A

PROJECT
ON
“A STUDY ON SALES AND PROMOTIONAL STRATEGIES ADOPTED BY TVS
MOTORS WITH SPECIAL REFRENCE TO “TVS RONIN” FOR THE PERIOD
OF 2022-2023”

SUBMITTED TO

RASHTRASANT TUKADOJI MAHARAJ NAGPUR

In partial fulfillment of the requirement for the award of degree of

BACHELOR OF BUSINESS ADMINISTRATION

SUBMITTED BY

RAJAB S. ALI

ENROLLMENT NO: 2021301817630

UNDER THE GUIDENCE OF

PROF. KAVYA MAKHEJA

(M.COM., M.phil., B.Ed., ph.D.)

VMV COMMERCE, JMT ARTS & SCIENCE COLLEGE,

WARDHAMAN NAGAR, NAGPUR-08

2022-2023

1
 CERTIFICATE

This is to certify the project entitled “A STUDY ON SALES AND PROMOTIONAL

STRATEGIES ADOPTED BY TVS MOTORS WITH SPECIAL REFRENCE TO
“TVS RONIN” FOR THE PERIOD OF 2022-2023” submitted in partial fulfilment of
BACHELOR OF BUSINESS ADMINISTRATION degree of final year examination had
not been submitted for any other examination and does not form part of any other course
undergone by the candidate.

It is further certified that he has completed her project as prescribed by RASHTRASANT

TUKDOJI MAHARAJ NAGPUR UNIVERSITY NAGPUR.

DR. KAVYA MAKHEJA PROF. MEENAL RAJDEV

[PROJECT GUIDE] [EXTERNAL EXAMINAR] [COORDINATOR]

DATE:

PLACE: NAGPUR

2
 DECLARATION

I RAJAB ALI hereby declare that the project entitled“A STUDY ON SALES AND
PROMOTIONAL STRATEGIES ADOPTED BY TVS MOTORS WITH SPECIAL
REFRENCE TO “TVS RONIN” FOR THE PERIOD OF 2022-2023”has completed by
me in partial fulfillment of BACHELOR OF BUSINESS ADMINISTRATION FINAL
YEAR degree examination as prescribed by Rashtrasant Tukadoji Maharaj Nagpur
University (RTMNU), Nagpur and had not been submitted any other examination and does
not form the part of other course undergone by me.

Student Signature

RAJAB ALI

DATE:

PLACE: NAGPUR

3
 ACKNOWLEDEGEMENT

With immense pride and sense of gratitude, I take this golden opportunity to express my
sincere regards to the coordinator PROF.MEENAL RAJDEV.

I am extremely thankful to my project guide DR. KAVYA MAKHEJA for her valuable
guideline throughout the project. I tender my sincere regards to her for giving me her
outstanding guidance; enthusiastic suggestions and invaluable encouragement which helped
me completion of the project.

I would like to thank all those who helped me completing the project successfully.

RAJAB ALI

4
INDEX

5
 INDEX

CHAPTER NO. CHAPTER NAME PAGE NO.

1 Executive summary 7-9

 Introduction To Topic
2  Company Profile 10-20
 Product Profile

Objective of study
3 21-22
Hypothesis
4 23-24

Research methodology
Research Design
 Research Method / type
 Research Technique
Sample Design
 Sample Method / type
 Sample Technique
5  Sample Size 25-38
 Sample Area
 Sample Unit
Scope
Limitation
Methods of Data Collection
 Primary Data
 Secondary Data

6 Data Analysis & interpretation 39-60

7 Conclusion, Suggestion & Recommendation 61-67

Appendix
8  Bibliography 68-73
 Questionnaire

6
EXECUTIVE SUMMARY

7
 EXECUTIVE SUMMARY

A sales promotion is a marketing strategy in which a business uses a temporary campaign or

offer to increase interest or demand in its product or service. There are many reasons why a
business may choose to use a sales promotion (or 'promo'), but the primary reason is to boost
sales.

A promotion strategy is a plan to create or increase demand for a product. It outlines the
tactics you'll use to raise awareness about your product and get people interested in buying it.
The goal of a promotion strategy is to introduce potential customers to your product and
convince them to make a purchase.

Sundaram Clayton was founded in 1962 in collaboration with Clayton Dewandre Holdings,
United Kingdom. It manufactured brakes, exhausts, compressors and various other
automotive parts. The company set up a plant at Hosur in 1976, to manufacture mopeds as
part of their new division. In 1980, TVS 50, India's first two-seater moped rolled out of the
factory at Hosur in Tamil Nadu, India. A technical collaboration with the Japanese auto giant
Suzuki Ltd. resulted in the joint-venture between Sundaram Clayton Ltd and Suzuki Motor
Corporation, in 1987. Commercial production of motorcycles began in 1989.

TVS Motor Company is the third-largest 2-wheeler company in India with a revenue of over
18,217 crores (over US$2.9 billion). It has an annual sale of more than 3 million units and an
annual capacity of over 4.95 million vehicles. TVS Motor is also the 2nd largest exporter in India
with exports to over 60 Countries.

From in this research study the researcher found that number maximum of Consumer prefers
Ronin bike more than the Hero Splendar, passion pro and TVs apache. it shows that the
Consume the consumer are aware and maximum number of Consumer are the user of TVs
motor Company.

To provide Suggestion to Company should increase the strengths of Customer relationship

management department by hiring "the component employee.

8
Researcher is using Analytical descriptive research and quantitative& qualitative research
method for the research. Quantitative research method. Sample should be selected by random
sampling method. This probability method is often used during preliminary research efforts
to get a gross estimate of the results, without incurring the cost or time required to select a
random sample of 50respondents are chosen for the study and 3 dealers. The data should be
collected through preliminary sources with the help of questionnaire and survey and
secondary sources with the help of newspaper, books and journals.

The data is interpreted by using pie charts and bar graphs. TVS motor company is trying to
make new strategies to attract new customers but they lack in making budget friendly bikes ,
because of which a smaller number of people are attracted.

The data was collected through Primary and Secondary Sources, and respondent were
selected through simple random sampling, total 50 respondents were selected and data was
collected through them and it was being edited and tabulated using graphs.

