June

2013
To analyse the Sales & Marketing
strategy of ACC Cement in HP and
also identify the key problem areas
in the low selling regions.

Submitted by:
Page 5 SHARMA
ANSHUL

INDEX
1.

INTRODUCTION ......................................................................................................1
- CEMENT INDUSTRY IN INDIA..........................................................................
- CEMENT INDUSTRY IN HIMACHAL PRADESH............................................
- ACC LIMITED.........................................................................................................
- Profile of the company..............................................................................................p
- History...................................................................................................................
- Plants & their capacity............................................................................................. page
- Board of directors......................................................................................................page
-Products......................................................................................................................page
- GAGAL CEMENT WORKS....................................................................................page
- MARKETING............................................................................................................page
- Marketing in HP.........................................................................................................page

2. REVIEW OF LITERATURE ...................................................................... page

3.

RESEARCH METHODOLOGY ........................................................................... page

- Research Design................................................................................................. page
- Objective of Study......................................................................................................page
- Scope of Study.............................................................................................................page
- Data Collection...............................................................................................................page
-Limitationpage

4. ANALYSIS & INTERPREATION............................................................ page

- Part I.............................................................................................................................page
-Part II........................................................................................................................... page
5. CONCLUSION & RECOMMODITION ................................................................page
6. BIBLIOGRAPHY........................................................................................... page

7.

ANNEXURE...............................................................................page

ACKNOWLEDGEMENT
I extend my sincere gratitude to ACC Cement, for giving me an opportunity to intern with the
prestigious company. In specific, I thank Mr. Pankaj Kumar (DM-Sales, Area Office Gagal), for
being a guiding force throughout this submission and being instrumental in the successful
completion of this internship project. Without him, every effort of mine would have been in vain.
He has been kind and patient throughout, to share with me his precious time, knowledge and
insights.
I would also express thanks to Mr. Anish Kundel (Area In-charge) and Mr. Vikramjeet Singh (DMHR) for coordinating and providing all assistance of guidance throughout my work.

I would like to extend thanks to all the respondents who patiently answered to all my queries with
full cooperation and provided me with all the valuable information that was needed for the project
study.

Preface
I am a student of MBA of Universal group of institutions . Preparing report is an
integral part of MBA course . It is meant to make the student familiar with the actual
functioning of the real atmosphere of an organization . Apart from the theoretical
knowledge , I get the practical participation knowledge .

DECLARATION

I hose by declare that the dissertation Recruitment submitted for the DEGREE OF
MASTER OF BUSINESS ADMINISTRATION is my original work and the
dissertation has not formed the basis for the award of any degree, diploma, associate
ship , fellowship or similar others titles It has not been submitted to any other
University or Institution for the award or degree or diploma .

Date
Place

Name: ANSHUL SHARMA

Roll no: 1275550

TABLES OF CONTENTS
LIST OF TABLES
LIST OF GRAPHS
CHAPTER NO.

CHAPTER NAME

PAGE NO.

1.

INTRODUCTION
INTRODUCTION OF COMPANY

1-18

2.

REVIEW OF LITERATURE

19-21

3.

RESEARCH METHODOLOGY

22

4.

3.1

RESEARCH DESIGN

22

3.2

OBJECTIVES OF THE STUDY

23

3.3

SCOPE OF THE STUDY

23

3.4

DATA COLLECTION

23

3.5

LIMITATIONS

25

ANALYSIS &

26-51

INTERPRETATIONS

5.

CONCLUSION &

52

RECOMMENDATIONS

BIBLIOGRAPHY
ANNEXURE

53
54-60

LIST OF TABLE
Table No.

Name of Table

Page No.

Quality

43

Packaging

44

Value of Money

45

Availability

46

Effective Promotion

47

Customer Service

48

Behaviour of Dealer

49

Experience with Employee

50

TABLE OF GRAPH
Graph No.

Name of Graph

Page No.

Quality

26

Packaging

28

Service Delivery

29

Redressals

31

Timely Receipt of Document

32

Return on Investment

33

Promotion Strategy

34

On Soft Grinding

36

Customer Services

37

10

Customer Satisfaction

38

11

Offer & Scheme

40

12

Brand Push or Pull

42

13

Availability

46

14

Effective Promotion

47

15

Customer Service

48

16

Behaviour of Dealer

49

17

Experience with Employee

50