ANNIGERI SEVA TRUST

Y B ANNIGERI COLLEGE OF COMMERCE

DHARWAD

A INTERNSHIP REPORT ON

MARKETING AND SALES

UNDERTAKEN AT

NAGASHANTI ENTERPRISES PVT. LTD. HUBBALLI

Submitted to
KARNATAKA UNIVERSITY, DHARWAD.

FOR THE AWARD OF BACHELOR OF COMMERCE DURING

THE ACEDEMIC YEAR 2023-24
SUBMITTED BY
Mr. SUDEEP G
REGNO. U02EG21C00034
B.COM VI SEM
INTERNAL GUIDE EXTERNAL GUIDE
AKSHATA R H SACHIN PUNED
DEPT.OF COMMERCE SALE MANGER
Y B ANNIGERI COLLEGE DWD NAGASHATI ENTERPRISES PVT LTD
 ACKNOWLEDGEMENT

It is a matter of great pleasure to acknowledge those

personalities who have inspired, guided and contributed
immensely in bringing out this project report.
I am thankful to Mr. SACHIN PUNED of NAGASHANTI
ENTERPRISES PVT. LTD, for giving an opportunity and
support to undertake this project.
I would like to convey my sincere gratitude to my teacher
and project guide Prof. Akshata R H. Y. B. Annigeri college
of commerce Dharwad, from his assistance,
encouragement, guidance, & support in making this
Internship complete...

Lastly, I am thankful to our principal Dr. Chidand Badiger

who has given an opportunity and support in all activities
to achieve the best.
 DECLARATION

I Mr. SUDEEP G hereby declare that this project titled as

"MARKETING AND SALES" is submitted to Karnataka
University Dharwad as a partial fulfilment of the
requirement for the award of Degree of “bachelor of
commerce”. I have not submitted the project report
previously in part or full to any universities or institutes
for the award of any degree or diploma.

It has been under the guidance and supervision of internal

guide, Prof. Akshata R H, Y. B. Annigeri College of
Commerce. And to the best of my knowledge and belief,
this project is original and prepared by me.
 TABLE OF CONTENTS

Sl.
No Particulars Page

1 Executive summary 1-2

2 Introduction 3-4

3 Company profile 5-11

4 Problems/task undertaken 12-15

5 Research methodology 26-24

6 Theoretical summary 25-40

Relevant charts and tables

41-45
7

8 Contribution to the host organization 46-49

9 References 49-50
EXECUTIVE SUMMARY

Page | 1
EXECUTIVE SUMMARY

The project was aimed to "Study on Marketing & Sales of Renault

India Private Ltd," was doer at PIJNE, Tijen project was Dora under
Unnati Vehicles Private Ltd. Renault Siw, vroom Pune, this project
was carried out under the guiders of Professor Vineet Sir-gh

TYE project was undertaken to study on the consumer perception

and effectives of Sales Promotion activity individually Ard to
evaluate their impact on the customer buying preference towards
four wheelers Cars of Renault Company.

It includes mainly customer satisfaction on the seduces provided by

the dealers, opinion of the owners of Renault cars regardir•o its
features like, mileage, price etc. and study the customer satisfaction
with usage of their Rena Jet Cars,

Now coming to the initial weeks of the project was purely survey
and collection of data from many institutional customers, so as to
get to crow where exactly the product is standirv in market currently,
collection up-to date data and material from numerous sources and
areas concerned considerable time are involved regular efforts.

The data collected from two sources such as Primary data and
Secondary data- Primary data is collected directly from each and
every customer with the help of questionnaires aryl untenured
intergrew. Secondary data was collected from various business
newspapers, websites journal and various magazines. Sample of
494 respondents chosen as a simple random method.

The analysis of data obtained had been done by using Ear

Diagrams, Pie chart and on the basis of this at the end of the report
a trail has been made to slugfest certain steps that may help the
company in the constraints and thereby it can help identify and it-
creases or enhance customer satisfaction level.

Page | 2
INTRODUCTION

Page | 3
INTRODUCTION
Welcome to the Renault Showroom in Hubli, your gateway to
experiencing the latest in automotive innovation and style. Nestled in the
heart of Hubli, our showroom embodies Renault's commitment to
excellence and customer satisfaction.

As you step into our showroom, you'll be greeted by a modern and

spacious environment designed to showcase Renault's diverse range of
vehicles. From the stylish and compact Renault Kwid to the versatile
Duster SUV, each car embodies Renault's signature blend of French
design flair and cutting-edge technology.