Scope of Sales Promotion. As consumers have developed a resistance to advertising, the use
of sales promotion has increased. There is scope for a variety of activities with sales
promotion and companies seek to create a promotion that singles it out from competitors.it
offers buyers a supplementary attraction as an incentive to engender an instant sale.

The objective of the study is to To Know the customer opinion about the sales and
promotional strategies implemented, the customer opinion about the sales and promotional
strategies implemented and To know what extent sales promotions helps in increasing the
sales.

It can be conclude that TVS taking care of his customer or delight the customers with its
product quality. TVS should try to enhance its post-sale service as preventive measure for
maximizing the satisfaction level.

The researcher is limited up to east Nagpur city. The study is only for the period 2022-
2023.People there hesitant to disclose the true faith. The chances of biased response can’t be
eliminated through all necessary steps were taken to avoid the same.

9
Introduction of Sales promotion in TVS
Motors, East Nagpur

10
 Introduction of Sales promotion in TVS Motors, East Nagpur

Sales promotion is the process of persuading a potential customer to buy the product. Sales
promotion is designed to be used as a short-term tactic to boost sales; it is rarely suitable as a
method of building long-term customer loyalty. Sales promotion consists of a diverse
collection of incentive tools, mostly short term, designed to stimulate quicker and greater
purchase of a particular product by consumers. Sales promotion emphasis the customer to
get action. Sales promotion is used to increase the sales of a particular product.

Sales promotion is form of communication whose purposes is to inform about the particular
product to the customers. It is used to push the product in the market. The marketer must
communicate to his prospective buyer and provide adequate information in a persuasive
language. People must know that the right product is available at the right place and at the
right price. Communication done by TVS dealers is Newspapers, Hoardings, Road shows.

SALES PROMOTION STRATEGIES

As we’ve seen, sales promotions come in a large variety and can be used as a sales strategy at
any point during the sales process. It’s important, therefore, to be aware of best practices,
activities, and techniques that will ensure your promotions are successful. There are three
primary strategies for sales promotions:

 Pull strategy: The pull strategy tries to get the customer to ‘pull’ the product away
from the company, usually in the form of a discount, BOGO, or another special. This
is the most commonly used strategy across the board for all businesses.
 Push strategy: The push strategy tries to ‘push’ the products away from the company
towards the customer, usually through B2B sales. Parent companies will reward
distributors and retailers for taking additional products off their hands and selling
them to the consumers.
 Hybrid strategy: As its name suggests, the hybrid strategy is a combination of the
push and pull strategy in which the company will use a push strategy to move
products, and then a pull strategy to encourage purchasing from retailers.

11
SALES PROMOTION ACTIVITIES

 Run promotions in alignment with key dates for your market: Use your annual
sales analytics to know when your customers are most likely to buy and schedule
your promotions around them. Michael’s Craft Store is a great example of this. They
excel at marketing holiday sales promotions on themed decorative items towards the
beginning and end of each holiday season.
 Reward your customers with a loyalty program: A loyalty program is a simple
way to tell your customers you care and it can be formatted in almost any way.
Even if you’re not in a position to give discounts, you can use a loyalty program to
give customers a heads up regarding sales, new products, and company milestones.

SALES PROMOTION TECHNIQUES

 Know your audience: Are you catering to new customers or existing customers? Are
you looking to promote a new product or increase sales on an existing product? These
questions will help you choose which sales promotion is best for your company at
that time.
 Emphasize scarcity and/or urgency: Your sales promotion should always be short-
term, but it’s important to emphasize why. Customers will be more motivated to buy
if there’s a risk of running out of time or running out of product.
 Align your sales promotion with your company: Consistency is always key in
every aspect of sales, and it’s no different with a sales promotion. If you specialize in
long-term products, such as electronics, then it doesn’t make sense to offer
customers a subscription package when they’re only going to purchase new products
every few years.

Researcher choose this topic because the sales and promotional strategies are very effective
in market of TVS Motors.

12
COMPANY PROFILE

13
 COMPANY PROFILE

TVS was established by Mr. TV Sundaram Iyengar. in the year 1978. He began with Delhi
first bus service in 1911 and founded T.V.Sund aram Iyengar and Sons Limited, a company
in the transportation business with a large fleet of trucks and buses under the name
of Southern Roadways Limited. When he died in 1955, his sons took the company ahead
with several forays in the automobile sector, including finance, insurance, manufacture
of two-wheelers, tyres and components. The group has managed to run 97 companies that
account for a combined turnover of nearly $6 billion.

TVS Motor Company, the flagship company of the TVS Group, is India’s third largest Two-
wheeler manufacturer and one among the top ten in the world. The TVS Group was
established back in 1911, when the founder of the company,Shri T V SundaramIyengar
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 workforce of around 40,000 people.

TVS Motor Company (commonly known as TVS)

Indian multinational motorcycle manufacturer headquartered in Chennai. It is the third
largest motorcycle company in India in terms of revenue. The company has annual sales of
three million units and an annual production capacity of over four million vehicles. TVS
Motor Company is also the second largest two-wheeler exporter in India with exports to over
60 countries. TVS Motor Company is the flagship company of the TVS Group, being the
largest company of the group in terms of valuation and turnover. It was the first Indian
company to deploy a catalytic converter in a 100-cc motorcycle and the first to indigenously
produce a four-stroke motorcycle.

14
The list of firsts from the firm include:

 India's first 2-seater moped – TVS 50

 India's first Digital Ignition – TVS Champ
 India's first fully indigenous motorcycle – TVS Victor
 India's first company to launch ABS in a motorcycle - Apache RTR Series
 Indonesia's first dual-tone exhaust noise technology – TVS Tormax
 India's first connected scooter which claims to be India's first Bluetooth
Connected Scooter with features like Call Assistance, Navigation and
Engine Killswitch - TVS NTORQ
 India's First 125cc bike with 3 Valve Engine, Inverted TFT display with
Gear Shift Indicator, Underneath Storage - TVS Raider 125.

