SUMMER TRAINING REPORT

ON SALES PROMOTION

Jaisat Packaging

Submitted for the partial fulfillment For the award of the Degree in
Master of Business Administration (MBA)

J. C.Bose University of Science & Technology, YMCA

Session : 2021-2023

Submitted To:Dr. Jyotsana Submitted By:

Controller of Examination Man Mohan
YMCAUST, Faridabad MBA 3rd Sem.
Roll No.-21001703029
Regn. No. ……………………
 DECLARATION

I, Man Mohan is a student of the JCBUST, Faridabad hereby declare that the report entitled
“Sales Promotion ” is an original work and same has not been submitted to any other institute for
the award of any other degree. The suggestions given by the faculty were duly incorporated.

[Man Mohan]
 ACKNOWLEDGEMENT

It was great experience undergoing my 8 weeks training at company like JAISAT

PACKAGING. I got a chance to learn to and experience ethos and environment of

company.

I wish to express my deep sense of gratitude to my reverend guide Dr.Jyotsana, who

through her benevolent guidance has enabled me accomplish my project. She has been

great source of inspiration to me, all the way. Without her keen interest, incessant,

encouragement and invaluable suggestions this report could not have attained its present

shape with zeal and enthusiasm.

I would also like to extend my thanks to the entire staff members who have been very

helpful throughout my training in supplying with all the necessary information.

I would also express my thanks to JAISAT PACKAGING for accepting me as a summer

trainee in such an esteemed organization.

[Man Mohan]
 PREFACE

The report involves the exposure of the student to get an insight of the real life business

situation. This practical training gives ample opportunity to apply one’s academic

knowledge in the field subtended by one’s personality, initiative and lesion capabilities.

Marketing or consumer research is a method by which one can feel the nature of the

market. It is used to find out the attitude of consumer towards the product. It helps in

explaining the fact that how consumer makes decision in favor of certain brands.

Keeping in view my area of specialization, I have allotted to research project “SALES

PROMOTION ”.
 TABLE OF CONTENTS

 CHAPTER 1 : Introduction

 CHAPTER 2 : Company Profile

 CHAPTER 3 : Review of Literature

 CHAPTER 4 : Research Methodology

 CHAPTER 5 : Data Analysis & Interpretation

 CHAPTER 6 : Conclusions & Suggestions

 Appendix

 Bibliography

 Questionnaire
INTRODUCTION
 INTRODUCTION

SALES PROMOTION

While advertising explains the logics behind buying, sales promotion offers can incentives to

do so. Sales promotion operates at three levels.

 At the level of consumer it is called consumer promotion e.g. free gifts, samples and price

offs.

 At the level of dealers and distributors, it is allied trade promoting e.g. free goods display

contests, dealer sales contest, push money etc.

 At the level of sale person it is called sales force promotion e.g. salesmen’s contest, benches,

sales rallies.

Conjunctionally the glamour in sales promotion is stolen by advertising. Advertising

expenses so far accounted for more then 60% of the total promotional budget.

Today sales promotion are rising rapidly with more and more bands flooding the market, the

pressure to occupy display space at retail outlet is more and retailers thus demand more sales

promotion efforts from their suppliers.

COMPANY

PROFILE
 COMPANY PROFILE

JAISAT PACKAGING is a professionally managed company lead by Our Director Mr. Jaipal Singh with
Dedicated operational, committed, skilled techno-crafts as a production team. Ensures the efficient
implementation and execution of the project. Specialised in manufacturing Bottling Plants, for Soft Drinks,
Breweries, Distilleries, Pharmaceuticals and other products using Bottle as a Packing material.

We have already installed numbers of High-speed turnkey basis soft drink lines running @ 450 BPM In India
And Abroad.

Our Mission
 Constantly source, manufacture and distribute quality for Value products.
 Establish a wide marketing and distribution network through our own office, joint ventures, dealers
and agents.
 To integrate into manufacturing whenever possible.
 Strive for excellence in Operations, Customer Service and Business relations.

Our company believes in offering an unmatchable assortment of engineering goods at highly economical

prices to the huge manufacturing fraternity. Your company has expertise in doing the job as per the

customer’s requirement and specification. Furthermore, our consistency in delivering world class products

coupled with our transparent trade practices has helped us to carve a special niche for ourselves in today’s

cut-throat business scenario. We procure our range from renowned manufacturers, who are identified in the

market for their quality approved products. We have appointed a team of strict quality examiners to check all

the sourced products and assure that no damage has taken place in them during transits and loading &

unloading process. These experts check all the sourced products on the sound quality examining unit with

the use of latest instruments and technology. Moreover, along with paying attention towards the quality of

offered products, these professionals, lay stress towards the fairness of the policies and methodologies that

our organization follows.

 Products:

PET Bottle

Carbonated Beverages Fill

Beverage Rinser, Filler, Capper Machine

Automatic Rinser/Filler/Capper to fill soft Drinks/Soda/Synthetic Carbonated Juice/Natural Carbonated Juices
etc. with high level of accuracy. The valve comprises of the latest and innovative technology. Speed ranging
from 30 BPM TO 450 BPM.

Silent Features
 Intelligent Machine PLC control with Colour touch Screen 7/10 Inch for Data logging.
 Introducing the Ultra valve with Snifts used for Pre evacuation thus extremely hygienic design for
extended life of the product.
 CSD valve capable of filling Beer/Soft drinks/Carbonated Pulpy Juices too as there is no mesh.
 All Machine moving parts Like Rinser Bracket/Lift cylinder handling the PET Bottle neck Run are
Water Lubricated.
 Interactive intelligence by means of a huge TFT Colour touch screen with all necessary alerts via real
time clock & troubleshooting.
 Bottles are neck handled with extremely smooth transfer without scratches even at high speeds.
 Cleaning in position (CIP) is by special CIP bottles. State of the art latest design cap elevator cum
oriental system.

