A STUDY ON SALES AND PROMOTIONAL DISTRIBUTION

ABSTRACT

Sales and Promotion is a key ingredient in marketing campaigns with designed short term
incentives tools aimed at consumers to influence quicker or greater purchase of particular
products or services. Sales promotion means any steps that are taken for the purpose of obtaining
or increasing sales. Sales promotion is a plus element in marketing mix. Sales promotion can be
aimed at consumers, dealers, company’s sales employees. There are three kinds of sales
promotion they are consumer promotion, dealer promotion, and sales force promotion.

The project is done in order to study the sales promotional activities of xavy, Coimbatore.
It is done in order to have a good knowledge on the various sales promotional techniques that the
form uses to promote their products. The objectives under study are to find out dealers attitude
towards sales promotional activities to find out incentives offered by the company and to
analyses the changes in sales due to sales promotional activities. This organization has very good
sales promotional activities and that is accepted by the entire customer and it is the key factor in
the firm success.

The samples adopted were the dealer of the products. The study come to the finding that
all the customers feel the sales promotion helps in increasing the demand of the products. The
dealers are the best source to know how effective the sales promotion is because they are the
person who come in direct contact with the customer and can easily understood the effectiveness
of the various kinds of sales promotion and the changes in the customer attitude.
A sale is the pinnacle activity involved in selling products or services in return for money or
other compensation. It is an act of completion of a commercial activity.

A sale is completed by the seller or the provider of the goods or services to an acquisition or
appropriation or request followed by the passing of title (property or ownership) in the item and
the application and due settlement of a price, the douche of or any claim upon the item. The
purchaser, though a party to the sale, does not execute the sale, only the seller does that. To be
precise the sale completes prior to the payment and gives rise to the obligation of payment. If the
seller completes the first two above stages (consent and passing ownership) of the sale prior to
settlement of the price, the sale is still valid and gives rise to an obligation to pay.

The sale can be made through

 Direct sales, involving person to person contact

 Pro forma sales
 Agency-based
o Sales agents (real estate, manufacturing)
o Sales outsourcing through direct branded representation
o Transaction sales
o Consultative sales
o Complex sales
o Consignment
o Telemarketing or telesales
o Retail or consumer
 Traveling salesman
o Door-to-door
o To tourists on crowded beach
 Request for proposal – An invitation for suppliers, through a bidding process, to submit a
proposal on a specific product or service. An RFP is usually part of a complex sales
process, also known as enterprise sales.
 Business-to-business – Business-to-business sales are much more relationship based
owing to the lack of emotional attachment to the products in question.
Industrial/Professional Sales is selling from one business to another
 Electronic
o Web – Business-to-business and business-to-consumer
o Electronic Data Interchange (EDI) – A set of standard for structuring information
to be electronically exchanged between and within businesses
 Indirect, human-mediated but with indirect contact
o Mail-order
 Sales Methods:
o Selling technique
o SPIN Selling
o Consultative selling
o Sales enablement
o Solution selling
o Conceptual Selling
o Strategic Selling
o Sales Negotiation
o Reverse Selling
o Paint-the-Picture
o The take away
o Large Account Management Process
1.2. COMPANY PROFILE
Xavy was started in the year 1947 by the name Associated Battery Makers (Eastern) Ltd
(ABMEL) at Shamnagar, West Bengal. ABMEL become a public limited company in the year
1960. After that the second factory setup in Chinchwad, pune. ABMEL was renamed as Chloride
India Ltd in the year 1972. In 1976 R&D centre was established at Kolkata. In 1981 third factory
was setup at Haldia, West Bengal. After that Chloride India Ltd was again renamed as Chloride
Industries Ltd. In 1995 Chloride Industries was renamed as Xavy Industries Limited. In 1997
fourth was setup at Hosur and Tamilnadu. For over 74 years, Xavy Industries Ltd has pioneered
battery technology in India. Formerly known as Chloride Industries Limited, the company was a
part of the chloride Group PLC UK. The leader in the packaged power technology. Xavy is
today India’s largest storage battery company with global affiliations and internationally reputed
brands having nine factories strategically located all over India.
VISION:
To win our customer, stakeholders and employees by transferring Quality into a performance
oriented business, which will secure market Leadership and profitable growth through effective
fulfillment of customer Needs.
PRODUCT PROFILE
TYPES OF XAVY INDUSTRIAL BATTERIES:
 XAVY PLANTE
 XAVY TUBULAR
 XAVY VRLA
 XAVY POWERSAFE
 XAVY EL TUBULAR
 XAVY LITE
 XAVY INVAKING 1500
 XAVY HSP CLASSIC
1.4.2 ADVANTAGES OF DIFFERENT KINDS OF PRODUCT:
· The TUBULAR Battery has a very robust construction and can provide 1200 to 1500 cycles of
charge and discharge before its capacity Degrades to 80% of its rated capacity and is fit for
replacement. · The TUBULAR Battery provides a life of around 10 to 12 in Power Stations if
maintained properly.
 In VRLA Battery there is no topping up with water required during lifetime.
 In VRLA Battery there is no acid fume while charging the battery.
 The VRLA Batteries are stackable and hence smaller floor area and smaller floor area
and smaller battery room.
 The VRLA Batteries has very good high discharge performance and hence smaller
capacity VRLA Battery can do the same job as a larger capacity tubular battery.
 The PLANTE Batteries require water topping up only once in three Years if the battery
room is not too hot. Even in higher ambience, once in two years topping up is quite
adequate.
 The PLANTE cells do not lose any capacity till the end of their life.
 Hence, unlike TUBULAR and VRLA Battery, 20% margin need not be added to the
required PLANTE Battery capacity. This further reduces the cost differential between
PLANTE and other batteries.
 The XAVY INVAKING 1500 has extra heavy duty plates as per exclusive XAVY
design ensuring durability, resistance to corrosion and inbuilt margins for high ambient
temperature and vibrations.
 In XAVY POWERSAFE Battery, no topping up is required and it is maintenance free.
 In XAVY POWERSAFE battery it enhanced performance that is it is Computer aided
grid design for high power density, excellent deep discharge recovery, and better thermal
management in the module and it is resistance to thermal runaway.
 QUESTIONNAIRE