TVS and Suzuki shared a one-year-long relationship that was aimed at technology transfer
for design and manufacture of two-wheelers specifically for the Indian market. Re-
christened TVS-Suzuki, the company brought out several models such as the Suzuki Supra,
Suzuki Samurai, Suzuki Shogun and Suzuki Shaolin. In 2001, after separating ways with
Suzuki, the company was renamed TVS Motor, relinquishing its 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.

TVS Motor Company the flagship company of TVS Group is the third largest two-wheeler
manufacturer in India. The Company manufactures two wheelers three wheelers parts and
accessories thereof. It has an annual production capacity of 4 million 2 wheelers & 120000
three wheelers. It is one of the leading two-wheeler and three-wheeler exporters from India
distributing to over 60 countries. It has manufacturing plants located at Hosur in Tamil Nadu
Mysore in Karnataka and Nalagarh in Himachal Pradesh. It also has one manufacturing unit
located at Karawang in Indonesia.In the year 1979 TVS Group company Sundaram-Clayton
Ltd started Moped Division at Hosur to manufacture TVS 50 mopeds. In the year 1982 the
Company entered into a technical know-how and assistance agreement with Suzuki Motor Co
Ltd of Japan and in the year 1985 they incorporated a new company Lakshmi Auto
Components Pvt Ltd for manufacture of critical engines and transmission parts.

15
TVS MOTORS MARKETING STRATEGY & MARKETING MIX

Marketing Strategy of TVS Motors analyzes the brand with the marketing mix framework
which covers the 4Ps (Product, Price, Place, Promotion). There are several marketing
strategies like product innovation, pricing approach, promotion planning etc. These business
strategies, based on TVS Motors marketing mix, help the brand succeed in the market. TVS
Motors marketing strategy helps the brand/company to position itself competitively in the
market and achieve its business goals & objectives.

TVS MOTORS PRODUCT STRATEGY:

TVS caters to a wide range of automotive categories which include mopeds (XL, Super XL,
Super Heavy Duty, XL 100, XL 100 Comfort), Scooters (TVS Scotty pep, Scotty zest 110,
We go 110, Jupiter), Motorcycles (Sport, start city +110, Victor 2016 Phoenix 125, TVS
Apache RTR 160, 180, 200 and 200 4V) and 3 wheelers (King), which all come under the
product strategy in the marketing mix of TVS Motors. TVS has earnt a reputation of
producing very innovative solutions for its product lineup. It has innovated such products as
TVS 50, India’s first two-seater moped, Scotty, India’s first scooter Ette, TVS Champ,
India’s first Digital Ignition, Apache, India’s first bike to feature Anti-Lock Braking System,
Jive, first bike in India without a clutch, We go, first scooter featuring Body balance
technology, Victor, first indigenously developed Indian bike. So, catering to mass markets as
well as young working professionals, smart independent women and sports-oriented
youngsters, TVS has a wide range of products.

TVS MOTORS PRICE/PRICING STRATEGY:

TVS motors is one of the largest selling motorcycle brands in India. Strictly keeping in mind,
the sentiments and value of Indians, TVS prices its products competitively, undercutting the
competition in case of Scooters, and entry level motorcycles. Traditionally TVS has been
known for its value pricing for its spare parts too, many of which are used in its own
products. Since buyers of these segments have constantly changing needs, TVS uses survival
strategy to remain competitive. Thus, mostly the pricing strategy in the marketing mix of
TVS Motors is based on competition. The hotly contested Rs50000 to Rs80000 segment sees
a lot of entrants each year but TVS continues to be profitable and drives home good sales
because of its pricing strategies.

16
TVS MOTORS PLACE & DISTRIBUTION STRATEGY:

TVS motorcycles have a strong distribution network. Boasting of an extensive dealer network
exceeding 2000 in most states of India, TVS has presence which is bested only by
competitors like Hero MotoCorp and Bajaj. With manufacturing plants in Hosur, Nalagarh,
Mysore, Karawang, Indonesia. With a strong focus on rural markets, TVS as a brand is
etched in the memories of those living in outskirts and rural areas and not just cities and tier 1
towns. The wide dealership network is the place strategy in the marketing mix of TVS
Motors, Licensed showrooms apart from authorized dealerships also stock and sell TVS
vehicles, sometimes paired with finance and loan schemes.

TVS MOTORS PROMOTION & ADVERTISING STRATEGY:

TVS has been able to strengthen its brand in India with extensive marketing. It has clearly
understood its segmentation and positioning and directs its promotional activities to specific
target audiences. A multi-faceted strategy of communications with a strong online presence
helps it to gain leverage as far as back of the mind recall is concerned. Good media relations,
and carefully targeted advertising campaigns as a part of the promotional strategy in the
marketing mix of TVS, further help build the brand to grow. Comprehensive brochures, ATL
advertising, standees, direct emailers etc all help boost TVS sales. Hence, all these points
summarize the marketing mix of TVS Motors.

17
PRODUCT PROFILE

18
 PRODUCT PROFILE

TVS Ronin is a motorcycle with a starting price of 1.49 Lakh. It is available in India in 4
variants and 6 colors with high end variant price starting from 1.71 Lakh. Ronin is powered
by a 225.9 ccbs6 engine which develops a power of 20.4 PS and a torque of 19.93 Nm. It has
Disc front brakes and Disc rear brakes. The weight of TVS Ronin is 160 kg and comes with a
fuel

The price of TVS Ronin in India starts at Rs. 1,49,000 and goes upto Rs. 1,70,750. TVS
Ronin comes with 4 variants which includes Ronin Single Tone - Single Channel, Ronin
Dual Tone - Single Channel. The top variant is Ronin Triple Tone - Dual Channel - Dawn
Orange which comes at a price tag of Rs.1,70,750.

The TVS Ronin is meant to be a great do-it-all, feature-rich motorcycle, and it is, but if you're
only commuting. So, while it feels like TVS started with a great idea, it fell a little short on
the execution front.

TVS Ronin Price

The TVS Ronin is available in three variants: single channel, single tone variant priced at Rs
1,49,000, single channel, dual tone variant priced at Rs 1,56,500 and the top-of-the-line dual
channel, triple tone variant retailing at Rs 1,68,750 (all prices ex-showroom Delhi).

