Various types of companies providing cellular phone facilities in Trivandrum
Content
SALES PROMOTIONAL ACTIVITES OF BSNL MOBILE PHONE
Sales promotion is an important method of promotion which supplements the personal selling and advertising efforts. It includes free samples, premium on sales, sales and dealer incentive, contests, fairs, exhibitions, etc. THE RANGE OF TOOLS AND TECHNIQUES INCLUDES: Discounts, coupons, free samples, contests, games, premiums, sweepstakes, special packs, allowances, dealer incentives, trade fairs, co-operative advertising, continuity programs, exhibitions, demonstration, exchange offers and many others. BSNL frequently releases its advertisement in television. Through personal selling efforts, they get large orders. The Company emplyees utilize every chance they get to promote their products. They arranges “BSNL Mela” in festival places and also in college, office and public premises and in this Mela they will provide discounts on SIM and Recharge Vouchers, free samples, price coupons, cash back guarantee like Full Talk time offers. etc.
AN OVERVIEW OF SALES PROMOTION The word promotion is derived from the French word “Promovere”, which means “to move forward” or “to push forward”. Promotion means the communication package in marketing which aims to exchange information between buyer and seller. Beyond informing, it is also accomplishes the task of reminding and inducing consumers. So that they respond to the products or services being Sales promotion refers to many kinds of incentives and techniques directed towards consumers and traders with the intention to produce immediate or short-term sales effect. Sales promotion is a separate and distinct element in the promotion mix and is an important and powerful tool of marketing. Promotional activities are became a part of daily life and nearly every one in the modern world is influenced by one or another forms of promotion. Nowadays many products are introducing in the market with different brand names. All the brands were sticking one in this competitive market mainly because of the advertisement support and their sales promotional activities.
OBJECTIVES OF SALES PROMOTION To attract new customers To create brand image To meet the competition of other firms To remove customers dissatisfaction To bridge the gap between advertising and personal selling. To inform the public about new product and its specialties, attraction and advantage.
OBJECTIVES OF THE STUDY The objectives of the study are find out:
1. To study, the poor quality of advertisement and problems obtained by the sales of
BSNL mobile phones.
2. To study, whether the marketing promotional activities conducted by BSNL
mobile are effective or not.
3. To study, whether the awareness of promotional offers to the public is sufficient
or not.
4. To study, compare to other service providers BSNL media advertisement is
sufficient or not.
5. To study, whether the customer care performance is sufficient or not. 6. To make suggestions based on the finding of the study.
SCOPE OF THE STUDY
1. The study focuses on how and why consumers make decision to buy the product, sales promotion research goes for beyond these facts of consumer behavior. Now they are planning to capture the market and company wants to know its current market position 2. In attempt to achieve about aspect this study has been taken and focusing on sales promotion of the company. 3. The study is going to help the marketers to understand the importance of sales promotional activities. And the study will reveal the relationship between promotional activities and sales in mobile phone market. Through the study BSNL can understand the necessity of appropriate promotion mix.
LIMITATIONS OF THE STUDY One of the main features of special science research is the presence of various limiting factor quite naturally the present study also suffers from certain limitations. They can be listed in the following lines.
1. Lack of secondary data on mobile phone communication has been one of the
main limitations of the present study.
2. During the course of data collection especially in filling the questionnaire
much difficulty has been experienced in getting if filled up, because of the busy nature of the mobile phone dealers.
3. Due to the busy nature of the respondents the questionnaire has been designed
in such manner that it can be filled within two or three minutes.
4. Time and cost constraints have compelled the researches to confine the
present study to T.V.M District only. A more meaningful result requires for more extensive study which needs a long time.
5. Some of the subscribes especially employees of the telecom department were
reluctant in providing the necessary information.
