Sales and Effectiveness on Fine Product Enterprises

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ABSTRACT

This project work is based on A STUDY ON SALES AND DISTRIBUTION

EFFECTIVENESS ON FINE PRODUCT ENTERPRISES, COIMBATORE. The main

objective of the study is to know the effectiveness of sales promotion activities.

The first chapter of the study explains about brief outline of the study, the company

profile and industry profile. The second chapter deals with objectives of the study, scope and

limitation and methodology applied. The third chapter explains about analysis and

interpretation. The primary data are collected through questionnaire and secondary data

collected through internet, books, journals etc. On the basis of the questionnaire prepared and

its responses the analysis and interpretation is done. The fourth chapter deals with findings,

recommendations and conclusion.

Researcher in common refers to a search for knowledge. The Researcher selected

descriptive research for study. The technique used here is random sampling. Sampling size is

50, after collecting data it should be analyzed by table and diagrams.

The researcher analyzed all those data with the help of percentage analysis. Some of

the valuable suggestions are the company can improve sales if the management provide more

advertisement through various media. The company must look for the price of their product

against their competition.

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LIST OF CONTENTS

CHAPTER CONTENTS PAGE NO

AbstractAcknowledgement

List of Tables

List of Charts

CHAPTER 1 INTRODUCTION

1.1 Industry profile

1.2 Company profile

1.3 Attrition Management

1.4 Review of literature

1.5 Objective of the Study

1.6 Limitations of the study

1.7 Scope of the Study

CHAPTER 2 RESEARCH METHODOLOGY

2.1 Research Design

2.2 Data Collection method

2.3 Statistical Tools

CHAPTER 3 ANALYSIS AND INTERPRETATION

3.1 Percentage Analysis

CHAPTER 4 FINDINGS, SUGGESTIONS AND

CONCLUSION

4.1 Findings

4.2 Suggestions

4.3 Conclusion

CHAPTER 5 BIBLIOGRAPHY

APPENDICES

S.No List of Tables Page No

1 Relationship to Fine Product Enterprises

2 Cordial relationship

3 Sales executive

4 Quality of the Product5 Credit Facilities

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6 Service

7 Opinion with the Fine Product Enterprises Compare to other

competitors

8 Competitors

9 Helpline Support10 Price

11 Product availability in your area

12 Delivery of goods at the specified time

13 Warranty claiming

14 Company demonstration about their products

15 Company Advertisement Awareness

16 Sales promotion activities offered by the company

17 Market Training provided by the company

18 Requirement in the Market areas

19 Clients response in the Market areas

20 Marketing Source availability comparing to competitors against

the company

21 Advertisement activities in the company

22 Marketing Team Strength in the Company

23 Service Team Strength in the Company

24 Financial support for Sales Executive provided by the company

S.No List of Charts Page No

1 Relationship to Fine Product Enterprises2 Cordial relationship

3 Sales executive

4 Quality of the Product

5 Credit Facilities

6 Service

7 Opinion with the Fine Product Enterprises Compare to other

competitors

8 Competitors

9 Helpline Support

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10 Price




14 Company demonstration about their products15 Company Advertisement Awareness

16 Sales promotion activities offered by the company




20 Marketing Source availability comparing to competitors against

the company


22 Marketing Team Strength in the Company23 Service Team Strength in the Company

24 Financial support for Sales Executive provided by the company

CHAPTER 1

INTRODUCTION OF THE STUDY

The role of selling has become more complex because producers are

more technical, buyers are more sophisticated and the competition has become

more intense. This has necessitated the need for proper flow of communication

from the producer to the consumer either along with the product or well in

advance of the introduction of a product into the market. Successful marketing

consists in offering the right product at the right price at the right place and time with

right promotion.

Promotion is an exercise in information, persuasion and influence.

Promotion has come to mean the overall co-ordination of advertising, selling,

publicity and public relations. Promotion is a helping function designed to make

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all other marketing activities more effective and efficient. Advertising and sales

promotion are the central elements in a company's communication strategy.

DEFINITION

The American marketing Association to bring a semblance of uniformity

and better understanding in the semantics jungle in the field of marketing. It

defined `Advertising as any paid form of non personal presentation and promo-

tion of ideas, goods or services by an identified sponsor'.

Sales Promotion is defined by the American Marketing Association in a

specific sense to mean: those Marketing activities, other than personal selling. ad-

vertising and publicity that stimulate consumer purchasing behavior and dealer

effectiveness, such as display, shows and exhibitions, demonstrations and various non

recurrent selling efforts not in the ordinary routine.

1.1 INDUSTRY PROFILE

The Machine Tools industry in India dates back to the Second World War

due to non-availability of imported machine tools, a few British owned general

engineering firms took up their manufacture in India. This was followed by the start

of industrialization in a series of five-year plans. The process of planning in the

economy resulted in a second phase of machine tools manufacturing with public

sector investment in machine tools (HMT Ltd. 1953). These two initial phases of

development of the Indian machine tools industry saw the production of general

purpose machine tools most of which were produced under technical assistance from

foreign Collaborators (Oerlikon, Louden, Ward, Herbert, Jones & Shipman, etc.).

The 1960s marked the third phase of the machine tools industry. During this

phase, the range of products witnessed rapid growth and various types of machine

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tools including SPMs were manufactured. (Multi spindle Automats, Gear Cutting

Machines, SPMs, Broaching Machines, Presses, etc.)

Current Status in India

The Indian machine tools industry manufactures almost the complete range of metal-

cutting and metal-forming machine tools. Customised in nature, the products from the Indian

basket comprise conventional machine tools as well as computer numerically controlled (CNC)

machines. There are other variants offered by Indian manufacturers too, including special purpose

machines, robotics, handling systems, and TPM-friendly machines. Efforts within the industry are

now underway to improve the features of CNC machines, and provide further value additions at

lower costs, to meet specific requirements of users. In keeping with the current trends, and

emerging demand, the CNC segment could be the driver of growth for the machine tools industry

in India.