Our knowledgeable and friendly sales team is dedicated to helping you

find the perfect Renault that suits your lifestyle and preferences.
Whether you're looking for a reliable family car or a dynamic city cruiser,
we're here to provide expert advice and assistance every step of the
way.

In addition to our showroom, we offer comprehensive after-sales

services to ensure that your Renault remains in peak condition for years
to come. Our service centre is equipped with state-of-the-art facilities
and staffed by certified technicians who use genuine Renault parts.

At Renault Hubli, we strive to create a seamless and enjoyable

automotive experience for every customer. Visit us today and discover
why Renault continues to be a leader in innovation, reliability, and driving
pleasure.

Feel free to customize it further based on specific details or highlights of

the Renault showroom in Hubli!

Page | 4
COMPANY PROFILE

Page | 5
 Type Public

Traded as Euronext: RNO

Industry Automotive

Area Served Worldwide

Founded 25 Feb-1899

Founder(s) Louis Renault, Marcel Renault, Fernand

Renault
Headquarters Boulogne-Billancourt, France

Number of locations 3 two-wheeler and 1 three-wheeler plants

Key people Carlos Ghosn

(Chairman & CEO)
Louis Schweitzer
(Chairman & CEO 1992-2005)
Products Automobiles, Commercial vehicles, Luxury
cars, Financing
Revenue Euro (€45.33 billion) (2015)

Profit (€2.96 billion) (2015)

Division Renault Sport Racing Cars

Slogans Drive the change (corporate)

Passion for life (Renault marque)
Website www.renaultindia.co.in
www.group.renault.com
RENAULT IN BRIEF: -

Page | 6
Page | 7
 STRUCTURES (ORGANISATION STUDY):

Renault holds a 43.4% stake in Nissan, while Nissan owns 15% of

Renault shares. Each company has a direct interest in the results of its
partner.

Renault-Nissan B.V.*, the common strategic management structure of

the Renault-Nissan group, was founded on March 28, 2002.
Incorporated under Dutch law, Renault-Nissan B.V. is equally owned by
Renault and Nissan. Renault-Nissan B.V. is the registered office of the
Alliance Board, which meets regularly in Paris and Tokyo.

 *B.V. (Beslotenvennootschap) is a closed limited liability company

under Dutch law.

Page | 8
Page | 9
RENAULT Motor Company is the third largest two-wheeler manufacturer
in India and one among the top ten in the world, with annual turnover of
more than Rs.10098 Cr in 2014-2015, and is the flagship company of the
USD 7.29 billion RENAULT Group.

RENAULT- COMPANY STRUCTURE

RENAULT Motor Company

Subsidiarie
s

Transportation Financing International

PRODUCT LINE OF GROUP RENAULT COMPANY

GROUP OF
RENAULTS Page | 10
 RENAULT NISSAN DATSUN

RENAULT AUTOMOTIVE INDUSTRY

Renault is the world’s leading French automotive brand, selling a

range of over 30 vehicles in 125 countries. Since 1898, Renault has
used ingenious innovation to make the lives of its customers simple,
richer and more enjoyable. Building on the significant progress made in
2015, Renault aims to become Europe’s No. 2 automotive brand.
Through the Alliance, Group Renault and Nissan sold more than 8.5
million vehicles in 2015. The Alliance is building synergies in order to
promote profitable international growth.
Its aim is to become the world’s third biggest automotive group.
Already European leader in electric vehicles, Renault is setting out
its vision of the future, an electric, connected and autonomous
vehicle. Celebrating a “Passion for life” every day, at the service of
its customers, Group Renault is ready for tomorrow.

Page | 11
INNOVATION AT THE HELM: -

1899: Louis Renault "Driving, speed-changing mechanism and

reversing gear “Louis Renault invented a revolutionary direct drive gear
with no drive belt, with much better uphill performances.
1963: Renault 8 was the first serial car with four-wheel disc brake
system
1980: First patents for "Braking distribution device for total adherence"
1988: CARMINAT, a real-time system for location and weather
information. This program received European support from 1988, under
the code Eureka EU-55 CARMINAT. These innovations for the real-time
location and human-machine interfaces are included in the Renault R-
link system and Carminati Tom-Tom devices.

AWARDS: -

Renault Models have won the European Car of the year

Award six times in the last forty years.

