ABSTRACT

This project work is based on A STUDY ON SALES AND DISTRIBUTION EFFECTIVENESS ON FINE PRODUCT ENTERPRISES, COIMBATORE. The main objective of the study is to know the effectiveness of sales promotion activities. The first chapter of the study explains about brief outline of the study, the company profile and industry profile. The second chapter deals with objectives of the study, scope and limitation and methodology applied. The third chapter explains about analysis and interpretation. The primary data are collected through questionnaire and secondary data collected through internet, books, journals etc. On the basis of the questionnaire prepared and its responses the analysis and interpretation is done. The fourth chapter deals with findings, recommendations and conclusion. Researcher in common refers to a search for knowledge. The Researcher selected descriptive research for study. The technique used here is random sampling. Sampling size is 50, after collecting data it should be analyzed by table and diagrams. The researcher analyzed all those data with the help of percentage analysis. Some of the valuable suggestions are the company can improve sales if the management provide more advertisement through various media. The company must look for the price of their product against their competition.

LIST OF CONTENTS

CHAPTER

CHAPTER 1

CHAPTER 2

CHAPTER 3 CHAPTER 4

CONTENTS Abstract Acknowledgement List of Tables List of Charts INTRODUCTION 1.1 Industry profile 1.2 Company profile 1.3 Attrition Management 1.4 Review of literature 1.5 Objective of the Study 1.6 Limitations of the study 1.7 Scope of the Study RESEARCH METHODOLOGY 2.1 Research Design 2.2 Data Collection method 2.3 Statistical Tools ANALYSIS AND INTERPRETATION 3.1 Percentage Analysis FINDINGS, SUGGESTIONS AND CONCLUSION 4.1 Findings 4.2 Suggestions 4.3 Conclusion BIBLIOGRAPHY APPENDICES

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CHAPTER 5

S.No 1 2 3 4 5

List of Tables Relationship to Fine Product Enterprises Cordial relationship Sales executive Quality of the Product Credit Facilities
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6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24

Service Opinion with the Fine Product Enterprises Compare to other competitors Competitors Helpline Support Price Product availability in your area Delivery of goods at the specified time Warranty claiming Company demonstration about their products Company Advertisement Awareness Sales promotion activities offered by the company Market Training provided by the company Requirement in the Market areas Clients response in the Market areas Marketing Source availability comparing to competitors against the company Advertisement activities in the company Marketing Team Strength in the Company Service Team Strength in the Company Financial support for Sales Executive provided by the company

S.No 1 2 3 4 5 6 7 8 9

List of Charts Relationship to Fine Product Enterprises Cordial relationship Sales executive Quality of the Product Credit Facilities Service Opinion with the Fine Product Enterprises Compare to other competitors Competitors Helpline Support

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10 11 12 13 14 15 16 17 18 19 20 21 22 23 24

Price Product availability in your area Delivery of goods at the specified time Warranty claiming Company demonstration about their products Company Advertisement Awareness Sales promotion activities offered by the company Market Training provided by the company Requirement in the Market areas Clients response in the Market areas Marketing Source availability comparing to competitors against the company Advertisement activities in the company Marketing Team Strength in the Company Service Team Strength in the Company Financial support for Sales Executive provided by the company

CHAPTER 1
INTRODUCTION OF THE STUDY
The role of selling has become more complex because producers are more technical, buyers are more sophisticated and the competition has become more intense. This has necessitated the need for proper flow of communication from the producer to the consumer either along with the product or well in advance of the introduction of a product into the market. Successful marketing consists in offering the right product at the right price at the right place and time with right promotion. Promotion is an exercise in information, persuasion and influence. Promotion has come to mean the overall co-ordination of advertising, selling, publicity and public relations. Promotion is a helping function designed to make
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all other marketing activities more effective and efficient. Advertising and sales promotion are the central elements in a company's communication strategy. DEFINITION The American marketing Association to bring a semblance of uniformity and better understanding in the semantics jungle in the field of marketing. It defined `Advertising as any paid form of non personal presentation and promo tion of ideas, goods or services by an identified sponsor'. Sales Promotion is defined by the American Marketing Association in a specific sense to mean: those Marketing activities, other than personal selling. ad vertising and publicity that stimulate consumer purchasing behavior and dealer effectiveness, such as display, shows and exhibitions, demonstrations and various non recurrent selling efforts not in the ordinary routine.