The slowdown in the Indian economy since mid 1999 had its impact on the prospects of

Indian machine tools manufacturers. Output by domestic metalworking machine tools

manufacturers in 2001 calendar year declined to the lowest of just Rs.5,175 million marking the

fourth year of decline since 1997, for the Indian machine tools industry. Much of this fall was due

to subdued investment in 2002 by all the major user segments of machine tools, except the defence

industry, primarily because of a higher capital expenditure outlay. However, in the last two

calendar years, output of the industry registered significant growth and the industry has achieved a

high growth in the past two years.

While the decrease in domestic production was lower in the case of conventional metal-

working machine tools, computer numerically controlled (CNC) machine tools manufacturers too

suffered, although marginally. Lathes, machining centres, special purpose machines, and grindingmachines were categories of machine tools that sustained much of the order inflow even during

2001 although these segments registered a decline, in comparison with the previous year.

An industry, which has undergone a radical paradigm shift in its thinking, the Indian

machine tools industry is now recognized as a provider of low-cost high quality lean

manufacturing solutions. The industry resiliently supports all its users to enhance productivity as

well as improve competitiveness for the betterment of the final customer. It is a well known and

often repeated fact that the machine tools industry forms the pillar for the competitiveness of the

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entire manufacturing sector since machine tools produce capital goods which in turn produce the

manufactured goods. Hence being an integral sector, growth of the machine tools industry has an

immense bearing on the entire manufacturing industry which is crucial for the country's strategic

requirement such as defence, railways, space, and atomic energy.

World over too, industrially developed countries have created market niches on the back

of a well-developed and supportive machine tools sector. In India, indigenous machine tools have

the highest impact on capital output ratios. Machine tools consumption of Rs.2,500 crore truly

supports the advancement of the

country's engineering sector output which is estimated to be worth over Rs.1,50,000 crore. In India

there are about 450 manufacturers manufacturing complete machines, or their components. There

are 150 units in the organized sector. Almost 73 percent of the total machine tools production in

India is contributed by 10 major companies in this industry. The industry has an installed capacity

of over Rs.10 billion and employs a workforce directly or indirectly totaling 65,000 skilled and

unskilled persons.

The hub of manufacturing activities is concentrated in Mumbai and Pune in Maharashtra,

Jalandhar and Ludhiana in Punjab, Ahmedabad, Baroda, Jamnagar, and Rajkot in Gujarat,

Coimbatore and Chennai in Tamil Nadu, Bangalore and Mysore in Karnakata, and some parts of

eastern India. All the global leaders namely Makino, DMG, Yamazaki, Haas, Trumpf, Daewoo,Agia Charmilles, Schuler etc. are present in India either through their marketing agents, technical

centers, service centers or assembly centers.

1.2 COMPANY PROFILE:

Fine Product is a renowned trading business firm engaged in supply of Carbide

Cutting Tools, Industrial Lubricants, Abrasives, & Foundry Raw Materials. Established

in the year 1965, on the month of May at the Manchester city, Coimbatore, we have

carved a special niche for ourselves in the arena of industrial machine tools. By

providing value to our customer, we have grown from strength to strength and have

established ourselves as a preferred productivity partner.

Our management team with deep domain knowledge about the current market

demands assists us in delivering an excellent range of industrial tools. Blessed with a

highly supportive team which holds most qualified and experienced staff members, we

specialize in providing productive solution to the following

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Original Tooling Solution

Component tooling up

Turnkey projects

One stop shop concept

We have a real passion for adding substantial value to our esteemed clients by providing

innovative tools that meet with the exact demands of our clients. Our prime mission is to

serve the needs of customers engaged in diverse industry verticals such as

Auto Components Mfrs

Pumps Industries

Textile Machinery Mfrs

Valve Industries

Die & Moulds

Aero Space Component Mfrs

General Engineering

Fine product markets high quality products which contributes in giving innovative

solution to our clients and thereby increasing their productivity and earnings. The

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Marketing policy is based on the core value: Quality, Technical Support, Right

Tool/Solution @ Right Times, Quality Services, Team Sprit.

Our Objective

Sustain the customer first

Providing complete solution to meet customer needs

Quality with competitive prices

Expanding Geographically with branches

PRODUCTS

We are dealers engaged in offering wide range of engineering tools, which are

catering to the needs of various industrial sectors very efficiently. By remaining stockiest

of many leading brands of tools, we have built repute among clients for on time delivery

of products & services. As a client centric organization, we always try to maximize client

satisfaction by dealing with products of leading brands. Mentioned below is the

comprehensive range of our products we deal with.

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Sandvik Coromant (Cutting Tools for Metal Working Industry)

Sandvik Coromant is the world's leading producer of tools for turning, milling anddrilling. Sandvik Coromant is represented in 130 countries worldwide. It has customers

throughout the metalworking field including the...

Sandvik(Engineering group in Tooling, Materials Technology, Mining & Construction)

Sandvik is a high-technology, engineering group with advanced products and a world-

leading positions within selected areas. Worldwide business activities are conducted

through representation in more than 130

Dormer (Complete range of cutting tools)

Dormer is offering a complete range of cutting tools for all industrial applications in a

wide material spectrum. Such asDrilling, Threading, Milling, Reaming, Solid Carbide...

Norton (Abrasives products)

Norton, a brand of Saint-Gobain, is the largest global manufacturer and supplier of

performance engineered abrasives. Norton products provide end-user solutions from

everything from the home improvement...

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Saint Gobain (Abrasives/Engineered Grains & Powders)

Saint-Gobain established its presence in India by acquiring a majority stake in Grindwell

Norton in 1996, and thereafter went on to consolidate and strengthen its presence within

the country...

ITW Chemin (Speciality chemicals, Lubricants & Equipments Manufactures)

ITW Chemin, a business unit of ITW Inc. (NYSE: ITW), USA, offers a wide array of the

products / brands manufactured at the state-of-the-art facility which includes, Met-L-

Gard (Rust Preventive Chemicals)...

Emuge India (Threading Solution & Taping Tool Holders)

Threading techchnology taps at EMUGE India are positioning ourselves as solution

providers in tapping and other related technology. To this end, Threading techchnology

taps would like...