 1996: Renault 16
 1982: Renault 9
 1991: Renault Clio
 1997: Renault Scenic
 2003: Renault Megane ||
 2006: Renault Clio |||

Renault cars have won numerous national-level awards in Spain,

Australia, Ireland, the United State Denmark, and elsewhere.
Renault and its Dacia subsidiary have won three “Auto best” Cars of
the year awards for the Duster, Logan and symbol model.

Page | 12
PROBLEMS/TASK
UNDERTAKEN

Page | 13
STATEMENT OF PROBLEMS

Though the Four-wheeler automotive sector is going to be among the

fastest growing sector in India. In such situation one has to take into
account the spending of these manufacturers for their marketing
activities. In the growing phase of the industry if Renault or any other
market leader in this sector has to increase the sales, they have to use
various innovative sales promotion tools to push their product to the
customer. The cost of sales promotion is as high as 70% as the
marketing communication budget of the company.

So, in this context the effectively of various sales promotional tools

has to be evaluated as the results will enable the company to take
crucial decisions of spending on different sales promotional tools as
per their affectivity. This research can be helpful to also decide
about when and where, which sales promotional tool will be helpful
to boost the sales of a company.

Also check the satisfaction level of customers. They are also

satisfied with our product or not. About services provided by
company/dealer and about the quality of the product as well as
performance of product. Mileage of product or consider all features
of product. To proper evaluate.

Page | 14
TASK UNDERTAKEN DURING THE PROJECT: -

1. Product Training –

The product training was provided by sales executive staff of the

showroom for the product features and their specifications. I came to
know the technical specifications of all the Renault Cars. It was very
important to get the product training because unless and until you don’t
have product knowledge, you can’t sell or promote the product in the
market. The training includes: -
 Technical Specifications of each vehicle
 Features
 Price

2. Leaflet Distribution/Tagging –
Distribution of Leaflet which contain product information, Scheme,
Address, Contact Number and Tagging is process to tag the vehicle in
the parking with Renault Sticker with latest scheme and offers.
3. Rally–
The objective of the rally was to create awareness and attracting people
from different areas of Pune. The rally was concluded by the group of
trainees wearing Renault T-Shirt, Flaunting Renault Cars in different
areas along with distributing Renault Folders.
4. Loan & Exchange Mela: -
In this event I use to provide information about the easy loan facilities
of Reno Finance with exchange scheme of any Old Cars.

5. Direct marketing–
The task of direct marketing was really interesting. We visited various
places like Rural Area/ Private Company/Government Office /
Commercial Shop Owners/ Banks/ and directly approached to many
Individuals. Our main task is to create awareness among people about
our product and to make a difference about how we are better than
competitor and what gives us competitive edge over competitors.

Page | 15
6. Personal Selling at Showroom–
Very few of the selected Trainees got the chance to do personal selling
at the showroom, where I was one out of them. I got the task to sell the
product in showroom. It was direct interaction with the customers coming
in the showroom. I have to personally interact with the customer so as to
understand their requirements and according to which I was supposed to
sell the suitable product.

7. Promotion activities in Tent and Canopy –

I was involved in couple of outdoor activities, which includes: -
a) Enquiry handling
b) Product demonstration
c) Offering test rides
d) Providing quotations
e) Booking
f) Exchange

8. Consideration & non-consideration–

A cold Calling was done from the generated enquires to know the
customer consideration and non-consideration points towards Renault
vehicle. In this task the data was provided by the authorities and I have
to note down the feedback.

Page | 16
 RESEARCH
METHODOLOGY

Page | 17
WHAT IS RESEARCH?

Research can be defined as, “Logical and Systematized application

of the fundamentals of science to the general and overall questions
of a study and scientific techniques which provide precise tools,
specific procedures and technical, rather than philosophical means
for getting and ordering the data prior to their logics and
manipulation.”

According to Redman and more “research is systematized effort

to gain knowledge.”

According to Robert Ross, “Research is essentially an

investigation, a recording and analysis of evidence for the purpose
of gaining knowledge.”

This research will be helpful to make decisions on which sales

promotion tool should be given more attention and which not.
Depending on the research carried out the affectivity of each and
individual tool used by Renault Motor can be understood. The
research also suggests that there should be the continuous
improvement and changes in the sales promotion strategies as per
the customer response. This will act as a tool for the company
officials to know their threats and opportunities in the market.