1.1 INDUSTRY PROFILE

The Machine Tools industry in India dates back to the Second World War due to non-availability of imported machine tools, a few British owned general engineering firms took up their manufacture in India. This was followed by the start of industrialization in a series of five-year plans. The process of planning in the economy resulted in a second phase of machine tools manufacturing with public sector investment in machine tools (HMT Ltd. 1953). These two initial phases of development of the Indian machine tools industry saw the production of general purpose machine tools most of which were produced under technical assistance from foreign Collaborators (Oerlikon, Louden, Ward, Herbert, Jones & Shipman, etc.). The 1960s marked the third phase of the machine tools industry. During this phase, the range of products witnessed rapid growth and various types of machine

tools including SPMs were manufactured. (Multi spindle Automats, Gear Cutting Machines, SPMs, Broaching Machines, Presses, etc.) Current Status in India The Indian machine tools industry manufactures almost the complete range of metalcutting and metal-forming machine tools. Customised in nature, the products from the Indian basket comprise conventional machine tools as well as computer numerically controlled (CNC) machines. There are other variants offered by Indian manufacturers too, including special purpose machines, robotics, handling systems, and TPM-friendly machines. Efforts within the industry are now underway to improve the features of CNC machines, and provide further value additions at lower costs, to meet specific requirements of users. In keeping with the current trends, and emerging demand, the CNC segment could be the driver of growth for the machine tools industry in India. The slowdown in the Indian economy since mid 1999 had its impact on the prospects of Indian machine tools manufacturers. Output by domestic metalworking machine tools manufacturers in 2001 calendar year declined to the lowest of just Rs.5,175 million marking the fourth year of decline since 1997, for the Indian machine tools industry. Much of this fall was due to subdued investment in 2002 by all the major user segments of machine tools, except the defence industry, primarily because of a higher capital expenditure outlay. However, in the last two calendar years, output of the industry registered significant growth and the industry has achieved a high growth in the past two years. While the decrease in domestic production was lower in the case of conventional metalworking machine tools, computer numerically controlled (CNC) machine tools manufacturers too suffered, although marginally. Lathes, machining centres, special purpose machines, and grinding machines were categories of machine tools that sustained much of the order inflow even during 2001 although these segments registered a decline, in comparison with the previous year. An industry, which has undergone a radical paradigm shift in its thinking, the Indian machine tools industry is now recognized as a provider of low-cost high quality lean manufacturing solutions. The industry resiliently supports all its users to enhance productivity as well as improve competitiveness for the betterment of the final customer. It is a well known and often repeated fact that the machine tools industry forms the pillar for the competitiveness of the

entire manufacturing sector since machine tools produce capital goods which in turn produce the manufactured goods. Hence being an integral sector, growth of the machine tools industry has an immense bearing on the entire manufacturing industry which is crucial for the country's strategic requirement such as defence, railways, space, and atomic energy. World over too, industrially developed countries have created market niches on the back of a well-developed and supportive machine tools sector. In India, indigenous machine tools have the highest impact on capital output ratios. Machine tools consumption of Rs.2,500 crore truly supports the advancement of the country's engineering sector output which is estimated to be worth over Rs.1,50,000 crore. In India there are about 450 manufacturers manufacturing complete machines, or their components. There are 150 units in the organized sector. Almost 73 percent of the total machine tools production in India is contributed by 10 major companies in this industry. The industry has an installed capacity of over Rs.10 billion and employs a workforce directly or indirectly totaling 65,000 skilled and unskilled persons. The hub of manufacturing activities is concentrated in Mumbai and Pune in Maharashtra, Jalandhar and Ludhiana in Punjab, Ahmedabad, Baroda, Jamnagar, and Rajkot in Gujarat, Coimbatore and Chennai in Tamil Nadu, Bangalore and Mysore in Karnakata, and some parts of eastern India. All the global leaders namely Makino, DMG, Yamazaki, Haas, Trumpf, Daewoo, Agia Charmilles, Schuler etc. are present in India either through their marketing agents, technical centers, service centers or assembly centers.

