A

PROJECT REPORT
ON
Sales and Distribution of Sai Baba TVS Sales private
Ltd

Submitted for the partial fulfillment of the requirement for the degree of
Master of Business Administration (MBA)
Session (2014-2016)
Submitted By:Madhuri Roakde
3rd Sem
Under the guidance of
Mr.Hamgi
A study conducted for TVS motors

At
1

Institute Of Business Management and Research, Pune

DECLARATION
I, undersigned honestly declare that, this project titled SALES & Distribution Management
OF TVS Motors Company Limited is a genuine and confide project prepared by me and
submitted to the Director, ASMs IBMR Pune-411019 in partial fulfillment of MBA. The project
work is original and conclusions drawn herein are based on the data collected by myself. To the
best of my knowledge, the matter presented in this project has not been submitted for Award of
any degree, diploma or membership either to this or any other Institute or University.

Date:

Madhuri Rokade

Place:

ACKNOWLEDGEMENT

The joy of ingenuity!!! This is doubtlessly what this project is about. Before getting to brass
tacks of things. I would like to add a heartfelt word for the people who have helped me in
bringing out the creativeness of this project.
To commence with things I would like to take this opportunity to gratefully and humbly thank to
Mr ROHAN KADAM Project guide, TVS Motors Pune, for being appreciative enough by giving
me an opportunity to undertake this project in Sai Baba TVS Sales Pvt Ltd
Respected guide Mr. Hamgi, Faculty, Institute of Business Management and Research, Pune for
his undeterred guidance for the completion of the report.
Dr. Asha Panchpande. Director, IBMR Pune, for her continuous support and encouragement. My
parents need special mentions here for their constant support and love in my life.
I also thank my friends and well wishers, who have provided their whole hearted support to me
in this exercise. I believe that this Endeavor has prepared me for taking up new challenging
opportunities in future.

PREFACE

This project is the part of two year management course in MBA for first year at IBMR summer
project work held after the completion of second semester of the course which is completed by
each student of the MBA course on various suitable subject.
This project is research on sale and promotion in the SAI BABA TVS Sales private Limited
company.
The study comprises of complete survey on communication building proper awareness of
customer demand at various level and cross functional communication among all the customers in
pune.
On completing my project work at the company I am really happy as TVS Motors Company is
growing two wheeler company in India.
I got a opportunity to doing my project with such a growing company. I was being given excellent
guidance and support by the organization and working on this project has been a great learning
experience for me.

INDEX
SR

PARTICULARS

NO

E NO

COVERING LETTER

SELF DECLERATION

ACKNOWLEDGEMENT

COMPANY CERTIFICATE

COLLEGE CERTIFICATE

INDEX

LIST OF TABLES AND GRAPH

EXECUTIVE SUMMERY

PAG

ORGANIZATIONAL PROFILE

10

11

OUTLINE OF PROBLEM TASK

RESEARCH METHODOLOGY & ANALYSIS
AND INTERPRETATION

12
13
14

ACTIVITY CHART
LEARNING OBJECTIVE
CONTRIBUTION TO THE ORGANIZATIO

15

SUGGESTION AND RECOMENDATION

16

REFERENCE AND APPENDIX, QUESTIONAIRE &

WEBSITE DETAIL

LIST OF TABLES AND GRAPHS

1.1 - Understanding the concept of sales and promotion activities.
1.2 - people say how much time spent by sales person while explain about the product
5

1.3 - No of Respondent who saw Advertisement

1.4 - Reason for purchase TVS vehicle
1.5 - No of people offered for test drive
1.6 - Purpose of buying TVS vehicle
1.7 - No of respondents who owe TVS bike or scooter
1.8 - Preferred to other for purchase TVS products
1.9 - Rate of Product display at showroom
1.10 No of people attracts by Promotional Activities
1.11 Brochures properly placed in showroom
1.12 Overall rate of TVS dealership

EXECUTIVE SUMMARY:As an MBA candidate doing project in a two wheeler company is one of the Grand and glorious
opportunity for me.
The TVS Motor Company is the 3rd largest automobile company in India.