PET Bottle – Hot Juice Fill

The Filling valves work on the gravity principle, the product is supplied to the filling bowl by a centrifugal
pump, and the product level in the tank is controlled. The bottles are raised to the filling nozzle by positive lift
cylinder, if the bottle is not delivered the valve does not open. The lift cylinders operate on positive cam lift-
off principle and do not use compressed air or spring load. Lift cylinder cam is made of stainless steel and
machined to a fine finish and have simple harmonic motion profile to lift bottles smoothly to filling valve. The
product will be filled to preset level and the bottle is lowered. The tank and all rubber components are deigned
to work at high temperatures.
  The machine also incorporates a product Recirculation System to ensure that the product in the tank
does not cool if the machine is turned off for any reason. (* Optional at an extra charge.)
 The filling valve is designed with a wide mouth arrangement that it may also be used for filling
products with natural pulp/sacs in the liquid.
 The product is dropped down directly instead of flowing along the sides of the bottle, this prevents and
shrinkage and warping in the bottle.

We are leading Supplier, exporter and manufacturers of juice filling machine or small juice filling machine or
fruit juice filling and packaging machine in Faridabad, Delhi/NCR, Calcutta, Guwahati, Kerala, Bangalore,
Goa, Jaipur, Bhopal, Indore, Ludhiana, Rohtak, Hisar, Sonipat, Panipat, Patna, Agra, Lucknow, Kanpur,
Banaras, Varanasi, Meerut, Rudrapur, Bareilly, Gorakhpur, Dehradun, Haridwar, Baddi, paonta sahib, Simla,
Pune, Ambala, Jaisalmer.

PET Bottle – Water Fill

Auto Rinser/Filler /Capper to fill Water/Natural Water/Flavored Water RTD Products at room temperature

with a high level of accuracy. The valve consists of the latest technology with a bottom close design to attain

the perfect filling level. SPEEDS RANGE FROM 30 BPM TO 400 BPM

20 Ltr Jar Washing, Filling & Capping Machine For 120

20 LTR Jar Filling Machine – 120JPH

4, 8 & 12 Head Rotary Jar Filling & Capping Machine 20 liter Machine is 100% stainless Steel with all

product contact parts.

 Air Conveyors

Air conveyors are used to convey the empty, blown PET/HDPE bottles directly from the blowing machine

without any manual intervention the bottles are conveyed on a neck liner by means of positive air pressure

by means of very hygienic air by means of fully stainless-steel blowers.

Automatic Bopp Roll Feed

Hot Melt Labeller Machine

Fully Automatic Labelling machine with Nordson make glue pump controlled by Motion Controller can label

water/juice/soft drink bottle from 20-300 BPM.

TECHNICAL SPECIFICATIONS:
Capacity: 20 BPM to 300 BPM.
Label Cutting: Servo Based Control By Motion Controller Trio Make Made in UK.
Conveyor Height: Adjustable 900 mm to 1050 mm at conveyor table top.
Conveyor Length: Single conveyor extends from infeed to discharge – 3.00 meter. Length in total. Electrical
Requirements:440 V/3 Phase, 3 HP AC Drive.
Air Requirements:- 80 PSI, 3 cm, ½” NP Pipe.

MACHINE STANDARD FEATURES:

Basic Construction: Guarding Main frame with stainless steel cladding.
Hot-Melt System : Recirculating, continuous flow Nordson (U S A) Low Air Pressure Safety.
Main Drive System: Siemens Make 3HP AC variable speed.
Control Station:All VFD, Servo Drive & HMI Control By Motion Controller.
Vacuum System: Blower type vacuum pump.
Frequency Drive: Siemens’ G120 Series Makes.
GLUE MELTING UNIT:NORDSON USA, MODEL: DURABLUE 4 L Series.

Automatic Cooling Tunnel

Tunnel Type very efficient heat transfer system to cool the bottles back to ambient temperature so that they
can be packed immediately. The unit incorporates a plate heat exchanger with systematic piping which
reduces energy consumption.

Capacity:Machine Available With 50 BPM to 400 BPM Capacities.

Main Drive:5 HP, Siemens Make Variable Frequency Drive.
Speed Control: By Potential Meter.

Sleeve Applicator

 PLC Controlled System.

 Structure: SS304 / Al / Nylon / Plastic
 Labeler Power connected load 3.5 kW / 3 phase
 Shrink sleeve thickness: min. 45-50 micron
 Label size: min. flat width min. 70mm max. 165mm
  Label Height: Min. 70mm, Max. 250mm
 Sleeve application variation: +/-5mm
 Label Pulling: Servo controlled Make Delta
 Label cutting: Servo controlled knife 4 nos.
 Mandrel / Former: one inclusive for 200/250ml bottle
 Film unwind sensor for smooth delivery of film
 Film unwind motor geared
 The product sensor makes: Leuze Germany
 Touch Screen Display for parameter setting and alarm display
 No bottle – No shrink label interlocking to avoid wastage
 Sleeving till the bottom of the bottle (No requirement of the label position holder assy).

Sticker Labelling Machine

We are the prominent manufacturer, exporter and supplier of Automatic Sticker Labelling Machine. The

machine is suitable for pharmaceuticals, food products, beverage, fertilizer and pesticides having bigger

label height and length. The machine incorporates latest microprocessor control label dispensing system with

a user-friendly sensing system for label and product. Our client can avail these machines at very reasonable

price in the market.