19
TVS Ronin Features

The TVS Ronin features a fully digital instrument cluster with TVS SmartConnect Bluetooth
connectivity. Along with displaying notifications and allowing you to accept or reject calls, it
also features turn-by-turn navigation, voice and ride assist and a USB charger. Additional
features include a side stand warning, phone battery alert and low fuel alert. It also gets two
ABS modes: Urban and Rain along with a Glide Through Technology or GTT, TVS’ low-
speed ride assist

TVS Ronin Engine

Powering the TVS Ronin is a 225.9cc air-/oil-cooled, single-cylinder engine producing

20.40PS at 7750rpm and 19.93Nm at 3750rpm. It comes mated with a five-speed gearbox
with an assist and slipper clutch.

TVS Ronin Underpinnings

The TVS Ronin boasts some premium hardware like a 41mm Showa big piston USD fork
and a monoshock for suspension duties, while a 300mm disc up front and a 240mm disc at
the rear handle the braking. It gets dual channel ABS for extra safety on the higher-end
variant, and a dual-channel unit otherwise. It also gets two ABS modes: Urban and Rain. It
rolls on 17 inch alloys with TVS Remora block patterned tyres.

20
OBJECTIVE OF THE STUDY

21
 OBJECTIVE OF THE STUDY

 To study the sales and promotional strategies of TVS RONIN implemented by TVS
Motors in East Nagpur City.

 To study the level of customer satisfaction towards TVS RONIN in East Nagpur.

 To Know the customer opinion about the sales and promotional strategies
implemented.

 To advice appropriate sales and promotional activities.

 To know what extent sales promotions helps in increasing the sales.

 To identify the sales and promotional activities adopted by Mercury Motors (TVS
MOTORS)

 To study the effectiveness of advertisement on TVS Motors.

22
HYPOTHESIS

23
 HYPHOTHESIS

H0) Sale promotion strategies of TVS Motors are ineffective which help in capturing large
segment of the market.

H1) Sale promotion strategies of TVS Motors are highly effective which help in capturing
large segment of the market

H2) Customer are highly satisfy with the service of TVS Motors

24
RESEARCH METHODOLOGY

25
 RESEARCH METHODOLOGY

Research Methodology

Research is a systematic activity directed towards discovery and the Development of an

organised body of knowledge” Research plays a vital role in management decision making by
analysing the situation systematically and finding new ways to support the operation. For
example, accompany may conduct research to know the consumer review about certain
products.

Research can be carried out using various methods and techniques which are collectively
called as research methods. Research methods are the tools and techniques for analysing and
collecting data so that meaningful outcomes can be extracted from the problem being studied.
Research methodology’ can be defined as the scientific procedure to solve various problems
related to research

Research design

A research design is the set of methods and procedures used in collecting and analysing
measures of the variables specified in the problem research “Research design is the plan,
structure and strategy of investigation conceived so as to obtain answer to research question
and to control variance.”A research design set of methods and procedures used in collecting
and analyzing measures of the variables specified in the problem research.

Research design is defined as a framework of methods and techniques chosen by a researcher

to combine various components of research in a reasonably logical manner so that the
research problem is efficiently handled. It provides insights about “how” to conduct research
using a particular methodology. Every researcher has a list of research questions which need
to be assessed

– this can be done with research design.

26
TYPES OF RESEARCH

The basic types of research are as follows:

[1] DESCRITPTIVE VS. ANALYTICAL

Descriptive research includes survey 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. In social
science and business research we quite often use the term Ex post facto research for
descriptive research studies example, frequency of shopping, preferences of people, or similar
data.

[2] APPLIED VS. FUNDAMENTAL

Research can either be applied (or action) research or fundamental (to basic or pure) research.
Applied research aims at finding a solution for an immediate problem facing a society or an
industrial/business organization, whereas fundamental research is mainly concerned with
generalization and with the formulation of a theory.

[3] CONCEPTUAL VS. EMPIRICAL

Conceptual research is that related to some abstract ideas or theory. It is generally used by
philosophers and thinkers to develop new concepts or to interpret existing ones. On the other
hand, empirical research relies on experience or observation alone, often without due regard
for system and theory.

• SOME OTHER TYPES OF RESEARCH

All the types of research are variation of one or more of the above stated approaches, based
on either the purpose of research, or the time required to accomplish research, on the
environment in which research is done, or on the basic of some other similar factor.

 A Researcher is using descriptive research method for the research.

27
TYPES OF RESEARCH METHOD TECHNIQUE

QUANTITATIVEVS & QUALITATIVE

Qualitative Research

It gathers data about lived experiences, emotions or behaviors, and the meanings individuals
attach to them. It assists in enabling researchers to gain a better understanding of complex
concepts, social interactions or cultural phenomena. This type of research is useful in the
exploration of how or why things have occurred, interpreting events and describing actions.

Quantitative Research

It gathers numerical data which can be ranked, measured or categorized through statistical
analysis. It assists with uncovering patterns or relationships, and for making generalizations.
This type of research is useful for finding out how many, how much, how often, or to what
extent.


A researcher is using Quantitative & Quantitative Research method for the
research.

SAMPLE DESIGN

Researcher is using sampling method in which some elements of the population are included
in the sample. A sample design is made up of two elements. Sampling method refers to the
rules and procedure by which some elements of the population are included in the sample.
Some common sampling methods are simple random sampling, stratified sampling, and
cluster sampling.

TYPES OF SAMPLING METHOD

Researcher is using non-probability sampling for this research which is based on the fact that
every member of a population has a known & equal chance of being selected.Sample designs
are basically divided into two types.

 PROBABILITY SAMPLING
 NON-PROBABILITY SAMPLING

28
[1] PROBABILITY SAMPLING:

The method in which all units of the universe is given equal chance of being selected in the
sample, is known as probability sampling. There is an assurance of the result in terms lies of
probability that are obtained through probability or random sampling.

Types of probability sampling:

 Simple random sampling is a completely random method of selecting subjects.

These can include assigning numbers to all subjects and then using a random
number generator to choose random numbers. Classic ball and urn experiments are
another example of this process (assuming the balls are sufficiently mixed). The
members whose numbers are chosen are included in the sample.
 Stratified Random Sampling involves splitting subjects into mutually exclusive
groups and then using simple random sampling to choose members from groups.
 Systematic Sampling means that you choose every “nth” participant from a complete
list. For example, you could choose every 10th person listed.

