A PROJECT

ON

A STUDY ON SALES PROMOTIONAL ACTIVITIES OF TATA MOTORS LIMITED

K.K.PRATHAM

1051-18-684-117

Project submitted in partial fulfillment for the award of the degree of

BACHELOR OF BUSINESS ADMINISTRATION

By

Osmania University, Hyderabad-500007

 Certificate

This is to certify that project work entitled

A STUDY ON SALES PROMOTIONAL ACTIVITIES OF TATA MOTORS LIMITED

Submitted by,

NAME: K.K.PRATHAM

ROLL NO: 1051-18-684-117

As a part of their curriculum in the Department of Management

Aurora's Degree and P.G College

Chikkadpally, Hyderabad-500020

This work has been carried out under my guidance.

PRINCIPAL H.O.D

DR. VISWANADHAM BULUSU MRS. SOUMYA MOHAN

MENTOR EXTERNAL EXAMINER

MR. SURESH KOLLAVAJJALA

 ANNEXURE-1

DECLARATION

I hereby declare that the project entitled A STUDY ON SALES PROMOTIONAL

ACTIVITIES OF TATA MOTORS LIMITED is an original work done by and has
been submitted to the Department of Management, Osmania University,
Hyderabad in partial fulfillment of the award of the degree of Bachelor of Business
Administration. This report has not been submitted anywhere else for the award of
any other degree or diploma or certificate.

K.KPRATHAM

Aurora's Degree and P.G College Signature of the student

Annexure -2
 Certification

This is to certify that project report title A STUDY ON SALES PROMOTIONAL

ACTIVITIES OF TATA MOTORS LIMITED submitted in partial fulfillment for the award
of degree of Bachelor of Business Administration, Osmania University, Hyderabad was carried
out by K.K.PRATHAM bearing Roll No: 1051-18-684-117 under my guidance. This has not
been submitted to any other University or institution for the award of any degree or diploma or
certificate.

Mr. SURESH KOLLAVAJJALA

Name of the mentor Signature of the mentor

all the company’s activities relating to vendor customer and product. In reality, management of
working capital has become one of the most important issues in the organization where many
financial executives are trying to identify the basic determinants of working capital and optimal
level of working capital. The main objective of the working capital management is to m
 ACKNOWLEDGEMENT

My profound thanks to DR. VISWANADHAM BULUSU, Principal of Aurora's Degree and

P.G College Chikkadpally for extending his support and guidance in executing my project. I also
wish to thank our H.O.D Mrs. Soumya Mohan for providing me the opportunity to do a project
that builds up my career. I would like to extend my deepest gratitude to my Mentor MR.
SURESH KOLLAVAJJALA for the constant support and guidance during my project.

TABLE OF CONTENTS
 CONTENTS PAGE NO.

Abstract

Chapter 1-Introduction 1-10

Chapter 2-Review of Literature Explanation 11-14

Chapter 3-Company Profile 15-36

Chapter 4- Data Analysis And Interpretation 37-56

Chapter 5-Findings,Suggestions And Conclusion 57-65

Chapter 6- Biography 66-67

 ABSTRACT

In India, we studied the Tata Motors Marketing Techniques in Automotive Industries. One of
the most effective marketing campaigns in the car sector is the marketing campaign for
TATA engines. Given the repute of Tata Motors Corporation, it is not difficult to understand
why they are able to manufacture more than 4 million different styles of vehicles such as
automobiles, vans, industrial vehicles. Tata Motors Limited, meanwhile, has also been the
largest car maker in the Indian market today. Government laws are likely to get stricter, and
could have a direct effect on the future of the business. We foresee a huge amount of
improvement resulting from COVID-19. From demanding more seamless user services to
prioritizing quality and safety functionality by purchase choices, customer behavior can shift
in various forms. Changing to 'slow' travel and private (compared to public and/or shared)
transport will influence potential passenger vehicle demand.
 CHAPTER -1
INTRODUCTION
1.1 Introduction

"As we spread wings to expand our capabilities and explore new horizons, the fundamental
focus remains unchanged: seek out the best technology in the world and put it at the service
of our ultimate user: our customer."

Promotion is true that products are manufactured to satisfy the needs of the consumers.. But
alone is not enough. Today the responsibility of the manufacturers does not cease with
physical production whatever may be the nature of the product. The present day marketers
are consumer oriented where it is the duty of the manufacturers to know from where, when,
how and what price the products would be available. Successful marketing consists in
offering the right product of the right price at the right place (and time) with right promotion.

In course of time, various activities came into vogue designed particularly to help easy sale
of goods. These activities commonly known as Promotional Mix. The marketing
communication Mix also called as the "Promotion Mix" consists of four major tools.

1 Advertising.
2. Sales Promotion

3.Publicity.

4.Personal Selling.

Generally marketing communication is undertaken to pass on the message of a product or

sale to the ultimate consumers. Thus, there are three elements in this process.

The purpose of advertising is motivating and to sell something a product or service, the real
objective of advertising is effective communication between producers and consumers. In
other words the ultimate purpose all advertising is "Increased awareness" list of the
following specific objectives of advertising.

The process of selling is ensured by personal selling supposed by advertising and sales
promotion. Of these three methods personal selling occupies the predominant role mainly
because of the personal element involves. It may be described as a personal source rendered
to the community in connection with marketing of goods.

It is a marketing process with which consumers are personally persuaded to by goods and
services offered by a manufacturer. The most powerful element in the promotional mix is
salesman ship, is not something very new. Even centuries ago salesman ship was practiced in
Greece and Rome. According to Peter Ducker, Cyrus Micronized was the first man to use
modern technique of selling.

The increasing competition in business to pay much more attention to satisfying customers.
It may help the marketer to notice role of customer satisfaction in the overall context of
product of service development and management.
Customers do not buy services, they bys satisfaction. Hence marketers must be clear about
the dels drew for satisfaction the customer is seeking and check out whether the customer are
getting the actual satisfaction.

This study helps the marketers to take necessary steps to gain the competitive advantage over
the competitors.

The study helps to predict further behaviour intentions of the customers such as intention to
Re purchase, intention to increase the usage, intention to recommend the product and service
to others. Today the customers have wide variety of motorcycles to choose. If the
satisfaction level of the customer goes down he may switch over to other brand. Ultimately
the company loses its actual customers. This study helps the marketer to take necessary steps
to overcome this problem and retain its actual customers.

1) Is essential for achieving customer satisfaction and good long-term relationship-as

identified by a number of researches.

2) Can provide a competitive advantage.

3) Play a role in increasing the success rate of new products introduced.

Needs to be fully evaluated during new product development, as good product design can
make customer support more efficient and cost-effective. Increased competition within many
industries has led to increased attention on customer service.