Page | 18
THE EXPECTATIONS OF THE COMPANY FROM THIS
RESEARCH ARE: -
1. To conduct research on the affectivity of sales promotion tools.
2. To understand the customer response towards these sales’
promotion strategies.
3. To know if the customers are happy with the benefit they
are getting through such sales promotion strategies.
4. To also make research on if the customers are getting a
service of their requirement from the dealers or not and
5. To conduct research if the customers are given the
benefits of these sales’ promotion strategies properly or
not (from the dealer’s desk).

The research is limited to the Pune City only. It only focuses

on the sales promotion tools being used by Renault Motor in
Pune City so other factors like availability of vehicles at the
dealer’s place, easy payment options for buying, etc. are not
covered in this report.

The project is based on the date collected from latest

customers of Renault Company and thereby analysing and
recording their views about present strategies adopted by the
company.

WHAT IS MARKETING RESEARCH?

Marketing Research is defined as the objective and formal

process of systematically obtaining, analysing and
interpreting data for actionable decision making in Marketing.

Page | 19
RESEARCH DESIGN USED IN THIS PROJECT: -

Descriptive Research design is followed in this project. This is

typically concerned with determining the frequency with which
something occurs or how two variables vary together. Besides
these, it helps to describe the characteristics of certain groups, to
estimate the proportion of people in a specified population, to make
specific predictions and to determine whether certain variables are
associated. It is used to describe characteristics of a population or
phenomenon being studied. Descriptive research generally
proceeds explanatory research.

SOURCES OF DATA COLLECTION: -

PRIMARY DATA: - Through Questionnaires Primary data consists

of a collection of original primary data collected by researcher. It is
often undertaken after the researcher has gained some insight into
the issue by reviewing secondary data or by analysing previous
collected primary data. It can be accomplished through various
methods, including questionnaires and telephone interviews in
market research or experiments.

SECONDARY DATA: -Through official website of Renault

Company, Books of Marketing Research, Some Research Papers
and some other websites.

Secondary data is data collected by someone other than the user.

Secondary data analysis saves time that would otherwise be spend
collecting data and particularly in the case of quantitative data,

Page | 20
provides larger and higher quality databases that would be
unfeasible for any individual researcher to collect on their own.

SAMPLING: -

The sample method involves taking a representative selection of the

population and using the data collected as research information. A
sample is a “subgroup of a population”. It has also been described
as a representative “taste” of a group. The sample should be
“representative in the sense that each sampled unit will represent
the characteristics of a known number of units in the population”. All
disciplines conduct research using sampling of the population as a
method, and the definition is standard across these disciplines. Only
the creative description of sampling changes for purposes of
creating understanding. The standard definition always includes the
ability of the research to select a portion of the population that is
truly representative of said population.

Types-

 Probability Sampling-

Probability sampling provides an advantage because of

researcher’s ability to calculate specific bias and error in
regards to the data collected. Probability sampling is defined
as having the “distinguishing characteristic that each unit in
the population has a known, nonzero probability of being
included in the sample”. It is described more clearly as “every
subject or unit has an equal chance of being selected” from
the population.

Page | 21
There are four types of probability sampling that are standard
across disciplines. These four include simple random sampling,
systematic random sampling, stratified random sampling, and
cluster sampling.

 Simple Random Sampling -

Simple random sampling is often called straight random

sampling. Simple random sampling requires that each
member of the population have an equal chance of being
selected (as is the main goal of probability sampling). A
simple random sample is selected by assigning a number to
each member in the population list and then “uses a random
number table to draw out the members of the sample”.

 Systematic Random Sampling

Systematic random sampling is usually preferred over simple

random sampling in so far as it is more convenient for the
researcher. This type of probability sampling is also called
ordinal sampling and pseudo-simple random samples.
Systematic random sampling includes “selection of sampling
units in sequences separated on lists by the interval of
selection”.

 Stratified Random Sampling

Stratified random sampling is “one in which the population is

divided into subgroups or ‘strata,’ and a random sample is
then selected from each subgroup”. When a few
characteristics are known about a population, stratified
random sampling is preferable because the population may

Page | 22
 be arranged in subgroups and then a random sample may be
selected from each of these subgroups.

 Cluster Sampling

Cluster sampling, on the surface, is very similar to stratified

sampling in that “survey population members are divided into
unique, non over lapping groups prior to sampling”. These
groups are referred to as clusters instead of strata because
they are “naturally occurring groupings such as schools,
households, or geographic units”.