So as undertaking the project with a two wheeler company was highly inspiring and motivational
for me to stepping in a two wheeler industry
I did my summer internship in TVS Motor Company at Chinchwad, SAIBABA SALES
PVT.LTD. Authorized main Dealer TVS Motor Company Limited
TVS company is an Indian based company has its business headquarter is in Chennai Tamil
Nadu and it is operating its business in all over the world.
I was responsible for initiating any business call to and making follow up till the end to closing
the deal. It was fortunately or unfortunately the duration of the project was short that was only
for two month. Which have provided me a beautiful beneficial experience which ultimately
going to help me in future professional career.
This project was totally based on customer oriented job which enable me to make direct call and
generating lead , some time to do Tele calling to take appointment and to meet with customer
and pitching them the product as per their requirement and persuade them at the level to buy
same .
So in the is I was involve in making the cold call to closing a deal was my prime responsibility
which made me enable to learn practical experience sale and marketing.
Two wheelers which are available on the showroom like
BIKE
Apache RTR 160
Apache 180
Star City +
Star Sports
Phoenix 125
MOPED
Super XL Heavy DUTY
SCOOTER
Pep+ Scooty
7

Zest Scooty
TVS Wego
TVS Jupiter
There are two wheelers available for the customer. The customer wants to know about their
features which is as per their requirement.TVS Jupiter is very popular in the market. At least 48
% Customer comes for TVS Jupiter. I studied about the TVS Jupiter what is the feature, how
Jupiter is leading scooter in the market.
I went to sales promotion in three areas waked, Hinjewadi, and pimple Saudagar. I had
distributed the pamphlets which company provided me of the vehicles - Jupiter, Apache, Wego
and Zest.
We had a small demo in waked and Hinjewadi area and in Pimple Saudagar and Vishal Nagar
one month Sales Promotion DEMO during the month of June.

ORGANIZATION PROFILE:Indian Two-Wheeler Industry is the largest in the world as far as the volume of production and
sales are concerned. India is the biggest two-wheeler market on this planet, registering overall
growth rate of 9.5 percent between 2006 and 2014. The growth in Indian Automobile Industry
8

owed the most to a steep upsurge witnessed in the two-wheeler segment in 2014. The volume
growth recorded in the 2014-15 fiscal year stood at a commendable 14.8 percent on a year-onyear basis. The 'Make in India' campaign of the Government of India is also going to attract more
foreign investment into Indian Two-Wheeler Industry creating further growth opportunities in the
coming years.

Indian Two-Wheeler Market is noticing a continuous upsurge in demand and thus resulting in
growing production and sales volume. This owes a lot to the launching of new attractive models
at affordable prices, design innovations made from youths perspective and latest technology
utilized in manufacturing of vehicles. The sale of two-wheeler products has increased
substantially. The sales volumes in the two-wheeler sector shot up from 15 percent to 24 percent
between 2008-09 and 2013-14.

A considerable expansion was seen in the sales volume of the scooter segment during 2014-15 as
far as the two-wheelers were concerned. The domestic motorcycle sales volume moved up to 10
percent, whereas the scooter segment recorded a growth of 30.7 percent in sales volume. In the
past 2-3 years, around a dozen new scooter brands have been introduced in India. But the
motorcycle segment lags behind in this regard. This is due to the fact that the recently launched
gearless scooters cater to the needs of both men and women, while motorbikes are a segment
preferred by men only.
The growth momentum is also propelled by the fact that the two-wheeler manufacturers in India
have understood the markets needs and have been able to deliver as expected. At the end of
2014, the global business involving two-wheeler designing, manufacturing, engineering and
selling was at an average of US$ 3.5 billion per manufacturer. However, India's Hero Moto Corp
- the world's largest two-wheeler manufacturer and seller clocked an average of US$ 15 billion
on the same lines.

Though, further growth in Indian Two-Wheeler Industry will depend heavily on peoples
personal disposable incomes that rely on India's economic growth in days to come.
In the last five years, the share of scooters in total domestic 2W sales volumes has increased
from 15% in 2008-09 to 24% in 2013- 14 (27% in 5m 2014-15). In terms of recent trends, while
domestic motorcycle sales volumes grew by 10.0% YoY in 5m 2014-15, the volumes of scooters
expanded by a robust 30.7% YoY during the same period. The fast expansion of the scooter
segments pie has encouraged most OEMs in India to launch new models to capitalize on the
growing opportunity offered by this segment. In 2012- 13, three new scooter brands were
launched in India, but the count of new brands introduced increased to six in 2013-14; and in 5m
2014-15, already four new models have been launched by various OEMs with more being in the
pipeline. Compared to motorcycles (targeted at males), the penetration of scooters (targeted at
both males and females) remains lower by a factor of 3-4 times which has been one of the
primary drivers of demand for scooters as positioning of this product segment has become
sharper. As scooters get increasingly targeted at both the sexes and as more women adopt mobile
lifestyles, the case for continued penetration-led growth for the scooters segment remains strong.
The increased supply push in the form of new scooter launches should only add to the growth
momentum.