Various studies indicate that upset customers may have big effect on sales of company.
Therefore all dealers try to put all their attention to keep their customers satisfied and fulfill
their needs and wants as much as possible. One of the strong tools which help all companies
in this matter is providing best after-sales service

Market: The set of all actual and potential buyers of a product of a service.

Marketing:

In today's competitive world any organization to run successfully three factors plays an
important role are

Finance.

Human resources.

Marketing.

Along with the above mentioned the other three factors which plays an important role to
achieve the dyo organizational goals and objectives in the competitive market they are
Innovative technology.

Quality.

Price.

Because of globalization, privatization and liberalization the number of competitors are

increasing at a constant rate as a result of which consumers are preferring products which are
of high quality, 1 technology and at a reasonable price.

Though the company is producing high quality products at a reasonable price to be success in
the competitive market the company should take promotional activities and marketing tools
and techniques to achieve its mission and vision.

Marketing is not just telling and selling but in the new sense satisfying customer needs
marketing is a comprehensive term and it includes all resources and a set of activities
necessary to direct and facilitate and flow of goods and services from producer to consumer
in the process of distribution.

-+

Features:

1. It helps to establish a cordial and abiding relationship between the organization and its
customers. 2. It is creative art and science, in the sense that "One human mind influences
another human mind”. 3. Personal selling imparts knowledge and technical assistance to the
consumers. Promotion includes all those functions, which have to do with the marketing of a
product all other activities designed to increase and expand the market. But it is clearly
distinguished from advertising

"Sales promotion in a specific sense refers to those sales activities that supplement both
personal selling and advertising and co-ordination between them and help to make them
effective, such as displays, shows and expositions, demonstrations and other non recurrent
selling efforts not in the ordinary routine".

Evaluation of Sales Promotion:

Two decades ago, there was no agreement among the marketing people that there was a
separate sales promotion function. In those days, promotion was a "share- run to gain a short
run good". The importance of sales promotion in modern marketing has increased mainly on
account of its ability
in promoting sales and preparing the ground for future expansion. The main objective of sales

promotion is to attract the prospective buyer towards the product.

1 Need And Importance of the Study:

The increasing competition in business is the reason to pay much more attention to satisfying
customers. It may help the market to notice role of customer satisfaction in the overall
context of product of service development and management.

Customers do not buy services, they buy satisfaction. Hence marketers must be clear about
the satisfaction the customer is seeking and check out whether the customers are getting the
actual satisfaction. This study helps the marketers to take necessary steps to gain the
competitive advantage over the competitors.

The study helps to predict further behavior intentions of the customers such as intention to
re-purchase, intention to increase the usage, intention to recommend the product and Service
to others. Today the customers have wide variety of motorcycles to chose.

If the satisfaction level of the customer goes down he may switch over to other brand.
Ultimately the company loses its actual customers. This study helps the marketer to take
necessary steps to overcome this problem and retain in the increase of customer loyalty.
Promotional activities of tata motors limited:

Sales promotion

Sales promotion tends to be thought as been all promotions apart from advertising, personal
selling, and public relations. For example the BOGOF promotion or by one get one free.
Others include couponing, money- off promotions, competitions, free accessories (such as
free blades with new razers), introductory offers (such as buy digital TV and get free
installation) and so on. Each sales promotion should be carefully costed and compared with
next best alternative.

Promotion sponsorship

Sponsorship is where an organization pays to be associated with a particular event, cause or

image. Companies will sponsor sports event such as the Olympics or formula 1 . The
attributes of the events are then associated with these sponsoring organization. The elements
of the promotional mix are then integrated to form a unique, but coherent campaign.

Promotion-customer offer

1.V-dubs rock promotion: Anyone who purchases any vista model or selected Aria models
will get get a custom first act garage master electric guitar
2. "Pods unite" Promotion: People who purchase Tata motors sedan cars get a complimentary
apple iPod.

3.College Grad Program me: College scholarships.

4. Space Adventure: In 2013 Tata India launched a country wide promotion in may giving
away sub

orbital space flight.

PROMOTION OFFERS:

1. Easy finance

2. Test drive from home

3. Insurance

MEDIA PROMOTION:
1. Telivision ads

2. Radio ads

3. Print ads

WEB PROMOTION:

1. Face book and twitter: Tata India created an online face book -page and a twitter account
for the customers to interact.

2. Podcasting: Tata has developed and published 4 different podcast series.

3. Go slow concept: MSN to support its new sales promotion in 2015 which was designed to
launch the new "Go slow" concept of the "Vista". The number of catalogues requested during
the period when ads were submitted exceeded the initial forecast.

4. Anytime, Anywhere: Mobile services: The campaign was designed to position Tata as a
provider of innovative mobile services. The portal was intensively advertised in a marketing
campaign within a network.
5. Super trump card game: Tata India created an online game of the famous card game super
trumps which used Tata vehicles to make up the pack. The game was hosted on messenger
and users had to invite their buddies to take part in super trump card game

Objectives of the Study:

To study the promotional activities offered by Tata Motors Limited. To identify the impact of
sales in the market by using promotional strategies.

Scope of the Study:

The area of study is considered to be in two districts. Those are Hyderabad and RangaReddy
districts.

In the present study an attempt has been made to know the actual implementation of
Communication Process as management techniques in general and some other aspects such as
awareness of the workers, effectiveness of the performance appraisal system in particular.

Human resource projections are valid on appraisals. By improving job skills, the employees
have lot of scope for development and prepare themselves for higher responsibilities.

METHODOLOGY AND DATA BASE

Source of data:

1. Primary Data:

The primary data is collected through questionnaires from the customers.

2. Secondary Data:

The secondary data is collected from the books, journals and internet.

Data collected method:

The data is collected through close ended questionnaire.

B) Sample size:

1. The sample size of the survey (N) is 100.

2 .Samples are collected customers of showroom. 3. The age limit of the customers is in
between 20-55.
4. The customers will be randomly selected.

Tools & Techniques: For analyzing the data statistical tables, percentages, and bar-diagrams
will be used.

Further scope of study: The topic of promotional activities is vast there is further scope of
study for e.g.: Advertising, sales promotion etc.

Kind of research: The research study will be carried out in qualitative and quantitative
research rabo The research has to be done in very efficient way the frame work for collecting
data is called research nized only approaches.

design.

OH The statistical involves the study of a few factors in large number of cased. The contents
of research design are

Data collected method.

Research instrument.
Survey approach: The survey will be conducted through close ended questionnaire. This
questionnaire will contain the multiple choice questions; each question will be given options.
The collection of data in survey follows two types they are

Primary data (first hand data).Secondary data (used data).

Period Of The Study:

Since so many years Tata Motors Limited Hyderabad has been following the same procedure
of Communication Process for their executives and employees and for the study of my
project last one year data has collected on Promotional Activates..

Limitations to the study:

DA Primary data analysis only depended on the respondents.

Process of study/survey is limited only to some customers.

Survey will be conducted for the period of 45 days only.