 Multi-Stage Random sampling uses a combination of techniques.

[2] NON-PROBABILITY SAMPLING:

Non-probability sampling is that type of sampling procedure which does not have anyground
for estimating the probability that whether or not each item in the populationhas been
included in the sample is known as non-probability sampling.

Types of Non-probability sampling:

 Convenience Sampling: as the name suggests, this involves collecting a sample

from somewhere convenient to you: the mall, your local school, your church.
Sometimes called accidental sampling, opportunity sampling or grab sampling.

 Quota Sampling: where the groups (i.e. men and women) in the sample are
proportional to the groups in the population.

29
  Snowball Sampling: where research participants recruit other members for the study.
This method is particularly useful when participants might be hard to find. For
example, a study on working prostitutes or current heroin users.

 Researcher is using non-probability sampling for this research which is based on

the fact that every member of a population has a known & equal chance of being
selected.
 A Researcher is using simple random sampling technique for the

research SAMPLE SIZE

The sample size is 3 Dealers and 50 Customer.

SAMPLE AREA

The sampling area is East Nagpur, mercury motors.

SAMPLE UNIT

Mercury motors, TVS equable -Dynamic motors, Harsh motors The TVs Showroom

30
SCOPE OF THE STUDY

3
 SCOPE OF THE STUDY

Scope of Sales Promotion. As consumers have developed a resistance to advertising, the use of
sales promotion has increased. There is scope for a variety of activities with sales promotion
and companies seek to create a promotion that singles it out from competitors.it offers buyers a
supplementary attraction as an incentive to engender an instant sale.

The role of sales promotion is to encourage purchase by temporarily improving the value of a
brand. However, it is part of the overall marketing mix and should tie in with advertising,
product performance and pricing. The purpose of advertising is to improve dispositions towards
a brand, while the objective of sales promotion is to translate favorable attitudes into actual
purchase.

3
LIMITATION

3
 LIMITATIONS

 The research is limited Up to East Nagpur.

 The Study is only for the period of (January to December) 2022.

 People were hesitant to disclose the true facts.

 The chance of biased response can’t be eliminated though all necessary steps were
taken to avoid the same

 This study is restricted only to east Nagpur. So the result may not be applicable to
other areas.

 The research is limited upto the market of TVS RONIN through TVS

 The study is limited to data obtained from 3 dealers and 50 consumers.

3
METHODS OF DATACOLLECTION

3
 METHODS OF DATACOLLECTION

Method of Data Collection:

Data collection is the process of gathering and measuring information on targeted variables in an
established systematic fashion, which then enables one to answer relevant questions and evaluate
outcomes. The data collection component of research is common to all fields to study including
physical and social sciences, humanities and business. It helps us to collect the main points as
gathered information. While methods vary by discipline, the emphasis on ensuring accurate and
honest collection is to capture quality evidence that then translated to rich data analysis and
allows the building of a convincing and credible answer to question that have been posed.

The data used for this study are

1. PRIMARY DATA
2. SECONDARY DATA

PRIMARY DATA

Primary data consisted of original information gathered for the specific purpose. Data was
collected from the primary sources i.e. questionnaire was developed with the help of which
personal interview were carried out. Questionnaire, Interview

Observation method:

Observation methods are generally used in cases where it is important to avoid the sort of errors
that can occur in interview methods or ‘bias’ as a result of evaluation and interpretation
processes on the part of the workers, or when, in future workplace design, no workers are yet
available for the planned jobs.

A] Interview method:
Interviews can be defined as a qualitative research technique which involves “conducting
intensive individual interviews with a small number of respondents to explore their perspectives
on a particular idea, program or situation.”There are three different formats of interviews:
structured, semi-structured and unstructured.

3
Structured interviews consist of a series of pre-determined questions that all interviewees
answer in the same order. Data analysis usually tends to be more straightforward because
researcher can compare and contrast different answers given to the same questions.

Unstructured interviews are usually the least reliable from research viewpoint, because no
questions are prepared prior to the interview and data collection is conducted in an informal
manner.

Semi-structured interviews contain the components of both, structured and unstructured

interviews. In semi-structured interviews, interviewer prepares a set of same questions to be
answered by all interviewees.

B] Questionnaire :

Questionnaires can be classified as both, quantitative and qualitative method depending on the
nature of questions. Specifically, answers obtained through closed-ended questions with multiple
choice answer options are analysed using quantitative methods and they may involve pie-charts,
bar-charts and percentages. Answers obtained to open-ended questionnaire questions are
analysed using qualitative methods and they involve discussions and critical analyses without use
of numbers and calculations.

3
SECONDARY DATA

Data gathered and recorded by someone else prior to and for a purpose other than has been
collected for another purpose. It involves cost, time and effort. Secondary data is data that is
being reused. Usually in a different context. Secondary data may either be published data or
unpublished

a) Various publication of the central, state and local government

b) Various publication of foreign government or of international bodies and their subsidiary
organizations
c) Technical and trade journals
d) Books, magazines and newspapers etc.,

 Researcher collected the primary data with the help of questionnaire & survey.
 Researcher collected the secondary data with the help of website, newspaper,
magazine, articles.

3
DATA ANALYSIS AND
INTERPRETATION

3
 DATA ANALYSIS

Data Analysis and Interpretation:

ANALYSIS: Analysis mean the computation of certain indices or measure along with
searching for patterns of relationship that exist among the data groups. Analysis, particularly
in case of survey or experimental data, involves estimating the values of unknown parameters
of the population and testing the hypotheses for drawing inferences. In this study, the data is
analysed based on percentage method.

PERCENTAGE METHOD:

Percentages are often used in data presentation for they simplify numbers, reducing reduced
in the standard form with base equal to 100 which fact facilities relative comparison. All of
them to a 0 to 100 range. Through the use of percentage.

