18YYCMD035

“A STUDY ON EFFECT OF SALES PROMOTION ON SALES
ACTIVITES OF KTM AUTOMOBILES AT KTM KENGERI”

Project report submitted in partial fulfilment of the requirements for the
award of the Degree of
MASTER OF BUSINESS ADMINISTRATION
OF
BANGALORE UNIVERSITY
Submitted By
RAMEGOWDA A
Reg. No. 18YYCMD035
Under the guidance of
PADMASHREE INSTITUTE OF MANAGEMENT AND SCIENCE
Bangalore University
2019– 2020
DECLARATION BY THE STUDENT
I hereby declare that the “A STUDY ON EFFECT OF SALES PROMOTION
ON SALES ACTIVITES OF KTM AUTOMOBILES AT KTM

KENGERI” Is the result of the project work carried out by me under the guidance of Mrs
Rajani Balaji , PADMASHREE INSTITUTE OF MANAGEENT AND
SCIENCE, Bangalore in partial fulfilment for the awards of Master’s Degree in
business administration by Bangalore University.
I also declare that this project is the outcome of my own efforts and that it has
not been submitted to any other university or institute for the award of any other
degree or diploma or certificate.
Place: Bangalore Name: RAMEGOWDA A
Date: Register Number :18YYCMD035

ACKNOWLEDGEMENT
The satisfaction euphoria that accompanies the successful completion of any

task would be incomplete without the mention of those people who made it
possible. I would like to thank those people for their valuable support and
cooperation for the successful completion of this major task. I express my
indebtedness to the institution which has shaped my personality with the
valuable management education. In this process of this report many people
extended support guidance and encouragement to which I am profoundly
grateful.
I am very grateful to our bellowed Director DR.K.Y.Reddy and faculty

members of the management department.
I am especially indebted to my project internal guide Mrs. Rajani Balaji For

the valuable inputs provided to this project and support.
I also convey my thanks to all my nearest friends who have helped me to make
my report of success
DATE: RAMEGOWDA.A
PLACE: BANGALORE 18YYCMD035

TABLE OF CONTENTS
CHAPTER PARTICULARS PAGE

NO. NO.
1-4
01 INTRODUCTION
5-7
02 COMPANY PROFILE
8-10
03 RESEARCH DESIGN
11-55
04 DATA ANALYSIS AND INTERPRETATION
55-56
05 FINDINGS, SUGGESTIONS AND

CONCLUSION
56-61
ANNEXURE
LIST OF TABLES
TABLE DESCRIPTION OF TABLES PAGE

NO.
NO.
Table showing according to gender 11-12
4.1
Table showing according to their age group 13-14
4.2
Table showing respondent’s classification according to 15-16
4.3 income
Table showing Is KTM Automobiles has given the free test drive 16-17
for the customers?
4.4
Table showing Dose the benefits of sales promotion schemes reach 18-19
to you
4.5
19-20
Table showing How satisfied are you with our discount policy?
4.6
21-22
Table showing the you aware of the sales promotion schemer of KTM
4.7
automobiles?
22-23
Table showing the Are you aware of online promotions?
4.8
23-24
Table showing the Do you prefer e-promotion?
4.9
Table showing the What do you think sales promotion helps to retain 25-26
customer?
4.10
Table showing the Do you think sales promotion helps to create 27-28
awareness amongst customer?
4.11
Table showing Which sales promotion technique involves customer 28-29

receiving benefit when the purchasing of KTM automobiles?
4.12
Table showing which method of sales promotion will attract to you to 30-31
buy the KTM automobiles?
4.13
Table showing the What made you to purchase the product? 31-32
4.14
4.15 Table showing the Promotional schemes affect the purchasing 33-34
decision?
4.16 Table showing the How do you rate the validity of demo bikes in thiss 34-35
show room?
4.17 Table showing Sales promotional activities of rural areas are totally 36-37
different then urban areas?
Table showing the How composed are you with our insurance p o l I c 37-39
y for new bike?
4.18
4.19 Graph showing How satisfied are you with our insurance policy for 39-40
new bike?
4.20 Table showing the Have you visited our website? 40-41
4.21 Table showing the How did you get hear about KTM bikes? 41-42
4.22 Table showing the Sales promotion helps to increase sales of the 43-44
bikes?
4.23 Table showing the What do you think sales Promotion technique use 44-45
by KTM Automobile helps for easy to sale bikes?
4.24 Table showing the Are you satisfied with the services availed after the 46-47
purchase of KTM?
4.25 Table showing the Have you Aware of the procedure of buying 47-48
process?
4.26 49-50
Table showing the Do you agree that the services provided are up
to the mark?
4.27 Table: 4.27 Table showing the type of feature you prefer the most? 50-51
4.28 51-52
Table showing how would you evaluate the overall duality of

KTM?
Table showing how would you evaluate the overall duality of KTM?
4.29 Table 4.29 Table showing the Do you feel satisfied with the price of 53-54
KTM?
CHAPTER 1
INTRODUCTION
Marketing is a social process by taking what individuals and groups need, and creating,
offering, and exchanging products of value with others to get what they need. And
management process. Philip Kotler s marketing services include other activities.it is part
of the economics that deals with the utility of time , place, and ownership ,and is about
conducting the phase of business activity through the satisfaction of human needs. It is
satisfied by the exchange of goods and services for some valuable business relationships.
The process by which consumers discover and translate product and service specifications
is in turn , the more consumers choose markets and marketing , the more marketing they
choose, the more consumers to make it possible for more consumers. Make it possible for
more consumers. Plan marketing plans, organize implement, and control marketing
efforts.
Marketing Mix
A marketing mix is a set of marketing tools to pursue marketing objective’s in a target