1.2 COMPANY PROFILE:

Fine Product is a renowned trading business firm engaged in supply of Carbide Cutting Tools, Industrial Lubricants, Abrasives, & Foundry Raw Materials. Established in the year 1965, on the month of May at the Manchester city, Coimbatore, we have carved a special niche for ourselves in the arena of industrial machine tools. By providing value to our customer, we have grown from strength to strength and have established ourselves as a preferred productivity partner. Our management team with deep domain knowledge about the current market demands assists us in delivering an excellent range of industrial tools. Blessed with a highly supportive team which holds most qualified and experienced staff members, we specialize in providing productive solution to the following

Original Tooling Solution Component tooling up Turnkey projects One stop shop concept

We have a real passion for adding substantial value to our esteemed clients by providing innovative tools that meet with the exact demands of our clients. Our prime mission is to serve the needs of customers engaged in diverse industry verticals such as

Auto Components Mfrs Pumps Industries Textile Machinery Mfrs Valve Industries Die & Moulds Aero Space Component Mfrs General Engineering

Fine product markets high quality products which contributes in giving innovative solution to our clients and thereby increasing their productivity and earnings. The
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Marketing policy is based on the core value: Quality, Technical Support, Right Tool/Solution @ Right Times, Quality Services, Team Sprit. Our Objective

Sustain the customer first Providing complete solution to meet customer needs Quality with competitive prices Expanding Geographically with branches

PRODUCTS

We are dealers engaged in offering wide range of engineering tools, which are catering to the needs of various industrial sectors very efficiently. By remaining stockiest of many leading brands of tools, we have built repute among clients for on time delivery of products & services. As a client centric organization, we always try to maximize client satisfaction by dealing with products of leading brands. Mentioned below is the comprehensive range of our products we deal with.
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Sandvik Coromant (Cutting Tools for Metal Working Industry) Sandvik Coromant is the world's leading producer of tools for turning, milling and drilling. Sandvik Coromant is represented in 130 countries worldwide. It has customers throughout the metalworking field including the...

Sandvik (Engineering group in Tooling, Materials Technology, Mining & Construction) Sandvik is a high-technology, engineering group with advanced products and a worldleading positions within selected areas. Worldwide business activities are conducted through representation in more than 130

Dormer (Complete range of cutting tools) Dormer is offering a complete range of cutting tools for all industrial applications in a wide material spectrum. Such as Drilling, Threading, Milling, Reaming, Solid Carbide...

Norton (Abrasives products) Norton, a brand of Saint-Gobain, is the largest global manufacturer and supplier of performance engineered abrasives. Norton products provide end-user solutions from everything from the home improvement...

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Saint Gobain (Abrasives/Engineered Grains & Powders) Saint-Gobain established its presence in India by acquiring a majority stake in Grindwell Norton in 1996, and thereafter went on to consolidate and strengthen its presence within the country...

ITW Chemin (Speciality chemicals, Lubricants & Equipments Manufactures) ITW Chemin, a business unit of ITW Inc. (NYSE: ITW), USA, offers a wide array of the products / brands manufactured at the state-of-the-art facility which includes, Met-LGard (Rust Preventive Chemicals)...

Emuge India (Threading Solution & Taping Tool Holders) Threading techchnology taps at EMUGE India are positioning ourselves as solution providers in tapping and other related technology. To this end, Threading techchnology taps would like...

Carbtools (All Type of specials Solid carbides) Carbtools manufacture a wide range of special combination tools in solid carbide, carbide lugged as well as a combination of carbide lugged and carbide tipped tools involving very high levels of accuracies...
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Forbes (Engineering, Specials Solid carbides & Transaction Management Solutions) Forbes & Company Limited is one of the oldest companies of the world that is still in business.The company traces its origin to the year 1767 when John Forbes of Aberdeenshire...