Due to constraint of time only city is selected and so it cannot claim to be a comprehensive
study of the population.
 CHAPTER – 2

REVIEW OF LITERATURE
Review of literature

Sales Promotions

According to Philip kotler, sales promotion consists of short-term incentive to encourage

purchase or sales of a product or services whereas advertising a personal selling offer reason
to buy a product or service, sales promotion offer reason to buy now.

Sales promotion tools are nearby most organization, including manufactures, distribution
retailers associations and nonprofit institutions. They are targeted toward final buyer's
consumer promotions, business customer (business promotions), retailer and wholesales
(trade promotions) and member of sales force.

Personal selling and sales promotion are two additional tools for communicating wit and
persuading current and prospective customers, Source: portions adapted from terrene H.
Witkowski, "self-regulation will suppress direct marketing's downside," According to
v.s.ramasamy and s.namakumari, the committee on definitions of the

American Marketing Association defines' sales promotion' as follows:

"In a specific sense, sales promotion includes those sales activities that supplement both
personal selling and advertising and coordinate them and help to make them effective, such
as displays, shows and expositions, demonstrations and other non-recurrent selling efforts not
in the ordinary routine".

According to Cravens Hills Woodruff, sales promotion involves a flow of communication

understandings the nature of the communication flow from a company to its audiences, as
well as the flow among audiences members by word mouth, ids essential for effective
promotion decision making.

For advertising, aimed at informing, reminding, and persuading management of

wholesale or retails firms in a company's channel of distribution According to Rajan Saxena,
sales promotion are collectively comprises of the tools used to promote sales in a given
territory and time. These are primarily short term in nature and are

designed to quickly stimulate sales.

through the

While advertising creates awareness and provides to the target customer the rationale to buy a
product, sales promotion is an incentive to buy

According to Jayachandran, sales promotion is solely designed to stimulate short-term sales

of a company. It is company's specific activity for a short period in order to stimulate the
interest of target buyers in the company's product and it involves offering something free as
incentive to buy a specific brand or product. Sales promotion is, therefore, essentially, a
tactical device to stimulate customer's

interest.

Sales Promotions consist of many devices aimed at generating active Customer response
within a short period of time. Interestingly, most of the effort has been receiving an
increasingly large share of the advertising/Promotion budget, particularly for Promotion
oriented toward the trade. Coupons and Promotions play a large role on the web as well. Over
50percent of both first time and repeat buyers were influenced by either coupons or free
shipping. Promotion competes with advertising for budget it also provides a different
approach to influencing sales. In the case of advertising, the basic approach is to create or
increase a desire on the part of the Customer for the product itself. In contrast, most
Promotions implicitly assume the level of desire for the product is fixed and try to "close the
deal" by providing incentives to purchase. This is, of course, an oversimplification. A" get
them while supplies last" ad focuses on immediate response, and Promotions, Involving free
samples aim at generating repeat business. Nonetheless, Promotions, many of which involve
temporary price reductions, are seen as a form of marketing effort that is more aggressive and
oriented toward immediate results. In reality, one if the few ways product managers can
obtain a short run change in sales or market share is to use sales Promotion activities. In
general Promotion falls in to three main categories:

1. Final Customer Promotion

2. Manufacturer Promotion to the channels or Trade Promotion.

3. Channel originated Promotion, or Retailer Promotion.

Final Customer Promotion comes directly to the Customer from the manufacturer. Trade
Promotion, in contrast, is directed at intermediate channels of distribution in an attempt both
to get them to buy more of a product and to commit their own effort to" pushing" the product
through the nest channel and ultimately to the consumer. Channel-originated Promotions are
run by the channel itself to either the next channel in the distribution chain or to final
Customers. For consumer packaged goods sold through supermarkets, retailer Promotions are
an especially visible form of Promotions.

Displays, feature advertising, and price deals(price cuts, free merchandise, and retailer-issued
coupons) all affect sales and profits and either augment or detract from manufacturers direct
Customer Promotions. In general, the purpose of channel Promotions is to increase sales pf
all products to the Customer.
Promotion objectives and programs may be gathering offensive, or defensive. Offensive
Promotion attempt to gain an advantage through exclusively: being the only company to offer
a particular Promotion or level of Promotion support. In most markets, however, competitors
quickly match Promotions. On top of that, in some areas, notably consumer packaged goods;
the channels have become sufficiently powerful to both demand and schedule Promotions.
The result is that companies, including those with household brand names and dominant
market shares, are promoting due more to a perceived necessity to match competition and
satisfy the channels than to a conviction that Promotions benefit the manufacturer.

COMPA Many types of consumer products, service and industrial products use sales
promotion devices extensively. Short-term price discounts to consumers are very common in
industrial markets. In addition, farm equipment and office Products manufacturers, for
example, frequently target channel members for promotions which may or may not passed on
to the customers.
CHAPTER – 3
 INDUSTRIAL PROFILE

&

COMPANY PROFILE

Automobile industry in India

The automobile industry in India is the ninth largest in the world with an annual production
of over25,316,044 vehicles including passenger vehicles, commercial vehicles, three
wheelers and two wheelers in April-March 2017 as against 24,016,599 in April-March 2016,
registering a growth of 5.41 percent over the same period last year., India emerged as Asia's
fourth largest exporter of automobiles, behind Japan, South Korea and Thailand.

Following economic liberalization in India in 1991, the Indian automotive industry has
demonstrated sustained growth as a result of increased competitiveness and relaxed
restrictions. Several Indian automobile manufacturers such as Tata Motors, Maruti Suzuki
and Mahindra and Mahindra, expanded their domestic and international operations. India's
robust economic growth led to the further expansion of its domestic automobile market which
attracted significant India-specific investment by multinational automobile manufacturers. In
February 2017, monthly sales of passenger cars in India exceeded 250,000 units.

Embryonic automotive industry emerged in India in the 1940s. Following the independence,
in 1947, the Government of India and the private sector launched efforts to create an
automotive component manufacturing industry to supply to the automobile industry.
However, the growth was relatively slow in the 1950s and 1960s due to nationalization and
the license raj which hampered the Indian private sector. After 1970, the automotive industry
started to grow, but the growth was mainly driven by tractors, commercial vehicles and
scooters. Cars were still a major luxury. Japanese manufacturers entered the Indian market
ultimately leading to the establishment of Maruti Udyog. A number of foreign firms initiated
joint ventures with Indian companies.

In the 1980s, a number of Japanese manufacturers launched joint-ventures for building

motorcycles and light commercial-vehicles. It was at this time that the Indian government
chose Suzuki for its joint venture to manufacture small cars. Following the economic
liberalization in 1991 and the gradual weakening of the license raj, a number of Indian and
multi-national car companies launched operations. Since then, automotive component and
automobile manufacturing growth has accelerated to meet domestic and export demands.