TWO WHEELER COMPANY IN INDIA:Bajaj Auto

Harley-Davidson India
Hero Moto Corp
Honda Motors
India Kawasaki Motors
India Yamaha Motors
Mahindra Two wheelers
Piaggio vehicles
Royal Enfield
Suzuki motorcycle India
10

Triumph Motorcycles India

TVS Motor Co.

Bajaj Auto Limited is an Indian two-wheeler and three-wheeler manufacturing company.

Bajaj Auto manufactures and sells motorcycles, scooters and auto rickshaws. Bajaj Auto is a part
of the Bajaj Group. It was founded by Jamnalal Bajaj in Rajasthan in the 1930s. It is based
in Pune, Mumbai, with plants in Chakan (Pune), Waluj (near Aurangabad)
and Pantnagar in Uttarakhand. The oldest plant at Akurdi (Pune) now houses the R&D centre.
Bajaj Auto is the world's sixth-largest manufacturer of motorcycles and the fourth-largest in
India. It is the worlds largest three-wheeler manufacturer.
Products
Bajaj Chetak
Bajaj Platina
Bajaj Avenger
Bajaj Discover
Bajaj Pulsar

Hero Motocorp Ltd., formerly Hero Honda, is an

Indian motorcycle and scooter manufacturer based in New Delhi, India. The company is the
largest two wheeler manufacturer in India.In India, it has a market share of about 46% share in 2wheeler category.The 2006 Forbes 200 Most Respected companies list has Hero Honda Motors
ranked at #108.On 31 March 2013, the market capitalisation of the company was INR 308 billion
(USD 5.66 billion).
Hero Honda started in 1984 as a joint venture between Hero Cycles of India and Honda of Japan.
In 2010, when Honda decided to move out of the joint venture, Hero Group bought the shares
held by Honda.Subsequently, in August 2011 the company was renamed Hero MotoCorp with a
new corporate identity.
11

In June 2012, Hero Motocorp approved a proposal to merge the investment arm of its parent
Hero Investment Pvt. Ltd. into the automaker. The decision comes after 18 months of its split
from Honda Hero.

Products
Hero Xtreme
Hero CD 100
Hero Passion
Hero Glamour
Hero Splendor
Hero Karizma
Hero Plesure

Honda Motorcycle and Scooter India, Private Limited (HMSI) is the wholly
owned Indian subsidiary of Honda Motor Company, Limited, Japan.[2] Founded in 1999,[2] it was
the fourth Honda automotive venture in India, after Kinetic Honda Motor Ltd and Hero Honda

Products
Honda Activa
Honda Aviator
Honda Dio
Honda Unicon
Honda Shine

12

Honda CBR
Honda Dream yuga

Yamaha Motors Yamaha motors is amongst the most popular bike manufacturers in India.
The company has given some most successful bikes like RX100 to Indian roads and is a tough
competitor for other biking giants. A wide variety of models in all categories of motorbikes,
Yamaha is the all time great brands to rely upon. Presently 13 models are available from
Yamaha's garage in India

Products
Yamaha Alfa
Yamaha Crux
Yamaha FZ 1
Yamaha Gladiator
Yamaha Gladiator SS/RS
Yamaha Libero G5
Yamaha MT 01
Yamaha R15
Yamaha SZ new
Yamaha YBR new
Yamaha SS
Yamaha YZF R1
Yamaha Fazer

Royal Enfield was the name under which the Enfield Cycle Company (founded 1893)
made motorcycles, bicycles, lawnmowers andstationary engines. The legacy of weapons
manufacture is reflected in the logo, a cannon, and their motto "Made Like A Gun". Their first
motorcycle was built in 1901.
In 1955, Enfield Cycle Company partnered with Madras Motors in India in forming Enfield of
India, based in Chennai, and started assembling the 350 cc Royal Enfield Bullet motorcycle in
13

Madras. The first machines were assembled from components imported from England. Starting
in 1957, Enfield of India acquired the machines necessary to build components in India, and by
1962 all components were made in India

Products
Bullet 350cc
Bullet 500 cc
Thunderbird 350,500cc

14

COMPANY PROFILE:INRODUCTION:-

TVS Motor Company is the third largest two-wheeler manufacturer in India and one among the
top ten in the world, with annual revenue of more than Rs.10,098 Cr in 2014-15 (around USD
1.6 billion), and is the flagship company of the, USD 7.29 billion in 2013-14, TVS Group. The
company has annual sales of 2.5 million units a year. TVS Motor Company is also the 2nd
largest exporter in India with exports to over 60 Countries
TVS Motor Company Ltd (TVS Motor), member of the TVS group, is the largest company of
the group in terms of size and turnover with more than 2.8 crore customers riding a TVS bike.
Mr.Venu Srinivasan, the Chairman of TVS Motor Company has led by example, winning many
laurels including the prestigious Padma Shri award. Order of Diplomatic Service Merit"
medal from Korean President, The JRD Tata Corporate, The Star of Asia award by Business
Week, The Jamsheji TATA Lifetime Quality Achievement Award and Emerging Corporate Giant
- Times & Harvard Business School Association are other high-profile awards bestowed on him,
on behalf of the company. He was also awarded the coveted Ishikawa-Kano Award presented by
Asian Network for Quality. Among the latest honours conferred on him was an honorary doctor
of science degree by Purdue University, USA.