IT (All Type of specials Solid carbides) Indian Tool Manufacturers (ITM) - A Division of Birla Precision Techonolgies Limited, belonging to the Yash Birla Group, pioneered in the year 1937, the manufacture and supply of High Speed Steel Cutting Tools in India. SERVICE To satisfy our clients and achieve long term success, we with our sales & technical team provide round the clock service. Some of the other factors which assist us in acquiring customer satisfaction include following WIN WIN approach besides taking minimal turnaround time to acknowledge a query & complaints. We make stringent efforts to provide customers with the very latest, most efficient metal cutting technology in the world. Our commitment to quality has secured us the ISO 9001:2008 certificate. As a part of continual improvement, we share our knowledge of new Tools by providing training at customer place & also conducting seminar programs at our training centre. Helping reduce the impact on the environment is just as important a challenge for us as helping raise your productivity. Hence the Sandvik Coromant Recycling Concept. Simply gather together your used solid carbide inserts and round tools, return them in the boxes Sandvik provide, and Sandvik will recycle them in the most effective way possible. Getting rid of old tools will increase efficiency, and Sandvik pay for the
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carbide you send. But the true reward comes from better utilization of precious resources plus a more sustainable environment for everyone. Few Customers are : Sakthi Auto Component Indoshll Flowlinks LRT (Lakshmi Ring Travellers) CRI Pumps LMW

Current Competitors : IES Agencies Primer Precision Product Tool Tech (Manufacturers and Sales)

1.2 SALES AND DISTRIBTUON MANAGEMENT MEANING OF SALES MANAGEMENTSales management means the planning, direction, and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating. It also engages a sales force. It is the attainment of an organization's sales goals in an effective & efficient manner through planning, staffing, training, leading &controlling organizational resources The sales manager is the person responsible for leading and guiding a team of salespeople.

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Definition of sales managementAccording to American Marketing Association, `Sales management is the management of Sales Force. ` How to manageRight person right job right place right time right compensation right qualifications

Relationship Based Selling Relationship based selling means that the company takes care of customer specifications. Buyer is the king not the seller In other words, doing business in such a way that company is worthy of customers trust. Company is buyer based, not seller centric.

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Nature and scope of sales management Integration with marketing management relationship selling varying sales responsibilities

The Scope Of The Sales Management Varies with The Nature Of The Industry Product Lines Geographical Spread Nature Of Selling

Example-in hotel industry, there is only one sales manager [ one man job] -in consumer industry, there is sales manager supported by zone managers / sales representatives.

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The scope of the sales management, in broad terms includes, The following Establish Sales force objectives Organizing the Sales force Recruiting and Selecting Salespeople Training Sales Personnel Compensating Sales People Motivating Sales People Developing sales plans Developing sales development programs

PROCESS OF SALES MANAGEMENT / HOW TO DESIGN AND MANAGE A SALES FORCE

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Controlli ng

Setting objective s

Implementin g

Process of sales management

Planni ng

Training and developme nt

Problems coordination lack of information lack of authority lack of communication less supervision lack of customer interest target setting sales forecasting

Deciding compensati on

Recruitme nt and selection of sales force

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Leads to Functions of sales manager discovering new ideas for better results marketing products managing conflicts responding feedback performing sales management function assigning sales territories to sales force meeting with sales force deciding the strategies market research product research advising top management on various sales issues setting targets controlling targets maintaining healthy relationship customers monitoring sales policies

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To yourself-A sales manager must be very clear about his role in the organization. He should know what he is supposed to do at the workplace. To company A sales manager plays a key role in the success and failure of an organization. He is the one who plays a pivotal role in achieving the sales targets and eventually generates revenue for the organization. A sales manager devises strategies and techniques necessary for achieving the sales targets. He is the one who decides the future course of action for his team members. A sales manager is also responsible for brand promotion. To customers listening to customer requirements and presenting appropriately to make a sale; maintaining and developing relationships with existing customers in person and via telephone calls and emails; cold calling to arrange meetings with potential customers to prospect for new business; responding to incoming email and phone enquiries; acting as a contact between a company and its existing and potential markets; negotiating the terms of an agreement and closing sales. Skills of sales manager People skills- motivation, leadership, communication, and coordination Managing skills- planning, organizing, controlling, and decision making Technical skills- training, selling, negotiation and working on computers etc