market. McCarthy has generalized a four-factor classification of marketing tools know as
4P IN A marketing mix. They are
 Product
 Price
 Place
 Promotion
Product:
Product represent a company’s specific offer to the market, such as product quality,
design, features, branding, and packaging. Provide products with new product
development, product line, branding and related services. helps satisfy customer needs and
satisfaction from a customer perspective.
SALES PROMOTION
promotion is the process of persuading potential customers to purchase a product. sales

promotions are designed to be used as short-term tactics to increase sales. It is not a good
way to build long term customer loyalty. Some promotions are targeted at consumers.
Others are for intermediaries and in the company’s sales force. (the other four parts of the
promotion mix are advertising, personal sales, direct marketing, and public relations/
public relations) increase consumer demand, stimulate market demand, or increase product
availability. Examples, loss leaders, point of purchase, premiums, prizes , product
samples, and rebates. Promotions can be directed to customers, sales staff, or members of
distribution channels (such as retiles) promotions that target consumers are called
consumer promotions. Some sales promotions. Especially those that are unusual, are
considered by many to be gimmicks
concepts of sales promotional actives

The customers are allowed a chance out a test and win an invigorating prize.
 Discount vouchers a voceru ( like a money off coupon) markdown vouchers are same
like the money voucher
 Free endowments a free thing when buy another thing . the customers outfitted with
an unequivocal present during a time of acquirement to hold the customer and give
better purchasing experience.
Destinations of sales promotion;

The fundamental reason for deals advancement is to expand the offers of an item by
making request. Deals advancement as a capacity to supplement and enhance the
publicizing elements of the showcashing it encourages advertises to understand
assortment destinations these goals are further to advertisers and brokers
Parts of sales promotion

Deals advancement has two parts shopper advertisement and exchange advertisement
1. Purchase sales promotion methods;
Purchaser advancement is for the basic client, this advertisement is upheld by adds
, exposure, direct selling and so forth. This kind of offers advertisement is focused
toward the end purchasers. Client deals advertisement is a “ pull system” and
urges the clients to make a buy.
 Price off promotions
It implies offering item at lower than typical cost. Organisation offers either a rebate
on the typical selling cost of the item are a greater amount of the item at a similar
cost. This sort of advertisement must be utilising either care as the expansion in deals
is picked up at the expense of a misfortune in the benefit. It draws in non-clients and
vial instrument to control challenge.
 Coupons
It is a technique for offering a rebate advertising. Coupons are the most generally
utilised client deals advertisement strategy. a coupon is a declaration that offers a
value decrease for some predetermined things to the holder.
2. Dealers sales promotion method

exchange advertisement is an promoted and exposed it is for the channel
individuals, organisations offers are for seller, wholesaler, retailer and operators
just principle intensions is to expand deals by offering motivation to them.
 Trade buying allowance;
In this strategy there is brief value decreased and repayment of caused by the sellers
in full or to some extent, purchasing stipend is a brief value decreased offer to the
retailer for acquiring explicit amount/unit of the item.
 Buyback allowance;
In this strategy, delegates are offered fiscal motivator for each extra unit obtained
after the underlining arrangements. this technique targets invigorating the channel
individuals to buy extra amount of stock that is well behind the typical stock.
 Merchandise allowance
It is a remittance to broke for giving wanted deals advertisement and item show. Go
between are typically required to show the confirmation of the notice did by them.
3. Partial Refund:
A firm may use the strategy of r e f u n d I n g a p a r t of the price paid by the client on
the production off some proof off purchase of it s products For instance, the buyer of two
cakes of a branded soap may be refunded Rs. 5 on returning the empty packages to the
dealer.
4. Packaged Premium: Under this, the seller offers premium to the buyer by way of
supplying a gift along with the product or inside the product package. Premium on sales
helps the salesman to make effective presentation, stimulate sale in a particular area, lead
to enlistment of new customers and have the way for introducing new brands in the
market. Premiums are generally given in the case of customer convenience goods such as
packed tea leaves, blades, tooth-pastes and toilet soaps.
CHAPTER 2
COMPANY PROFILE
KTM AG (the former KTM Sport motorcycle AG) is an Austrian motorcycle and sports
car manufacturer owned by KTM Industries AG and Indian manufacturer Bajaj Auto. It
was formed in 1992 but traces its foundation to as early as 1934. Today, KTM AG is the
parent company of the KTM Group.
The company is headquartered in mattigoten, Austria and is run by CEO Stefan pierer.
Stefan pierer is a well-known person in the automotive industry and is widely respected as
a brave decision maker with a clear vision . Gerald kisskanis responsible for creating ktm s
unique design and brand identity. Kiska was responsible for product design and brand
positioning, and also created ktmsclear and internationally recognized ktm “orange
“corporate identity.
With approximately 3,000 employees, KTM produced more than 200,00 motorcycles and
generated sales of approximately $1.14 billion during fiscal 2026. About 30 sales
subsidiaries and three other joint ventures, provide KTM products to about 2,500
independent dealers and importers worldwide.
KTM 2013-2018
In 2013,ktm acquired the former Swedish motorcycles from its previous owner BMW
motored agate, and KTM reintegrated the brand Hagberg into Husqvarna motorcycles
As a result of the restructuring proves, KTM motorradholding gmbh became KTM ag in