4
DEALER POINTOF VIEW

1. From how long you will be associated with this company?

PARTICULAR PERCENTAGE

From 1 to 5 year 50%

From 5 to 10 year 40%

From 10 to 15 year 10%

TOTAL 100%

PERCENTAGE

10%

50%
40%
FROM 1 TO 5 YEAR
FROM 5 TO 10 YEAR
FROM 10 TO 15 YEAR

INTERPRETATION: From the above graph it interpreted that 50% of dealer are associated
with this company from 1 to 5 year, 40% of dealer are associated with this company from 5
to 10 year and 10% of the dealer are associated with company from 10 to 15 years.

4
2.Are you satisfied with the promotional offers given by TVs?

PARTICULAR PERCENTAGE

SATISFIED 58%

UNSATISFIED 42%

TOTAL 100%

PERCENTAGE

42%

58%

SATISFIED
UNSATISFIED

INTERPRETATION: From the above graph it is interpreted that 58 % of dealer are not
satisfied with the promotional offer given by tvs company and 42 % of dealer are satisfied
with the promotional offer given by tvs company.

4
3.Does promotional activities creates interest in buying the product?

SERVICE PERCENTAGE
YES 80%
NO 20%
TOTAL 100%

PERCENTAGE

20%

YES
NO

80%

INTERPRETATION: From the above chart it is interpreted that 80% of dealer are
interested in buying the product and 20% of buyer are not interested in buying the product.

4
4. According to you promotion through which social networking will be beneficial?

SERVICE PERCENTAGE
YOUTUBE 40%

FACEBOOK 50%

TWITTER 10%

TOTAL 100%

Sales

10%

YOUTUBE FACEBOOK
40% TWITTER

50%

INTERPRETATION: From the above graph it is interpreted that 50% of dealer said that
facebook is beneficial, 40% of dealer said that youtube is beneficial and 10% of dealer said
that twitter is beneficial

4
5. Do you think promotional strategies done by TVs motor company are different from
other brands?

SERVICE PERCENTAGE

YES 70%

NO 30%

TOTAL 100%

PERCENTAGE

30%
YES NO
70%

INTERPRETATION: From the above graph it is interpreted 70% of delar said that service
provide by the TVs motor company is create interest buying the product.

4
6. Do you think promotional strategies affect buying behavior?

SERVICE PERCENTAGE

YES 80%

NO 20%

TOTAL 100%

PERCENTAGE

20%

YES
NO

80%

INTERPRETATION: From the above graph it is interpreted that 80% of delar said that
service provide by the TVs motor company the promotional activities affect buying behavior.

4
7. Are you satisfied with the price level of the ronin bike?

SERVICE PERCENTAGE

SATISFIED 70%

UNSATISFIED 30%

TOTAL 100%

PERCENTAGE

30%
SATISFIED
UNSATISFIED

70%

INTREPRETATION: From the above graph it is interpreted that 70 % of dealer are

satisfied with the price of ronin bike and 30% of dealer are unsatisfied with the price of ronin
bike.

4
8. What do you think about the service provided by the company?

SERVICE PERCENTAGE

SATISFIED 90%

UNSATISFIED 10%

TOTAL 100%

PERCENTAGE
10%

90%

SATISFIEDUNSATISFIED

INTREPRETATION: From the above graph it is interpreted that 90% dealer are satisfied
by service that are given by tvs company and 10% of dealer are unsatisfied with the service
that are provided by tvs company.

4
9.what percentage margin do you get?

SERVICE PERCENTAGE

ABOVE 50 % 0%

BELOW 50% 100%

TOTAL 100%

PERCENTAGE
0%

ABOVE 50%
BELOW 50%100%

100%

INTREPRETATION: From the above graph it is interpreted that 100% dealer said that they
get below 50 % margin.

4
10. What do you think about the social network site of the company?

SERVICE PERCENTAGE

BENEFICAIL 85%

NOT BENEFICAIL 15%

TOTAL 100%

PERCENTAGE

15%

BEBEFISER
NOT BENEFISER

85%

INTREPRETATION: From the above graph it is interpreted that 85% of dealer said that
social network site is beneficial and 15 % of dealer said that social network site is not
beneficail.

5
CONSUMER POINT OF VIEW:

1. Which type of bike you prefer?

BIKES NO. OF RESPONDENT PERCENTAGE

HERO SPLENDAR 10 20%

PASSION PRO 10 20%

TVS APACHE 10 20%

BAJAJ PLATINA 20 40%

TOTAL 50 100%

PERCENTAGE
PERCENTAGE

45%
40%
40%

35%
30%
25%
20%

20% 20% 20%

15%
10%
5%
0%

HERO SPLENDAR BAJAJ PLATINA PASSION PRO TVS APACHE

INTERPRETATION:From the above graph it is interpreted that 20% of consumer refer

hero splendar, 40% of consumer prefer bajaj platina, 20% of consumer refer TVsApache and
20% of consumer preferred passion pro.

it is cleared that maximum number of consumers prefer Bajaj platina.

5
2. Are you user of TVS Motor?

USER NO OF RESPONDENT PERCENTAGE

YES 40 80%

NO 10 20%

TOTAL 50 100%

PERCENTAGE
PERCENTAGE

90%
80%
80%

70%
60%
50%
40%
30%
20%

20%

10%
0%

YES NO

INTERPRETATION: From the above graph it is interpreted that 80% of consumer are the
user of tvs motor company and 20% of consumer are not user of tvs motor company.

it is clear that maximum number of consumers are the user of tvs motor company.

5
3. Are you attracted by watching advertisement of TVS motors?

ADVERTISMENT NO OF RESPONDENT PERCENTAGE

YES 40 80%

NO 10 20%

TOTAL 50 100%

PERCENTAGE
90%
80%
80%

70%
60%
50%
40%
30%
20%

20%

10%
0%

YES NO

PERCENTAGE

INTERPRETATION: From the above graph it is interpreted that 80% of consumer are
attracted by the advertisement and 20% of consumer are not attracted by the advertisement.

It is mainly clear that 80% of consumer are attracted by the advertisement.

5
4.Which factor influence you to purchase the ronin bike?

PURCHASE NO OF RESPONDENT PERCENTAGE

PRICE 30 60%

QUALITY 10 20%

OFFER 10 20%

TOTAL 50 100%

PERCENTAGE
PERCENTAGE

70%

60% 60%

50%

40%

30%

20% 20% 20%

10%

0%
OFFER PRICE QUALITY

INTERPRETATION:Above the graph it is interpreted that 60% of consumer are influence

by the price of TVS motor company , 20% of consumer are influence by the quality of TVS
motor company ,20% of consumer are influence by the offer.