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Selling process determine objectives deciding strategies review Alternative selling process1. Prospect for Leads You can't prospect effectively without knowing all about your product(s). If you don't understand the product, how could you know who will want to buy it? 2. Set an Appointment It's time to use those leads you collected in stage 1. Many salespeople prefer to cold call over the phone, but you can also call in person, send email or even mail out sales letters. 3. Qualify the Prospect The qualification stage usually takes place at the appointment itself, although you can also qualify briefly during your initial contact. The idea is to confirm that your prospect is both able and potentially willing to buy your product. 4. Make Your Presentation The presentation is the core of every sales cycle, and it's probably where you'll invest the most preparation time. Keep in mind that you're not just selling your product... you are also selling yourself! You represent your company, so appearance counts. 5. Address the Prospect's Objections Here's where you get to deal with your prospect's concerns. The one you'll hear most often? I have to think about it. 6. Close the Sale Once you've made your presentation and answered your prospect's questions and objections, it's time to ask for the sale. This is the second-most neglected stage of the sales cycle. which is especially sad given that it's probably the most critical one. 7. Ask for Referrals

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This is hands down the most commonly neglected step. Too many salespeople are so relieved to get a sale that they grab their things and race out the door the second they get the chance, for fear the prospect will change their mind

Sales strategies-:

1. Relationship strategy- Buyer and seller act as partners and maintains a good relation. P- Preparing strategically for a long term high quality relationship to solve customers problems A- Ask questions from the potential buyers regarding their needs R- Restates customers need T- Team with support people to provide the customer with solutions N- Negotiation (double win solutions should be adopted) E- Exceeds customer satisfaction R- Review 2. Double win strategy- there are basically two approaches under this strategyWin-lose approach- under this approach one party loses either the buyer or the seller. One of the them has to bear the loss. Features are: See a problem Fix the blame Let loss happen to them Lives in the past Make promises that never keep
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Win-win approach- under this approach both the parties remain in benefits. Both the parties earn profits as goods are produced what consumer wants and is charged fairly so there is no loss to seller also. Feature are Help others to solve the problems Fix what caused the problem Make life a joyous happening for others and themselves Leaves the past, lives in the present and set goals for the future Make commitments to others and themselves and keep both of them. 3. Instant service- aims at Q-C-D Triangle i.e. highest quality, lowest cost and least delivery times. Customer delight is achieved by combining:Supply chain management After sale services Unique selling positioning/ brand equity Exceeding customer expectations Process management- it means how much cost is involved in a particular process. Main aim is to keep the cost minimum. Features are as follows On time delivery Competitive prices Reliability of product or service Uniqueness of product or service 4. Hard sell vs. soft sellHard sell- where goods arent produced according to customers specifications. Features are as follows: Concern for self Canned presentation Talking
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 Pushing product Presenting features Advocating without acknowledging Soft sell- where goods are produced exactly what the consumer wants or desires. Features are as follows: Concern for customer Questions for discussions Listening Providing buying opportunities Presenting benefits Acknowledging needs 5. Integrated sales strategyUnder this strategy no strategies are formulated before hand. Everything is done considering business and customer both. Goods are produced according to customers desire. 6. Client centered sales strategyIt considers: What client is What he or she does Where, when, why and how he or she does it His needs are analyzed And goods are offered according to his preferences

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Methods of selling-

Tele-marketing- this is the concept of Selling product on the phone. it is direct marketing tool It is very cheap and reliable method. It is limited to consumer durables. For example; customer care or home shop 18 etc Sale on internet- under this method product can be seen, a buyer can see free demonstration on the internet itself,
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 Product features can be seen. Customer has to be fully aware. For example snapdeal.com, myntra.com, flipcart.com etc Sales through large scale stores- these stores are mostly present in urban areas due to increased flow of manufactured goods. These can be of various kinds like Departmental stores Chain stores like easy day Mail order houses Hire purchase shops Super markets like big bazaar Fixed price shops Cooperative stores Sales through whole sellers and retailers- Following functions are performed by whole sellers and retailers Assembling and buying Storing and warehousing Transporting Financing Risk bearing Grading, packing and packaging Providing market information Advertising Selling Direct selling- in this relationship of company and customer starts building even before the sale of product. For example Avon, Amway and Eureka Forbes etc.