2017 . in 2015 KTM generated sales of more than 1 billion euros and employed 2515
people by the end of the year . of the four remaining companies after the aplit in 1992 ,
KTM werkzeugbau Gmbh and KTM Kahler Gmbh (todys WP radiator) have re-joined the
KTM group . KTM farad Gmbh (KTM bike industries ) is an independent company and is
owned by Chinese inceptors. The KTM group by currently includes the KTM and
Husqvarna motorcycles brands,
Overall Quality of the KTM BIKE
The best way to inspect the quality of a KTM bike is to dig a little deper into each
component of the core philosophy of “ready for the race “ purity, performance , adventure,
and extremes
Adventure. KTM believes in taking bold risks and thinking outside the box. The company
wants to test new boundaries and incorporate new and innovative technology into each
bike. Extreme
KTM hopes that the company s reputations is directly related to its commitment to
building the most extreme “ motorcycles “that are optimal for all riding conditions.
SWOT ANALYSIS
power
 On of the most trusted names in the motorcycle industry, with strong friendship from
the legacy of “Humira Bajaj” and pulsar bikes
 KTM is a famous brand knows for its style and performance
Opportunity
 Duke launches 125cc bike market leader

 Increase market share by increasing sales
Weakness
 Competitive market
 Rising fuel prices have restricted the middle class from buying modern bicycles.
 The price is $2,100 and many heavy cc bikes are available at that price
CHAPTER 3
RESEARCH DESIGN
TITLE OF THE STUDY:

“A STUDY ON SALES PROMOTION OF SALES ACTIVITIES” OF
KTM AUTOMOBILES AT KTM KENGERI”
REVIEW OF LITERATURE:
VV subaruo(2017)
India recognize the importance of s& t in tis 1958 science policy resolution and 1983
technology policy statement. She concentrates on developing unique appropriate imported
technologies. To this end a number of tax incentives have been given to the private sector
industry, and other assistance has been given to the public sector to establish a research
and devilment sector. India has become self-sufficient in some areas and closer to self-
sufficiency in many other parts of the world thanks to government initiatives and the
active role of industry
ALLEN, C. PHARM MED (2016)
Reviewing during marketing materials is important to ensure the high quality of the drug
and to ensure that beneficiaries have sufficient information about benefits and risk. This
articles provides on overview and practical advise on control mechanisms that can affect
the overall quality of a product, bases on personal us and international experience. Us case
report are used to show examples of promotional violations and results of government
enforcement
STATEMENT OF THE PROBLEM:
Purpose of the study:
 Research car promotion activities in relation to KTM kangri

 Research the effectiveness of sales promotion activities of KTM vehicles.
 To understand customer opinions regarding KTM motors promotional activities.
 To learn about KTM automobile s yo taiga
SCOPE OF STUDY
The survey shows promotional programs such as sampling< coupons and promotions
conducted in various locations in Chennai. Create and implement new promotional events.
This survey will be the sales-oriented character of any promotion. This survey focuses on
target groups. Research on effective management of promotional activities. Operational
definition of the concept
OPERATIONAL DEFINITIONS OF CONCEPTS:
RESEARCH METHOD:
A descriptive study was conducted to study “research on KTM vehicle sales and research
on KTM vehicle sales and promotional activities at KTM kangri” many sources of data
collected through primary and secondary data
TOOLS FOR THE DATA COLLECTION:
 Data collection:
In this study, data was collected using
 Primary data: Collected through surveys and interacting with respondents.
 Secondary data: collected through journals, magazines, articles, and various websites.
SAMPLING TECHNIQUE:
Simple random sampling is used for sample size.
SAMPLE SIZE:
100 Respondents are undertaken for this study.
PLAN OF ANALYSIS:
Using tables and charts for making data analysis and interpretation.
LIMITATIONS OF THE STUDY:
 The researcher has accepted the data given by the respondents at its face value.
 Due to the time limitation in-depth study could not be undertaken.
 Due to the financial difficulties research is focused on only for objectives.
 The findings of the study are applicable only for current scenario
CHAPTER 4
DATA ANALYSIS AND

INTERPRETATION
Table 4.1
Table showing according to gender
Particular No of respondents Percentage of respondents %

s
Male 43 71.67 %
Female 17 28.33%
Total 60 100
Analysis:
 71.67% o ff t h e Respondents are male

 28.33% of t h e Res p o n d e n t s are female
Graph: 4.1
Graph showing according to gender
Percentage of respondents %
28.33%
Male
Female
71.67%
Interpretation: chart No-1According to this pie majority of the respondents

are male and only 28.33% of the respondents are female.
Table 4.2
Table showing according to their age group
Particulars No. of Percentage of

respondents respondents %
20-30 26 43.33%
30-40 22 36.66 %
40-50 10 16.66 %
50-Above 0 0%
Total 60 100
Analysis:
Out of the survey conducted it is` found that 43.33% respondents are in between 20-30 age
group,36.66% respondents are between 30-40%,16.66% respondents are in between 40-
50age group and 0 % respondents are in between 50 and above.
Table 4.2
Table showing according to their age group
50.00%
45.00%
40.00%
35.00%
30.00%
25.00%
43.33%
20.00%
36.66%
15.00%
10.00%
16.66%
5.00%
0.00% 0.00%
20-30 30-40 40-50 50-Above
interpretation
From the above graph majority of respondents are 20-30 age group and minority
respondents are 50 and above.
Table 4.3
Table showing respondent’s classification according to income
Particulars No. of respondents Percentage of

respondents %
10000 18 30 %
10000-20000 22 36.67 %
20000-30000 10 16.67 %
30000-Above 10 16.67 %
Total 60 100
Analysis:
From the above analysis income level of respondents are 10000 are 30%, 10-20 thousand
respondents are 36.67%,20-30 thousand are 16.67% and 30- above income respondents
are 16.67%.
Graph 4.3
Graph showing respondent’s classification according to income