 Non-probability Sampling -

The advantage of non-probability sampling is that it a

convenient way for researchers to assemble a sample with
little or no cost and/or for those research studies that do not
require representativeness of the population. Non-probability
sampling is a good method to use when conducting a pilot
study, when attempting to question groups who may have
sensitivities to the questions being asked and may not want
answer those questions honestly, and for those situations
when ethical concerns may keep the researcher from
speaking to every member of a specific group.

Convenience

Convenience sampling includes participants who are readily

available and agree to participate in a study. McNealy indicates that
convenience sampling is often called accidental, while Frey agree
with the alternate title of accidental but also include haphazard as
an alternate title. Bobbie does not use the specific title of

Page | 23
convenience, but calls this same type of non-probability sample
“reliance on available subjects”.

Purposive

Purposive non-probability sample is also known as judgment or

judgmental. Purposive sampling is selecting a sample “on the basis
of your own knowledge of the population, its elements, and the
nature of your research aims”. That is the population is “non-
randomly selected based on a particular characteristic”

Snowball

Snowball sampling is also called as “network” sampling. The

definitions are the same. Snowball sampling is used “in those rare
cases when the population of interest cannot be identified other
than by someone who knows that a certain person has the
necessary experience or characteristics to be included”

Quota

It is defined it as dividing the “population group being studied into

subgroups. Then based on the proportions of the subgroups needed
for the final sample, interviewers are given a number of units from
each subgroup that they are to select and interview”

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QUESTIONNAIRE DESIGN: -

Structured Undisguised questionnaire was used in the study for the

purpose of data Collection. Both close-end and open-end questions
are used in this questionnaire because the statement of alternatives
in the close –end questions allow the respondent in recalling and
formulating the answer and in the open –end questions the
respondents has got the freedom to express his views in his own
words pertaining to any aspect of the issue raised.

SAMPLE SIZE: -194 Respondents

SAMPLING UNIT – Customers who most recently bought Renault

Companies vehicle. The sampling technique used in this research is
non probability convenience sampling.

RESEARCH AREA: -
The Survey was carried out by interviewing customers who bought
Renault vehicle from THE UNNATI VEHICLES PRIVATELTD.
(Authorized distributor).

Page | 25
RELEVANT CHARTS

AND TABLES

Page | 26
 Number of Renault vehicle owned by customer
Figure no.1 F

Sales

27% Kwid
Pulse
Scala
Fluance
48% Duster
Lodgy
Koles

18%

4% 3%
1%

Table No. 1

Kid
Pulse
Scala
Fluence
Duster
Lodge
Koles
Total 194

Interpretation: -

Page | 27
Above question shows the no. of sample units who own various
vehicles of Renault Company as per the data collected the 94
customers are having Kwid, 52 having Lodgy, 35 having Duster. So,
the 50% of the total customers are having Kwid and other 50%
having other vehicles. So, customers are more preferring Jupiter.

Factors consider while choosing the Renault Vehicle

Figure No. 2

Total Respondent-194

14% Colour
19%
Cost
Ease Of Maintenance
10% Good Features
Good Mileage
2% Power
Look & Style
2%
28%

25%

Table No. 2

Colour 27
Cost 20
Ease Of
Maintenance 3
Good Features 4
Good Mileage 49
Power 54
Look & Style 37

Page | 28
 Total 194

Interpretation: -

The above graph shows the number of what features you

consider while you purchase in the total persons good
mileage by 49, and Cost by 20 and Ease of maintenance by
3, Look and Style by 37, Good features by 4, and Power by
54. It shows that customers looking for good mileage.

Analysis of satisfaction towards vehicle mileage

Figure No. 3

Page | 29
 Total Respondent-194

Highly Dissatisfied 11

Dissatisfied 17

Neither Satisfied Nor Dissatisfied 29

Satisfied 96

Highly Satisfied 41

0 20 40 60 80 100 120

Table No. 3

Highly Satisfied 41
Satisfied 96
Neither Satisfied nor
Dissatisfied 29
Dissatisfied 17
Highly Dissatisfied 11
Total 194

Interpretation:

The above graph shows the number of people who satisfied with
mileage of the vehicle in the total respondent’s response given by
customers. From the total respondent 96 are satisfied, 41 highly satisfied
and 29 are neither satisfied nor dissatisfied. So, most of the customers
are satisfied with the mileage of Renault vehicles.

Page | 30
 Analysis of customer service
Figure No. 4

Total Respondent-194
70
62

60 56

50
42

40

30
17 17
20

10

0
Very Good Good Average Poor Very Poor

Table No. 4

Very 42
Page | 31
 Good
Good 62
Average 56
Poor 17
Very
17
Poor
Total 194

Interpretation: -

The above graph shows the Maximum number of

customers who average satisfied with customer services of
the Renault Company in the total respondent’s response
given by customer and remaining satisfaction level shows by
graph.