Carbtools (All Type of specials Solid carbides)

Carbtools manufacture a wide range of special combination tools in solid carbide,

carbide lugged as well as a combination of carbide lugged and carbide tipped tools

involving very high levels of accuracies...

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Forbes (Engineering, Specials Solid carbides & Transaction Management Solutions)

Forbes & Company Limited is one of the oldest companies of the world that is still in

business.The company traces its origin to the year 1767 when John Forbes of

Aberdeenshire...

IT (All Type of specials Solid carbides)

Indian Tool Manufacturers (ITM) - A Division of Birla Precision Techonolgies Limited,

belonging to the Yash Birla Group, pioneered in the year 1937, the manufacture and

supply of High Speed Steel Cutting Tools in India.

SERVICE

To satisfy our clients and achieve long term success, we with our sales &

technical team provide round the clock service. Some of the other factors which assist us

in acquiring customer satisfaction include following WIN WIN approach besides taking

minimal turnaround time to acknowledge a query & complaints. We make stringent

efforts to provide customers with the very latest, most efficient metal cutting technology

in the world.

Our commitment to quality has secured us the ISO 9001:2008 certificate. As a

part of continual improvement, we share our knowledge of new Tools by providing

training at customer place & also conducting seminar programs at our training centre.

Helping reduce the impact on the environment is just as important a challenge for

us as helping raise your productivity. Hence the Sandvik Coromant Recycling

Concept. Simply gather together your used solid carbide inserts and round tools, return

them in the boxes Sandvik provide, and Sandvik will recycle them in the most effective

way possible. Getting rid of old tools will increase efficiency, and Sandvik pay for the

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carbide you send. But the true reward comes from better utilization of precious resources

plus a more sustainable environment for everyone.

Few Customers are :

Sakthi Auto Component

Indoshll

Flowlinks

LRT (Lakshmi Ring Travellers)

CRI Pumps

LMW

Current Competitors :

IES Agencies

Primer Precision Product

Tool Tech (Manufacturers and Sales)

1.2 SALES AND DISTRIBTUON MANAGEMENT

MEANING OF SALES MANAGEMENT-

Sales management means the planning, direction, and control of personal selling,

including recruiting, selecting, equipping, assigning, routing, supervising, paying and

motivating. It also engages a sales force.

It is the attainment of an organization's sales goals in an effective & efficient

manner through planning, staffing, training, leading &controlling organizational resources

The sales manager is the person responsible for leading and guiding a team of

salespeople.

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Definition of sales management-

According to American Marketing Association, `Sales management is the

management of Sales Force. `

How to manage-

Right person right job right place right time right compensation right

qualifications

Relationship Based Selling

Relationship based selling means that the company takes care of customer

specifications. Buyer is the king not the seller

In other words, doing business in such a way that company is worthy of customers trust.

Company is buyer based, not seller centric.

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Nature and scope of sales management-

Integration with marketing management

relationship selling

varying sales responsibilities

The Scope Of The Sales Management Varies with The

Nature Of The Industry

Product Lines

Geographical Spread

Nature Of Selling

Example-

-in hotel industry, there is only one sales manager [ one man job]

-in consumer industry, there is sales manager supported by zone managers / sales

representatives.

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The scope of the sales management, in broad terms includes,

The following

Establish Sales force objectives

Organizing the Sales force

Recruiting and Selecting Salespeople

Training Sales Personnel

Compensating Sales People

Motivating Sales People

Developing sales plans

Developing sales development programs

PROCESS OF SALES MANAGEMENT / HOW TO DESIGN AND MANAGE

A SALES FORCE

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Problems-

coordination

lack of information

lack of authority

lack of communication

less supervision

lack of customer interest

target setting

sales forecasting

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Setting

objective

s

Implementing

Controlli

ng

Deciding

compensati

on

Training

anddevelopme

nt

Planning

Recruitme

nt and

selection

of sales

force

Process of

sales

management


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Leads to

Functions of sales manager

discovering new ideas for better results

marketing products

managing conflicts

responding feedback

performing sales management function

assigning sales territories to sales force

meeting with sales force

deciding the strategies

market research

product research

advising top management on various sales issues

setting targets

controlling targets

maintaining healthy relationship customers

monitoring sales policies

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To yourself-A sales manager must be very clear about his role in the organization. He

should know what he is supposed to do at the workplace.

To company-

A sales manager plays a key role in the success and failure of an organization.

He is the one who plays a pivotal role in achieving the sales targets and

eventually generates revenue for the organization.

A sales manager devises strategies and techniques necessary for achieving the

sales targets.

He is the one who decides the future course of action for his team members.

A sales manager is also responsible for brand promotion.

To customers-

listening to customer requirements and presenting appropriately to make a sale;

maintaining and developing relationships with existing customers in person and

via telephone calls and emails;

cold calling to arrange meetings with potential customers to prospect for new

business;

responding to incoming email and phone enquiries;

acting as a contact between a company and its existing and potential markets;

negotiating the terms of an agreement and closing sales.

Skills of sales manager

People skills- motivation, leadership, communication, and coordination

Managing skills- planning, organizing, controlling, and decision making

Technical skills- training, selling, negotiation and working on computers etc

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Selling process

determine objectives

deciding strategies

review

Alternative selling process-

1.Prospect for Leads

You can't prospect effectively without knowing all about your product(s). If you don'tunderstand the product, how could you know who will want to buy it?

2.Set an Appointment

It's time to use those leads you collected in stage 1. Many salespeople prefer to cold call

over the phone, but you can also call in person, send email or even mail out sales letters.

3. Qualify the Prospect

The qualification stage usually takes place at the appointment itself, although you can

also qualify briefly during your initial contact. The idea is to confirm that your prospect

is both able and potentially willing to buy your product.

4.Make Your Presentation

The presentation is the core of every sales cycle, and it's probably where you'll invest the

most preparation time. Keep in mind that you're not just selling your product... you are

also selling yourself! You represent your company, so appearance counts.

5.Address the Prospect's Objections

Here's where you get to deal with your prospect's concerns. The one you'll hear most

often? I have to think about it.

6. Close the Sale

Once you've made your presentation and answered your prospect's questions and

objections, it's time to ask for the sale. This is the second-most neglected stage of the

sales cycle. which is especially sad given that it's probably the most critical one.