40% 36.67%
35%
30.00%
30%
25% Percentage of respondents %

20% 16.67% 16.67%
15%
10%
5%
0%
10000 10000-20000 20000-30000 30000-Above
interpretation
From this graph we conclude that majority of offender are standing in the income level of
10-20thousand and minority of the respondents stands in the income level 20000-30000
and above
Table: 4.4
Table showing Is KTM Automobiles has given the free test drive for the
customers?
Particular No. of Percentage of respondents %

s respondents
Yes 42 70 %
No 18 30 %
TOTAL 60 100 %
Analysis:
From the above data it can be analysed that 70 % of respondents opinion is yes and 30%
of respondents is n
Graph: 4.4
Graph showing Is KTM Automobiles has given the free test drive for the customers?
30%
Yes
No
70%
Interpretation: can be interpret that majority of respondents get free test drive from
ktm automobiles and minority of respondents didn’t get free test driv
Table: 4.5
Table showing Dose the benefits of sales promotion schemes reach to you
properly?
21 35 %
Always
Often 10 16.68 %
Sometime 20 33.33 %
Rarely never 5 8.33 %
Never 4 6.66 %
TOTAL 60 100 %
Analysis:
From the above data analysed that 35% of respondents are always benefits of sales
promotion schemes,16.68% of respondents are often will get,33.33% of respondents are
sometimes,8.33% of respondents are rarely never and 6.66% are never
Graph: 4.5
Graph showing Dose the benefits of sales promotion schemes reach to you
properly?
Never 6.66%
Rarely never 8.33%
Sometime 33.33%
Often 16.68%
Always 35.00%
0% 5% 10% 15% 20% 25% 30% 35%
Interpretation: From the above graph majority of respondents opinion is sometimes will
reach benefits of sales promotion and minority respondents are opinion is never.
Table: 4.6
Table showing How satisfied are you with our discount policy?

respondents
%
highly satisfied 11 18.34 %
satisfied 39 65 %
Dissatisfied 10 16.67 %
TOTAL 60 100
Analysis:
From the above data 65% of respondents are satisfied with discount policy, 18.34% of
respondents are highly satisfied and 16.67% of respondents dissatisfied
Graph: 4.6
Graph showing how satisfied are you with our discount policy
17% 18%
highly satisfied
satisfied
Dissatisfied
65%
Interpretation: It is inferred that majority of respondents are satisfied and minority of

respondents are highly satisfied with discount policy.
Table: 4.7
Table showing the you aware of the sales promotion schemer of KTM
automobiles?
Particulars No. Of respondents Percentage of respondents %
Yes 39 65 %
No 21 35 %
TOTAL 60 100
Analysis:
It analysed that 65% of respondents are aware about sales promotion and 35% of
respondents are not aware.
Graph: 4.7
Graph showing you aware of the sales promotion schemer of KTM

automobiles?
70%
60%
50%
40%
65%
30%
35%
20%
10%
0%
Yes No
Interpretation: It inferred that majority of respondents are aware about sales

promotion and minority of respondents are not at all aware.
Table: 4.8
Table showing the Are you aware of online promotions?

respondents %
Yes 45 75 %
No 15 25 %
Total 60 100
Analysis:
It analysed that 75% of respondents are aware about online promotion and 25% of
respondents are not at all aware.
Graph: 4.8
Graph showing the Are you aware of online promotions?
25%
Yes
No
75%
Interpretation: It inferred that majority of respondents are aware about

online promotion and minority of respondents are not at all aware.
Table: 4.9
Table showing the Do you prefer e-promotion?

Yes 41 68.34 %
No 19 31.66 %
TOTAL 60 100
Analysis:
From the above table 68.34% of respondents prefer e-promotion and31.66%

of respondents are not ready to prefer e- promotion.
Graph: 4.9
Graph showing the Do you prefer e-promotion?

68.34%
70.00%
60.00%
50.00%
40.00% Percentage of respondents %

31.66%
30.00%
20.00%
10.00%
0.00%
Yes
No
Interpretation:
From the above graph majority of respondents prefer e-promotion
Table: 4.10
Table showing the What do you think sales promotion helps to retain customer?
Particulars No. Of Percentage of

Favour 52 86.66 %
Against 8 13.34 %
TOTAL 60 100%
Analysis:
From the above table 86.66% of respondents think sales promotion helps to
retain customers and13.34% of respondents against the statement.
Graph: 4.10
Graph showing the What do you think sales promotion helps to retain customer?
13.34%
Against
86.66%
Favour
0.00% 20.00% 40.00% 60.00% 80.00% 100.00%
Interpretation: It inferred that majority of respondents favour and minority of

respondent s are against towards sales promotion helps to retain customer’s statement
Table: 4.11
Table showing the Do you think sales promotion helps to create awareness
amongst customer?

Yes 50 83.34 %
No 10 16.66 %
TOTAL 60 100%
Analysis:
From the above data 83.34% of respondents opinion is sales promotion helps to create
awareness amongst customer and 16.66% of respondents not agree with the statement.
Graph: 4.11
Graph showing the Do you think sales promotion helps to create awareness
amongst customer?
16.66%
Yes
No
83.34%
Interpretation: It is interpret that most of the respondents are agree with sales
promotion helps to create awareness amongst customer and less of the respondents are
disagree with the statement.
Table: 4.12
Table showing Which sales promotion technique involves customer receiving

benefit when the purchasing of KTM automobiles?