RESEARCH METHODOLOGY Research in common parlance refers to a search for knowledge. Researcher can also define research as a scientific and systematic search for pertinent information on a specific topic. In fact research is an art of scientific investigation. Research comprises defining and redefining problems, formulating hypothesis or suggested solutions; collecting, organizing and evaluating data; making deductions and reaching conclusion and at last carefully testing the conclusions to determine whether they fit the formulating hypothesis. RESEARCH DESIGN A research design is the arrangement of conditions for collections and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure. The researcher used descriptive research design to analyze the problem. METHOD OF DATA COLLECTION Primary data were collected for the research study. The whole data were collected through a schedule and a questionnaire PRIMARY DATA The primary data are those which are collected a fresh and for the first time and then happen to be original in character. The primary data was collected form dealers using a well structured questionnaire and by interviewing personally.
SAMPLE DATA The researcher used convenient sampling technique for the selection of samples for the study.
SAMPLE SIZE The sample size was limited to 100 customers and also collected information from 100 traders SAMPLING AREA The study was conducted among dealers in Trivandrum district, also from the traders of Trivandrum area. DATA COLLECTION TECHNIQUE Quiet often questionnaire is considered as the heart of the survey operation. In this method a questionnaire is given to the person concerned with a request to answer the questions and return the questionnaire. Questionnaire consists of a number of questions printed in a definite order in a form or set of forms.
TOOLS USED IN ANALYSIS The data collected was analyzed using i. ii. Simple percentage method Chi-Square Method.
Chi-square Test Method: Chi-square is an important test among the several test of significants developed by statisticians. It is a statistical measure used in the context of sampling analysis for comparing a variance to a theoretical variance. As a non parametric it can be used to determine if categorical data shots dependency or the clarifications are
independent. It can be used to make comparisons between theoretical population and actual datas when categories are used. Steps for calculation Ho is the null hypothesis of the test. Ha is the alternative hypothesis. First of all calculate the expected frequencies on the basis of given hypothesis or on the basis of null hypothesis. Usually, in case of any contingency table the expected frequency for any given cell is worked out as under: = [row total of the cell * column total of the cell] / grand total
Obtain the difference between observed and expected frequencies and find out the square of such difference ie, calculate (O – E) 2 Divide the quantity (O – E)
2
obtained as stated above by the corresponding
expected frequency to get (O – E) 2 /E and this should be done for all the cell frequencies or the group frequencies. Find the summation of (O – E) 2 /E values or what we call χ2 = ∑ [(O – E) 2 / E]
Sales promotion is an important method of promotion which supplements the personal selling and advertising efforts. It includes free samples, premium on sales, sales and dealer incentive, contests, fairs, exhibitions, etc. THE RANGE OF TOOLS AND TECHNIQUES INCLUDES: Discounts, coupons, free samples, contests, games, premiums, sweepstakes, special packs, allowances, dealer incentives, trade fairs, co-operative advertising, continuity programs, exhibitions, demonstration, exchange offers and many others. BSNL frequently releases its advertisement in television. Through personal selling efforts, they get large orders. The Company emplyees utilize every chance they get to promote their products. They arranges “BSNL Mela” in festival places and also in college, office and public premises and in this Mela they will provide discounts on SIM and Recharge Vouchers, free samples, price coupons, cash back guarantee like Full Talk time offers. etc.
AN OVERVIEW OF SALES PROMOTION The word promotion is derived from the French word “Promovere”, which means “to move forward” or “to push forward”. Promotion means the communication package in marketing which aims to exchange information between buyer and seller. Beyond informing, it is also accomplishes the task of reminding and inducing consumers. So that they respond to the products or services being Sales promotion refers to many kinds of incentives and techniques directed towards consumers and traders with the intention to produce immediate or short-term sales effect. Sales promotion is a separate and distinct element in the promotion mix and is an important and powerful tool of marketing. Promotional activities are became a part of daily life and nearly every one in the modern world is influenced by one or another forms of promotion. Nowadays many products are introducing in the market with different brand names. All the brands were sticking one in this competitive market mainly because of the advertisement support and their sales promotional activities.
OBJECTIVES OF SALES PROMOTION To attract new customers To create brand image To meet the competition of other firms To remove customers dissatisfaction To bridge the gap between advertising and personal selling. To inform the public about new product and its specialties, attraction and advantage.
OBJECTIVES OF THE STUDY The objectives of the study are find out:
1. To study, the poor quality of advertisement and problems obtained by the sales of
BSNL mobile phones.