Exports

India has emerged as one of the world's largest manufacturers of small cars. According to
New York Times, India's strong engineering base and expertise in the manufacturing of low-
cost, fuel-efficient cars has resulted in the expansion of manufacturing facilities of several
automobile companies like Hyundai Motors, Nissan, Toyota, Volkswagen and Suzuki.
Exports of cars, utility vehicles, commercial vehicles and two-wheelers have grown every
year since 2000. In the financial year that ended in March, Indian factories exported arecord
of over 3.5 million vehicles which, according to industry figures, was 15% more than what
they managed a year back. This compares with domestic sales of just above 2.6 million units
during the same period, up 5% from a year

ago

Indian automobile companies

Tamente Lagart Notable Indian automobile manufacturers

Ashok Leyland

Chinkara Motors: Beachster, Hammer, Roadster 1.8S, Rockster, Jeepster, Sailster.

Force Motors

Hindustan Motors: Ambassador.

Mahindra: Major, Xylo, Scorpio.

Maruti Suzuki: 800, Alto, WagonR, Ritz, Swift, Swift DZire, Brezza, Gypsy

San Motors: Storm

Tata Motors: Nano, Indica, Indigo, Sumo, Safari, TL.Aria

029 Electric car companies in India

Ajanta Group

Mahindra

Hero Electric REVA

Tara International

Tata motors

Notable Multi-national automobile manufacturers manufactured Automobiles of Multi-

national Companies
Locally

Audi: A4, A6.

BMW: 3 Series, 5 Series.

Chevrolet: Spark, Beat, Aveo U-VA, Aveo, Optra, Cruze, Tavera.

Fiat: Palio, Grande Punto, Linea,

Ford: Ikon, Fiesta, Fusion, Endeavour, Figo

Honda: Jazz, City, Civic, Accord, be

Hyundai: Santro, i10, Getz, i20, Accent, Verna, Hyundai, Sonata.

Mercedes-Benz: C-Class, E-Class

Mitsubishi: Lancer, Lancer Cedia.

Nissan: Micra

Renault: Logan

Škoda: Fabia, Octavia, Laura.

Toyota: Corolla, Innova, Fortuner Volkswagen: Jetta, Passat, Polo

COMPANY PROFILE

Tata Motors Limited is India's largest automobile company, with revenues of Rs.77,272
crores (USD 12.4 billion) in 2016-17. It is the leader by far in commercial vehicles in each
segment, and the second largest in the passenger vehicles market with winning products in
the compact, midsize car and utility vehicle segments. The company is the world's fifth
largest medium and heavy commercial vehicle manufacturer, and the world's second largest
medium and heavy bus manufacturer.

The company's 22,000 employees are guided by the vision to be "best in the manner in which
we operate, best in the products we deliver, and best in our value system and ethics." Tata
Motors helps its employees realise their potential through innovative HR practices. The
company's goal is to empower and provide employees with dynamic career paths in
congruence with corporate objectives. All-round potential development and performance
improvement is ensured by regular in-house and external training. The company has won
several awards recognising its training programmes.
Established in 1945, Tata Motors' presence indeed cuts across the length and breadth of India.
Over 4 million Tata vehicles ply on Indian roads, since the first rolled out in 1954. The
company's manufacturing base is spread across India - Jamshedpur (Jharkhand) in the east,
Pune (Maharashtra) in the west, and in the north in Lucknow (Uttar Pradesh) and Pantnagar
(Uttarakhand). A new plant is being set up in Singur (close to Kolkata in West Bengal) to
manufacture the company's small car. The nation-wide dealership, sales, services and spare
parts network comprises over 2,000 touch points. The company also has a strong auto finance
operation, TML Financial Services Limited, supporting customers to purchase Tata Motors
vehicles.

Tata Motors, the first company from India's engineering sector to be listed in the New York
Stock Exchange (September 2004), has also emerged as an international automobile
company. In 2004, it acquired the Daewoo Commercial Vehicles Company, Korea's second
largest truck maker. The rechristened Tata Daewoo Commercial Vehicles Company has
launched several new products in the Korean market, while also exporting these products to
several international markets. Today two-thirds of heavy commercial vehicle exports out of
South Korea are from Tata Daewoo. In 2005, Tata Motors acquired a 21% stake in Hispano
Carrocera, a reputed Spanish bus and coach manufacturer, with an option to acquire the
remaining stake as well. Hispano's presence is being expanded in other markets. In 2006, it
formed a joint venture with the Brazil-based Marcopolo, a global leader in body-building for
buses and coaches to manufacture fully-built buses and coaches for India and select
international markets. Tata Motors also entered into a joint venture in 2006 with Thonburi
Automotive Assembly Plant Company of Thailand to manufacture and market the company's
pickup vehicles in Thailand. In 2006, Tata Motors and Fiat Auto formed an industrial joint
venture at Ranjangaon (near Pune in Maharashtra, India) to produce both Fiat and Tata cars
and Fiat powertrains for the Indian and overseas markets; Tata Motors already distributes and
markets Fiat branded cars in India. In 2007, Tata Motors and Fiat Auto entered into an
agreement for a Tata license to build a pick-up vehicle bearing the Fiat nameplate at Fiat
Group Automobiles' Plant at Córdoba, Argentina. The pick-up will be sold in South and
Central America and select European markets.
These linkages will further extend Tata Motors' international footprint, established through
exports since 1961. While currently about 18% of its revenues are from international
business, the company's objective is to expand its international business, both through
organic and inorganic growth routes. The company's commercial and passenger vehicles are
already being marketed in several countries in Europe, Africa, the Middle East, Australia,
South East Asia and South Asia. It has assembly operations in Malaysia, Kenya, Bangladesh,
Ukraine, Russia and Senegal.

The foundation of the company's growth is a deep understanding of economic stimuli and
customer needs, and the ability to translate them into customer-desired offerings through
leading edge R&D. The R&D establishment includes a team of 1400 scientists and engineers.
The company's Engineering Research Centre was established in 1966, and has facilities in
Pune, Jamshedpur and Lucknow. The ERC has enabled pioneering technologies and
products. It was Tata Motors, which developed the first cable indigenously developed Light
Commercial Vehicle, India's first Sports Utility Vehicle and, in 1998, the Tata Indica, India's
first fully indigenous passenger car. Within two years of launch, Tata Indica became India's
largest selling car in its segment. The ERC in Pune, among whose facilities are India's ) only
certified crash-test facility and hemi-anechoic chamber for testing of noise and vibration, has
received several awards from the Government of India. Some of the more prominent amongst
them are the National Award for Research and Development Efforts in Industry in the
Mechanical Engineering Industries sector in 1999, the National Award for Successful
Commercialization of Indigenous Technology by an Industrial Concern in 2000, and the
CSIR Diamond Jubilee Technology Award in 2004.