respondents %
Reduced price 25 41.67 %
Competition 16 26.67 %
Gift with purchase 12 20 %
Coupons 7 11.66 %
TOTAL 60 100
Analysis:
From the above data 41.67% of respondents opinion is reducing price involve customer
receiving benefit when the purchasing ,26.67% of respondents opinion is competition,20%
of respondents opinion is gift, 11.66% of respondents opinion is coupons.
Graph: 4. 12
Graph showing the Which sales promotion technique involves customer receiving
benefit when the purchasing of KTM automobiles?
45.00% 41.67%
40.00%
35.00%
30.00% 26.67%
25.00%
20.00% 20.00%
15.00%
10.00% 11.66%
5.00%
0.00%
Reduced
price Competition
Gift with
purchase Coupons
Interpretation
From the above graph majority of respondents are opinion is reducing price will involve
customer benefit while purchasing and minority of respondents saying coupons.
Table: 4.13
Table showing which method of sales promotion will attract to you to buy the
KTM automobiles?

discount 22 36.67 %
price off 12 20 %
Gift vouchers 16 26.66 %
Coupons 10 16.67 %
TOTAL 60 100
Analysis:
From the above table 36.67% of respondents opinion is discount sales promotion will
attract to buy,26.66% of respondents opinion is gift vouchers,20% of respondents opinion
is price off and 16.67% of respondents opinion is coupons.
Graph: 4.13
Graph showing the Which method of sales promotion will attract to you to buy
the KTM automobiles?
40.00% 37%
35.00%
30.00%
27%
25.00%
20% Percentage of respondents %
20.00%
15.00% 17%
10.00%
5.00%
0.00%
discount
price off
Gift vouchers
Coupons
Interpretation:
It is inferred that discount sales promotion will helps to buy ktm motor bikes and
minority if respondents opinion is coupons.
Table: 4.14-
Table showing the What made you to purchase the product?

Advertisement 8 13.33 %
Brand name 33 55 %
Discount 9 15 %
Offer 10 16.67 %
TOTAL 60 100 %
Analysis:
From the above data 55% of respondents opinion brand name,16.67% of respondents
influence offers,15% of respondents influence discounts and 13.33% of respondents
opinion advertisements.
Graph: 4.14
Graph showing the What made you to purchase the product?
Offer 17%
Discount 15%
Brand name 55%
Advertisement 13%
0.00% 50.00% 100.00%
Interpretation: From the above graph majority of respondents influences to buy is

brand name and minority of respondents influence by advertisements.
Table: 4.15
Table showing the Promotional schemes affect the purchasing decision?

respondents respondents
%
Strongly agree 1 1.66 %
Agree 30 50 %
Neutral 16 26.66 %
Strongly disagree 7 11.66 %
Disagree 6 10 %
TOTAL 60 100
Analysis: From the above data 50% of respondents are agree,26.66% of defendant are
neutral,11.66% of offender are strongly disagree,10% of respondents are disagree and
1.66% of accused are strongly agree
Graph: 4.15
Graph showing the Promotional schemes affect the purchasing decision?
60.00%
50%
50.00%
40.00%
30.00% 27%
20.00%
12% 10%
10.00%
2%
0.00%
Strongly Agree Neutral Strongly Disagree
agree disagree
Interpretation:From the above graph it inferred that most of the defendant are agree
with promotional schemes affect the purchasing decision.
Table: 4.16
Table showing the How do you rate the validity of demo bikes in thiss show room?
Particulars No. of respondents Percentage of respondents %
Good 38 63.34 %
Neutral 16 26.66 %
Bad 6 10 %
TOTAL 60 100
Analysis:
It is analysed that 63.34% of respondents opinion is good,10% of respondents are neutral

and 26.66% respondents opinion is bad.
Graph: 4.16
Graph showing the How do you rate the availability of demo bikes in our show
room?
10.00%
Bad
26.66%
Neutral
63.34%
Good
0.00% 10.00% 20.00% 30.00% 40.00% 50.00% 60.00% 70.00%
Interpretation:
It is inferred that majority of respondents rate is good about availability of demo bikes in
our show room and minority of respondents are neutral.
Table: 4.17
Table showing Sales promotional activities of rural areas are totally different then
urban areas?

Strongly agree 18 30 %
Agree 31 51.67 %
Neutral 5 8.34 %
Disagree 4 6.66 %
TOTAL 60 100%
Analysis:
From the above table 51.67% of respondents are agree,30% of respondents are strongly
agree,8.34% of respondents are neutral,6.66% of respondents are disagree and 3.33% of
respondents are strongly disagree.
Graph: 4.17
Graph showing Sales promotional activities of rural areas are totally different
then urban areas?
60%
50%
40%
30% 51.67%
20%
30.00%
10%
8.34% 6.66%
3.33%
0%
Strongly Agree Neutral Strongly Disagree
agree disagree
Interpretation: It is interpret that most of the respondents are agree with Sales
promotional activities of rural areas are totally different then urban areas.
Table: 4.18
Table showing the How composed are you with our insurance p o l I c y for new
bike?