7.Ask for Referrals

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http://sales.about.com/od/leadgeneration/bb/Start-Prospecting-For-Leads.htmhttp://sales.about.com/od/sellingonthephone/a/How-To-Cold-Call.htmhttp://sales.about.com/od/leadgeneration/a/5-Steps-To-Identify-Qualified-Leads.htmhttp://sales.about.com/od/salesbasics/tp/17-Great-Presentation-Tips.htmhttp://sales.about.com/od/salesbasics/ht/How-To-Handle-Objections-In-Six-Easy-Steps.htmhttp://sales.about.com/od/salesbasics/a/Close-The-Sale-Basic-Closing-Strategies.htmhttp://sales.about.com/od/salesbasics/a/How-To-Get-Referrals.htmhttp://sales.about.com/od/leadgeneration/bb/Start-Prospecting-For-Leads.htmhttp://sales.about.com/od/sellingonthephone/a/How-To-Cold-Call.htmhttp://sales.about.com/od/leadgeneration/a/5-Steps-To-Identify-Qualified-Leads.htmhttp://sales.about.com/od/salesbasics/tp/17-Great-Presentation-Tips.htmhttp://sales.about.com/od/salesbasics/ht/How-To-Handle-Objections-In-Six-Easy-Steps.htmhttp://sales.about.com/od/salesbasics/a/Close-The-Sale-Basic-Closing-Strategies.htmhttp://sales.about.com/od/salesbasics/a/How-To-Get-Referrals.htm


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This is hands down the most commonly neglected step. Too many salespeople are so

relieved to get a sale that they grab their things and race out the door the second they get

the chance, for fear the prospect will change their mind

Sales strategies-:

1. Relationship strategy- Buyer and seller act as partners and maintains a good relation.

P- Preparing strategically for a long term high quality relationship to solve customers

problems

A- Ask questions from the potential buyers regarding their needs

R- Restates customers need

T- Team with support people to provide the customer with solutions

N- Negotiation (double win solutions should be adopted)

E- Exceeds customer satisfaction

R- Review

2. Double win strategy- there are basically two approaches under this strategy-

Win-lose approach- under this approach one party loses either the buyer or the seller.

One of the them has to bear the loss. Features are:

See a problem

Fix the blame

Let loss happen to them

Lives in the past

Make promises that never keep

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Win-win approach- under this approach both the parties remain in benefits. Both the

parties earn profits as goods are produced what consumer wants and is charged fairly so

there is no loss to seller also. Feature are-

Help others to solve the problems

Fix what caused the problem

Make life a joyous happening for others and themselves

Leaves the past, lives in the present and set goals for the future

Make commitments to others and themselves and keep both of them.

3. Instant service- aims at Q-C-D Triangle i.e. highest quality, lowest cost and least

delivery times. Customer delight is achieved by combining:-

Supply chain management-

After sale services

Unique selling positioning/ brand equity

Exceeding customer expectations

Process management- it means how much cost is involved in a particular process. Main

aim is to keep the cost minimum. Features are as follows-

On time delivery

Competitive prices

Reliability of product or service

Uniqueness of product or service

4. Hard sell vs. soft sell-

Hard sell- where goods arent produced according to customers specifications. Features

are as follows:

Concern for self

Canned presentation

Talking

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Pushing product

Presenting features

Advocating without acknowledging

Soft sell- where goods are produced exactly what the consumer wants or desires.

Features are as follows:

Concern for customer

Questions for discussions

Listening

Providing buying opportunities

Presenting benefits

Acknowledging needs

5. Integrated sales strategy-

Under this strategy no strategies are formulated before hand.

Everything is done considering business and customer both.

Goods are produced according to customers desire.

6. Client centered sales strategy-

It considers:

What client is

What he or she does

Where, when, why and how he or she does it

His needs are analyzed

And goods are offered according to his preferences

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Methods of selling-

Tele-marketing- this is the concept of

Selling product on the phone.

it is direct marketing tool

It is very cheap and reliable method.

It is limited to consumer durables.

For example; customer care or home shop 18 etc

Sale on internet- under this method

product can be seen,

a buyer can see free demonstration on the internet itself,

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Product features can be seen.

Customer has to be fully aware.

For example snapdeal.com, myntra.com, flipcart.com etc

Sales through large scale stores- these stores are mostly present in urban areas due to

increased flow of manufactured goods. These can be of various kinds like-

Departmental stores

Chain stores like easy day

Mail order houses

Hire purchase shops

Super markets like big bazaar

Fixed price shops

Cooperative stores

Sales through whole sellers and retailers- Following functions are performed by whole

sellers and retailers-

Assembling and buying

Storing and warehousing

Transporting

Financing

Risk bearing

Grading, packing and packaging

Providing market information

Advertising

Selling

Direct selling- in this relationship of company and customer starts building even before

the sale of product. For example Avon, Amway and Eureka Forbes etc.

Factors affecting method of selling

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Nature of product

Price of the product

Cost of the product

Size of the market

Consumer convenience

Policy of organization

Types of sales manager

Top level manager- these are those managers who are responsible for

Sales planning

Scanning external environment

Setting short and long term objectives

Developing strategies

Making decision for implementing of strategies

Controlling performance

Coordination of various functional areas

Regional level manager- these are those managers who are responsible for-

Device strategies

Executes plans made by top level

Act as linking pin between lower level and top level

Manage several branches

Operational/ branch/ first line managers- these are those managers who are responsible

for

Appoints sales person

Monitor performance

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Motivate sales person

Provide day to day supervision to the sales person

Types of compensation plans-:

There are two types of compensation plans-

Financial and non financial compensation plans

Financial compensation-:

Those incentives which satisfy the subordinates by providing them rewards in terms of

rupees. Money has been recognized as a chief source of satisfying the needs of people.

Money is also helpful to satisfy the social needs by possessing various material items.