Automatic Beverage Mixer

BEVERAGE PROCESS with flow meter & Highly sophisticated instrumentation, machine will mix water +

syrup + CO2 In line with very high accuracy of Brix control +/- 0.01 By Dozing Pump BRIX Models range

from 3/4/6/9 KLPH

HIGH QUALITY INPUTS:

 Pumps Fully Stainless Steel from Jaisat.
 Pipes and Pipe Fitting with High quality (3RA) From Alfa Laval.
 Flow meters, Probes E&H / Jaisat.
 Electronic control by-PLC From Siemens.
 Pipes & Joints with high welding quality.
 Main is mixing dosing pump from Jaisat.
 PHE From A

DEAERATION:
 Removes the air from the treated water to keep the beverage DO level down.
 The decoration is done with vacuum as well with the forced CO2 method.
 2 Stage SS water tank with continuous water circulation under vacuum condition for duration.
 Water ring type vacuum pump is used to create a vacuum.
 Pipes & Joints with high welding quality.

CHILLING:
 The row beverage after mixing is chilled through a plate heat exchanger (PHE)
 He beverage output temperature is controlled by controlling the coolant with pneumatic proportional
valve and PID controller.

CARBONATION:
 The CO2 is mixed chilled beverage by online venture system by measuring CO2 flow. The CO2 is
controlled by manual vernier graded valves.

STORAGE:
 The ready chilled beverage is stored in an insulated SS tank.
 The tank is equipped with pressure control and level control system.
 The tank is equipped with high pressure safety valve.

PERFORMANCE GUARANTEE:
 Maximum carbonation: 12 grams/ liter.
 Carbonation accuracy: +/- 0.1 GV
  Duration efficiency: 75%
 BBeverage Temperature: 2 Deg. C @ incoming water temp. 35 deg. C.
 Temperature accuracy: +/- 1 deg. C.
 Beverage temp. Drop: Max. 1 Deg. C. / 10 min. storage
 CIP flow: 10% higher than rated mixer capacity

CONSTRUCTION:
 All 3 tanks (Deaeration, Carbonation and Buffer tank) made of SS 304.
 Hygienic construction concept.
 Machine Piping SS 304.
 Piping fabrication by purging orbital welded.
 Pneumatic controls by genetics.
 Main electrical panel made of SS 304.
 All electrical hardware by Schneider.
 Automation system from Siemens.

Services:

“Customer service is the experience we deliver to our customers. It’s the promise we keep to the

customer. It’s how we follow through for the customer. It’s how we make them feel when they do

business with us”.

Customer satisfaction is our first motive; we are offering a lot of Pre sales and After Sales services to make
the experience of our customer’s best with our organization.

Training
Training of the customer and customer’s personnel is imparted at the testing & trial period at our factory and
also at the customers place during the erection time of the plant by our engineers. We have facility for
accommodation in our guest house during Training period in our Unit. We have dedicated Training Room and
Manuals for training on our machine Operation, Maintenance, and Troubleshooting.

Manual
Our product manuals are delivered to the customers with the plant. This manual includes information on the
electrical circuit diagram, pneumatic circuit diagram, lubrication chart, major operational instructions, part
lists, all details about bringing out items like an electric motor, gear boxes etc. would be available on demand.

Turnkey Project
JSP has in house manufacturing unit of Reverse Osmosis Plant, Rinsing, Filling, Capping Machine, BOPP
Labeller, Processing Plant (For Soft Drink& Juice), Beverage Mixer, Shrink Wrap, Chiller, Conveyors, etc.
We will be honoured to take Bottling project on Turnkey basis as Complete End to End Solution.

Service Network
In order to provide prompt services, we have Authorized Dealers & Service Representatives in many areas &
are in the process of appointing additional Dealers throughout the Country. To become our service partner,
please Contact us.

Quality
Quality is our highest priority and we develop these products with the help of high-quality raw materials.
Further, we use supreme technology and work in accordance with international quality standards. Our
supremely advanced quality control department keeps on randomly checking the products in various stages of
production. Further, these are checked on various parameters and standards of energy, ability, durability,
functional capability and reliability. Furthermore, our quality control professionals have enough industry
exposure and assure excellent quality of bottling machinery to our esteemed clients.

Client Satisfaction
Our topmost motto has always been customer satisfaction and we adhere to industry leading demands.

Our professionals maintain cordial links with clients’ and they are offered to forward their drawings and
instructions during the manufacturing procedures. We have also started a 24/7 helpline for customer queries.
Further, we are responsible for maintenance and regular checking of the products.
Clients:
 REVIEW

OF

LITERATURE

REVIEW OF LITERATURE
 SALES PROMOTION & ADVERTISING

SALES PROMOTION

While advertising explains the logics behind buying, sales promotion offers can incentives to

do so. Sales promotion operates at three levels.

 At the level of consumer it is called consumer promotion e.g. free gifts, samples and price

offs.

 At the level of dealers and distributors, it is allied trade promoting e.g. free goods display

contests, dealer sales contest, push money etc.

 At the level of sale person it is called sales force promotion e.g. salesmen’s contest, benches,

sales rallies.

Conjunctionally the glamour in sales promotion is stolen by advertising. Advertising

expenses so far accounted for more then 60% of the total promotional budget.

Today sales promotion are rising rapidly with more and more bands flooding the market, the

pressure to occupy display space at retail outlet is more and retailers thus demand more sales

promotion efforts from their suppliers.

 MARKETING STRATEGIES ADOPTED BY JAISAT PACKAGING

The 3A’s, namely, availability, affordability and acceptability has its focus on the customers

and consumers. It is basically a strategy to reach increasing number of consumers.

Availability:

The main challenge of JAISAT PACKAGING is to place its products “with an

arm’s reach of desire”. That’s plans to do with improved or innovative new packaging,

dispensing system, distribution systems and marketing programs.