respondents %
Highly satisfies 13 21.67 %
Satisfied 38 63.34 %
Highly 5 8.33 %
dissatisfied
Dissatisfied 4 6.66 %
TOTAL 60 100%
Analysis:
From the above data 63.34% of respondents are satisfied,21.67% of respondents are highly
satisfied,8.33% of respondents are highly dissatisfied and 6.66% of respondents are dis
satisfied.
Graph: 4.18
Graph showing How satisfied are you with our insurance policy for new bike?
70.00%
60.00%
50.00%
30.00% 63.34%
20.00%
10.00% 21.67%
8.33% 6.66%
0.00%
Highly satisfies Satisfied Highly dissatisfied Dissatisfied
interpretation: Is is inferred that mojority of respondents are peaceful with

insurance policy for new bike and minority of respondents are dissatisfied.
Table: 4.19 Table showing How affective was the exchange offer and loyalty
programmes in our showroom to buy new Bike?
Particulars No. of respondents Percentage %
Excellent 14 23.33 %
good 36 60 %
Neutral 4 6.67 %
Bad 5 8.34 %
very bad 1 1.66 %
TOTAL 60 100
Analysis:
It analysed that 60% of respondents opinion is good,23.33% of respodents opinion is

excellent,6.67% of respondents are neutral,8.34% of respondents opinion is bad and
1.66% o respondents opinion is very bad.
Graph: 4.19
Graph showing How affective was the interchange offer and loyalty programmes
in our showroom to buy new Bike?
Percentage %
60%
60.00%
50.00%
40.00%
30.00% Percentage %
23%
20.00%
10.00%
7% 8%
0.00%
2%
Excellent
good
Neutral
Bad
very bad
Interpretation:It is inferred that most of the backs opinion is good about exchange
offer and devotion programmes in our showroom to buy fresh Bike.
Table: 4.20
Table showing the Have you visited our website?
Particulars No. Of Percentage of

Yes 16 26.66 %
No 44 73.34 %
TOTAL 60 100%
Analysis:
From the above data 73.34% of respondents are visited website and 26.66%
of respondents are not all visited the website.
Graph: 4.20
Graph showing the Have you visited our website?
26.66%
Yes
No
73.34%
Interpretation:
It is inferred that most of the compete visited website.
Table: 4.21
Table showing the How did you get hear about KTM bikes?

respondents %
TV 10 16.67 %
Internet 27 45 %
Print 3 5%
Others 20 33.33%
TO TAL 60 100%
analysis
From thiss table 45% of respondents opinion is internet,33.33% of respondents opinion is

others,16.67% of respondents opinion is tv and 5% of respondents opinion is print.
Graph: 4.21
Graph showing the How did you get hear about KTM bikes?
45.00%
40.00%
35.00%
30.00%
25.00% 45%
20.00%
33%
15.00%
10.00% 17%
5.00% 5%
0.00%
TV Internet Print Others
Interpretation:
From the above graph most of the respondents hear about KTM bikes in the internet.
Table: 4.22
Table showing the Sales promotion helps to increase sales of the bikes?

strongly agree 12 20 %
Agree 30 50 %
Neutral 12 20 %
Disagree 3 5%
Strongly disagree 3 5%
TOTAL 60 100
Analysis:
From the above data it is analysed that 50% of respondents are agree,20% of respondents
are strongly agree and neutral and 5% respondents are disagree and strongly disagree.
Graph: 4.22
Graph showing the Sales promotion helps to increase sales of the bikes?
50%
50%
45%
40%
35%
30%
25% 20% Percentage of respondents %
20%
20%
15%
10%
5% 5%
5%
0%
strongly
agree Agree
Neutral
Disagree
Strongly
disagree
Interpretation: From the above graph majority of respondents are agree with statement
and minority of respondents are disagree and strongly disagree.
Table: 4.23
Table showing the What do you think sales Promotion technique use by KTM
Automobile helps for easy to sale bikes?
Particulars No. Of percentages of

Strongly agree 12 20 %
Agree 31 51.67 %
Neutral 11 18.33 %
Disagree 4 6.67 %
To tal 60 100 %
Analysis:
Graph: 4.23
Graph showing the What do you think sales Promotion technique use by KTM
Automobile helps for easy to sale bikes?
Strongly disagree 3.33%
Disagree 6.67%
Neutral 18.33%
Agree 51.67%
strongly agree 20.00%
0% 10% 20% 30% 40% 50% 60%
Interpretation: from the above graph majority of the respondents are

agree and minority of the respondets are strongly disagree
Table: 4.24
Table showing the Are you satisfied with the services availed after the purchase of
KTM?

respondents
%
Highly satisfied 5 8.33 %
Satisfied 39 65 %
moderate 10 16.67 %
dis satisfied 6 10 %
TOTAL 60 100%
Analysis:
From the above data 65% of respondents are satisfied,16.67% of respondents are
moderate,8.33% of respondents are highly satisfied and 10% of respondents are
dissatisfied.
Graph: 4.24 Graph showing the Are you satisfied with the services availed after
the purchase of KTM?
dis satisfied 10%
moderate 17%
Satisfied 65%
Highly satisfied 8%
0.00% 20.00% 40.00% 60.00% 80.00%
Interpretation: From the above graph it is inferred that most of the respondents are
satisfied and less of the respondents are highly satisfied.
Table: 4. 25
Table showing the Have you Aware of the procedure of buying process?

respondents %
Yes 49 81.67 %
No 11 18.33 %
TOTAL 60 100%
Analysis: From the above data 81.67% of respondents are aware about procedure of buying
and 18.33% of respondents are not all aware.
Graph: 4. 25
Graph showing the Have you Aware of the procedure of buying process?
18.33%
Yes
No
81.67%
Interpretation: From the above chart most of the respondents are aware about buying
process
Table: 4.26
Table showing the Do you agree that the services provided are up to the mark?

respondents %
strongly agree 10 16.67 %
Agree 30 50 %
Neutral 13 21.66 %
Strongly Disagree 7 11.67 %
TOTAL 60 100%
Analysis:From the above data 50% of respondents are agree,21.66% o respondents are
neutral,16.67% of respondents are strongly agree and 11.67% of respondents are strongly
disagree.
Graph: 4.26 Graph showing the Do you agree that the services provided are up
to the mark?
50%
50.00%
45.00%
40.00%
35.00%
30.00%
17% 22%
20.00%
15.00%
10.00% 12%
5.00%
0.00%
strongly
agree Agree
Neutral
Strongly
Disagree
Interpretation:From the above chart most of the respondents are agree with the
services provided are up to the mark.
Table: 4.27 Table showing the type of feature you prefer the most?