Analysis of delivery time

Figure No. 5

Page | 32
 Delivery Time
180

160

140

120

100
170
80

60

40

20
24
0
Yes NO

Table No. 5

Yes No Total
170 24 194

Interpretation: -

The above graph shows the number of customers who receive the
product on delivery time is yes by 170 customers and no by 24
customers. The most of the customers are getting delivery of vehicle on
time.

Page | 33
 Analysis of satisfaction towards after sale service
Figure No. 6

Total Respondent-194

Highly Dissatisfied
11

Dissatisfied
14

Neither Satisfied Nor Dissatisfied

34

Satisfied
95

Highly Satisfied
40
0 10 20 30 40 50 60 70 80 90 100

Table No. 6

Highly Satisfied 40
Satisfied 95
Neither Satisfied nor
34
Dissatisfied
Dissatisfied 14
Highly Dissatisfied 11
Total 194

Interpretation:
Page | 34
 The number of customers who satisfied/not satisfied with the after sales
service of the company from a number of 194 customers. Highly
satisfied 40, Satisfied 95, Neither Satisfied nor Dissatisfied 34,
Dissatisfied 14 and Highly Dissatisfied 11. So, from this we can say that
the customers are satisfied with the after sales service of the company.

Test-drive of the vehicle before buying

Figure No. 7

Page | 35
 Total Respondent-194

NO 34

Yes
160

0 20 40 60 80 100 120 140 160

Table No. 7

Yes No Total
160 34 194

Interpretation: -

The above graph shows the number of customers who were offered
test drive for the product is yes by 160 customers and no by 34
customers. The test drive is offered to customers in the showrooms
when they come for demonstrations of the vehicle.

Satisfaction towards usage of Renault Car and Analysis of buying

Preferences of customers in near future.
Figure No: 8

Page | 36
 Total Respondent-194
130
110
90 89
70
50 50
Axis Title

30 30
18
10 7
Highly Satisfied Satisfied Neither Satis- Dissatisfied Highly Dissatis-
fied Nor Dissat- fied
isfied
Series 1 30 89 50 18 7
Pre- NaN 120 49 25 NaN
france

Table No. 8-

Satisfaction towards usage of Renault Cars.

Highly Satisfied 30
Satisfied 89
Neither Satisfied nor Dissatisfied 50
Dissatisfied 18
Highly Dissatisfied 7
19
Total
4

Table No. 9- Buying preferences of customers near future

Definitely 120
Definitely Not 25
Page | 37
 Might be 49
Total 194

Interpretation: -

In the diagram it shows the satisfaction of the customers towards

Renault Cars so it shows that 30 customers are highly satisfied, 89
satisfied, 50 neither satisfied nor dissatisfied, 18 dissatisfied and 7
are highly dissatisfied. So maximum number of customers are
satisfied with the Renault Cars so from this and from further
analysis shows that 62% of the customers are definitely repeat
purchase, 25% of the customers might be have repeats the
purchase and 13% of the customers definitely not purchase.

Analysis of experience at the Renault showroom

Page | 38
Figure No. 10

Total Respondent-194
160

140

120

100

80
151
60

40

20 43

0
Yes No

Table No. 10

Satisfie Not Tota

d satisfied l
151 43 194

Interpretation: -
The above graph shows the consumer’s experience at show room
the number of customers who feel satisfied is 151 and who feels not
satisfied is 43. So, the showrooms of Renault Company are giving
good service as per the graph.

Recommendation of Renault product

Page | 39
Figure No. 11

Total Respondent-194

65
No

129
Yes

0 20 40 60 80 100 120 140

Table No. 11

Yes No Total
129 65 194

Interpretation: -

The above graph shows the number of people who recommend Renault
Cars in the total persons yes by 129 and no by 65. So, the 129
respondents are recommending Renault vehicles to others from the 194
respondents.

Analysis of various promotional activities

Figure No. 12
Page | 40
 Sales
28% 22%

Canopies activity
Loan schemes
Pamphlets
Vehicle rally
Direct marketing
11% 23%
16%

Table No. 12

Canopies activity at various places 22%

Special schemes in Loan 23%
Pamphlets 16%
Renault vehicle rally and tagging 11%
Direct marketing 28%
Total 100%

Interpretation: -

The percentage of the customers who purchased Renault vehicles

because of some of the promotional activities done by Renault
Motors is shown in the graph. The canopies activities done by
Renault Company on various locations is given 22% sales from total
sale, special loan scheme given 23%, pamphlets 16%, Renault
vehicle rally with tagging 11% and very effective direct marketing is
around 28% in total sales of Renault Cars.

