterate, rumors affect the rural customers the most and the

company’s image get affected.

# The weak marketing activity is also the threat to the image.

The customer is not getting proper information about the plan

and the dealer and the salesman are fooling them.

# The rainy season is also the threat to the sales volume

because it becomes difficult to reach the prospective

customer.

28
# Changes in the scheme are not timely conveyed to the

salesmen.

29
COMPLAINTS

# Qwality of product is not god.

# Weak distribution network.

# Availability of product is not good.

SUGGETIONS

# Provide adequate training to the sales man.

# Better quality should be provided..

# Sales promotion should be more intense.

# Issue identity cards and sales kit to the salesman.

# Attractive packaging

30
 HOW THE TEAM WORKING

• Firstly they collect product from the factory.

• Loading of the prodct’s in the vehicles of the factory.

• Covering the area according to the schedule.

• Giving sales report to the manager.

31
32
FIVE CORE VALUES

The PSM has always sought to be a value-driven organisation. These

values continue to direct the growth and businesses. The five core

values underpinning the way we do business are:

INTEGRITY: We must conduct our business fairly, with honesty and

transparency. Everything we do must stand the test of public

scrutiny.

UNDERSTANDING: We must be caring, show respect, compassion

and humanity for our colleagues and customers around the world, and

always work for the benefit of the communities we serve.

EXCELLENCE: We must constantly strive to achieve the highest

possible standards in our day-to-day work and in the quality of the

goods and services we provide.

33
 UNITY: We must work cohesively with our colleagues across the

Group and with our customers and partners around the world,

building strong relationships based on tolerance, understanding and

mutual cooperation.

RESPONSIBILITY: We must continue to be responsible, sensitive to

the countries, communities and environments in which we work,

always ensuring that what comes from the people goes back to the

people many times over.

34
 RATE LIST OF PSM PRODUCTS

Name of PSM
S. No. Pack size Consumer rate (In Rs)
products

1 PSM oil base soap 1kg 20.00

2 PSM oil base soap 600gm 10.00

3 PSM detergent cake 100gm 10.00

4 PSM detergent 1kg 5.00

35
 INTRODUCTION OF THE
PROJECT

Project is related to conduct a customer satisfaction survey to

get knowledge about the customer’s satisfaction level, their

36
loyalty towards PSM and market position of PSM and their

suggestion related to PSM products that help to provide

competitive advantage to the company against the competitors.

SCOPE OF THE PROJECT

37
To keep things in mind that as the ever-changing competitive

business environment. New thought or idea should pour into

it, research and development to innovate its existing products,

which should be beyond competitor’s comprehension.

This study enables the user with answer to formulate an

effective marketing mix strategy with a broader prospective to

tap areas where it did not feel the earlier, hence the decision

of whether to penetrate this section or not can be found out at

the end of the data analysis.

It also gives ideas of the potential of our business in the

38
future and the fluctuation in price from time to time and from

product to product.

Special reference is made to the improvement of product in

term of packaging, product innovation and advertisement that

help to give competitive advantage against competitors.

39
 OBJECTIVES OF THE
PROJECT
The purpose of research is to discover answer to question

through the application of scientific procedures. The main

aim of research is to find out the truth which is hidden

and which has not been discovered yet. The market

research was done with primary objective of studying the

role of Parag in providing Parag products to the consumer

easily and according to their taste. Major objective of my

survey were:

The following are the main objectives of the study: -

1. To know the awareness about the PSM in Kanpur city.

2. To find out the market of PSM in Kanpur city.

3. To know the network of PSM is satisfactory or Not.

4. To search the Reason for using PSM product in Kanpur

City.

40
5. To know which media of Advertising will be more

effective.

7. To take view over the services offered by PSM.

8. T o know the satisfaction level of customer

41
42
CUSTO M ER SATI SFA CTI O N - :

Customer satisfaction is a business term, is a measure of how

products and services supplied by a company meet or surpass

customer expectation. It is seen as a key performance

indicator within business and is part of the four perspective of

a balanced scorecard.

In a competitive market place where business complete for

customers, customer satisfaction is seen as a key

differentiator and increasingly has become a key element of

business strategy.