respondents %
engine 30 50 %
Comfort 15 25 %
Price 11 18.33 %
Other 4 6.67 %
TOTAL 60 100%
Analysis: It is analysed that 50% of respondents prefer engine,25% of respondents prefer

comfort,18.33% of respondents prefer price and 6.67% of respondents prefer other
Graph: 4.27 Graph showing the type of feature you prefer the most?
50%
50%
45%
40%
35%
30% 25% Percentage of respondents %
25%
18%
20%
15%
10% 7%
5%
0%
engine Comfort Price Other
Interpretation: From the above chart it is inferred that most of the respondents prefer
engine.
Table: 4.28
Table showing how would you evaluate the overall duality of KTM?

very good 15 25 %
Good 35 58.34 %
moderate 5 8.33 %
Average 5 8.33 %
TOTAL 60 100%
Analysis: It is analysed that 58.34% of respondents opinion is good,25% of respondents

opinion is very good,8.33% of respondents opinion is moderate and average.
Graph: 4.28
Graph showing the how would you evaluate the overall duality of KTM?
8.33%
Average
8.33%
moderate
58.34%
Good
25.00%
very good
0% 10% 20% 30% 40% 50% 60%
Interpretation:
It is inferred that majority of respondents opinion is good and minority of respondents opinions is
average and moderate about ktm.
Table 4.29 Table showing the Do you feel satisfied with the price of KTM?
Particulars No. of Percentage

respondents of respondents
%
excellent 7 11.67 %
very good 9 15 %
good 24 40 %
Average 17 28.33 %
Bad 3 5%
TOTAL 60 100%
Analysis: From the above table 40% of respondenst are good opinion about
price,28.33% of respondents are average,11.67% respondents opinion excellent,15% of
respondent’s opinion is very good and 5% respondent’s opinion is bad.
Graph 4.29 Graph showing the Do you feel satisfied with the price of KTM?
40%
40.00%
35.00%
30.00%
28%
25.00%
15%
15.00% 12%
10.00%
5.00%
5%
0.00%
excellent
very good
good
Average
Bad
Interpretation: It is interpreting that most of the respondent’s satisfaction is good.

CHAPTER 5
FINDINGS, SUGGESTION AND

CONCLUSION
FINDINGS:
 70 % of respondent’s opinion is yes for KTM Automobiles has given the free test
drive for the customers.
 35% of respondents are always benefits of sales promotion schemes.
 65% of respondents are satisfied with discount policy.
 65% of respondents are aware about sales promotion.
 75% of respondents are aware about online promotion.
 68.34% of respondents prefer e-promotion.
 86.66% of respondents think sales promotion helps to retain customers.
 83.34% of respondents opinion is sales promotion helps to create awareness amongst
customer.
 41.67% of respondents opinion is reducing price involve customer receiving benefit
when the purchasing.
 36.67% of respondents opinion is discount sales promotion will attract to buy.
SUGGESTION:
 Improve your promotion platform to reach new customers.
 We most keep our promises to customers when delivering. They need to train them
 Sales executives with the appropriate knowledge and skills to serve customers.
 Need to enhance customer quality goods at the time of service and delivery.
 Maintain courtesy and principles for customers to enhance the highest quality and
highest quality service
 Sales force is credible and hinders customer change brand or dealer .
 Improve efficiency and growth by standing in the market.tm motor growth
 Completely dependent on. The company customer needs yodels.
 You need good customer relationship management with your customers.
 Customer relationship management resolves the following queries
 Prefect for that customer. Companies should make sure they give more importance
 Improve the quality and service of both existing and new customers.
 You need to maintain good intentions to contact customers. The company needs to
create something good
 Withstand competitors and other dealers among customers, good will it is very
important for all organizations to keep customers from rebranding
CONCLUSION-
You can conclude that promotion is important to improve your company’s sales. Reach
new customers. Every organization needs a good strategic plan because he was promoted
to withstand the market in fierce competition. With discount the company loyalty program
improves sales by attracting new customers. of the best promotions can help companies
achieve for all organizations based on company is better for promotion actives conducted
by the organization. Promotional actives performed by the organization to estimate sales
therefore, the sales promotions play an important role in an organization to archive its
goals. purpose. companies need to develop the best strategic plan to respond to
competition. market and meet customer needs.
Chapter 6: Annexure
1.What is your gender?
( ) male ( ) female
2.Whar is your age range?
( ) 16_20
( ) 26_35
( ) 36_45
( ) 46_55
3.Please indicate your monthly salary?
( ) Below RS 1500
( ) RS1500_Rs3000
( )Rs3000_Rs4500
( )Rs4500_Rs30000
4.Is KTM Automobiles Has given the free test drive for the customers?
( ) Yes ( ) NO
5. Dose the benefits of sales promotion schemes reach to you properly?
( ) Always ( ) often
( ) Sometime ( ) Rarely never ( ) Never
6. How satisfied are you with our discount policy?
( ) highly satisfied ( ) satisfied ( )dissatisfied
7. Are you aware of the sales promotion schemer of KTM automobiles?
( ) Yes ( ) No
8. Are you aware of online promotions?