2. To study, whether the marketing promotional activities conducted by BSNL
mobile are effective or not.
3. To study, whether the awareness of promotional offers to the public is sufficient
or not.
4. To study, compare to other service providers BSNL media advertisement is
sufficient or not.
5. To study, whether the customer care performance is sufficient or not. 6. To make suggestions based on the finding of the study.
SCOPE OF THE STUDY
1. The study focuses on how and why consumers make decision to buy the product, sales promotion research goes for beyond these facts of consumer behavior. Now they are planning to capture the market and company wants to know its current market position 2. In attempt to achieve about aspect this study has been taken and focusing on sales promotion of the company. 3. The study is going to help the marketers to understand the importance of sales promotional activities. And the study will reveal the relationship between promotional activities and sales in mobile phone market. Through the study BSNL can understand the necessity of appropriate promotion mix.
LIMITATIONS OF THE STUDY One of the main features of special science research is the presence of various limiting factor quite naturally the present study also suffers from certain limitations. They can be listed in the following lines.
1. Lack of secondary data on mobile phone communication has been one of the
main limitations of the present study.
2. During the course of data collection especially in filling the questionnaire
much difficulty has been experienced in getting if filled up, because of the busy nature of the mobile phone dealers.
3. Due to the busy nature of the respondents the questionnaire has been designed
in such manner that it can be filled within two or three minutes.
4. Time and cost constraints have compelled the researches to confine the
present study to T.V.M District only. A more meaningful result requires for more extensive study which needs a long time.
5. Some of the subscribes especially employees of the telecom department were
reluctant in providing the necessary information.
RESEARCH METHODOLOGY Research in common parlance refers to a search for knowledge. Researcher can also define research as a scientific and systematic search for pertinent information on a specific topic. In fact research is an art of scientific investigation. Research comprises defining and redefining problems, formulating hypothesis or suggested solutions; collecting, organizing and evaluating data; making deductions and reaching conclusion and at last carefully testing the conclusions to determine whether they fit the formulating hypothesis. RESEARCH DESIGN A research design is the arrangement of conditions for collections and analysis of data in a manner that aims to combine relevance to the research purpose with economy in procedure. The researcher used descriptive research design to analyze the problem. METHOD OF DATA COLLECTION Primary data were collected for the research study. The whole data were collected through a schedule and a questionnaire PRIMARY DATA The primary data are those which are collected a fresh and for the first time and then happen to be original in character. The primary data was collected form dealers using a well structured questionnaire and by interviewing personally.
SAMPLE DATA The researcher used convenient sampling technique for the selection of samples for the study.
SAMPLE SIZE The sample size was limited to 100 customers and also collected information from 100 traders SAMPLING AREA The study was conducted among dealers in Trivandrum district, also from the traders of Trivandrum area. DATA COLLECTION TECHNIQUE Quiet often questionnaire is considered as the heart of the survey operation. In this method a questionnaire is given to the person concerned with a request to answer the questions and return the questionnaire. Questionnaire consists of a number of questions printed in a definite order in a form or set of forms.
TOOLS USED IN ANALYSIS The data collected was analyzed using i. ii. Simple percentage method Chi-Square Method.
Chi-square Test Method: Chi-square is an important test among the several test of significants developed by statisticians. It is a statistical measure used in the context of sampling analysis for comparing a variance to a theoretical variance. As a non parametric it can be used to determine if categorical data shots dependency or the clarifications are
independent. It can be used to make comparisons between theoretical population and actual datas when categories are used. Steps for calculation Ho is the null hypothesis of the test. Ha is the alternative hypothesis. First of all calculate the expected frequencies on the basis of given hypothesis or on the basis of null hypothesis. Usually, in case of any contingency table the expected frequency for any given cell is worked out as under: = [row total of the cell * column total of the cell] / grand total
Obtain the difference between observed and expected frequencies and find out the square of such difference ie, calculate (O – E) 2 Divide the quantity (O – E)
2
obtained as stated above by the corresponding
expected frequency to get (O – E) 2 /E and this should be done for all the cell frequencies or the group frequencies. Find the summation of (O – E) 2 /E values or what we call χ2 = ∑ [(O – E) 2 / E]