1. Age
a) 25-30
b) 30-40
c) 40-50
d) 50 & Above
2. Gender
a. Male

b. Female

3. Income bracket (Annual)

a) 1 lk to 2 lk

b) 2 lk to 3 lk

c) 3 lk to 4 lk

d) 4 lk and above

4. Educational Qualification:

a. Non-graduate

b. Graduate

c. Post-graduate

5. Marital status:

a. Married

b. Unmarried

c. Divorced

6. What are the Companies you are dealing?

 a. Xavy 

b. Amco 

c. Amararaja 

d. Panasonic 

e. Prestolite

f. All

7. How is the response from Consumers fro the Batteries?

a. Good 

b. Poor

8. What is the Consumers opinion about price?

a. Low 

b. Moderate 

c. High

9. Which Brand do Customer Prefer more?

a. Xavy 

b. Amararaja 

c. Amco 

d. Panasonic 

e. Prestolite

f. Others 

g. Depends upon the vehicle

10. What are the attributes, which Customer prefer (based on your experience)?

a. Brand name 
 b. Product Quality 

c. Price 

d. Maintenance

11. If a Customer does not mention any brand, which brand do you suggest normally?

a. Xavy 

b. Amco 

c. Amararaja 

d. Panasonic 

e. Prestolite

f. others 

g. Depends upon the customer vehicle

12. What it is the reason for the preference?

a. Brand Name 

b. Quality 

c. Price 

d. Margin 

e. Maintenance

f. Service

13. How does the Manufacturer help in selling the product?

a. Sending sales representative 

b. Giving Training

14. Where do you buy the Batteries?

a. Manufacturer

b. Distributor
15. How the Manufacturer/Distributor gets the order from you?

a. Sales

b. Representative

c. Phone

16. What is the Duration of Ordering the Product?

a. Monthly 

b. Weekly

c. Demand wise

17. What is the Credit Period given by the Manufacturer/Distributor?

a. < one-month 

b. > one-month 

c. Cash on Delivery

18. Are you satisfied with the Manufacturer during Delivery Process?

a. Satisfy 

b. Not Satisfy

19. Which type of battery which you normally Sell?

a. Automotive

b. Industrial

20. Rank the brands according to Brand Name, Product Quality, Price andService?

BRAND PRODUCT PRICE SERVICE

COMPANY
NAME QUALITY

XAVY

AMARARAJA
 AMCO

PRESTOLITE

PANASONIC

21. Which Sales Promotional Activity do you suggest?

a. Discount

b. Coupon

c. Advertisement

d. Gifts

22. Which Media do you prefer for the Advertisement?

a. Television

b. Newspaper

c. Magazine

d. Radio

e. Poster

23. What is the Turnover Per month?

a. < 50,000

b. 50,000 – 1,00,000

c. 1 – 5 lakhs

d. 5 lakhs

24. Are you satisfied with the Turnover?

a. Satisfy

b. Non Satisfy

25. Give me you Suggestions and Recommendations to Xavy Industries Ltd?