43
M EASURI NG CUSTO M ER SATI SF AC TI O N -

Organizations are increasingly interested in retaining existing

customers while targeting non-customers, measuring customer

satisfaction provides an indication of how successful the

organization is at providing products and services to the

market place. Customer satisfaction is an ambiguous and

abstract concept and the actual manifestation of the state of

satisfaction will vary from person to person and

product/service to product/service. The state of satisfaction

depends on a number both psychological and physical

variables which correlate with satisfaction behavior such as

return and recommend rate. The level of satisfaction can also

vary depending on other options the customer may have and

other products against which the customer can compare the

organization’s products, because satisfaction is basically a

psychological state, care should be taken in the effort of

quantitative measurement, although a large quantity of

44
research in this area has recently been developed. Work done

by Berry, Brooder between 1990 and 1998 defined ten

‘Quality Values’ which influence satisfaction behavior,

further expanded by Berry in 2002 and known as the ten

domains of satisfaction. These ten domains of satisfaction

include: Quality, Value, Timeliness, Efficiency, Ease of

Access, Environment, Interdepartmental Teamwork, Front

Line Service Behaviors, Commitment to the Customer and

Innovation.

These factors are emphasized for continuous improvement and

organizational change measurement and are most often utilized

to develop the architecture for satisfaction measurement as an

integrated model.

The usual measures of customer satisfaction involve a survey

with a set of statements using a Liker Technique or scale. The

customer is asked to evaluate each statement and in term of

their perception and expectation of the performance of the

organization being measured.

45
CUSTO M ER LO YALI TY BUSI NES MO DEL -

The Loyality Business Model is a business model used in

strategic management in which company resources are

employed so as to increase the loyalty of customers and other

stockholders in the expectation that corporate objectives will

be met or surpassed. A typical example of this type of model

is quality of product or service leads to customer satisfaction,

which leads to customer loyalty, which leads to profitability.

46
47
CUSTO M ER FO CUS -:

Many companies today have a customer focus (or customer

orientation). This implies that the company focuses its

activities and products on consumer demands. Generally there

are three ways of doing this:

1. The customer-driven approach.

2. The sense of identifying market changes.

3. The product innovation approach.

In the consumer-driven approach, consumer wants are the

drivers of all strategic marketing decisions. No strategy is

pursued until it passes the test of consumer research. Every

aspect of a market offering, including the nature of the

product itself, is driven by the need of potential consumers.

48
The starting point is always the consumer. The rational for

this approach is that there is no point spending R&D funds

developing products that people will not buy. History attests

to many products that were commercial failure in spite of

being technological breakthroughs.

A formal approach to this customer focused marketing is

known as SIVA (Solution, Information, Value and Access).

This system is basically the 4Ps renamed and reworded to

provide a customer focus. The SIVA model provides a

demand/customer centric version alternative to the well known

4Ps supply side model (Product, Price, Place, Promotion) of

marketing management.

1. Product > Solution

2. Promotion > Information

3. Price > Value

4. Place > Access

49
The four elements of the SIVA model are:

Solution: How appropriate is the solution to the customers

problem/needed.

Information: Does the customer know about the solution,

and if so how, who from, do they know enough to let them

make a buying decision.

Value: Does the customer know the value of the transaction,

what it will cost, what are the benefits, What might they have

to sacrifice, what will be their reward?

Access: Where can the customer find the solution? How

easily/locally/remotely can they buy it and take delivery.

The model focuses heavily on the customer and how they view

the transaction.

50
RESEARCH METHODOLOGY

51
“Marketing Research” is a key to evolution of successful

marketing and programmes. It is an important tool to study

buyers behavior. Change in consumer life style and

consumption patterns brand loyalty and forecast market

changes. Research is also used to study competition and

analysis the competitors products positioning. Marketing

Research is also useful to help create and enhance equity.

The American Marketing Assosiation defines marketing

research as follows:

Marketing research is the function which links the consumer,

customer,and public to the marketer through information-

information used to identify and define marketing

52
opportunities and problems; generate refine and evaluate

marketing actions;monitor marketing performance;and improve

understanding of marketing as a process.

EXPLO R ATO RY RESEA RCH DESI G N - :

53
Exploratory research studies are also term as formulating

research studies. The main purpose of such studies is that of

formulating a problem for more precise investigation or of

developing the working hypothesis from an operational point

of view the major emphasis in such studies is on the discovery

of idea and insights. As such there research design

appropriates for such studies must be flexible enough to

provide opportunity for considering different aspect of a

problem under study.

54
Present research is exploratory in nature it is aim together

relevant information customer satisfaction towards PSM in

Kanpur, and about their loyalty towards thePSM.

