ANNEXURE I

SUBMISSION OF PROJECT SYNOPSIS AND GUIDE ACCEPTANCE FORM

(To be submitted to the project steering committee)

PART A: Synopsis Registration.

I. Student Details:
1. Name of the program : MBA
2. Name of the Student :
3. Roll Number :
4. Session & Year : Fall-2014
5. Name and address of learning centre : CAREER POINT, IT MALL Anand Vihar, Near
Syndicate Bank, Maholi Road, Mathura

II. Project Details

6. Title of the Project : sales promotion in ultratech cement
7. Problem Statement :
(About 500 words)

This study is based on sales promotions in ultratech cement.

Sales Promotion
Sales promotion refers to the short-term incentives to encourage sales of a
product or service. It consists of a diverse collection of incentive tools, mostly
short-term, designed to stimulate quicker and greater purchase of products or
services by consumers.

Purpose of Sales Promotion

Sales promotion tools vary in their specific objectives. They may be used to
attract new customers, to reward loyal customers and to increase the repurchase
rates of occasional users. Sales promotion usually targets brand switchers
because non-users and users of other brands do not always notice a promotion.
Sales promotions are thus also seen as a tool for breaking down loyalty to other
products.

Sales promotions also let manufacturers adjust to short term changes in supply
and demand and differences in customer segments. They also let manufacturers
to experiment by varying prices. Sales promotions also lead to greater consumer
awareness of prices.
To use sales promotion, a company must set objectives, select the right tools,
develop the best program and implement it and evaluate the results.

Objectives of Sales Promotion

The specific objectives set for sales promotions will vary with the type of the
target market. For consumer promotions, objectives include encouraging
purchasing of larger sized units, building trial among non-users and attracting
switchers away from the competitors brands. For trade promotions, objectives
may include; including retailers to carry new items and higher level of inventory,
encouraging off-seasonal buying, of-setting competitive promotions, building
brand loyalty of retailers and gaining entry into new retail outlets. The sales force
promotions help in encouraging support of a new product or model, encouraging
more prospecting and stimulating off-seasonal sales. But most importantly, sales
promotion should be focused on consumer relationship building.

Sales Promotion Tools

Many tools can be used to accomplish sales promotion objectives.
Descriptions of the main promotional tools are as follows;

Consumer Promotion Tools

The main consumer promotion tools are as follows;

Samples:
They are offers of a trial amount of a product. It consists of inviting
prospective purchasers to try the product without cost or at a lower cost in

the hope that they will buy the product. Samples may be free or
discounted.

Coupons:
Coupons are certificates that give buyers a saving when they purchase a
specified product. Coupons can be mailed, placed in advertisements or
included with other products.

Rebates:
Rebate is also known as cash refund offers. Rebates are offers to refund
part of the purchase price of a product to its customers who send a
proof of purchase to the manufacturer. These are like coupons except
that the price reduction occurs after the purchase and not at the point
of sale.

Price Packs:
Cents-off deals or price packs offer consumers savings by way of
reducing prices that are marked by the producer directly on the
package.

Premiums:
These are the goods offered either free or at a low cost as an
incentive to buy a product. Premiums may be in-pack or on-pack (outside
the pack).

Prizes:
They are offers of chance to win something such as cash, trips or goods by
luck or through extra efforts. Contests of talent and sweepstakes or draws the
most popular prize offering promotions.

Tie-in Promotions:

Tie-in promotions involve two or more brands or companies that team up on

coupons, refunds or contests to increase their pulling powers.

Cross Promotions:
Cross promotions involve using one brand to advertise non-competing brand.

Advertising Specialties:
These are useful articles imprinted with an advertisers name, given as gifts to
consumers.

Patronage Rewards:
They are cash or other awards for the regular use of companys products or
services. They are values (in cash otherwise) that are proportional to ones
patronage of a certain vendor or a group of vendors. They aim at building
brand loyalty.

PoP Promotions:
Point of purchase (PoP) includes displays and demonstrations that take place
at the point of purchase or sale.

8. Methodology to be used :
(About 200 words)

Methodology used for the Study

RESEARCH METHODOLOGY
The approach to the research is considered in this chapter, from the
theoretical underpinning to the collection and analysis of the data. It
begins with the extent of the research to provide the specific guidelines of
studying. The next part is concerned with the method of the research that
refers to the data collection and analyzing which is used in the research.