Affordability:

JAISAT PACKAGING address this aspect by making the products available at

a price affordable to the consumers. This is done by continually focusing on making the

production and distribution system more efficient and cost effective.

Acceptability:

Acceptability requires the product to be the highest quality. Also acceptability

can be affected through advertising, sponsorships, promotions community programs etc.

ADVERTISING
‘As defined by the American Marketing Association (AMA), Advertising is ay from of non-

personal presentation of goods, services or ideas for action, openly paid for by an identified

sponsor.’

Advertising today is a worldwide phenomenon. It is important at the outset to recognize that

many advertisers use advertisements for many purposes with many different possible effects.

Advertisements can be recognized s paid non-personal communication forms used with

persuasive intent by identified sources through various media.

Advertising are most commonly associated with the mass media of newspapers, magazines,

cinema, television, and radio, although they frequently flourish in the other forms such as

billboards, poster, and direct mail as well and finally advertisements are overwhelmingly

used with persuasive intend. That is the advertisers are striving to alter our behavior and or

levels of awareness, knowledge and attitude, and so on in a manner that would be beneficial

to them.

BASIC FEATURES OF ADVERTISING

 On the basis of various definitions it has certain basic features such as:

1. It is a mass non-personal communication.

2. It is a matter of record.

3. It persuades buyers to purchase the goods advertised.

4. It is a mass paid communication.

5. The communication media is diverse such as print (newspapers and magazines)

6. It is also called printed salesmanship because information is spread by means of the

written and printed work and pictures so that people may be induced to act upon it.

WHO’S INVOLVED

Advertising can be thought of as a five-part business.

 Advertisers who something use

 Advertising agencies and are sometimes assisted by

 Support Organizations sent their messages through

 Media(generally mass) to potential

 Consumers of the product, service.

Advertising is a key part of marketing, but far from being (as is often assumed) the sum of it.

Advertising is the use of media to inform consumers about something and or to persuade

them to do something in effect; it brings product and consumers together, and then

modulates the relationship between them.

WHAT IS ADVERTISING
 It is a mass communication of information intended to persuade buyer to buy product wit a

view of maximizing a company’s profits. The elements are.

 It is a Mass Communication reaching large number of customers.

 It makes mass production possible. (Helps the company reach economics of scale).

 It is a non-personal communication.

 It is a commercial communication.

 It is speedy communication.

 In today’s competitive world. It is an essential communication.

FUNCTIONS OF ADVERTISING

For many firms advertising is the dominant element of the promotional mix – particulars for

those manufacturers who produce convenience goods such as detergent, non – prescription

drugs, cosmetics, soft drinks and grocery products. Advertising is also used extensively by

maters of automobiles, home appliances, etc, to introduce new product and new product

features its uses its attributes, pt availability etc.

Advertising can also help to convince potential buyers that a firms product or service is

superior to competitors product in make in quality, in price etc. it can create brand image

and reduce the likelihood of brand switching even when competitors lower their prices or

offer some attractive incentives.

Advertising is particularly effective in certain other spheres too such as :

i) When consumer awareness of products or service is at a minimum.

ii) When sales are increasing for all terms in an industry.

iii) When a product is new and incorporates technological advance not strong and.

iv) When primary buying motive exists.

 It performance the following functions:

 Promotion of sales

 Introduction of new product awareness.

 Mass production facilitation

 Carry out research

 Education of people.

TYPES OF ADVERTISING

Broadly speaking, advertising may be classified into two categories viz., product and

institutional advertising.

a) Product Advertising

The main purpose of such advertising is to inform and stimulate the market about the

advertisers products of services and to sell these. Thus type of advertising usually promote

specific, trended products in such a manner as to make the brands seam more desirable. It is

used by business government organization and private non-business organizations to

promote the uses features, images and benefits of their services and products. Product

advertising is sub-divided into direct action and indirect action advertising, Direct action

product advertising wages the buyer to take action at once, ice he seeks a quick response to

the advertisement which may be to order the product by mail, or mailing a coupon, or he

may promptly purchase in a retail store in response to prince reduction during clearance

sale.
 Product advertising is sub-divided into direct & indirect action advertising & product

advertising aims at informing persons about what a products is what it does, how it is used

and where it can be purchased. On the other hand selective advertising is made to meet the

selective demand for a particular brand or type is product.

b) Institutional Advertising :

It is designed to create a proper attitude towards the sellers to build company image

or goodwill rather than to sell specific product or service. Its purpose is to create a frame of

mind and to implant feeling favourable to the advertisers company. Its assignment is to make

friends for the institution or organization.

It is sub-divided into three categories : patronage, public, relations and public service

institutional advertising.

i) In patronage institutional advertising the manufacturer tells his prospects and

customer about himself his policies and lives personnel. The appeals to the patronage

motivation of buyers. If successful, he convince buyers that his operation entitles him

to the money spent by them.

ii) Public relations institutional advertising is used to create a favourable image of the

firm among employees, stock-holders or the general public.

iii) Public service institutional advertising wages public support.

c) Other Types :

The other types are as follows :

i) Consumer advertising

ii) Comparative advertising

iii) Reminder advertising

iv) Reinforcement advertising

ADVERTISING OBJECTIVES

The long term objectives of advertising are broad and general, and concern the contribution

advertising should make to the achievement of overall company objectives. Most companies

regard advertisingly main objective as hat of proving support to personal selling and other

forms of promotion. But advertising is a highly versatile communications tools and may

therefore by used for achieving various short and long term objectives. Among these

objectives are the following :

1. To do the entire selling job (as in mail order marketing).

2. To introduce a new product (by building brand awareness among potential buyers).

3. To force middlemen to handle the product (pull strategy).

4. To build brand preference 9by making it more difficult for middleman to sell

substitutes).