For this research project two types of data has been use

55
 1. Primary Data

56
 2. Secondary Data

PRI M ARY DATA - :

Primary data are those, which are collected for the first time

and are those original in character. Primary data are in the

shape of raw material to which statistical method are applied

for the purpose of analysis and interpretation primary are been

collected in market by three basic methods:-

• Survey of person

• Observation

• Experiments

I have been collecting primary data by the method of survey of

persons, because of systematic gathering of data from

respondent through questionnaire, which is objective oriented

, unambiguous interesting, simple, accurate and systematic

57
motivating to respondent and complete in information concern.

SAM PLE SI ZE AND DI STRI BU TI O N - :

Sample size is 200 (100+100) and the method used in

stratified sampling, sample distribution is scattered type.

SECO ND AR Y DATA -:

Secondary data are those which have already been collected by

some other person and which have been passed through the

statistical machine at least once.

EXTE RN AL DATA - :
This type of secondary data can be obtained from the outside

sources. Eg. Magazine, Journal, Newspaper, article and the

world wide web.

58
 SOURCE OF DATA
Usually, the information to solve the problem cannot be found

in internal of publish external records. The research must be

depending on primary data. Which are collected scientifically

for the study?

Data are of mainly these types-

PRIMARY DATA

Primary sources refer to data collection directly from the

market place like customer, trades and suppliers. They are

often reliable data source and help in overcoming limitations

of secondary data.

Primary data is again of two types-

59
 1. Census

2.Sample

TOOLS OF ANALYSIS

To know the response the questionnaire method is used in sample

survey. If one wishes to find what people think or know, the logical

procedure is to ask them. This reason forces me to use the

questionnaire method for collecting data than any other method. In

this method questionnaires were distributed to the respondents and

they were asked to answer questions in the questionnaire. The

questionnaires were structured, non-disguised questionnaire because

the questions, which the questionnaire contained, were arranged in a

specific order besides every question asked was logical for. The

study, no question can be termed as irrelevant. The questionnaire,

were non-disguised because the questionnaire were constructed so

60
that objective is clear to the respondent. The respondents were aware

of the objective. They knew why they were asked to fill the

questionnaire.

61
 LIMITATIONS

1. The respondents were limited and cannot be treated as the whole

population.

2. The respondents may be biased.

3. Time was the major constraint.

4. The accuracy of Indications given by the respondents may not be

considered ad equated.

62
Questionnaire -

63
U s e d f o r s u r v e y m e t h o d . This is the simplest method of collecting data . This

is to be found that questionnaires must be interesting , objective , unambiguous , ease

to complete and generally not burdensome to motivate respondents to answer

truthfully and completely because consumers are often reluctant to take the time for

responding the surveys . The format and wording of questionnaires is very simple and

each question is arranged in a proper sequence so that consumers can understand it in

a better way .

The interview was conducted by filling up the questionnaire by different categories of

people and they are given full liberty to fill up these questionnaire .

Therefore our questionnaire is prepared on the basis of :-

1. Open ended questions .

2. Multiple-choice questions .

64
3. Dichotomous questions .

Interview Schedule- Used for exploratory research.

Questionnaire-

This is most important tool for data collection. A

Questionnaire contains questions that researcher ask his

respondents to customer.

Sample-

A sample is selection of unit from entire group called

Population on universe o interest . In marketing a sample

is a particular segment or part of market and it is focus of

marketing decision, which may be applied to entire market.

65
 METHODOLOGY OF SAMPLING

Subjective and judgment non -random sampling was adopted for our research

work due to large sampling area . Any type of sampling on which the sample

selected depends on personal discretion of the Investigator is subjective or

judgment sampling . This technique is used here because of the definite purpose in

view and as such is not used for general purposes . This sampling method has been

used the choice of sample depend exclusively on the judgment of the investigator .

This methodology has been used because of the following reasons :

 To know the most typical of the population with respect to the

 characteristic under study .

 Populations are selected on the subjective basis and no probability law is

66
 applied .

 Biasness can be avoided as the investigator can make out who answering

 dirrectly or not .

A sample plan is vital element of research design. It must

indicates-

a) The sampling unit i.e. who is to be our respondent or

b) who is to be surveyed.

c) Sampling size-how many respondent are to be contacted

d) under the survey.

e) Sampling procedure-how they are to be selected.

SAMPLE SIZE-

67
To know the consumer perception about PSM products and to

determine the demand of PSM products in Kanpur. A sample

size of 100 consumer has been taken.