The company set up the Tata Motors European Technical Centre (TMETC) in 2005 in the
UK. TMETC is engaged in design engineering and development of products, supporting Tata
Motors' skill sets. Tata Daewoo Commercial Vehicle Company and Hispano Carrocera also
have R&D establishments at Gunsan in South Korea and Zaragoza in Spain. The pace of new
product development has quickened through an organization-wide structured New
Product Introduction (NPI) process. The process with its formal structure for introducing new
vehicles in the market, brings in greater discipline in project execution. The NPI process
helped Tata Motors create a new segment, in 2005, by launching the Tata Ace, India's first
indigenously developed mini truck. The years to come will see the introduction of several
other innovative vehicles, all rooted in emerging customer needs. Besides product
development, R&D is also focusing on environment friendly technologies in emissions and
alternative fuels.

Through its subsidiaries, the company is engaged in engineering and automotive solutions,
construction

equipment manufacturing, automotive vehicle components manufacturing and supply chain

activities, machine tools and factory automation solutions, high-precision tooling and plastic
and electronic components for automotive and computer applications, and automotive
retailing and service operations. True to the tradition of the Tata Group, Tata Motors is
committed in letter and spirit to Corporate Social Responsibility. It is a signatory to the
United Nations Global Compact, and is engaged in community and social initiatives on
labour and environment standards in compliance with the principles of the Global Compact.
In accordance with this, it plays an active role in community development, serving rural
communities adjacent to its manufacturing locations.

With the foundation of its rich heritage, Tata Motors today is etching a refulgent future.

ABOUT US
Powered by a pioneering spirit and a chain of constant innovations for over 50 years, Tata
Motors Limited (TML) has redefined the art of building motor vehicles. Today, Tata Motors
Limited is the sixth largest medium and heavy commercial vehicle manufacturer in the world,
with a significant presence in Asia, Europe, Africa and Latin America.

World-class auto components are the backbone of all world-class vehicles. Keeping this in
mind, Tata Motors Limited has collaborated with major players in the Auto Industry. The
Joint Venture with Cummins, associations with companies like Johnson Controls, Toyo
Radiators, Chuo Springs, Ficosa, Yazaki, Yutaka-Giken, Sungwoo Hitech, Owens Coring,
Knorr-Bremse, Farurecia and MenzolitFibron, reaffirm Tata Motors commitment to
delivering higher productivity and profitability to the transportationindustry.

Tata Motors Limited marked its emergence as a strong multi-national player with the
acquisition

of the Daewoo Commercial Vehicles Plant in March 2004. The robotized factory at Gunsan
in South Korea, bus-body manufacturing plants in Ukraine and South Africa and assembly
plants in Bangladesh and Malaysia, are testimony to the strong presence of Tata Motors
Limited across the world. The Company also gained enhanced credibility as a global
powerhouse when the Government of

Senegal approached Tata Motors Limited for technological assistance in setting up a bus-
body plant at

Thies.
Right from the earliest trucks that helped move goods around the country, to chassis for buses
virtually form the backbone of the Indian public transport system today, Tata vehicles have,
quite literally, moved the nation ahead. Tata Motors is India's only fully integrated
automobile manufacturer with a portfolio that covers trucks, buses, utility vehicles and
passenger cars. With over 3 million

Reducing Pollution:

Tata Motors has been at the forefront of the Indian automobile industry's anti-pollution
efforts by introducing cleaner engines. It is the first Indian Company to introduce vehicles
with Euro norms well ahead of the mandated dates. Tata Motors' joint venture with Cummins
Engine Company, USA, in 1992, was a pioneering effort to introduce emission control
technology for India. Over the years, Tata 20 TU Motors has also made investments in setting
up of an advanced emission-testing laboratory.

With the intention of protecting the environment, Tata Motors has upgraded the performance
of its IMT entire range of four and six cylinder engines to meet international emission
standards. This has been Jaccomplished with the help of world-renowned engine consultants
like Ricardo and AVL. These engines are used in Tata Motors vehicles in the Indian market,
as well as in over 70 export markets.

Tata Motors is constantly working towards developing alternative fuel engine technologies. It
has manufactured CNG version of buses and followed it up with a CNG version of its
passenger car, the Indica.

End of Life Vehicle Treatment and Recycling:

recycling society with many people making value out the recovery of waste materials
discarded from products at the end of their useful life. However, Europe, and some other
export markets, have recognized that they have become a throwaway' society in recent
decades, and are now introducing waste prevention regimes in different

India is a

industry sectors to collect and recycle valuable resource rather than it ending up in landfill.

In the Automotive sector, the European End of Life Vehicle (ELV) Directive, points
responsibility for this issue to vehicle manufacturers, and the scrap car recovery industry.
Similar regulations are being introduced in Japan and Korea.

Naturally, Tata Motors has already met the 'producer responsibility' aspects of the ELV
Directive, such as compliance to Heavy metals and other hazardous substance restrictions.
Also, material code marking of plastic parts has been introduced to aid achievement of
demanding European recycling targets.

Central to this European regulation is for manufacturers to provide free take-back networks
for od environmentally sound treatment of ELVs. Last owner contacts for access to Tata
Motors subscribed take-back schemes can be found. Only specially authorized vehicle
dismantler and shredder operators are allowed to treat ELVS in Europe, and they have access
to Tata Motors ELV treatment information by registering.
COMMUNITY DEVELOPMENT

The Company's Community Service Division works through various societies to improve the
conditions of neighbouring villages - encouraging economic independence through self-
initiated cottage industries and contributing to community and social forestry, road
construction, rural health, education, water supply and family planning.

Tata Motors has been making numerous well-planned efforts in the area of rural
development, with specific focus on the following:

Health & Sanitation:

Mobile health service staff provides preventive and curative health services under the "Health
for All" program. They train village health workers in conducting the same. Safe drinking
water facilities e provided to ensure health of the villagers. are

in advance Employment Generation

Tata Motors encourages self-sufficiency with the aim to improving the confidence, morale
and lives of its employees and their dependents. The Company has worked on some novel
ideas around its townships. Employees' relatives at Pune have been encouraged to form
various industrial co-operatives
engaged in activities such as re-cycling of scrap wood into crates and furniture, welding, steel
scrap

baling, battery cable assembly etc. The Tata Motors Grihini Social Welfare Society caters to
employees' women dependents'. The women folk make a variety of products, ranging from
pickles and uniforms to electrical cable harnesses etc. and leadership

Community Centers:

These centers are situated in various parts of Jamshedpur, Pune and some of their
neighboring towns. The centers regularly organize various programmers & neighboring
populations are encouraged

to participate in these activities.

rafice

with Murska Sons (UK)

Some of our Services:

Free repair of the complaint that reappears within 3000 kms or 1 month (whichever is earlier)
after
MMO being attended at this set-up.

» Quality washing of your car!

at Jamshedpur,

If you are not satisfied with the washing quality of your car, we will clean it again to your
satisfaction!