Analysis of improvement in sales promotional activities

Figure No. 13

Page | 41
 Total Respondent-194
180

160

140

120

100

80 164

60

40

20
30
0
Yes No

Table No. 13

Yes No Total
30 164 194

Interpretation: -

30 out of 194 respondents think that there should be improvement

or some changes in these kind of sales promotional activities in
order to get the more benefits out of it or may be due to some
unacceptable circumstances happened with them while taking
benefits of such activities earlier. However, 164 out of 194 say there
is no need of any changes or improvements as they are satisfied
with the current benefits.

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 Learning Through the
Project

Learning of the Student

Through the project

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A great marketing campaign activity, but a well thought-out, well-planned
series of interrelated activities, developed around a common theme, with
the goal of producing a specific result. While it is easy to think that the
result is always about selling, that may not be true. Many marketing
campaigns are aimed at increasing brand awareness, maintaining
customer loyalty and even for the purpose of countering negative press.
Learn about the product technical specifications, features, benefits and
how to give four-wheeler demo to the customer because there is a
proper way to demonstrate the vehicle.
I get to know about the document required from the customer at the time
of purchase in case of full payment or at the time of loan procedure.
Calculation of approx. fig of loan amount, down payment, EMI etc.
All this learning comes through: -
 Company’s Boucher
 Working with Sales team
 Training Sessions
 Testimonials
 Role Playing
 Practical Use

During 2nd week I was involved in inventory management of various

vehicle in the showroom for display, delivery, demo and other
promotional activity.
Distribution Network
 Knowledge about the distribution network was created during this
week.
 Learn about the chain of dealer and sub dealer and how they
function and their monthly sales chart was provided to us which
helps to us to understand dealer’s wise potential for Renault
vehicle.
 Well-developed plan of action is important to have desire outcome.
 There should not be any communication gap it should be clear and
understandable.
In this week we are ready to implement the work assign to us.

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Objection Handling and Sales Close
 Behaviour of a sales man plays a major role in closing the sales.
 Proper knowledge about product easily helps to handle customer
quires.

Prospecting
 Social activity plays a major role in marketing to create awareness
among prospects.
 Study of customer profile and their behaviour will help for further
decision.
 How to build strategy to tap a prospect and convert them to buy
Renault product.

Communication plays a vital role

 Proper communication creates awareness among the customer.
 It is necessary to communicate the benefits and offers to the
customer in any form.
 Effective communication leads to a footfall in showroom & service
centre.
 Execution of work should be according to the plan.
Importance of Promotion
 It helps organization utilize the skills of their employees and
stakeholders.
 It also helps to develop creative approaches to sales and customer
service.
 Promotional and marketing strategies can also assist your
business in understanding and connecting with clients and
customers.

Segmenting and targeting

 Segment your customer this will help in deciding which product
and offers relevant to the particular group of customers.

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  Focusing on target group of customer generates many new
businesses.
 Clarify and internal roles and responsibilities.
 Involve people in the brand emotionally rather than communication
the benefits.

Importance Developing Financial Goals

 Promotional and marketing strategies are also important for
guiding your business into the development of financial goals.
 If the business is able to closely monitor its outflows, only spending
what it absolutely needs to, company will be better equipped to
increase the profit margins.

Need Analysis and Building Customer Trust

 Analysis the need of a customer and accordingly match the given
product.
 Building trust in customer’s mind is important for their overall
satisfaction.
 Maintaining relationship is good for long term survival and it
generate new business also.
 Even a small issue leads to a large conflict so it is necessary to
resolve the time when it was small.

Customer satisfaction and excellent service

 Every message from a customer presents an opportunity to
improve customer satisfaction.
 Get to know about how to use delegated authority in a manner that
it serves the purpose.
 Excellent service is most important to be ahead of others.
 One satisfied customer is a source of many new customers in the
future.

Team Work and Assessment

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  Combination of occasion, place and perfect timing requires less
effort to close the sales.
 To be predictive it is important to understand the type of customer,
Like: -
 Cold customer
 Warm Customer
 Hot customer
 Self-understanding and group cohesiveness leads to a great
environment for work.
 Proper assessment of potential opportunity.
 A well-planned investment of time and money always gives a
better return.