68
SAMPLING PROCEDURE-

How they are to be selected. On reaching different shop’s the

consumers who appeared accessible with prospects of

information where surveyed. We not juddered sampling

because consumer were fully cooperation and survey according

to the desire of consumers.

69
SCO PE O F TH E STUD Y - :

This study enable the user with answer to formulate and

effective marketing mix strategy with a broader prospective to

tap areas where it did not feel the need earlier, hence the

decision of whether to penetrate this section or not can be find

out at the end of the data analysis.

It is also gives an idea of the potential of our business in the

future and the fluctuation in prices from time to time and from

product to product.

Special reference is made to the improvement of ability of

product in terms of packaging and product innovations

advertisement always means to cut down competitions.

70
 LIMITATIONS

1. The respondents were limited and cannot be treated as

the whole population.

2. The respondents may be biased.

3. Time was the major constraint.

4. The accuracy of Indications given by the respondents

may not be considered ad equated.

71
72
 REPORT OF AGENT SURVEY
Survey Areas:

(Govindnagar,Kidwainagar,Vijaynagar,Panki,Kalyanp
ur,)

73
I have meet with around 100 seller of PSM and found the

following

information from the agent’s answer of the relevant

questionnaire.

Here I have taken sample size of agents is 100 to understand

the total market share of PSM. Therefore we can see that shop

Ghari is more than PSM only 40% shop sale the PSM out of

100% and Ghari shop is 60% more than PSM.

2- I found that availability of PSM is insufficient

.

74
3- Margin on sale: 70.43% of the agent’s says that margin is

not sufficient because this margin is running from the last 5-6

year and inflation is raising high and few are says that

75
margins is sufficient for them.

4- Awareness of all products of PSM is around 100% only to

the agent, not with the consumer.

76
5- Product delivery time: 52% of the agents says that

delivery time of the product is good and 48% agent says that it

is bad.

6- 43% agent says that supervisor never visit, 49% agent says

that supervisor sometime visit, 3% agent says that supervisor

often visit and 5% says that they can’t say about the visit of

supervisor.

77
7- About the behavior of driver 66% agent says good, 7%

agent says bad, 21% agent says average and 5% agent says

excellent.

78
 Quality of PSM Product's
60%
48%
50%
39%
40%

30%

20%
10%
10% 3%
0%
Bad Average Good Excellent

8- 10% agent says that its quality is bad, 48% agent says that

its quality is average, 39% agent says that its quality is good

and 3% agent says that its quality is excellent.

79
80
 REPORT OF CUSTOMER SURVEY

survey Area: (Same area’s)

1-37% families consume 10 soap in a month, 63% families

consume 10+,

2- 47% people buy the other brand,33 % people buy the ghari

and 20% people buy PSM.

81
3-In case of no availability of their choice than the customer

have to purchase available soap, so around 75.5% people

choose the other brand and remaining 24.5%

82
4- There are 66% customer which would change their band,

while 34% customer would not change their brand in any

situation.

5- 27% customer have good experience with PSM, 66% have

fair, 5% have excellent and 2% customer have poor experience

with PSM.

6- 15% customer go for it for its quality, 50% go for it for its

price and 35% customer buy PSM due to its availability.

7- 65% customer want change in PSM and 35.% customer want

no change in PSM.
.

83
 RESULT ANALYSIS AND INPRETATION
OF DATA

• Here I have taken sample size of agents is 100 to understand

84
• the total market share of soap and detergent. Therefore we

• can see that ghari is more than PSM only 40% shop sale the

• PSM out of 100% and Ghari shop’s is more than PSM.

• I found that availability of PSM is insufficient according to

the demand.

• Margin on sale is not much ,the agent’s says that margin is

• not sufficient because this margin is running from the last

• 5-6 year and inflation is raising high and few are says that

• margins is sufficient for them.

• Awareness of all products of PSM is around 100% only to

• the agent, not with the consumer, Product delivery time:

85
• 52% of the agents says that delivery time of the product is

86
• good and 48% agent says that it is bad.

• 43% agent says that supervisor never visit, 49% agent says

• that supervisor sometime visit, 3% agent says that

• supervisor often visit and 5% says that they can’t say about

87
• the visit of supervisor.

• About the behavior of driver 66% agent says good, 7% agent

• says bad, 21% agent says average and 5% agent says

• excellent.