They include compensation, salary, fringe benefits and incentives. It should:-

Provide a regular income at minimum level

Simple and easy to understand for the sales man

Economical

Encourage competition among salesmen

Fair to both sales force and management

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This method also includes reimbursement of expenses incurred by sales persons for the

sales of goods and services i.e.

meals and entertainment

air travel

automobile rentals

lodging

travel account

tour expenses account

communication and service expense account

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Non financial compensation:-

These include motivation and its implication to sales management. So, some fringe

benefits are available for the purpose:

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Some other non financial compensation plans are:-

company car

supplemental life insurance and medical insurance schemes

tax return participation

personal tax and financial planning

low or no interest loans

deferred compensation

retirement benefits

relocation benefits

stationary facilities

air travel and first class AC for train travel etc

special perquisites for outstanding performance

special business associates membership

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1.4 LITERATURE REVIEW

According to Robert A. Peterson and William R. Wilson, Self-reports of sales

promotion invariably possess distributions that are negatively skewed and exhibit a positivity

bias. Examination of the customer satisfaction literature and empirical investigations reveal

that measurements of customer satisfaction exhibit tendencies of confounding and

methodological contamination and appear to reflect numerous artifacts. Implications and

suggestions for research and practice are discussed.

According to Carol Suprenant, investigate whether it is necessary to include

disconfirmation as an intervening variable affecting satisfaction as is commonly argued, or

whether the effect of disconfirmation is adequately captured by expectation and perceived

performance. Further, they model the process for two types of products, a durable and a

nondurable good, using experimental procedures in which three levels of expectations and

three levels of performance are manipulated for each product in a factorial design.

According to Gordon H.G.McDougall, investigated the relationship between three

elements core service quality, relational service quality- and perceived value andcustomer satisfaction and future intentions across four services. The results revealed that core

service quality (the promise) and perceived value were the most important drivers of

customer satisfaction with relational service quality (the delivery) a significant but less

important driver. A direct link between customer satisfaction and future intentions was

established. The relative importance of the three drivers of satisfaction varied among

services. Specifically, the importance of core service quality and perceived value was

reversed depending on the service. A major conclusion was that both perceived value and

service quality dimensions should be incorporated into customer satisfaction models to

provide a more complete picture of the drivers of satisfaction.

According to Ellen Garbarino & Mark S Johnson Several theories of

relationship marketing propose that customers vary in their relationships with a firm on a

continuum from transactional to highly relational bonds. Few empirical studies have

segmented the customer base of an organization into low and high relational groups to assess

how evaluations vary for these groups. For the high relational customers (consistent

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subscribers), trust and commitment, rather than satisfaction, are the mediators between

component attitudes and future intentions.

According to J.Joseph Cronin & Steven J Taylor investigate the

conceptualization and measurement of service quality and the relationships between service

quality, consumer satisfaction, and purchase intentions. A literature review suggests that the

current operationalization of service quality confounds satisfaction and attitude. Hence, the

authors test (1) an alternative method of operationalizing perceived service quality and (2) the

significance of the relationships between service quality, consumer satisfaction, and purchase

intentions. The results suggest that (1) a performance-based measure of service quality may

be an improved means of measuring the service quality construct, (2) service quality is an

antecedent of consumer satisfaction, (3) consumer satisfaction has a significant effect on

purchase intentions, and (4) service quality has less effect on purchase intentions than does

consumer satisfaction. Implications for managers and future research are discussed.

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1.5 OBJECTIVE OF THE STUDY:

PRIMARY OBJECTIVE:

The study on effectiveness of sales and distribution activities with special

reference to Fine Product Enterprises, Coimbatore.

SECONDARY OBJECTIVE:

1. To find out the factors that influences the purchase decision of consumers.

2. To identify need of new innovations of the company towards sales promotion.

3. To know about the different strategies for sales promotion in distribution

activities.

4. To suggest to be strengthened after sales services of Fine Product

Enterprises, Coimbatore.

5. To provide suggestions and recommendations for further improvements

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1.6 LIMITATIONS OF THE STUDY:

All the functions are only related with the marketing department.

The data was collected through questionnaire. The response from the respondents may

not be accurate.

Time and resource were the major constraints during the execution of the project.

Since the organization has strict control in sample size, it acts as another barrier for

getting data.

Some Customers would not give proper response.

Company not allowing disclosing confidential information.

Time factor was the major limitation of this survey. Because during survey any

activity of organization which is directly or indirectly related to the production

process should not disturb due to survey.

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1.7 SCOPE OF THE STUDY:

The scope of the study is to study the sales and distribution effectiveness in Fine

product enterprises. The function of marketing is to ensure that the right product is

made available at the right place, in the right quality, at the right price, at the right time

and under the right impressions to the consumer. All these righteousness is made

possible by performing the sales function. Thus, sales function is the pivotal factor in any

o rg aniza tion. I t i s even cap ab le of d ec iding the v ery exi st en ce o f an

organization. The various promotional mix elements are designed for achieving better

sales. Advertising is a necessisity with a view to maximization of the return on the money

invested. The probability of securing the optimum effectiveness is greater when advertising

is adequately planned, executed and constantly evaluated in terms of carefully crystallized

objectives. Thus, advertising offers a reason to buy while; sales promotion offers an

incentive to buy.

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CHAPTER 2

RESEARCH METHODOLOGY

Research Methodology is a way to systematically solve the research problems. It may

be understand as a science of studying how research is done scientifically. The methodology

of the study would include conducting research with target audience as the distributors and

customers. This includes primary data collection by person administered survey for analysis

and final interpretation of data.

2.1 RESEARCH DESIGN

Descriptive Research is adopted in this study and the basic reason for carrying out this

research is to identify the cause of something that is happening.

Type of Research

It is descriptive type of research. Descriptive Research survey and fact finding

inquiries of different kind. The major purpose of descriptive research is descriptive the state

of affairs, as it exist at present. The methods has to researcher utilized in descriptive research

are survey methods of all kind.

2.2 Data Collection Method

The source of project depends on accurate data. Thats why data collecting the appropriate

data, which differ considerable in context money, cost, time and other resources at the

disposal researcher.

There are two types of data collection methods available:-

1) Primary Data Collection Method.

2) Secondary Data Collection Method.

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Primary and Secondary data

Primary Data Collection Method.