5. To remind users to buy the product (retentive strategy).

6. To publicize some change in marketing strategy (e.g., a price change, a new model or

an improvement in the product).

7. To provide rationalization (i.e. Socially acceptable excuses).

8. To combat or neutralize competitors advertising.

9. To improve the moral of dealers and/or sales people (by showing that the company is

doing its share of promotion).

10. To acquaint buyers and prospects with the new uses of the product (to extend the

PLC).
BENEFITS

The functions of advertisement, and that purpose its ethics, may be discussion below :

1. It leads o cheaper prices. "No advertiser could live in the highly competitive arena of

modern business if his methods of selling were more costly than those of his rivals."

2. It acquaints the public with the features of the goods and advantages which buyers

will enjoy.

3. It increases demand for commodities and this results in increased production.

Advertising :

a) Creates and stimulates demand opens and expands the markets;

b) Creates goodwill which loads to an increase in sales volume;

c) Reduces marketing costs, particularly product selling costs.

d) Satisfied consumer demands by placing in the market what he needs.

4. It reduces distribution expenses in as much as it plays the part of thousands of

salesman at a home. Information on a mass scale relieves the necessity of expenditure

on sales promotion staff, and quicker and wider distribution leads to diminishing of

the distribution costs.

5. It ensures the consumers better quality of goods. A good name is the breath of the life

to an advertiser.
6. By paying the way for large scale production and increased industrialization,

advertising contributes its quota to the profit of the companies the prosperity of the

shareholder the uplifts of the wage earners and the solution of he unemployment

problem.

7. It raises the standard of living of the general public by impelling it to use to articles of

modern types which may add to his material well being. "Modern advertising has

made the luxuries of yesterday the necessities of today ..................... It is a positive

creative force in business. It makes two blades of grass grow in the business world

where one grew before.

8. It establishes the goodwill of the concern for the test articles produced by it and in

course of time they sell like not cakes consumer search for satisfaction of their needs

when they purchase goods what they want from its beauty, superiority, economy,

comfort, approval, popularity, power, safety, convenience, sexual gratification and so

on. The manufactures therefore tries to improve this goodwill and reputation by

knowing the buyer behaviour.

WHY & WHEN TO ADVERTISE

Advertising as a tool to marketing not only reaches those who buy , but also those whose

opinions or authority is counted for example a manufacturer of marble tiles and building

boards advertises not only to people who intend to build houses but also to architect and

engineers. While the manufacturers of pharmaceuticals products advertise to doctors as well

as to the general public. At time it is necessary for a manufacturer or a concern to advertise

things which it does not sell but which when sold stimulates the sales of its own product.

There are concerns like electric heaters, iron etc. because the use of these increases the

demand for their products.

Advertising should be used only when it promises to bring good result more economically

and efficiently as compared to other means of selling. There are goods for which much time

and efforts are required in creating a demand by sending salesman to prospective buyers

than by simply advertising them. In the early days of the cash register in America it was sold

by specially trained salesman who called on the prospective users and had the difficult task

of convincing them that they could no longer carry on with the old methods, and that they

urgently needed a cash register. In our country certain publishers have found it less costly to

sell their books by sending salesman from house to house among prospective buyers than to

advertise them. In these two examples the cost of creating demand would be too high if

attempted by advertising alone under such circumstances advertising is used to make the

salesman acceptable to the people they call upon to increase the confidence of the public in

the house. Naturals when there are good profits competitors will be attracted and they

should be kicked out as and when sufficient capital is available by advertising on a large

scale. Immediate result may not justify the increased expenditure but it will no doubt secure

future sales.
DESIGNING ADVERTISING CAMPAIGN:

Advertising is an organized series of advertising messages. It has been defined as "a planned,

co-ordinate series of promotional efforts built around a central theme and designed to reach

specified goals." In other words, it is an orderly planned effort consisting of related but self –

contained and independent advertisements. The campaign may appear in one more media. It

has single theme or keynote idea and a single objective or goal. Thus, "a unified theme of

content provides psychological continuity throughout the campaign while visual and oral

similarity provides physical continuity. In short run, all campaign want pre-determined

psychological reaction in the long run, practically all campaigns have sales goal.

The series of advertisements used in the campaign must be integrated with the sales

promotional efforts and with the activities of the sales force.

Campaigns vary in length some may run only for a few days, other for weeks, yet other for a

season or the entire year. Usually a range of 3 to 6 months includes many campaigns. Many

factors influences campaign length such as competitors advertising media, policies, and

seasonal falls curves of the product involved the size of the advertising funds, campaign

objectives and the nature of the advertisers marketing programmed.

OBJECTIVES OF CAMPAIGN

The advertising campaign, especially those connected with the consumers aims at achieving

these objectives:

i) To announce a new product or improve product.

ii) To hold consumers patronage against intensified campaign use.

iii) To inform consumers about a new product use.

iv) To teach consumers how to use product.

v) To promote a contest or a premium offer.

vi) To establish a new trade regional, and

vii) To help solve a JAISAT PACKAGINGregional problem.

The institutional advertising campaigns on the other hand, have these objectives.

i) To create a corporate personality or image.

ii) To build a company prestige.

iii) To keep the company name before the public.

iv) To emphasize company services and facilities.

v) To enable company salesman to see top executive consistently when making

sales calls, and

vi) To increase friendliness and goodwill towards the company.

Developing the campaign programmers. The advertising campaigns are prepared by

the advertising agencies, which work an behalf of their clients who manufacture

product or service enterprises, which have services to sell. The word campaign is used

because advertising agencies approach their task with a sum Blanca of military

fanfare in which one frequently hears words like target audience logistics, zero in and

tactics and strategy etc.