The TVS Group was established back in 1911, when the founder of the company,
Shri T V Sundaram Iyengar created an enduring business, led by a family of like-minded
workers and managers united by a set of high, yet shared principles. Driven by this
inspiration, the TVS group has today emerged as India's leading player in the automobile
and automotive components industries. The group has 30 companies employing a work
force of around 40,000 people. TVS Motor Company is the largest among the group
companies in terms of size and turnover.
Today, TVS Motor Company has,
15

1) 4 manufacturing plants (Hosur in Tamil Nadu, Mysore in Karnataka, Nalagarh

in Himachal Pradesh India and Karawang - Indonesia)
2) 14% market share in the two-wheeler industry in India
Product offerings in all segments of the two-wheeler industry in India
3) Product offerings for the three-wheeler industry in India
4) More than 15 million customers
5) Products exported to more than 50 countries worldwide
Leading from the front, the Chairman of TVS Motor Company, Mr.Venu Srinivasan, has won
many laurels for the company. The most recent awards conferred on him, while being head
of the Confederation of Indian Industries include the Honoris Causa Doctor of Science
(D. Sc.) for his outstanding contributions in the field of Quality Movement and Manufacturing
Excellence, the distinguished civilian honour Order of Diplomatic Service Merit (Heung-In
Medal) conferred by the President of the Republic of Korea, His Excellency Lee Myung-bak
in recognition of his valuable contribution in promoting Korea-India bilateral relations and the
prestigious honour by the President of Indian with the Padma Shri award for his valuable and
outstanding contributions in the field of Trade and Industry. The JRD Tata Corporate, The
Star of Asia award by Business Week, The Jamshedji TATA Lifetime Quality Achievement
Award, Emerging Corporate Giant - Times & Harvard Business School Association are some
of the other high-profile awards bestowed on him.
Resilience, can-do attitude, indomitable spirit to continuously better industry norms, doing
business with a human touch and putting customers at the forefront are some of the salient
features that best define Team TVS.
Driven by technology and innovation at the helm, TVS Motor Company boasts of a rich talent
pool, manufacturing facilities that conform to world class standards and constantly
emphasizes a strong commitment to ensure best practices. The Company has been a
competitive player, constantly challenging industry standards and creating revolutionary
innovations. Take for example the many firsts that the Company has been credited with,
such as the deployment of a catalytic converter in a 100 cc motorcycle or even the first four
stroke 150cc motorcycle; both premiered from TVS Motor Company. Also, there is the
Apache, which in 2006 became the first Indian motorcycle to win six prestigious awards in a
16

row and that too, immediately on being launched.

The companys penchant for quality resulted in it becoming the first two-wheeler
manufacturer to win the coveted Deming Award in 2002. The year 2007 also proved to be a
special one for the Company as in that year; it became the first Indian automobile
manufacturer to roll out as many as seven new products on a single day, a testimony to
manufacturing prowess. TVS Motor Company is committed to achieve total customer
satisfaction through excellence in quality, its management philosophy being based on five
pillars of TQM (Total Quality Management). Quality awareness therefore percolates through
the entire organisation from new product development to after sales services.
The current product portfolio of the company comprise of motorcycles including TVS StaR in
the economy segment, TVS Flame in the executive segment and TVS Apache RTR in
performance segment. TVS Scooty Pep+, TVS Scooty Teenz, TVS Scooty Teenz Electric
and TVS Scooty Streak make up the scooterette segment while XL Super and Heavy Duty
form the mopeds segment. The company recently launched Indias first clutchless
Motorcycle, TVS Jive along with an automatic metal bodied scooter TVS WEGO therefore
Offering consumers a comprehensive product portfolio.
TVS Motor Company is renowned for its human resource management. The principle of
Total Employee Involvement (TEI) that the company employs, gives equal opportunity to
each employee to create a promising career path. Employees get exposure to various skills
Developmental aspects like Cross Functional Teams (CFT), Supervisory Improvement
Teams (SIT), Quality Control Circles (QCC) among various others. Specific care is taken to
Ensure the creation and maintenance of an incomparable working environment with
Employee welfare at the focal point .
TVS Motor Company believes in going beyond the product and reaching out to people. It
values customers and their expectations. In fact, it is this attribute that has inspired the
company to innovate with concepts like 99 colours for TVS Scooty Pep+, balancing wheels
for first-time scooter riders and among many others, racing technology in the Apache RTR
for performance lovers. This has resulted in the company enjoying a base of more than 15
million satisfied customers.
Constant innovation has led to regular setting of new benchmarks to meet fresh challenges
17