Active learning requires participation and in this two month of summer

internship I actively participated and learn many things which I am
unable to get only from theoretical lectures. Hence, Enhancing and
exploring the knowledge through learning is important which gives
insight to real world.
Skill Learned: - Beside technical skill I learned some of the behavioural
skill, Situation handling skill, and work culture professionalism.
General Learning: -As general learning I learned many things which I
used to heard in every day-to-day routing and get to know that what we
get to know from theoretical knowledge is somehow different and
theoretical aspect plays a supporting role.

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 CONTRIBUTION TO

THE HOST

ORGANIZATION

Creating Enquiries
The main purpose of Renault Company is to improve their sales and
services. So, the promotional activities like canopies, tagging,
rallies, banks scheme and direct marketing are mainly built for the
improvement in enquiries and sales of Renault Company. We are

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started with the canopy activity. The first canopy we placed near
Corporation bank Sas wad because most of the families are staying
there so the rout of going home, office, college is same. So, it will
help us to improve the enquiries and sales of Renault Company
cars. The peoples are coming for enquiries getting knowledge of
Renault cars they are taking quotations, test drive and product
pamphlets. We are giving enquiries to distributors at least 30 per
day and the booking around 2-3 in week. This activity created the
awareness of Renault Company cars in the peoples of Sas wad city
and near that area.

 Awareness of the products-

After this activity the Unnati Renault Fatima Nagar showroom is

given under my team. So, the activities we are going to implement is
for Unnati Renault. The main problem is of Unnati Renault is that it
is a new showroom of Renault Fatima Nagar so the peoples are not
aware about this showroom so they are buying the Renault cars
from other showrooms. So, we started distributing the pamphlets of
showrooms with the Cars information broachers near Fatima Nagar
and Hadapsar area to make peoples aware about the showroom.
We started going to shops, society’s, banks, government offices,
private companies to show the presence of Renault showroom in
Fatima Nagar and make them to buy the Renault cars from the
Unnati showroom.

 Tagging activity-

The next we started with tagging activity. The Renault Company

provided us tags of various cars with the information like price,
schemes, average and features. So, it will help peoples to

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understand the benefits of Renault Company cars. So, we done this
activity at private companies, Bank, government offices and near
area because most of the peoples visit this place. This activity
brings most of the peoples at the showroom.

 Rural activity-

The Rural activity is the most important activity. We choose the Sas
wad near the Pune because ii having maximum number of peoples
come there to weekly bazaar. So, we distributed the scheme
pamphlets of cars to the peoples who are coming to bazaar. So, to
reach the scheme on Renault car to the maximum number of
peoples. The enquiries increased day by day when we started the
rural activity. We started giving them demos and test drives at camp
location.

 Rallies and Exchange scheme-

We have done the Duster and Lodge rallies in various areas in

Pune. The main focus of this rally is to increase the sale of the
Duster, Kwid and Lodgy. With this rallies we also done the tagging
and direct marketing. We travel to all showrooms of Renault
Company to increase the awareness for Renault car in Pune.

 Consideration/Non consideration-

Then the consideration non-consideration work. The Unnati

Renault Distributor of Renault cars provided us the invoice of
customers who have taken the Renault car and also the information
of the customers who are visited the showroom but not taken the
Renault car taken other companies car. So, our work is to call them
and ask them questions like if the customer is having Renault car,
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then why he/she has taken the Renault car? What he/she like about
the car? How was the service? If the customer is not taken the
Renault car just had enquiry in the showroom and taken other
companies’ car. Then why he taken that product so we ask
questions like. What you like about that car? How was the service
they are giving? Why not Renault car? The information we are taken
is very much helpful for the Renault Company and distributors that
in which think we are lacking so what should we have to do.

 Increase in sales-

From all of these activities we are also done the direct marketing in
showroom like handling the customers at the showroom giving test
drive and information related to the loans. So, after all these
activities the sale and service quality are increased for Renault car.
The all activities like canopy, rally, tagging, pamphlets, exchange
scheme, camp and direct marketing contributed for the
improvement in sales and services.

REFERENCES
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WEBSITE REFERRED: -

 http://www.renault.co.in
 http://group.renault.com

 http://en.wikipedia.org/wiki/renault

BOOKS REFERRED

 Market Research by Tull and Hawkins

 Marketing Management by Philip Kotler

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