On-time delivery!

If you do not get your car back on the promised day; we will waive off 10% on the labour
bill of your

car Incase of increase in job content / parts not available. Service Advisor will intimate you
the revised delivery date & time in advance

Follow-up call after service!

icto This workshop wills contact you on the 4th day after the delivery of the vehicle, to
ensure your satisfaction with the service. Hence, we request you to provide us your latest
phone number.

HISTORY

It has been a long and accelerated journey for Tata Motors, India's leading automobile
manufacturer. Some significant milestones in the company's journey towards excellence and
leadership.

1945 to 1950

Tata Engineering and Locomotive Co. Ltd. was established to manufacture locomotives and
other

engineering products.

Steam road roller introduced in collaboration with Marshall Sons (UK).

1951 to 1960
Collaboration with Daimler Benz AG, West Germany, for manufacture of medium
commercial vehicles. The first vehicle rolled out within 6 months of the contract. the mould
utility

Research and Development Centre set up at Jamshedpur.

1961 to 1970

Exports begin with the first truck being shipped to Ceylon, now Sri Lanka.

1971 to 1980

Introduction of DI engines.

First commercial vehicle manufactured in Pune.

1981 to 1990

Manufacture of Heavy Commercial Vehicle commences.First hydraulic excavator produced

with Hitachi collaboration.Production of first light commercial vehicle, Tata 407,
indigenously designed,

followed by Tata 608..

991 to 2000
Euro m

Launch of the 1st indigenous passenger car Tata Sierraine launched

TAC 20 crane produced.

One millionth vehicle rolled out.

Launch of the Tata Estate.

Joint venture agreement signed with Cummins Engine Co. Inc. for the manufacture of high
horsepower

and emission friendly diesel engines.

Launch of Tata Sumo - the multi utility vehicle.

Joint venture agreement signed with Tata Holset Ltd., UK for manufacturing turbochargers to
be used

on Cummins engines.

Mercedes Benz car E220 launched.

Tata Sumo deluxe launched.

Tata Sierra Turbo launched. 100,000th Tata Sumo rolled out.

Tata Safari - India's first sports utility vehicle launched. 2 millionth vehicles rolled out.

Indica, India's first fully indigenous passenger car launched.

115,000 bookings for Indica registered against full payment within a week.

Commercial production of Indica commences in full swing.

First consignment of 160 Indicas shipped to Malta. MO

Indica with Bharat Stage 2 (Euro II) compliant diesel engine launched.

Utility vehicles with Bharat 2 (Euro II) compliant engine launched.

Indica 2000 (Euro II) with multi point fuel injection petrol engine launched.. Motom Limit

to 2001 to 2004

Indica V2 launched - 2nd generation Indica.

100,000th Indica wheeled out.

Launch of CNG Indica.

Launch of the Tata Safari EX

Indica V2 becomes India's number one car in its segment.

Exits joint venture with Daimler Chrysler.

Unveiling of the Tata Sedan at Auto Expo 2002.

Petrol version of Indica V2 launched.

Launch of the EX series in Commercial vehicles. Launch of the Tata 207 DI.

2,00,000th Indica rolled out.

500,000th passenger vehicle rolled out.

Launch of the Tata Sumo'+' Series

Launch of the Tata Indigo.

Tata Engineering signed a product agreement with MG Rover of the UK.

y Launch of the Tata Safari Limited Edition.

Join The Tata Indigo Station Wagon unveiled at the Geneva Motor Show.

00 On 29th July, J. R. D. Tata's birth anniversary, Tata Engineering becomes Tata Motors
Limited.

003 millionth vehicle produced.

at SV First City Rover rolled out

000135 PS Tata Safari EXi Petrol launched

Toda Tata SFC 407 EX Turbo launched ched

od Tata Motors unveils new product range at Auto Expo '04.

New Tata Indica V2 launched

sched

Tata Motors and Daewoo Commercial Vehicle Co. Ltd. sign investment agreement
Indigo Advent unveiled at Geneva Motor Show

Tata Motors completes acquisition of Daewoo Commercial Vehicle Company Tata LPT 909
EX launched

Tata Daewoo o Commercial Vehicle Co. Ltd. (TDCV) launches the heavy duty truck
'NOVUS', in Korea

Sumo Victa launched

Indigo Marina launched

Tata Motors lists on the NYSE

2005

Tofu Tata Motors rolls out its 500,000th Passenger Vehicle

The Tata Xover unveiled at the 75th Geneva Motor Show

Branded buses and coaches - Starbus and Globus - launched

T20 Tata Motors acquires 21% stake in Hispano Carrocera SA, Spanish bus manufacturing
Company

FORD Tata Ace, India's first mini truck launched

Tata Motors wins JRD QV award for business excellence.

The power packed Safari Dicor is launched

Introduction of Indigo SX series - luxury variant of Tata Indigo

Tata Motors launches Indica V2 Turbo Diesel.

One millionth passenger car produced and sold

Inauguration of new factory at Jamshedpur for Novus Tata TL 4X4, India's first Sports
Utility Truck (SUT) is launched Launch of Tata Novus

Launch of Novus range of medium trucks in Korea, by Tata

Daewoo Commercial

Vehicle Co. (TDCV)

range jointly develope

aslida ar Tata Motors unveils new long wheel base premium Indigo & X-over concept at
Auto Expo 2006

2006
ovox Indica V2 Xeta launched

Passenger Vehicle sales in India cross one-million mark

pos ou Tata Motors and Marco polo, Brazil, announce joint venture to manufacture fully
built buses &coaches

for India & markets abroad

Tata Motors first plant for small car to come up in West Bengal

Tata Motors extends CNG options on its hatchback and estate range

TDCV develops South Korea's first LNG-Powered Tractor- Trailer

Tata Motors and Fiat Group announce three additional cooperation agreements

[6:01 pm, 02/06/2022] Pratham: Tata Motors introduces a new Indigo range

Motors launches the long wheel base Indigo XL, India's first stretch limousine

2007

Tata Motors' integrated Customer Relationship Management (CRM)- Dealer Management

System
Tata

(DMS) initiative crosses the significant milestone of covering 1000 locations in India and
abroad.

Tata Motors introduces Magic & Winger

transportation.

In 2008, Tata Motors acquired the English car maker Jaguar Land Rover, manufacturer of
the Jaguar 2008 and Land Rover from Ford Motor Company.

otors

ators announced Lionel Me In May 2009, Tata unveiled the Tata World Truck range jointly
developed with Tata Daewoo, the range entwent on sale in South Korea, South Africa, the
SAARC countries, and the Middle East at the end of 2009 and Its Lucknow plant was
awarded the "Best of All" Rajiv Gandhi National Quality Award.