and customer requirements. While adopting new technologies and processes, there is the
ever present rationale to continually remain a green company, sensitive to the ever
changing needs of the environment.
As part of its global operations, TVS Motor Company has set up a manufacturing facility in
Indonesia, which caters specifically to the Indonesian and ASEAN Markets. PT TVS Motor
Company Indonesia, wholly owned subsidiary of TVS Motor Company, manufactures TVS
Neo, the new generation of bebeks for those markets.
TVS Motor Company has international presence in more than 50 countries in Asian, African
and Latin American Continents and will enter more international markets in due course. In
India, the company functions through a strong network of sales, service, authorised service
centers and other certified service points.

Suzuki relationship
TVS and Suzuki shared a 19-year-long relationship that was aimed at technology transfer to
enable design and manufacture of two-wheelers specifically for the Indian market. Rechristened
TVS-Suzuki, the company brought out several models such as the Suzuki Samurai, Suzuki
Shogun and Suzuki Fiero. Differences in opinion on how to run the joint venture eventually led
to the partners going their separate ways in 2001 with the company being renamed TVS Motor,
relinquishing rights to use the Suzuki name. There was also a 30-month moratorium period
during which Suzuki promised not to enter the Indian market with competing two-wheelers. The
company also got over a period of labour unrest that required Chairman Venu Srinivasan to take
tough measures to resurrect a company that was in a state of turmoil. He would go on to invest in
new technology, nurture in-house design, and implement Toyota-style quality programs.

TVS MISSION: We are committed to being a highly profitable, socially responsible, and leading manufacturer of
high value for money, environmentally friendly, lifetime personal transportation products under

18

the TVS brand, for customers predominantly in Asian markets and to provide fulfillment and
prosperity for employees, dealers and suppliers.

TVS VISION:TVS Motor will be responsive to customer requirements consonant with its core competence and
profitability. TVS Motor will provide total customer satisfaction by giving the customer the right
product, at the right price, at the right time.

Location Details - TVS Motor Company

Location Type

Address

Registered Office

''Jayalakshmi Estates'', 29 (Old No.8), Haddows Road

Chennai (Madras) - 600006
Tamil Nadu - India

Factory/plant

Post Box No. 4, Harita

Hosur - 635109
Tamil Nadu India

Factory/plant

Post Box No. 1, Byathahalli Village, Kadakola Post

Mysore - 571311
Karnataka - India

Factory/plant

Bhatian Village, Nalagarh Post & Taluk

Solan District - 174101
Himachal Pradesh - India

TOP MANAGEMENT IN TVS

19

Name:-

Designation:-

Venu Shrinivasan

Chairman & Managing Director

Sudarshan Venu

Joint Managing director

K N Radhakrishnan

Chief Executive Officer

H Lakshmanan
Hemant Krishan Singh
Lakshmi Venu
Prince Asirvatham
Hemant Krishan Singh
T Kannan
K S Srinivasan
S G Murali

Director
Director
Director
Director
Director
Director
Company Secretary
Chief financing Officer

20

TVS PRODUCTS:TVS JUPITER

TVS WEGO

21

TVS STARCITY

TVS PEP+ SCOOTY

22

TVS PHOENIX

TVS APACHE RTR

23

TVS STAR SPORT

TVS HEAVY DUTY SUPER XL

24

I worked with Sai Baba TVS Sales Private limited, Hinjewadi waked PCMC
Region.
Working Staff of Sai BABA TVS Sales:
CEO

Suresh Kutty

Sales Manager

ROHAN KADAM

Service Manager Dagade

Training Manager Amit Pandya
HR Manager

Ganesh Salve

Finance Manager Umesh

Other Sales Man
Suraj
Kanchan
Ganesh
Javed
Versha
Aashish

25

26

RESEARCH METHODOLOGY AND ANALYSIS & INTERPRETATION

Market Research:Market research is systematic problem analysis model building and fact finding for the purpose
of important decision making and control in the marketing of goods and service.
The research process can be said to be circular over a period of time exploratory research may be
define hypothesis that are their tested verified by conclusive research may develop new ideas
opportunities of new difficulties

With the ever increasing complexity of marketing and business activity, market research also
increases complexity. Today carrying out research relating to customers product and market
require specialized skills and sophisticated techniques. Market research has emerged as highly

specified function of marketing management.