It is mainly clear that 60% of consumer are influence by the price of TVS motor company.

5
5. Do you think that price ronin bike are affordable ?

PRICE NO OF RESPONDENT PERCENTAGE

YES 45 90%

NO 5 10%

TOTAL 50 100%

PERCENTAGE
100%
90%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%

10%

YESNO

PERCENTAGE

INTERPRETATION: From the above graph it is interpreted that 90% of consumer say that
the price of Ronin bike are affordable and 10% consumer say the price of ronin bike are not
affordable.

It is mainly clear that 90% of consumer say the price of Ronin bike are not affordable.

5
6. Level of satisfaction about ronin bike?

SATISFACTION NO OF RESPONDENT PERCENTAGE

HIGHLY SATISFIED 20 40%

SATISFIED 10 20%

NEUTRAL 10 20%

DISSATISFIED 10 20%

TOTAL 50 100%

PERCENTAGE
45%
40%
35%
30%
25%
20%
15%
10%
5%
0%

HIGHLY SATISFIED SATISFIED NETRUAL DISSATISFIED

PERCENTAGE

INTERPRETATION:From the above graph it is interpreted that 40% consumer are highly
satisfied with the Ronin bike,20% of consumer are satisfied with the Ronin bike,20%
respondent are Natural with the Ronin bike and 20% respondent are dissatisfied with the
Ronin bike.

It is mainly clear that 40% of consumer are highly satisfied with the ronin bike.

5
7. Will you suggest to your friends for Ronin bike?

SUGGESTION NO OF RESPONDENT PERCENTAGE

YES 40 80%

NO 10 20%

TOTAL 50 100%

PERCENTAGE
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%

YES NO

PERCENTAGE

INTERPRETATION: From the above graph it is interpreted that 80% consumer suggest
ronin bike to their friend and 20% consumer not suggested to there friend.

It is mainly clear that 80% of respondent are suggested to there friend about ronin bike.

5
8. Any complaint about the ronin bike?

COMPLAINT NO OF RESPONDENT PERCENTAGE

YES 15 30%

NO 35 70%

TOTAL 50 100%

PERCENTAGE
80%

70%

60%

50%

40%

30%

20%

10%
YES NO
0%
PERCENTAGE

INTERPRETATION: From the above graph it is interpreted that 30% of consumer have
complaint about ronin bike and 70% consumer are not having a any complaint about Ronin
bike.

It is mainly clear that 70% consumer does not have any complaint about Ronin bike.

5
9. Do you recommend TVs to others?

SERVICE PERCENTAGE

YES 90%

NO 10%

TOTAL 100%

PERCENTAGE
100%

90% 90%
80%

70%

60%
PERCENTAGE
50%

40%

30%

20% 10%
0%
10%
YES NO

INTERPRETATION: From the above graph it is interpreted that 90% of consumer are
recommended to other and 10% of consumer are not recommended to other.

It is mainly clear that 90% of consumer are recommended TVS RONIN BIKE to others.

5
10. How did you come to known about this TVs ronin bike?

SERVICE PERCENTAGE

MAGAZINE 60%

ADVERTISMENT 40%

TOTAL 100%

PERCENTAGE
70%

60% 60%

50%

40% 40%
PERCENTAGE
30%

20%

10%

0%

MAGAZINE ADVERTISMENT

INTERPRETATION: From the above graph it is interpreted that 60% of consumer are
known about TVS RONIN bike from magazine and 40% of consumer are known about TVS
RONIN bike from advertisement.

It is mainly clear that 60% of consumer are known about TVS RONIN bike from the
magazine.

6
FINDING CONCLUSION &
SUGGESTION

6
FINDINGS

6
DEALER

 From the above graph it interpreted that 50% of dealer are associated with this
company from 1 to 5 year, 40% of dealer are associated with this company from 5 to
10 year and 10% of the dealer are associated with company from 10 to 15 years.
 From the above graph it is interpreted that 58 % of dealer are not satisfied with the
promotional offer given by tvs company and 42 % of dealer are satisfied with the
promotional offer given by tvs company.
 From the above chart it is interpreted that 80% of dealer are interested in buying the
product and 20% of buyer are not interested in buying the product.
 From the above graph it is interpreted that 50% of dealer said that facebook is
beneficial, 40% of dealer said that youtube is beneficial and 10% of dealer said that
twitter is beneficial.
 From the above chart it is interpreted that 70% of dealer said that service provide by
the TVs motor company is create interest buying the product.
 From the above graph it is interpreted that 80% of dealer service provide by the TVs
motor company the promotional activities affect buying behavior by.
 From the above chart it is interpreted that 70 % of dealer are satisfied with the price of
ronin bike and 30% of dealer are unsatisfied with the price of ronin bike.
 From the above chart it is interpreted that 90% dealer are satisfied by service that are
given by tvs company and 10% of dealer are unsatisfied with the service that are
provided by tvs company.
 From the above chart it is interpreted that 85% of dealer said that social network site
is beneficial and 15 % of dealer said that social network site is not beneficial.
 From the above chart it is interpreted that 100% dealer said that they get below 50 %
margin.