METHODSPRIMARY DATA
Date collection for this research was done primarily through filling
up of questionnaire. The sample for the research including different
individuals of various age groups and having different professions and
qualifications. Data was collected through the interview of individuals.
The questionnaire was containing questions regarding the personal details
of individuals and then some light questions regarding their primary
knowledge related to private companies.

SECONDARY DATA
Secondary sources
Information was collected from secondary sources such as public libraries,newspapers,
business magazines.
Beside these the use of Internet was also made in collecting relevant information. The
data collected from the above mentioned sources has been adequately structured and used
at appropriate places in the report. This particular way of data collection was used
because of its low cost (except data collected through surfing the internet) and less time
consumption.
The information gathered included:

Their annual reports (ULTRATECH CEMENT).

Pamphlets.

Posters.

Press clippings.

News releases.

Manuals

Booklets

DATA ANALYSIS
There are some features of analyzing data that need to be borne in
mind

when

choosing

the

method

for

analyzing

the

research. The

questionnaires were prepared to explore the psychology of individuals

about being associated with Consultants and to help the company grow by
increasing its sales. a qualitative analyst may demonstrate evidence
showing that a theory, generalizing, or interpretation is plausible.

SAMPLE SIZE:Various areas of Mathura were covered in order to fill the

questionnaire. I interacted with 95 individuals in order to know about
their interest of being ULTRATECH CEMENT

SAMPLE COMPOSITION
Youth
Executives
Serviceman
Business persons

RESEARCH DESIGN:
A research design provides the framework to be used as a guide in
collecting and analyzing data.

Descriptive Research :
Market survey is one of the best example of descriptive research. This is a
one shot research study at a given point of time, and consists of a sample
of the population of interest. Its advantages are that it gives a good
overall picture of the position at a given time. It can cover many variables
of interest, and is not affected by the movements of elements in the
sample, because other elements can be substituted for them.
( II ) Exploratory Research
To gather preliminary information that will help define problems and suggest hypotheses.
(uses Secondary Data & Focus Groups )

DATA ANALYSIS :-

After collection of data, the analysis of it was done through various

graphs: Pie Diagram
Bar Diagram
Tubes
Cones
Research methodology is the step by step procedure followed for the purpose of doing
one kind of study or research work. Its main aim is to design and plan the work in a
manner that all areas are covered and placed in an appropriate manner.
In this methodology the process and methods adopted in developing the study have been
explained. It deals with the manner in which, the study has been carried out to measure
the effects of sales process in selling of product.

9. Objective of The Project

(About 200 words)

OBJECTIVES OF THE STUDY

Objectives of the Study

1. To study the various promotional strategy adopted by ULTRATECH

CEMENT).

2. To find out the footage of ULTRATECH CEMENT). With respect to other

players in the market.

3. To observe and understand the practice followed by ULTRATECH CEMENT).

4. To find out the communication linkages and de-linkages in the organization.
5. To study the activities of each and every department of the organization.

III. Guide Details:

11. Name of Proposed Guide

: Om Prakash Agrawal

12. Guide registration No. (If available) : MBAUP0006

13. Designation

14. Affiliation

15. Qualification

16. Total Experience

17. Communication Address

18. Contact No.

19. E-mail ID

PART B : Guide Acceptance

I Mr. Om Prakash Agrawal working as Management Faculty with CAREER POINT, Mathura
hereby confirm my willingness to guide Student Name RollNo.________, attached to Learning
Centre (00979) CAREER POINT, MATHURA in the topic ________ during the FALL session of
2014 period JUL-2014 to JAN -2015. I agree to this timeline and also to submit the project
status/ Internal Assessment marks to the University
Place:
Date :

(Signature of the Guide)

(Note: A Guide needs to get registered with the University if he/ she is guiding a SMUDE project for the
first time. Guide Registration form can be downloaded from the University Website)

DECLARATION
I hereby declare that this project synopsis is an original work carried by me and will not
submitted to any other University for fulfillment of any course of study.

Place:
Date :

(Signature of the Student)

(*Filled in Application forms to be signed by both student and the Guide. Forms must be scanned
in either .pdf / .doc format and submitted through the EduNxt students Login. For uploading
please refer section 6.1 of this document)