• 10% agent says that its quality is bad, 48% agent says that

• its quality is average, 39% agent says that its quality is

• good and 3% agent says that its quality is excellent

• In case of no availability of their choice than the customer

• have to purchase available soap so around There are 66%

• customer which would change their band, while 34%

• customer would not change their brand in any situation.

88
• 27% customer have good experience with PSM, 66% have

• fair, 5% have excellent and 2% customer have poor

• experience with PSM.

• 15% customer go for it for its quality, 50% go for it for its

• price and 35% customer buy PSM due to its availability.

• 65% customer want change in PSM and 35% customer want

• no change in PSM.

89
 FINDINGS

• By the help of analysis and interpretation of the data we

• come to some findings, these findings are as follows

• PSM has not very good market position in the regional

• market. Most of the customer are not satisfied with the

• quality and availability of PSM products.

90
• Customer want to make the availability of the PSM

• products nearer to their home.

• 53% of customers are not satisfied with the price of the

• PSM products. They suggest the reduction in the price of

• PSM products.

• Some customers want to improve the packaging of the

• PSM products.

91
92
 LIMITATIONS

 Some of the respondents were not cooperative.

 Some respondents were hesitating to give the details.

 Biasness is another limitation that the scope of the

survey.

 The reliability and scope of survey greatly relies on the

cooperation of the respondents.

 Due to illiteracy of some respondents, specific

information could not be recovered.

 Advertisement of other product of PSM is very less.

 PSM is not expanding the sale to other states.

 The customer is trusting and moving towards Ghari.

93
 SUGGESTION AND
RECOMMENDATION

94
enhance the availability of Parag milk.

95
 1. Make the customer aware about the PSM products through

2. different mode of advertising.

3. Online information about the PSM products and trading

4. should be facilitate by the company.

5. There should be regular visit for getting the customer

6. feedback about the PSM products. This helps to know the

7. changing demand of the customer.

8. For fulfilling the increasing demand of SOAP the

9. company should try to increase the production.

10. Company should try to provide discount on bulk

11. purchasing. And also provide some attractive offer

and

12. scheme for sales promotion.

96
 BIBLIOGRAPHY

1. BOOKS-:

 Kotler P., Keller K.L., Marketing

Management,2007

 Kothari C.R., Research Methodology, 2005

97
 QUESTIONNAIRE

Survey Conduct for PSM product

Shops Name: ---------------------------- Agents Name: ----------

---------------------

Address: ---------------------------------- Contact No. : ----------

----------------------

1.Do you sale thePSM product’s? (A)YES (B)No

2.Are you getting good amount of margin compare to other

product?

(A) Yes (B) No

3.Which brand does agent originally belong to : ----------------

--------------------------

4.Are you aware with all products of PSM: (A) Yes

(B) NO

5.Which PSM product does agent sale other than soap: ---------

-------------------------

6.Do you get product delivery at the right time: (A) Yes

98
 (B) No

7.The behavior of the driver : a) Bad b) Average c) Good

d) Excellent
8.The supervisor visit: a) Never b) Sometime c)Often

d) Can’t say

9.The quality of PSM: a) Bad b) Average

c)Good d) Excellent

10.Quality of Ghari : a) Bad b) Average

c)Good d) Excellent

11.Ghari : In what quantity do you sale ? ------------------------

--------------------------

12.Have you any complain of PSM : ------------------------------

------------------------

13.Would you like to give any suggestion regarding the PSM:-

------------------------------------------------------------------------
------------------------------------------------------------------------
--------

Date :
Signature

99
 QUESTIONNAIRE
SURVEY CONDUCTED FOR PSM product

1. Name of the consumer: -----------------------------------------

---------------------------

2. Address of the consumer: ---------------------------------------

--------------------------

3. Contact No. of the consumer : ---------------------------------

---------------------------

4. Total family member : ------------------------------------------

---------------------------

5. Age of members : (A) 0-5 (B) 5-15

(C) 15-30 (D) Above 30

6. Consumption per month (A) 0-5 (B) 5-10 (C) 10 and

above
7. Do you change from one brand to another: Yes No

8.Your overall experience withPSM: (A) Excellent (B)Good

(C) Fair (D) Poor

9. From where do you get PSM: (A) Big bazar (B) Shop
10. Do you want some change inPSM: (A) Yes (B)
No
11. Do you use other Products of PSM: (A) Yes (B)
No
12. If yes, then which product: (A)soap (B)detergent

100
(C)transparent

13. Any suggestion forPSM?

--------------------------------------------------------------

Date: Signature

101