The account executive co-ordinates the work in a campaign. The creation of an

advertising campaign starts with an exploration of consumers habits and psychology

in relation to the product. This requires the services of statistical trained in survey

techniques and of others trained in social psychology. Statisticians select samples for

survey which are done by trained interviewers who visits individuals, included in the

sample and ask question to find out about their taste and habits.

This enquiry often leads to a change in a familiar product. For instance bathing soap

may come in several new colours or cigarette in a new packet or talcum powder in

another size.

Such interviews are often quite essential to find out the appeal of advertising message

for a product that would be most effective with consumers.

 David Ogilvy describes a consumers survey to find out the most meaningful benefit in

which women are interested when they buy a face cream. The largest preference as

given to "Cleans deep into pores" followed in order of importance by prevent

dryness, "is a complete beauty treatment, recommended by skin doctors" makes skin

look younger' contains estrogenic hormones, pasteurized for purity, prevent skin

form aging, smooth our wrinkles ogilvy concludes, form this voting come one of

Helena Rutinsteins most successful face creams. We christened it deep cleanser, thus,

building the winning form into name of the product.

After getting the data the account executive puts together the essential elements of his

clients brief, interprets the research findings and draws up what he calls the

"advertising strategy".

STAGE IN ADVERTISING CAMPAIGN

Several steps are required to developed an advertising campaign the number of stages and

exact order in which they are carried out may vary according to an organisations resources,

the nature of its product and the types of audiences to be reached. The major stages/step are

1. Identifying and analyzing the advertising.

2. Defining advertising objects.

3. Creating the advertising platform.

4. Determining the advertising appropriation.

5. Selection media plan.

6. Creating the advertising message.

7. Evaluating the effectiveness of advertising.

8. Organizing of advertising campaign.

1. Identifying & Analyzing the Advertising target :

Under this step it is to decided as to whom is the firm trying to reach with the message. The

advertising target is the group of people towards which advertisements are aimed at four this

purpose complete information about the market target i.e. the location and geographical

location of the people, the distribution of age, income, sex, educational level, and consumers

attitudes regarding purchase and use both of the advertising product and competing

products is needed with better knowledge of market target, effective advertising campaign

can be developed on the other hand, if the advertising target is not properly identified and

analyzed the campaign is does likely to be effective.

2. Determining the advertising objectives :

The objectives of advertisement must be specifically and clearly defined in measurable terms

such as "to communicate specific qualities about a particulars product to gain a certain

degree of penetration in a definite audience of a given size during a given period of time",

increase sales by a certain percentage or increase the firms market shares."

The goals of advertising may be to :

i) Create a favourable company image by acquainting the public with the services

offered available to the employees and its achievements.

ii) Create consumers or distributor awareness by encouraging requests providing

information about the types of products sold; providing information about the

benefits to be gained from use of the company's products or services; and

indicating how product (or services) can be used;

 iii) Encourage immediate sales by encouraging potential purchasers through special

sales contests, getting recommendation of professional people about company's

products etc.

iv) It secures action by the reader through associating ideas, repetition of the same

name in different contexts, immediate action appeal.

3. Creating the Advertising platform :

An advertising platform consists of the basic issues or selling points that an advertiser

wishes to include in the advertising campaign. A single advertisement in an advertising

campaign may contain one or more issues in the platform. A motorcycle producers

advertising platform should contain issues which are of importance to consumers filling and

such issues also be those which the competitive product do not posses.

4. Determining the Advertising Appropriation:

The advertising appropriation is the total amount of money which marketer

allocates. For advertising for a specific time period. Determining the campaign budget

involves estimating now much it will cost to achieve the campaigns objectives. If the

campaign objectives are profit relating and stated quantitatively, then the amount of

the campaign budget is determined by estimating the proposed campaigns

effectiveness in attaining them. If campaigns object is to build a particular type of

company image, then there is little basis for predicting either the campaigns

effectiveness or determining the budget required.

5. Selecting the Media :

Media selection is an important since it costs time space and money various factors

influence this selection, the most fundamental being the nature of the target market

segment, the type of the product and the cost involved. The distinctive characteristics

of various media are also important. Therefore management should focus its attention on

media compatibility with advertising objectives.

Media Form

1. Press Advertising or Print

i) Newspapers City, Small town,

Sundays, Daily,
weekly, Fortnightly,
quarterlies, financial
and annuals, English,
vernacular or
regional languages.
ii) Magazines General or special,
illustrated or
otherwise, English,
Hindi, Regional
language.
iii) Trade & Technical Journals, Circulated all over the
Industrial year books, country and among
commercial, directories, the industrialist and
telephone, Directories, business magnates.
references books & annuals.
2. Direct Mail Circulars,catalogues,
leaflets,brochures,boo
klets,folders,colanders
, blotters, diaries &
other printed
material.
3. Outdoor or Traffic Poster and bills on
walls, railways
stations platforms
outside public
buildings.
 ADVERTISEMENT

Advertising is used to build up a long term image for a product in order to trigger quick

sales. Advertising is an efficient way to reach numerous geographically dispersed buyers at

Different Media Used For Advertising Are:

 Radio

 Television

 Dealer Boards

 Stickers

 Banners

 Newspapers

 Magazines

 Exhibitions

 Street Lighting

Out of these Dealer boards, Banners, Exhibitions, bottles under the supervision of the

company do Street lighting etc. where as other forms of advertising in the mass media are

conducted directly by the companies.

