OBJECTIVE OF STUDY

To know the sales promotion tools used by PepsiCo Company.

To know about the sales promotion impacts on sale of the product of PepsiCo Company
in CTC.

To find out the best promotional tool preferred by the retailers.

To know the peak periods of sales promotion activities.

To analyze the strength & weakness of PepsiCo.

To determine the standard of sales & services & public relation.

SCOPE OF STUDY
Scope of study on PepsiCo India Ltd, the area of the study is CTC. In the duration
of study and project period, I observed that the market response of PepsiCo Product is in
good position, but sales volume is not at par. The Sales promotion policy of our company
is affected due to competitor’s Marketing strategy.

I prepared questioners on sales promotions to know the response of current promotion

packs given by company to retailers in the market.
2. Through this project, I will come to know that which type of promotional scheme
outlets want.
3. I can easily know how the sale promotion affects the “Annual Sales volume ”.
4. We can know the percentage of exclusive and mixed outlets of PepsiCo India products.
5. We can know the nature of outlets. (i.e. Seasonal vs. Non seasonal).
6. We can know the reaction of the outlets owners towards promotional schemes.
7. Future forecast of sale after getting sale promotion to the outlets.
 Hence we can say that, a well planed & future oriented sales promotion will give a
good sales volume.

Limitation of the study

The major limitation of the study was that the depth study in the subject could not
be done because of limited time.
The other limitations are:
The company doesn’t declare all the data & the internal data are kept confidential.
Though every sincere & possible effort has been made to collect the data, some retailers
were uncooperative in providing the actual data.
The project is done in CTC may not represent the figure of the whole India.
Since the data collected was representative based the accuracy is questionable.
Some questions created confusion among the respondents.
The respondents were not interested to fill up the questionnaire due to lack of interest.
The sample has taken only 20 respondents. They may not represent the whole population.
Lack of secondary data Collection of the recent brochures, in house journals, etc of the
company was relevant to a little extent. But most of the necessary information is not
available in the company.

Company Profile:
A brief history of PepsiCo India
Company Profile
Mission &Vision
Milestone
Tripty Drinks Pvt. Ltd
Performance with Purpose
PepsiCo logo & Products Brands
SWOT analysis of PepsiCo India.

PepsiCo Honored With 2008 Energy Star Partner of the Year Award
Silent Features of the Company
Date of incorporation : 12.05.1967
Commencement of : 16.07.1968
production
Registered office : Jagatpur, Cuttack-
754021
Production capacity : 38 lakhs crates per
annum
Go down stock capacity : 1,20,000 crates
Total land area : 7.6 acres
Built up area : 2.5 acres
Market covered : Orissa state

Findings
The most basic objective of any sales promotions is to provide extra
value that encourages purchase.
Short term sales increase is required to reduce inventory. Promotions
like price-off or bonus pack gives large & immediate benefit.
Sales promotion schemes like price-off or free gift induce customers to
buy a new brand.
Trade promotions are designed to gain distribution and shelf space.
Sales promotions give the consumer an incentive to buy.
Sales promotion can be measured objectively to judge their success.

Company should give knowledge to the salesman about the promotional

Scheme so that they can better understand the importance of
promotional activities.
There should be a regular meeting between distributor & company about
the implementation of sales promotion.
Fast repairing of ViSi Cooler will gain the faith & goodwill of the
customer.
Company should provide racks to more outlets to keep Pet bottles for
display.
Company should adopt the promotional activities properly and not in a
trial and error method.

Conclusion
SALES PROMOTION is a promise made to the consumers & retailer by the
company. Sales promotion, not only has Functional and Mental dimensions but
also Social and Spiritual dimensions. The challenge in front of Indian organizations
today is to first understand and then satisfy the needs of the customers. The needs
of the customers today are experiences and not just the products. The Indian
Organizations have to concentrate on delivering the experiences to the customers
leading to satisfaction and association with all the dimensions of the brand.