Primary data are those that are obtain by the user for fulfillment their purpose. I have

taken Primary Data through personal visit to Fine Product Enterprises, Coimbatore At all

levels and observation methods to get more reliable information. I also collected primary

data by filled, questionnaire by the distributor and customer of the company, this data helped

me to justify the statements that have made in this project.

Secondary Data Collection Method.

The Secondary Data is that which is already collected and stored or we can say

already saved or ready data by others. I got secondary data from the journals, records,

newspapers, magazines, articles, internet etc. I collect secondary data by referring some

specimen of company and by referring some books and web sites of company from internet.

SAMPLING TECHNIQUE

Stratified random sampling

2.3 Statistical Tools Used

Percentage analysis

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CHAPTER 3

ANALYSIS AND INTERPRETATION

Analysis and interpretation is the main part of the project study. The statistical methods used

to Study the Sales and Effectiveness of Fine Product Enterprises, Coimbatore.

Simple Percentage Analysis

In simple percentage analysis the number of respondents for each factor is converted

into percentage basis. So the percentage for each factors is calculated in percentage analysis.

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4.ANALYSIS AND INTERPRETATION

4.1 SIMPLE PERCENTAGE ANALYSIS

Table 1 : Relationship to Fine Product Enterprises

Particulars No. of Respondents % of Respondents

Existing Customer 17 34

New Customer 15 30

Sales Executive 18 36

Total 50 100

INTERPRETATION : The above table describes the relationship to Fine Product Enterprises

which shows that 34% of the respondents are Existing Customers, 30% of the respondents

are New Customer and 36% of the respondents are Sales Executive. Major respondents

are Sales Executive only.

Chart 1 : Relationship to Fine Product Enterprises

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Source : Primary Data

Table 2 : Cordial relationship


Very Good 2 6.25

Good 10 31.25

Average 15 46.88

Poor 5 15.63

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the cordial relationship with

the company which shows that 6.25% of the respondents Stated as Very Good, 31.25% of

the respondents stated as Good, 46.88% of the respondents stated as Average, 15.63%

of the respondents stated as Poor and 0% of the respondents stated as Very Poor.

Maximum respondents stated as Average only.

Chart 2 : Cordial relationship

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Source : Primary Data + Secondary Data

Table 3 : Opinion with the Sales executive


Very Good 2 6.25

Good 26 81.25

Average 4 12.50

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the cordial Sales Executive

with the company which shows that 6.25% of the respondents Stated as Very Good,

81.25% of the respondents stated as Good, 12.50% of the respondents stated as

Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very

Poor. Maximum respondents stated as Good only.

Chart 3 : Opinion with the Sales executive

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Table 4 : Quality of the Product


Very Good 9 28.13

Good 7 21.88

Average 16 50

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the quality of the product

with the company which shows that 28.13% of the respondents Stated as Very Good,

21.88% of the respondents stated as Good, 50% of the respondents stated as Average,

0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor.


Chart 4 : Quality of the Product

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Table 5 : Credit Facilities


Very Good 0 0

Good 1 3.13

Average 26 81.25

Poor 5 15.63

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the credit facilities which

shows that 0% of the respondents Stated as Very Good, 3.13% of the respondents stated

as Good, 81.25% of the respondents stated as Average, 15.63% of the respondents

stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents

stated as Average only.

Chart 5 : Credit Facilities

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Table 6 : Service


Very Good 2 6.25

Good 22 68.75

Average 8 25

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the service which showsthat 6.25% of the respondents Stated as Very Good, 68.75% of the respondents stated as

Good, 25% of the respondents stated as Average, 0% of the respondents stated as Poor

and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good

only.

Chart 6 : Service

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Table 7 : Opinion with the Fine Product Enterprises Compare to other competitors


Very Good 0 0

Good 28 87.50

Average 4 12.50

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the Fine Product

Enterprises Compare to other competitors which shows that 0% of the respondents Stated

as Very Good, 87.50% of the respondents stated as Good, 12.50% of the respondents

stated as Average, 0% of the respondents stated as Poor and 0% of the respondents

stated as Very Poor. Maximum respondents stated as Good only.

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Chart 7 : Opinion with the Fine Product Enterprises Compare to other competitors


Table 8 : Competitors


Very Good 0 0

Good 2 6.25

Average 4 12.50

Poor 21 65.63

Very Poor 5 15.63

Total 32 100

INTERPRETATION : The above table describes the opinion with the competitors which

shows that 0% of the respondents Stated as Very Good, 6.25% of the respondents stated

as Good, 12.50% of the respondents stated as Average, 65.63% of the respondents

stated as Poor and 15.63% of the respondents stated as Very Poor. Maximum

respondents stated as Good only.

Chart 8 : Competitors

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Table 9: Helpline Support

Particulars No. of Respondents % of RespondentsVery Good 2 6.25

Good 30 93.75

Average 0 0

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the helpline support which

shows that 6.25% of the respondents Stated as Very Good, 93.75% of the respondents

stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated

as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as

Good only.

Chart 9: Helpline Support

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Table 10: Price


Very Good 1 3.13

Good 10 31.25

Average 21 65.63

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the price which shows that

3.13% of the respondents Stated as Very Good, 31.25% of the respondents stated as

Good, 65.63% of the respondents stated as Average, 0% of the respondents stated as

Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as

Average only.

Chart 10: Price

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Table 11: Product availability in your area


Very Good 0 0

Good 7 21.88

Average 13 40.63

Poor 6 18.75

Very Poor 5 15.63

Total 32 100

INTERPRETATION : The above table describes the opinion with the product availbility in

your area which shows that 0% of the respondents Stated as Very Good, 21.88% of the

respondents stated as Good, 40.63% of the respondents stated as Average, 18.75% of

the respondents stated as Poor and 15.63% of the respondents stated as Very Poor.