6
CONSUMER

 From the above graph it is interpreted that 20% of consumer refer hero splendar, 40%
of consumer prefer bajaj platina, 20% of consumer refer tvs apache and 20% aof
consumer preferred passion pro. it is cleared that maximum number of consumer
prefer bajaj platina.
 From the above graph it is interpreted that 80% of consumer are the user of tvs motor
service and 20% of consumer are not user of tvs motor company.it is clear that
maximum number of consumer are the user of tvs motor company.
 From the above graph it is interpreted that 80% of consumer are attracted by the
advertisement and 20% of consumer are not attracted by the advertisement. It is
mainly clear that 80% of consumer are attracted by the advertisement.
 Above the graph it is interpreted that 60% of consumer are influence by the price of
TVS motor, 20% of consumer are influence by the quality of TVS motor
company,20% of consumer are influence by the offer. It is mainly clear that 60% of
consumer are influence by the price of TVS motor company.
 From the above graph it is interpreted that 90% of consumer say that the price of
Ronin bike are affordable and 10% consumer say the price of ronin bike are not
affordable. It is mainly clear that 90% of consumer say the price of Ronin bike are not
affordable.
 From the above graph it is interpreted that 40% consumer are highly satisfied with the
Ronin bike,20% of consumer are satisfied with the Ronin bike,20% respondent are
Natural with the Ronin bike and 20% respondent are dissatisfied with the Ronin
bike.It is mainly clear that 40% of consumer are highly satisfied with the ronin bike.
 From the above graph it is interpreted that 80% consumer suggest ronin bike to there
friend and 20% consumer not suggested to their friend. It is mainly clear that 80% of
respondent are suggested to their friend about ronin bike.
 From the above graph it is interpreted that 80% consumer suggest ronin bike to there
friend and 20% consumer not suggested to there friend. It is mainly clear that 80% of
respondent are suggested to there friend about ronin bike.
 From the above graph it is interpreted that 90% of consumer are recommended to
other and 10% of consumer are not recommended to other. It is mainly clear that 90%
of consumer are recommended TVS RONIN BIKE to others.

6
 From the above graph it is interpreted that 90% of consumer are recommended to
other and 10% of consumer are not recommended to other. It is mainly clear that 90%
of consumer are recommended TVS RONIN BIKE to others.
 From the above chart it is interpreted that 100% dealer said that they get below 50 %
margin.

6
 CONCLUSION

The research project was good experience. It enables to come the different opinion of the
customer about the TVS motors. TVS motors taking many opinions from the customer they
utilize all the opinion in new production. Company should design new and attractive offers as
well as policies such as warranty so as it is helpful in promotion process. In the context of
price, quality, service back up. Maintenance and safety. It was possible to understand the
level of customer satisfaction factors. Promotion activities very useful to know all
information about product at TVS.TVS motors price is not very high compare to the
competitor product so everyone can buy as per his/her need.

TVS taking care of his customer or delight the customers with its product quality. TVS
should try to enhance its post-sale service as preventive measure for maximizing the
satisfaction level. The preventive measure maintenance should be monitored on regular basis
to maintain the brand image in market, so that it competes with the competitors in the market.
Most of the respondents are satisfied with the services of TVS motors. Less labor charge and
service in time and increase in number of service station they are three major parameters in
demand.

6
 SUGGESTION

 Customer's feedback should be taken in a better way.

 Offers which are provided by company to the customers should be same for everyone.
 There should be more & emphasis given by the company for satisfying the customer
up to an
 apex limit by providing the utility of every penny of his money. The company can
communicate & develop stronger customer bonding by providing social & financial
benefits.
 The company should be flexible to bend its rules & procedures in the client's favors.
 Should increase the strengths of customer relationship management department by
hiring the component employee.
 There should be more use of information technology. To fulfill the needs of the
respondents.
 Area, to reach the maximum number customer.
 To know the problems faced by the customers at the time of post-sale service should
conduct free checkup camps and collect the feedback of at the time of service.

6
BIBLOGRAPHY

6
 BIBLIOGRAPHY

BOOKS:

 Kotler Philip, Keller Lane Kvin "Marketing Management" 12th edition Pearson
Education.

 Ramaswamy V.S., Namakumari S. "Marketing Management" 3rd edition 2006

Macmillan

 The sales acceleration formula by Mark Roberge.

 The New Strategy Selling by Robert.

 Advertising and sales promotion management by S.A. Chunawalla.

 Advertising and Sales Promotion by Pankhuri Bhagat.

 Advertising and Sales Promotion by S.H.H Kazmi and Satish Batra.

WEBSITES:

 www.google.com

 www.wiki.com

 www.yahoo.com

 w ww.tvsmotors.com

 https://en.m.wikipedia.org/wiki/TVS_Motor_Company

6
QUESTIONNAIRE

7
 QUESTIONNAIRE

As part of my BBA research project at the Rashtrasant Tukdoji Maharaj Nagpur University,
Iam conducting a survey that investigates “A STUDY ON SALES AND PROMOTIONAL
STRATEGIES ADOPTED BY TVS MOTORS WITH SPECIAL REFRENCE TO
“TVS RONIN” FOR THE PERIOD OF 2022-2023” I will appreciate if you could
complete the following table. Any information obtained in connection with this study that can
be identified with you will remain confidential.

DEALER

1. From how long you will be associated with this company?

A. from 1 to 5 year B. from 5 to 10 year C. from 10 to 15 year

2. Are you satisfied with the price level of the ronin bike ?

A. Satisfied B. Un Satisfied

3. Are you satisfied with the promotional offers given by TVS?

A. Satisfied B. Unsatisfied

4. What do you think about the service provided by the company?

A. satisfied B. Unsatisfied

5. Does Promotional activities creates interest in buying the product?

A. Yes B. No

7
6. According to you promotion through which social networking will be beneficial ?

A. Face book B. YouTube C. Twitter

7. Do you think promotional activities done by TVS are different from other brands?

A. Yes B. No

8. what percentage margin do you get?

A. under 50% B. Over 50%

9. Do you think promotional activities affect buying behaviour?

A. YesB. No

10. What do you think about the social network site of the company?

A. Beneficial B. Not beneficial

CONSUMER

1. Which type of bike you prefer?

A. Hero Splendar B. PassionPro C. Bajaj Platina D. TVS Apache

2. Are you user of TVS Motor?

A. Yes B.No

7
3. Are you attracted by watching advertisement of TVS motors ?

A. Yes B.No

4. Which factor influence you to purchase the ronin bike ?

A. price B.Quality C.offer

5. Do you think that price ronin bike are affordable?

A. Yes B.No

6. Level of satisfaction about ronin bike?

A.Highly B. satisfied C.Satisfied neutral D.unsatisfied

7. Will you suggest to your friends for Ronin bike?

A. Yes B. No

8. Any complaint about the ronin

bike? A.Yes B. No

9. Do you recommend TVs to others?

A. Yes B. No

10. How did you come to known about this TVs ronin bike?
A. Magazine B. Advertisement