( ) Yes ( ) No
9. Do you prefer e-promotion?
( ) Yes ( ) No
10. what do you think sales promotion helps to retain customer?
( ) Favour ( ) Against
11.Do you think sales promotion helps to create awareness amongst customer?
( ) Yes ( ) No
12. Which sales promotion technique involves customer receiving a benefit when the
purchasing of KTM automobiles?
( ) Reduced price ( ) Competition
( ) Gift with purchase ( ) Coupons
13, Which method of sales promotion will attract to you to buy the KTM automobiles?
( ) discount ( ) price off
( ) Gift vouchers ( ) Coupons
14.what made you to purchase the product?
( ) Advertisement ( ) Brand name
( ) Discount ( ) Offer
15.Promotional schemes affect the purchasing decision?
( )Strongly agree ( ) Agree
( ) Neutral ( ) Strongly disagree
( ) Disagree
16.How do you rate the availability of demo bikes in our show room?
( ) Good ( ) Neutral ( ) Bad

17. Sales promotional activities of rural areas are totally different then urban areas?
( )Strongly agree ( ) Agree ( ) Neutral
( ) Strongly disagree ( ) Disagree
18.How satisfied are you with our insurance policy for new bike?
( ) Highly satisfies ( ) Satisfied
( ) Highly dissatisfied ( ) Dissatisfied
19.How affective was the exchange offer and loyalty programmes in our showroom to buy
new Bike?
( ) Excellent ( ) good ( ) neutral ( ) bad
( ) very bad
20.Have you visited our website?
( ) Yes ( ) no
21. how did you get hear about KTM bikes?
( ) Tv ( ) Internet ( ) Print ( ) others
21.sales promotion helps to increase sales of the bikes?
( )strongly agree ( ) Agree ( )Neutral
( ) Disagree ( ) Strongly disagree
22.What do you think sales Promotion technique use by KTM Automobile helps for easy
to sale bikes?
( ) strongly agree ( ) Agree
( ) Neutral ( ) disagree
( ) Strongly Disagree
23. Are you satisfied with the services availed after the purchase of KTM?
( ) HIGLY SATISFIED ( ) satisfied
( ) moderate ( ) dis satisfied
24.Have you Aware of the procedure of buying process?
( ) yes ( ) no
25.What do you think sales promotion activity really beneficial for KTM automobiles to in
create the sales?
( )YES ( ) NO
26.Do you agree that the services provided is up to the mark?
( ) strongly agree ( ) Agree
( ) Neutral
( ) Strongly Disagree
27. What type of feature you prefer the most?
s( ) engine ( ) comfort
( ) Price ( ) other
28.Are you satisfied with the information provided by the company?
( ) highly satisfied ( ) satisfied
( ) moderate ( ) dis satisfied
29.How would you evaluate the overall duality of KTM?
( ) very good ( ) good
( ) moderate ( ) average
30. Do you feel satisfied with the price of KTM?
( )excellent ( ) very good

( ) good ( ) average
( ) bad
31.What element do you think are most important in the bike?
( ) Engine ( ) performance
( ) comfort ( ) other
32.What is your gender?
( ) male ( ) female
33.Whar is your age range?
( ) 16_20
( ) 26_35
( ) 36_45

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“A STUDY ON EFFECT OF SALES PROMOTION ON SALES

ACTIVITES OF KTM AUTOMOBILES AT KTM KENGERI”

MASTER OF BUSINESS ADMINISTRATION

Under the guidance of

PADMASHREE INSTITUTE OF MANAGEMENT AND SCIENCE

I hereby declare that the “A STUDY ON EFFECT OF SALES PROMOTION

ON SALES ACTIVITES OF KTM AUTOMOBILES AT KTM

business administration by Bangalore University.

Place: Bangalore Name: RAMEGOWDA A

Date: Register Number :18YYCMD035

The satisfaction euphoria that accompanies the successful completion of any

I am very grateful to our bellowed Director DR.K.Y.Reddy and faculty

I am especially indebted to my project internal guide Mrs. Rajani Balaji For

PLACE: BANGALORE 18YYCMD035

CHAPTER PARTICULARS PAGE

04 DATA ANALYSIS AND INTERPRETATION

05 FINDINGS, SUGGESTIONS AND

TABLE DESCRIPTION OF TABLES PAGE

Table showing according to gender 11-12

Table showing according to their age group 13-14

Table showing respondent’s classification according to 15-16

Table showing Which sales promotion technique involves customer 28-29

different then urban areas?

Table showing how would you evaluate the overall duality of

A marketing mix is a set of marketing tools to pursue marketing objective’s in a target

promotion is the process of persuading potential customers to purchase a product. sales

concepts of sales promotional actives

Destinations of sales promotion;

Parts of sales promotion

2. Dealers sales promotion method

As a result of the restructuring proves, KTM motorradholding gmbh became KTM ag in

Overall Quality of the KTM BIKE

 Duke launches 125cc bike market leader

TITLE OF THE STUDY:

ALLEN, C. PHARM MED (2016)

STATEMENT OF THE PROBLEM:

Purpose of the study:

 Research car promotion activities in relation to KTM kangri

OPERATIONAL DEFINITIONS OF CONCEPTS:

TOOLS FOR THE DATA COLLECTION:

Simple random sampling is used for sample size.

100 Respondents are undertaken for this study.

LIMITATIONS OF THE STUDY:

DATA ANALYSIS AND

Table showing according to gender

Particular No of respondents Percentage of respondents %

 71.67% o ff t h e Respondents are male

Graph showing according to gender

Interpretation: chart No-1According to this pie majority of the respondents

Table showing according to their age group

Particulars No. of Percentage of

Table showing according to their age group

Table showing respondent’s classification according to income

Particulars No. of respondents Percentage of

Graph showing respondent’s classification according to income

25% Percentage of respondents %

Particular No. of Percentage of respondents %

Rarely never 5 8.33 %