Chart 11: Product availability in your area

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Table 12: Delivery of goods at the specified time


Very Good 2 6.25

Good 27 84.38

Average 3 9.38

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the delivery of goods at the

specified time which shows that 6.25% of the respondents Stated as Very Good, 84.38% of

the respondents stated as Good, 9.38% of the respondents stated as Average, 0% of the

respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum


Chart 12: Delivery of goods at the specified time

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Table 13: Warranty claiming


Very Good 0 0

Good 29 90.63

Average 3 9.38

Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the warranty claimingwhich shows that 0% of the respondents Stated as Very Good, 90.63% of the respondents

stated as Good, 9.38% of the respondents stated as Average, 0% of the respondents


stated as Good only.

Chart 13: Warranty claiming

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Table 14: Company demonstration about their products


Very Good 6 18.75

Good 26 81.25

Average 0 0Poor 0 0

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the company

demonstration about their products which shows that 18.75% of the respondents Stated as

Very Good, 81.75% of the respondents stated as Good, 0% of the respondents stated as



Chart 14: Company demonstration about their products

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Table 15: Company Advertisement Awareness


Very Good 5 15.63

Good 19 59.68

Average 7 21.88

Poor 1 3.13

Very Poor 0 0

Total 32 100

INTERPRETATION : The above table describes the opinion with the company

advertisement awareness which shows that 18.75% of the respondents Stated as Very

Good, 81.75% of the respondents stated as Good, 0% of the respondents stated as



Chart 15: Company Advertisement Awareness

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Table 16 : Sales promotion activities offered by the company


Very Good 0 0

Good 16 88.89

Average 2 11.11

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the sales promotion

activities offered by the company which shows that 0% of the respondents Stated as Very

Good, 88.89% of the respondents stated as Good, 11.11% of the respondents stated as



Chart 16 : Sales promotion activities offered by the company

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Table 17 : Market Training provided by the company


Very Good 0 0

Good 15 83.33

Average 3 16.67

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the market training

provided by the company which shows that 0% of the respondents Stated as Very Good,

83.33% of the respondents stated as Good, 16.67% of the respondents stated as



Chart 17 : Market Training provided by the company

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Table 18 : Requirement in the Market areas


Very Good 2 11.11

Good 16 88.89

Average 0 0

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the requirement in the

market areas which shows that 11.11% of the respondents Stated as Very Good, 88.89% of

the respondents stated as Good, 0% of the respondents stated as Average, 0% of the



Chart 18 : Requirement in the Market areas

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Table 19 : Clients response in the Market areas


Very Good 4 22.22

Good 8 44.44

Average 4 22.22

Poor 2 11.11

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the Clients response in the

Market areas which shows that 22.22% of the respondents Stated as Very Good, 44.44% of

the respondents stated as Good, 22.22% of the respondents stated as Average, 11.11%


Maximum respondents stated as Good only.

Chart 19 : Clients response in the Market areas

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Table 20 : Marketing Source availability comparing to competitors against the companyParticulars No. of Respondents % of Respondents

Very Good 13 72.22

Good 5 27.78

Average 0 0

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the Marketing Source

availability comparing to competitors against the company which shows that 72.22% of the

respondents Stated as Very Good, 27.28% of the respondents stated as Good, 0% of the

respondents stated as Average, 0% of the respondents stated as Poor and 0% of the

respondents stated as Very Poor. Maximum respondents stated as Very Good only.

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Chart 20 : Marketing Source availability comparing to competitors against the company


Table 21 :Advertisement activities in the company


Very Good 2 11.11

Good 14 77.78Average 2 11.11

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the Advertisement

activities in the company which shows that 11.11% of the respondents Stated as Very




Chart 21 :Advertisement activities in the company

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Table 22 : Marketing Team Strength in the Company


Very Good 2 11.11

Good 16 88.89

Average 0 0

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the Marketing Team

Strength in the Company which shows that 11.11% of the respondents Stated as Very

Good, 88.89% of the respondents stated as Good, 0% of the respondents stated as



Chart 22 : Marketing Team Strength in the Company

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Table 23 : Service Team Strength in the Company


Very Good 2 11.11

Good 16 88.89

Average 0 0

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the Service Team Strength

in the Company which shows that 11.11% of the respondents Stated as Very Good,

88.89% of the respondents stated as Good, 0% of the respondents stated as Average, 0%


Maximum respondents stated as Good only.

Chart 23 : Service Team Strength in the Company

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Table 24 : Financial support for Sales Executive provided by the company


Very Good 3 16.67

Good 11 61.11

Average 4 22.22

Poor 0 0

Very Poor 0 0

Total 18 100

INTERPRETATION : The above table describes the opinion with the Financial support for

Sales Executive provided by the company which shows that 16.67% of the respondents

Stated as Very Good, 61.11% of the respondents stated as Good, 22.22% of the


respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 24 : Financial support for Sales Executive provided by the company

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CHAPTER 4

FINDINGS, SUGGESTIONS AND CONCLUSIONS

4.1 FINDINGS

In the Relationship to Fine Product Enterprises which shows that 34% of the respondents

are Existing Customers, 30% of the respondents are New Customer and 36% of the

respondents are Sales Executive. Major respondents are Sales Executive only.

In the opinion with the cordial relationship with the company which shows that 6.25% of

the respondents Stated as Very Good, 31.25% of the respondents stated as Good,

46.88% of the respondents stated as Average, 15.63% of the respondents stated as


Average only.

In the opinion with the cordial Sales Executive with the company which shows that


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Good only.

In the opinion with the quality of the product with the company which shows that 28.13%of the respondents Stated as Very Good, 21.88% of the respondents stated as Good,

50% of the respondents stated as Average, 0% of the respondents stated as Poor and

0% of the respondents stated as Very Poor. Maximum respondents stated as Average

only.

In the opinion with the credit facilities which shows that 0% of the respondents Stated as

Very Good, 3.13% of the respondents stated as Good, 81.25% of the respondents

stated as Average, 15.63% of the respondents stated as Poor and 0% of the

respondents stated as Very Poor. Maximum respondents stated as Average only.

In the opinion with the service which shows that 6.25% of the respondents Stated as

Very Good, 68.75% of the respondents stated as Good, 25% of the respondents stated

as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as

Very Poor. Maximum respondents stated as Good only.

In the opinion with the Fine Product Enterprises Compare to other competitors which

shows that 0% of the respondents Stated as Very Good, 87.50% of the respondents

stated as Good, 12.50% of the respondents stated as Average, 0% of the respondents


stated as Good only.