RESEARCH PLAN:While developing the research plan following point where taken into consideration data sources,
research approach, research instrument, sampling plan and contact method.
So that information can be gathered in most effective way.

SOURCES OF DATA:After identifying and defining the research problems and determining specific information
required solving the problems. The research is to look for the types of sources of data. This may
yield the desired result. There are two types of data available to researcher, these are

1) Primary data
2) Secondary data
27

Primary Data: - generated when particular problems in hand is investigated by researcher

employing a mail questionnaire, telephone survey, personal interview etc.

Secondary Data: - is other hand include that data which is collected from some earlier
research work is applicable or usable in the study the researcher has presently undertaken.

RESEARCH APPROACH:There is various research approaches for collecting primary data. But according to the need of
project, survey was selected as research approach.

RESEARCH INSTRUMENTS:The research instrument used in the study was structured questionnaire. While designing the
questionnaire care has been taken in formulating & sequencing the question so that it allow
logical thinking process for the respondent use of both close ended & open ended question was
made so that analysis become

SAMPLE DESIGN:Type of research - Descriptive

Total Sample Size- 100 Respondents+3 locations for the study Location:Ravet,Dehuroad,Talegav Hinjewadi.

SAMPLE TECHNIQUE METHOD:Sample was selected at a random basis for as regarding to sales and promotion of TVS motors
was approached by visiting the various retailer and others.

ANALYTICAL TOOL:Simple statistical tools have been used in present study to analyze and interpret the data collected
from the field. The study used percentile method and the data are presented in the form of table
and diagram.

28

RESEARCH METHODOLOGY:1) Objective of the project

2) Research design
3) Determining the sources of data
4) Sample size and sample design
5) Data collection form
6) Research limitation

29

30

ANALYSIS & INTERPRETATION

Q 1- Do you understand the concepts of sales promotion activities?
Table 1.1
Particulars

Frequency

Cumulative
Percent

Yes

78

78

No

22

100

Total

100

Chart no 2.1

Understanding the concept of sales and promotion activities

90
80
70
60
50
40

No of Respondent
78

30
20
22

10
0
Yes

No

INTERPRETATION:
We can see the above interpretation that the 78% of the population is understand the concept of
sales promotion activities and remaining 22% do not understand.
31

Q 2- Did the sales person spend sufficient time with you and explain about the
vehicle?
Table 1.2
Particulars

Frequency

Cumulative
percent

Yes

68

68

No

11

79

Somewhat yes

12

91

Somewhat no

100

Chart no2.2

people say how much time spent by sales person while explain about the product
80
70
60
50
No of respondents
40
30

68

20
10

11

12

No

Somewhat yes

Somewhat no

0
Yes

INTERPRETATION
The above Interpretation shows that most of the respondents (68%) are satisfied with the services
of sales person and least number of respondents (11%) is not satisfied other are somewhat satisfy
or somewhat not respectively 12%, 9%.
32

Q 3 - Where did you saw the advertisement?

Table 1.3
Particulars

Frequency

Cumulative
Percent

TV

40

40

Newspaper

20

60

Posters

15

75

Hoardings

15

90

Others

10

100

Total

100

Chart no 2.3

No of Respondent who saw Advertisment

45
40
35
30
25
20

Frequency
40

15
10

20
15

15

10

0
TV

Newspaper

Posters

Hoardings

Others

INTERPRETATIONIn the above Interpretation Advertising is the most important way of promotion here 40% of
respondent saw the Advertisement on TV, 20 % saw at Newspaper.
33

15% saw the Advertisement on Posters.

15% saw on Hoardings.
Remaining 10 % saw the Advertisement from other sources like pamphlet, Tagging and
Promotional activities.

Q 4- what are the reasons to purchase TVS vehicles?

Table 1.4
34

Particulars

Frequency

Cumulative
Percent

Mileage

58

58

Low Maintenance

17

75

Brand Name

13

88

Price

97

Others

100

Total

100

Chart no 2.4
Reason for purchase TVS vehicle
70
60
50
40
30

No of Respondents

20
10
0

INTERPRETATIONThe above Interpretation show that most customers purchase TVS products for mileage basis
around 58% people, 17 % on the basis of low maintenance, 13% brand name, 19 % price basis
and the remaining 3% have other reasons.