2009

2010

Tata Motors acquired an 80% stake in the Italian design and engineering company Trilix for
€1.85 ale million. The acquisition formed part of the company's plan to enhance its styling
and design capabilities.
OM 2011

In 2011 Sanand Plant won 1st Prize at Lakhsya CSR Sparsha Award, for 2 papers:
Community-based Safe Drinking Water Programme and for Community-based Innovative
Sanitation Programme.Motors announced it would invest around 26 billion in the
development of Futuristic Infantry 2012 TUNE Combat Vehicles in collaboration with
DRDO.

2013 Motors announced it will sell in India, the first vehicle in the world to run on
compressed air (engines designed by the French company MDI) and dubbed "Mini CAT".
Tata

2014

Tata Motors introduced first Truck Racing championship in India "T1 Prima Truck Racing
Championship"On 26 January 2014, the Managing Director Karl Slym was found dead. He
fell from the 22nd floor to the fourth floor of the Shangri-La Hotel in Bangkok, where he
was to attend a meeting of Tata Motors Thailand.

2015

Tata Motors announced Lionel Messi as global brand ambassador at New Delhi, to promote
and endorse passenger vehicles globally.

2016

On 27 December 2016, Tata Motors announced the Bollywood actor Akshay Kumar as
brand ambassador for its commercial vehicles range.

OM 2017
Tata Motors announced that it has signed a memorandum of understanding with
Volkswagen to

develop vehicles for India's domestic market.

FEATURES

Tata Motors constantly looks for ways to offer the customer the best value for money.
Beginning with a single truck model way back in the 1950s, today we have over 150 models
and variants of vehicles, designed to transport goods and passengers. Our commercial
vehicles can haul loads ranging from 2 to 40 tonnes. Likewise we have mini buses that can
seat 12 people and buses that can accommodate as many as 60. Tippers, Tractor-trailers, 4x4
off road vehicles, multi-utility vehicles-our range are vast. A significant breakthrough has
been the development and commercialization of the truly Indian cars

Mission, vision and values:

Tata Indica and Tata Indigo.

Our vehicles are capable of meeting stringent Euro norms. And we have been able to do so
by using technology, which is environmentally sustainable.

Browse through

our product range below to know more about our International market models.

PRODUCT DETAILS

Four models for Tata Indica V2:

Indica V2 DLX:

Power steering, Central locking system, four power window. About convenience of driving,
HVAC system provides good cooling effect. Door handles, body colored bumpers, ORVM
and wheel arch flair are few more advantages.

Indica V2 DLG:

This model have body colored bumpers, the wheel arch flairs, internally adjustable OVRM
and central locking system. Front windows are power windows. To avoid the scorching heat
in a summer days, HVAC system of cooling can soothe anybody inside the car.

Indica V2 DLS:

Indica V2 Turbo DLX:

DLX is the most advanced version of Indica V2 Turbo for its added few features along with
the features of DLG. Its leathered wrapped steering, luxurious seats and adjustable headrest
provide total comfort of long-driving. Indica V2 Xeta:

The new Indica Xeta's extra Efficiency Torque Advantage petrol engine delivers 12.4 kgm
torques, for a smoother and more responsive drive. With instant pick up and fewer gear
changes in stop-start city traffic.

The technologically superior MPFI engine comes with a 32-bit microprocessor, and sports
12 sensors, including a knock control sensor to reduce damage from adulterated fuel. The
result? Even more enjoyable long drives, with a frugal fuel consumption at 14 kmpl.

Indica V2:
Uniquely styled and innovatively packaged, the Indica is designed and engineered to meet
the highest standards of international quality and also to stand up to the tough demands of
Indian roads and weather conditions. Every feature of the car reflects a deep understanding
of the Indian market and promises much more than any other car in its category.

The Indica is brought to you by TATA Motors, the people who know India like no one else
does. So when you get behind the wheel of an Indica, you can feel proud about driving one
of the finest cars in the country.

Indica V2Turbo:

The new Indica V2 Turbo is the only car in the B segment to offer a Turbo charger. The car
features a Turbo diesel engine that delivers an improved top speed and an enhanced output
of 68PS @ 4500 rpm. While the increased torque of 130Nm @ 2500 rpm is the highest in its
class. Apart from the changes in the engine, the car also features 14" wheels among other
class leading features.

available in 3-colour options including:

The exclusive Cherry Red colour, which is available in the European market. The Indica V2
Turbo is available in DLG and DLX models, at an incremental cost to the consumers.
CHAPTER – 4
 DATA ANALYSIS AND
INTERPRETATION

1) Income per month:

A) Less than 6000 B) 6001-10000

C) 10001-15000 D) Above 15000

Less than 6000-10000 10001-15000 Above 15000

6000

5% 24% 42% 29%

Data analysis and Interpretations

above pie-chart we know that 97% of the respondents are loving then CA

CAR. So the study i Data analysis Interpretation:

both the type of respondents

By the above pie chart we know that the customers have an income per month, 10,000 to
20,000 Is 42%, above 15000 are 29%, between 6,000 and 10,000 are 24% and less than 6000
are 5%.

2) do you have CAR

a)YES b)NO

YES NO
97 3

Data analysis and Interpretation:

By the above pie-chart we know that 97% of the respondents are having their CAR and 3%
are living without CAR. So the study is concentrated on both the type of respondents.
3) Did you hear about Tata motors limited

a)YES b)NO
YES NO

95 5

Data analysis and Interpretations

By this pie –chart we can understand mot of the respondents know about the Tata motors

4) Are you using TATA CAR

a)YES b)NO

YES NO
67 33
Data analysis and Interpretations

By the above pie-chart we knw that 67% respondents are using TAT CAR and rest of the
33% respondents are using TATA CAR

5) IF YES, What is your rating factor for CAR which you will give

RATING FACTOR GOOD FAIR BAD

Quality Price Longevity
62 46 55

4 20 12

1 12 0
Data analysis and Interpretation:

By the above bar-chart we know that out of 100 respondents 67% have used the TATA. Out
of 67% respondents 62% people rated good quality, 4% respondent's rated fair quality and
remaining 1% respondents rated bad quality.

Out of 67% respondents 46% respondents rated good price, 20% respondents rated fair
quality and remaining 1% respondents rated bad price. Out of 67% respondents'
55%respondents rated good longevity and 12% respondent's rated fair longevity.

6) How did you heard about TATA products

a)Electonic media b)Print media

c)sales person d)others

Electronic media Print media Sales person others

17 51 16 11
Data analysis and Interpretation:

By this pie-chart we can analyze that most of response came from news paper promotion is
54%,

Through electronic media is 18%, sales persons is 17% and rest of them by others, by this we
known that paper ads are best than others

7)Way you think promotion of TATAProducts Should be done

a)offers b)advertisement

c)free service d)others( )

offers Advertisement advertisement Free service Free service All the above
and offers and offers

8 10 17 42 5 6
DATA ANALYSIS AND INTERPRETATION

By this pie-chart we know the promotion should be done by free service and advertisement

8) Which following future made you to buy TATA?