 RESEARCH

METHODOLOGY
 OBJECTIVE OF THE STUDY

The main aim of the study is to accomplish the following objectives

1. Knowing the insight of the company.

2. To know what are the products and services offered by the company and its competitors.

3. To know the right position of the company in a market.

4. Different types of sales promotion strategies adopted by companies

5. To learn how customer is convinced.

 SCOPE OF THE STUDY

In the present scenario day by day there is rising trend in various factors like urbanization,

expansion of education, increase in per capita income, availability of variety of financial

products and various investments. These factors add importance to the customer’s attention,

so that the customer’s attentions are not far from the various sales promotion activities.

These activities have great importance on the mind of existing and potential customers. The

customers will become awarded about this activities offering to him and the possible returns

used for attracting the customers are covered in this project.

This research is confirmed to Faridabad which is one of the industrialist areas in Haryana in

which there is lot of potential customers to make their contribution in the various sales

promotion activities. The sample size of the study is 100 customers which are representing

the whole Faridabad. The different areas covered of Faridabad in this research.

The research includes covering the Faridabad which was completed by me with the help of

my Area Manger & Regional Manager. For this survey questionnaire was designed to know

the attitude of customers towards sales promotion activity.

RESEARCH METHODOLOGY
INTRODUCTION

Research in common parlance refers to a search for knowledge. Once can also define

research as a scientific search for pertinent information on a specific topic. In fact, research

is an art of scientific investigation. The Advanced Learner’s Dictionary of Current English

lays down the meaning of research as “a careful investigation or inquiry especially through

research for new facts in any branch of knowledge.” Redman and Mory define research as

a “systematized effort to gain new knowledge.” Some people consider research as a

movement, a movement from the known to the unknown. It is actually a voyage of

discovery. We all possess the vital instinct of inquisitiveness for, when the unknown

confront us, we wonder and our inquisitiveness makes us probe and attain full and fuller

understanding of the known.

MEANING OF RESEARCH

Research comprises defining and redefining problems, formulating hypothesis or suggested

solutions; collecting, organizing and evaluating data; making deductions and reaching

conclusions; and at last carefully testing the conclusion to determine whether they fit the

formulating hypothesis.

Acc. to Clifford Woody

TYPE OF RESEARCH

The basic type of research is as follows:

1. Descriptive Research

Descriptive research includes surveys and fact-finding enquiries of different kinds. The major

purpose of descriptive research is description of the state of affairs as it exists at present. The main

characteristic of this method is that the researcher has no control over the variables; he can only

report what has happened or what is happening.

MEANING OF RESEARCH DESIGN

The formidable problems that follows the task of defining the research problem project,

popularly known as the Research Design. “Research Design is the arrangement of conditions for

collections and analysis of data in a manner that aims to combine relevance to the research

purpose with economy in procedure”.

MEANING OF SAMPLE DESIGN

Sample Design is a definite plan for obtaining a sample from a given population. It refers to the

technique or the procedures the researcher would adopt in selecting items for the sample. Sample

Design may as well lay down the number of items to be included in the sample i.e., the size of the

sample. Sample design is determine before data are collected. There are many sample designs

from which a researcher can choose. Some designs are relatively more precise and easier to apply

than others.

DATA COLLECTION
The task of data collection begins after a research problem has been defined and research

design/plan chalked out. While deciding about the method of data collection to de used for the

study, the researcher should keep in mind two types of data viz., primary and secondary. The

primary data are those which are collected a fresh and for the first time and thus happen to be

original in character. The secondary data, on the other hand, arte those which have already been

collected by someone else and which have already been passed through the statistical process. The

researcher would have to decide which sort of data he would be using for his study and

accordingly he will have to select one or the other method of data collection. The methods of

collecting primary and secondary data differ since primary data are to be originally collected,

while in case of secondary data the nature of data collection work is merely that of compilation.

SECONDARY DATA COLLECTION

Secondary data means data are already available i.e., they refer to the data, which have already

been collected and analyzed by someone else. When the researcher utilizes secondary data, then he

has to look into various sources from where he can obtain them. Secondary data may either be

published data or unpublished data.

Usually Published data are available in:

1. Various publications of the central, state and local government.

2. Various publications of foreign governments or of international bodies and their subsidiary

organization.

3. Technical and trade journals.

4. Books, magazines, and newspapers.

5. Reports and publications of various associations connected with business and industry, banks,

stock exchanges.

6. Research scholars, universities, economists, etc. in different field prepare reports.

Usually Unpublished are available in:

1. It may be found in diaries.

2. It may be found in letters.

3. It also available in unpublished biographies and autobiographies.

4. It also may be available with scholars and research workers, trade associations, labors bureaus

and other public/private individuals and organization.

PRIMARY DATA COLLECTION

We collect primary data during the course of doing experiments in an experimental research but

in case4 we do research of the descriptive type and perform surveys, whether sample surveys on

census surveys, then we can obtain primary data either through observation or through direct

communication with respondents in one form or another or through personal interviews. There

are several methods of collecting primary data, particularly in surveys and descriptive

researchers. Important ones are observation method, interview method, questionnaires method,

schedules method and other method which include warranty cards; distributor audits; pantry

audits; consumer panels; using mechanical devices; through project live techniques; depth

interview; and content analysis.

METHOD OF ANALYSIS

SAMPLE UNIT:

Sample unit for this research was the individual’s persons in the Faridabad district

which were completed by me with the help of company.

SAMPLE SIZE:

STATE DISTRICT SAMPLE SIZE

HARYANA FARIDABAD 100

SAMPLING PLAN:

The sampling method adopted for this project is convenience & judgments sampling. In the

Faridabad, with the help of conveyance provided by Manager Visits were in various areas and

other branch in Faridabad where customers are available. In few of areas referred sampling was

used for interview purpose in which reference of some influential customers was taken for

interview.
 Limitations of the Study

Though the present study aimed to achieve the above mentioned objectives in full earnest and

accuracy. It was hampered due to certain limitations. Some of the limitations of this study may

be summarized as follows:

1. As the working time is rigid, we don’t get enough time for the project work.

2. Being new to the place it is difficult to find a place for consultation of books and reference

material.