Q 5- Were you offered test drive during your visit to our Showroom or Promotion Camp?
Table 1.5
35

Particulars

Frequency

Cumulative
Percent

Yes

83

83

No

17

100

Total

100

Chart no 2.5

No of people offered for test drive

90
80
70
60
50
40

No of Respondent
83

30
20
10

17

0
Yes

No

INTERPRETATIONThe above Interpretation show that 83% respondent said that they have offered for the test drive
by sales person and remaining 17 % people said they have not offered by sales person when they
visit in showroom.

Q 6 - For what purpose you buy TVS Bike or Scooter?

Table no 1.6
36

Particulars

Frequency

Cumulative
Percent

Official

48

48

Household

33

81

Business

12

93

Any Other

100

Total

100

Chart no 2.6
Purpose of buying TVS vehicle
60
50
40
No of Respondents

30
48
20
33
10
12

0
Official

Household

Business

Any Other

INTERPRETATIONThis Interpretation shows that 48% people are using TVS vehicle for Official purpose, 33%
people are using for Households and 12% people for use their vehicle for business purpose.
Remaining 7 % people use their vehicles for other purposes.

Q 7- Which bike or scooter you have own of TVS?

Table no 1.7
37

Particulars

No of respondents

Percent %

Apache
Jupiter
Star city
Wego
Pep+
Total

20
40
15
15
10
100

20
40
15
15
10
100

Cumulative
Percent
20
60
75
90
100

Chart no 2.7

No of respondent who owe TVS bike or scooter

40
35
30
25
No of respondents

20

35

15

25

10
5

15

15

Star city

Wego

10

0
Apache

Jupiter

Pep+

INTERPRETATIONThe above Interpretation show that most of customer owe Jupiter (35%), after that 25 % people
owe Apache and 15 % both Star city and Wego respectively.
Remaining 10% people have pep plus scooty.
Q 8- Will you preferred to others for purchase the product of TVS?
Table no 1.8
Particulars

Frequency

Cumulative
Percent
38

Yes

73

73

No

11

84

Cant say

16

100

Total

100

Chart no 2.8
Prefered to other for puchase TVS products
80
70
60
50
40

No of respondents
73

30
20
10

16

11

0
Yes

No

Cant say

INTERPRETATION
The above Interpretation show that 73 % people will prefer to other for purchase TVS products
and 11% will not remaining people cant say about this.

Q 9- How do you rate the product display at TVS showroom?

Table no 1.9
Particulars

Frequency

Cumulative
Percent

Very Good

19

19

39

Good

41

60

Average

29

89

Poor

97

Very Poor

100

Total

100

Chart no 2.9
Rate of Product display at showroom
45
40
35
30
25

No of respondent
41

20
15

29

10

19

0
Very Good

Good

Average

Poor

3
Very Poor

INTERPRETATIONIn the above Interpretation 19% people said that the product display was very good, 41 % says
good, 29 % says that was average and 8% said poor the remaining 3% said that was very poor
product display at TVS showroom.

Q 10- Did you attract by the Promotional activities and schemes of the showroom?
Table no 1.10
Particulars

frequency

Cumulative
Percent

40

Yes

77

77

No

23

100

Total

100

Chart no 2.10

No of people attracts by Promotional Activities

90
80
70
60
50
40

77

30
20
23

10
0
Yes

No

INTERPRETATIONThe above Interpretation show that 77% people are attracts by promotional activities remaining
23% did not attract by sales promotional activities.
Q 11 Is there any product information/leaflets/brochures properly placed?
Table no.1.11

41

Particulars

Frequency

Cumulative frequency

Yes

97

97

No

03

100

Total

100

Chart no 2.11

Brochures properly placed in showroom

120
100
80
Frequency

60
40

97

20
3

0
Yes

No

INTERPRETATION
The above interpretation show that 97% people said product information and brochures are
properly placed in the showroom remaining 3 % not.

Q 12 How you rate our overall the dealership?

Table no.1.12
Particulars

Frequency

Cumulative percent
42

Poor
Average
Good
Very good
excellent

07
26
43
15
09

07
33
76
91
100

Chart no2.12

Overall rate of TVS dealership

50
45
40
35
30

Frequency

25

43

20
15

26

10
5
0

15
7
Poor

Average

Good

Very good

9
excellent

INTERPRETATION:
This analysis show that maximum 43% people are said that was good 26 % average, 15% very
good 9 % excellent and remaining 7 % said that was poor

FINDINGS & OBSERVATION

According to the survey most of the respondents have asked about the mileage of the product, so
we found many of customer asked about TVS Jupiter.

43

ACTIVITY CHART
Duration 8 weeks

Date

Activities

44

17 may 2015
-23 may 2015

24 may 2015
-30 may 2015

1.
2.
3.
4.
5.
6.

Interaction with TVS Staff Member and worker.