1)Quality 2)price 3)brand name 4)free services

s.no options response

1 Quality 48

2 Price 13

3 Brand name 27

4 Free service 12
Source: customer survey (primary data)

Data analysis and Interpretation:

From the above analysis we conclude that among 100 customers 48% of the customers buy
TATA basing on Quality, 13% basing on price, 27% basing on brand and 12% on free service
offer.

9)Since how long you have been using TATA CAR

1) year 2) 1 to 3 years 3)Above 3 years

S.NO OPTIONS RESPONSE

1 <1 YEAR 17

2 1 TO 3 YEARS 52

3 ABOVE 3 YEARS 31
Source:customer survey (primary data)

<1 year
1 to 3 years
above 3 years

Data analysis and Interpretation:

From the above analysis out of 100 customers when a question was raised regarding the
duration period they have been using the TATA. The responded was less that 1 year is 17%,
between 1-3 years 52% and above 3 years 31%

10) Are you satisfied with the performance of the CAR

1) Completely satisfied 2) Satisfied 3) Not satisfied

S.NO. OPTIONS RESPONSE

1 Completely satisfied 69

2 Satisfied 29

3 Not satisfied 2
Source: coustmers survey ( primary data)

Satisfaction of the attributes provided by TATA.

Response

Completely satisfied
Satisfied
Not satisfied

Data analysis and Interpretation:

From the above analysis we conclude that 69%of the cistomers are completely satisfied, 29%
are just satisfied and 2% of the respondents are not satisfied.

11) How comfortable are you while driving TATA.

1) Good 2) Average 3) Poor

S.NO. OPTIONS RESPONSE

1 Good 95

2 Average 5

3 Poor 0
 Response

GOOD
Average
Poor

Data analysis and Interpretation:

From the above analysis we can conclude that out of 100 customers, 95% of the customers
felt good ,5% average regarding the customers.

12) Did you experiencen any problem with your car

1) yes 2) no
S.NO. OPTIONS RESPONSE

1 Yes 17

2 No 83

Source: customers survey (primary data)

Problems with TATA
 RESPONSE

YES
NO

Data analysis and Interpretation:

From the above analysis we conclude that out of 100 respondents 17% of the respondents
experienced problems with their phone and 83% of the respondents said that they have not
experienced any problem with the CAR.

13) Would you like to change the car.

1) Yes 2)No
S.NO. OPTIONS RESPONSE

1 Yes 98

2 No 2
 Response

Yes
No

Data analysis and Interpretation:

From the above analysis we conclude that 2% of the customers wanted to change their CAR
and 98% of the customers said not regarding the idea to change their choice from TATA to
other's competitors.
14) Is the appointment system useful to you.
1) Completely 2) Useful 3) Not useful
S.NO. OPTIONS RESPONSE

1 Completely 25

2 Useful 73

3 Not useful 2
 Response

Completely Useful Not useful

Data analysis and Interpretation:

Among the 100 customers when a question was raised regarding the usefulness of service
appointment system 25% of the respondent said completely useful, 73% said useful and 2%
said not useful.
 CHAPTER-V
FINDINGS
SUGGESTIONS & CONCLUSION

FINDINGS
The companies' advertisement is fair and is reaching to all people.

The advertisement is difficult to understand in rural areas. TATA is not concentrating on the
promotional activities for the customers and for the retailers. The company is not
concentrating on other types of advertising media.

The package design is not communicative and eye catching, so package design and color
have blend harmoniously to make the package communication effective.

The company is not conducting road shows so as to get awareness in the public about the
product and services.

SUGGESTIONS

The package design should be communicative and eye catching, so package design and color
have to blend harmoniously to make the package communication effective.

Network (Market) should be expanding to rural villages.

Reduce the Tariff rates to increase the market share.

The company should conduct road shows so as to get awareness in the public about the
product
and services. The offers should be fairer and should also necessary to bring new models with
fascinating

offers.

CONCLUSION

From project conclude that promotion of any service can be successfully executed by creating
Awareness through word of mouth and by maintaining the service according to Advertising
and Sales Promotional Activities.

To enable the customers to get in touch with the service personal more easily, the number of
direct phones should be increase or provide the toll free number to give solutions of
constructions.

Periodically, review meetings with the customers in different areas should be convinced, to
have a general consensus regarding problems being faced by them.

To increase sales of the TATA Motor services, the company should concentrate on
advertisements and

try to provide special offers.

If the company reduce the price of the TATA Motor services for who purchase huge
quantities, then

sales will be increased dramatically

ANNEXURE

SURVEY ON PROMOTIONAL ACTIVITIES OF TATA

COMMUNICATION

CUSTOMER PROFILE

Name:

Age:

Sex (m/F):

Occupation:

Marital status:

Address:

Mobile No:

Mail
QUESTIONNAIRE

Income per month{ }

Less than 6000K

10001K-15000K

b) 6001K-10000K

d) Above 15000K

Do you have CAR?{}

ane) YES

b) NO

3) Did you hear aboutTATAProducts? { }

YES you

with the Perfo b) NO

CARZ
4. Are you using TATA Products? { }

a) YES

b) NO

5. YES, what is your rating factor for CARS which you will give? { }

NOM RATING FACTOR

A) GOOD

B) FAIR

C) BAD

6. If YES, how do you heard aboutTATA Products { }

a) Electronic media

b) Print media

c) Sales person
No

d) others ( )

7. What way you think promotion of TATAProducts Should be done{}

a) Offers

b) Advertisement

c) Free Service

d) others ( )

Which following feature made you to buy TATA?{ }

Quality 2) Price 3) Brand Name 4) Free service

Are you satisfied with infrastructure a

Since how long you have been using TATACAR.{ }

1 year

2) 1 to 3 years 3) Above 3 years

10. Are you satisfied with the Performance of your CAR?{ }

Completely satisfied 2) Satisfied

3) Not satisfied

11.How comfortable are you while using your CAR?{ }

1) Good 2) Average 3) Poor

12.Did you experience any problem using your CAR?{ }

1)Yes

13.Would you like to change your CAR{}

1) Yes

2) No
14.Is the appointment system useful to you? { }

1) Completely 2) Useful 3) Not useful

 CHAPTER-VI

BIOGRAPHY

BIOGRAPHY
NOAUTHOR NAMEREFERED BOOKS

PHILLIP KOTLER Hall India. Principles of Marketing - 11th Edition

PHILLIP KOTLAR dition. Prentice Hall India Marketing Management - Millennium

V.S.RAMASWAMY & NAMAKUMARI Marketing Management -7th Edition

RICHARD R STILL Prentice Hall India. Marketing Management -5th Edition

G.C.BERI Marketing Research -6th Edition

Tata McGraw Hill Co.Ltd.

WEB SITES

www.tatamotors.in

www.autoindia.com

www.customersopt.org