In the opinion with the competitors which shows that 0% of the respondents Stated as

Very Good, 6.25% of the respondents stated as Good, 12.50% of the respondents

stated as Average, 65.63% of the respondents stated as Poor and 15.63% of the


In the opinion with the helpline support which shows that 6.25% of the respondents

Stated as Very Good, 93.75% of the respondents stated as Good, 0% of the



In the opinion with the price which shows that 3.13% of the respondents Stated as Very


Average, 0% of the respondents stated as Poor and 0% of the respondents stated as

Very Poor. Maximum respondents stated as Average only.

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In the opinion with the product availability in your area which shows that 0% of the

respondents Stated as Very Good, 21.88% of the respondents stated as Good, 40.63%

of the respondents stated as Average, 18.75% of the respondents stated as Poor and

15.63% of the respondents stated as Very Poor. Maximum respondents stated asAverage only.

In the opinion with the delivery of goods at the specified time which shows that 6.25% of


9.38% of the respondents stated as Average, 0% of the respondents stated as Poor and

0% of the respondents stated as Very Poor. Maximum respondents stated as Good

only.

In the opinion with the warranty claiming which shows that 0% of the respondents Statedas Very Good, 90.63% of the respondents stated as Good, 9.38% of the respondents

stated as Average, 0% of the respondents stated as Poor and 0% of the respondents

stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the company demonstration about their products which shows that


Good, 0% of the respondents stated as Average, 0% of the respondents stated as


Good only.

In the opinion with the company advertisement awareness which shows that 18.75% of

the respondents Stated as Very Good, 81.75% of the respondents stated as Good, 0%

of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of

the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the sales promotion activities offered by the company which shows

that 0% of the respondents Stated as Very Good, 88.89% of the respondents stated as



Good only.

In the opinion with the market training provided by the company which shows that 0% of


16.67% of the respondents stated as Average, 0% of the respondents stated as Poor


only.

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In the opinion with the requirement in the market areas which shows that 11.11% of the

respondents Stated as Very Good, 88.89% of the respondents stated as Good, 0% of

the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the

respondents stated as Very Poor. Maximum respondents stated as Good only. In the opinion with the Clients response in the Market areas which shows that 22.22% of


22.22% of the respondents stated as Average, 11.11% of the respondents stated as


Good only.

In the opinion with the Marketing Source availability comparing to competitors against

the company which shows that 72.22% of the respondents Stated as Very Good,27.28% of the respondents stated as Good, 0% of the respondents stated as Average,

0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor.

Maximum respondents stated as Very Good only.

In the opinion with the Advertisement activities in the company which shows that 11.11%

of the respondents Stated as Very Good, 77.78% of the respondents stated as Good,

11.11% of the respondents stated as Average, 0% of the respondents stated as Poor


only.

In the opinion with the Marketing Team Strength in the Company which shows that


Good, 0% of the respondents stated as Average, 0% of the respondents stated as


Good only.

In the opinion with the Service Team Strength in the Company which shows that 11.11%

of the respondents Stated as Very Good, 88.89% of the respondents stated as Good,

0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0%

of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the Financial support for Sales Executive provided by the company

which shows that 16.67% of the respondents Stated as Very Good, 61.11% of the

respondents stated as Good, 22.22% of the respondents stated as Average, 0% of the



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4.2 SUGGESTIONS

The company advised to improve the sales effectiveness by improving cordial

relationship with the customer.

The company advised to improve the quality of the product with the company.

Company should advise to improve the credit facilities to the customer.

Company should reduce the price for their product in order to reach the market

efficiently. Make the product available to the targeted market areas.

From Sales Executive side, the entire feedback is good. So there are many chances to

reach the targeted areas efficiently.

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4.3 CONCLUSION

In today's highly competitive environment, an organization has to develop a business

strategy that provides a strategic fit between its resources and the changing business

environment.

The Proposed Title A Study on Sales and Distribution effectiveness with special

reference to Fine Product Enterprises, Coimbatore.

This case study illustrates how Fine Product Enterprises has continued to develop by

using a range of strategies based upon product/market matrix. These strategies have enabled

the company to build its business by continuing to broaden its customer base and enhance the

service it offers to Independent Business Owners, Members and Clients.

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This study is carried out for 6 weeks. This study reveals in Fine Product Enterprises

Coimbatore Branch about marketing development strategies and practices maximum adopted

in their company.

CHAPTER 5

BIBLIOGRAPY

1. Marketing Management :

Philip Kolter Hall Inc. Tenth Edition, September 2001.

2. Principles of Marketing :

Richard j. Semenik and Gary J. Bamoss South West publishing Company, First

Edition, 1993.

3. Marketing :William G. Zikmund and Micheln D Amico South West publishing Company,

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fourth Edition, 1993.

4. Research Methodology :

C.R Kothari Wishwa Prakashan, Second Edition, 1990.

QUESTIONNAIRE

A Study on Sales and Distribution Effectiveness with special reference to Fine Product

Enterprises, Coimbatore

1. Name of the Respondent :

2. Relationship to Fine Product Enterprises

a) Existing Customer

b) Non- Existing Customer

c) Sales Executive

5- Very Good | 4 Good | 3 Average

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2 Poor | 1 Very Poor

Customer Side :

S.No Particulars 5 4 3 2 1

3 Cordial relationship

4 Sales executive

5 Quality of the Product

6 Credit Facilities

7 Service

8 Opinion with the Fine Product Enterprises

Compare to other competitors

9 Competitors

10 Helpline Support

11 Price




15 Company demonstration about their products

16 Company Advertisement Awareness

5- Very Good | 4 Good | 3 Average

2 Poor | 1 Very Poor

Sales Executive :

S.No Particulars 5 4 3 2 1

17 Sales promotion activities offered by the

company




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21 Marketing Source availability comparing to

competitors against the company


23 Marketing Team Strength in the Company

24 Service Team Strength in the Company

25 Financial support for Sales Executive provided

by the company

Documents

Sales and Effectiveness on Fine Product Enterprises