Product Introduction.
Product Training.
Product Testing
Tagging of pamphlets
Distribute pamphlet to retailers of TVS Excel super

1.
2.
3.
4.
5.
1.

Survey to other showrooms

Fill feedback form given by showroom
Daily canopy in Hinjewadi near HDFC Bank
Attend customers and give information about Product
Give Quotation to the customer.
From 1 june we had established a demo of promotion in pimple

saudagar.
2. Here we were 7-8 people for promotion and sales of TVS two

1 June 2015
-30 June 2015

vehicles.
3. Large number of people came for enquiry for TVS vehicles.
4. We attend customer randomly and gave information about TVS
products and also give test drive to them.
5. Interested customers buy the product.
6. We have sold more than 50 vehicles including Jupiter, Apache, zest,
Pep+ Starcity.
7. Promotion activity
8. Fill feedback form

1. Attend customers in showroom

1 July 2015
-7 July 2015

2.
3.
4.
5.

Explain the features of vehicles

Prepare Questionnaire
Tagging
Distribute pamphlets

1. Customer Handling
2. Fill feedback form
3. Prepare Questionnaire
8 July 2015
-18 July 2015

4. Data collection
5. Prepare Project Report
6. Got stipend

45

LEARNING OBJECTIVE

1. To attract new customers

2.
3. To develop effective communication skills and work efficiently with the colleagues and
academic staff in a variety of task demonstrating extensive appropriate levels of autonomy
and responsibility.
4.

46

CONTRIBUTION TO THE ORGANIZATION

1. In duration of 8 weeks of summer training in TVS motors company (Sai Baba Sales) we
make a very good relation between the entire salesman, sales executive and also with
sales manager. These people gave me a lot of knowledge about field work and I also gave
them my best.
2. All trainee were given their best performance to the organization we promote brand name
of TVS in the market.
3. Create awareness about the product in mind of customers and we did promotion camp in
three locations names Pimple saudagar, Hinjewadi and Vishal Nagar.
4. In promotion camp we sold more than 50 two wheelers in all three locations and that was
the best performance by any trainee.
5. And also gave valuable thoughts and idea to the organization. And I was also a great
experience for me in this organization.
6. We also organize a 1 month promotion events in pimple saudagar where the response of
customer was very good and it creates lots of awareness in market.

47

RECOMMENDATION & SUGGESTION:To fulfill the needs of the respondents SAIBABA TVS should set new branches in the PIMPLE
SAUDAGAR to reach the maximum number of customers.
According to the survey most of the respondents are in the need of the improvement in
providing service in time and less labor charge SAIBABA TVS should take action by recruiting
well trained service staff and implement machineries to provide service in time.
To know the problems faced by the customers at the time of post-sale service should collect the
feedback of at the time of service.

48

REFERENCE AND APPENDIX, QUESTIONAIRE & WEBSITE DETAIL

Annexure
Questionnaire
I.

Name:

Address: Pin
II.
III.

Age:
Gender:

male :

Female:

Mobile No: ..................

Email: ...
IV.

marital status
Married:

V.

Single:

Income
0 25 Thousand
25 50 Thousand
50 75 Thousand
49

 More than 75 thousand

Q1 -you understand the concepts of sales promotion activities?

Yes
No
Q 2 - Did the sales person spend sufficient time with you and explain about the vehicle?

Yes
No
Somewhat Yes
Somewhat No

Q 3 - Where did you saw the advertisement?

TV
Newspapers
Posters
Hoardings
Others

Q 4 - what are the reasons to purchase TVS vehicles?

Mileage
Low Maintenance
Brand name
Price
Others

Q 5 - Were you offered test drive during your visit to our Showroom or Promotion Camp?
Yes
No

50

Q 6 For what purpose you buy TVS bike or scooter?

Official
Household
Business
Any other

Q 7 - Which bike or scooter you have own of TVS?

Apache
Starcity
Jupiter
Wego
Pep+
Any other

Q 8 - Will you preferred to others for purchase the product of TVS?

Yes
No
Cant say
Q 9 - - Did you attract by the Promotional activities and schemes of the showroom?
Yes
No
Q 10 - How do you rate the product display at TVS showroom?

Very good
Good
Average
Poor
Very poor

Q 11 How do you rate display zone?

51

1 star
2 star
3 star
4 star
5 star

Q 12 Are you Aware of the TVS scooter current schemes?

Yes
No
Q 13 How well sales person explained features of TVS scooter?

Very good
Good
Average
Poor

Q 14 Did you get any offer and schemes from promotion camp?
Yes
No
Q 15 How you rate overall the leadership?

Excellent
Very good
Good
Average
poor

52

53