3. The sale promotion strategies changes very frequently due to this stiff competition so, it is

very difficult to make comparative analysis.

DATA ANALYSIS

&

INTERPRETATION
 DATA ANALYSIS & INTERPRETATION

The analysis of the data is one as per the survey findings. The data is represented graphically

percentage. The views on the various aspects of training were analyzed through questionnaire.

Each question was weighed on certain aspect. The opinion of the respondents was totaled under

their respective heads and this totaling was further used fort calculating the percentage of

people expressing their views on various aspects. The % of people and their opinion were

analyzed and expressed in the form of graphs and have been in the next pages.

The data is being with the help of Pie & Bar Graph.
1) Whether the customer aware about your service?

Attributes Percentage

Yes 90%

No 10%

N o, 10%

Y es
No

Yes,
90%

Interpretation

Survey shows that 90% respondents says customer aware about the service of

the JAISAT PACKAGING.

2) Which factor makes awareness among the customer about your service?

Attributes Percentage

Existing Customers 40%

Sales promotion Activity 60%

70%
60%
60%
50%
40%
40%
30%
20%
10%
0%
E x is t in g C u s t o m e r s S a le s p r o m o t io n A c t iv it y

Interpretation

Survey shows that 60% respondents says customer aware about the service of

the JAISAT PACKAGING through sales promotion activity.

3) What are the tools of sales promotion activity used by you?

Attributes Percentage

Advertisement 35%

Tele calling 25%

Cold calling 35%

Personal selling 5%

40% 35% 35%

35%
30% 25%
25%
20%
15%
10% 5%
5%
0%
Advertisement

Personal
Tele calling

Cold calling

selling

Interpretation

Survey shows that 35% advertisement & 35% cold calling tools used by the

JAISAT PACKAGING to promote their service.

4) Whether the customers would be attracted by your sales promotion activity?

Attributes Percentage

Yes 90%

No 10%

N o, 10%

Y es
No

Yes,
90%

Interpretation

Survey shows that 90% respondents say customer would be attracted by the sales

promotion activity
5) Whether the sales promotion activity makes any benefit for you?

Attributes Percentage

Yes 90%

No 10%

No ,
10%

Y es
No

Yes ,
90%

Interpretation

Survey shows that 90% respondents say sales promotion activity make a benefit

for the JAISAT PACKAGING.

6) Whether the customers satisfied with your service?

Attributes Percentage

Yes 85%

No 15%

No ,
15%

Y es
No

Y es ,
85%

Interpretation

Survey shows that 85% respondents says customers are satisfied with the

JAISAT PACKAGING service.

7) Whether you’re RM have full knowledge about your service?

Attributes Percentage

Yes 95%

No 5%

N o, 5%

Y es
No

Yes,
95%

Interpretation

Survey shows that 95% respondents say RM have full knowledge about the all the

service which is offered by the customers.

8) Are you wanted to use any other tool of sales promotion so that more

customers would be attracted?

Attributes Percentage

Yes 90%

No 10%

N o, 10%

Y es
No

Yes,
90%
s

Interpretation

Survey shows that 90% respondents say that they wanted to use any other tool

so that more customers attracted towards the JAISAT PACKAGING.

 CONCLUSION

&

RECOMMENDATIONS
 CONCLUSION & SUGGESTIONS

1. 79% of the respondents surveyed were this company users. Remaining was divided amongst

others. This is a sufficient indication of this being market leader in Faridabad market.

2. The decision making criteria of the consumers were also studied. The results of the same were as

follows.

3. 72% of the respondents find Brand Name to be very important buying criteria.

4. 73% of the respondents rated quality action to be very important buying criteria.

5. 39% of the respondents rated location to be very important buying criteria.

6. As per the survey, price is perceived to be an important criterion by only 61% of the

respondents.

7. The research also establishes that consumer perceive the timely sales promotions offered by the

company as an important buying criterion with over 29% respondents considering this as an

important factor.
8. Surveyed conclude that as our company is new it has more growth as compared to other

companies.

9. The research showed that over 82% of the respondents find TV as the major source of

information about our company. Despite of this only 26 respondents were able to correctly recall

any other advertisement seen on TV. This finding points towards the reduced recall of

communication by the brands due to excessive cluttering on mediums like TV.

10. The research showed that the consumer perception about this company is by-large every good.

Consumers perceive it to be very good in finances.

APPENDIX
 QUESTIONNAIRE

ON

SALES PROMOTION ACTIVITY

Q1. Whether the customer aware about your service?

1) Yes 2) No

Q2. Which factor makes awareness among the customer about your service?

1) Existing customers

2) Sales promotion Activity

Q3. What are the tools of sales promotion activity used by you?

1) Advertisement

2) Tele calling

3) Cold calling

4) Personal selling

Q4. Whether the customers are attracted by your sales promotion activity?

1) Yes 2) No
Q5. Whether the sales promotion activity makes any benefit for you?

1) Yes 2) No

Q6. Whether the customers are satisfied with your service?

1) Yes 2) No

Q7. Whether you’re RM have full knowledge about the service offered by you?

1) Yes 2) NO

Q8. Are you wanted using any other tools o sales promotion activity?

1) Yes 2) No
 BIBLIOGRAPHY

 Research Methodology – Kothari C. R.

 Marketing Management – Kotler Phillip

 www.jaisatpackaging.com

 www.salepromotion.com

 www.google.com