Factors affecting method of selling

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 Nature of product Price of the product Cost of the product Size of the market Consumer convenience Policy of organization Types of sales manager Top level manager- these are those managers who are responsible for Sales planning Scanning external environment Setting short and long term objectives Developing strategies Making decision for implementing of strategies Controlling performance Coordination of various functional areas

Regional level manager- these are those managers who are responsible for Device strategies Executes plans made by top level Act as linking pin between lower level and top level Manage several branches Operational/ branch/ first line managers- these are those managers who are responsible for Appoints sales person Monitor performance
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 Motivate sales person Provide day to day supervision to the sales person

Types of compensation plans-: There are two types of compensation plansFinancial and non financial compensation plans Financial compensation-: Those incentives which satisfy the subordinates by providing them rewards in terms of rupees. Money has been recognized as a chief source of satisfying the needs of people. Money is also helpful to satisfy the social needs by possessing various material items. They include compensation, salary, fringe benefits and incentives. It should: Provide a regular income at minimum level Simple and easy to understand for the sales man Economical Encourage competition among salesmen Fair to both sales force and management

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This method also includes reimbursement of expenses incurred by sales persons for the sales of goods and services i.e. meals and entertainment air travel automobile rentals lodging travel account tour expenses account communication and service expense account
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Non financial compensation:These include motivation and its implication to sales management. So, some fringe benefits are available for the purpose:

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Some other non financial compensation plans are: company car supplemental life insurance and medical insurance schemes tax return participation personal tax and financial planning low or no interest loans deferred compensation retirement benefits relocation benefits stationary facilities air travel and first class AC for train travel etc special perquisites for outstanding performance special business associates membership

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1.4 LITERATURE REVIEW According to Robert A. Peterson and William R. Wilson, Self-reports of sales promotion invariably possess distributions that are negatively skewed and exhibit a positivity bias. Examination of the customer satisfaction literature and empirical investigations reveal that measurements of customer satisfaction exhibit tendencies of confounding and methodological contamination and appear to reflect numerous artifacts. Implications and suggestions for research and practice are discussed. According to Carol Suprenant, investigate whether it is necessary to include disconfirmation as an intervening variable affecting satisfaction as is commonly argued, or whether the effect of disconfirmation is adequately captured by expectation and perceived performance. Further, they model the process for two types of products, a durable and a nondurable good, using experimental procedures in which three levels of expectations and three levels of performance are manipulated for each product in a factorial design. According to Gordon H.G.McDougall, investigated the relationship between three elements core service quality, relational service quality- and perceived value and customer satisfaction and future intentions across four services. The results revealed that core service quality (the promise) and perceived value were the most important drivers of customer satisfaction with relational service quality (the delivery) a significant but less important driver. A direct link between customer satisfaction and future intentions was established. The relative importance of the three drivers of satisfaction varied among services. Specifically, the importance of core service quality and perceived value was reversed depending on the service. A major conclusion was that both perceived value and service quality dimensions should be incorporated into customer satisfaction models to provide a more complete picture of the drivers of satisfaction. According to Ellen Garbarino & Mark S Johnson Several theories of relationship marketing propose that customers vary in their relationships with a firm on a continuum from transactional to highly relational bonds. Few empirical studies have segmented the customer base of an organization into low and high relational groups to assess how evaluations vary for these groups. For the high relational customers (consistent

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subscribers), trust and commitment, rather than satisfaction, are the mediators between component attitudes and future intentions.

According to J.Joseph Cronin & Steven J Taylor investigate the conceptualization and measurement of service quality and the relationships between service quality, consumer satisfaction, and purchase intentions. A literature review suggests that the current operationalization of service quality confounds satisfaction and attitude. Hence, the authors test (1) an alternative method of operationalizing perceived service quality and (2) the significance of the relationships between service quality, consumer satisfaction, and purchase intentions. The results suggest that (1) a performance-based measure of service quality may be an improved means of measuring the service quality construct, (2) service quality is an antecedent of consumer satisfaction, (3) consumer satisfaction has a significant effect on purchase intentions, and (4) service quality has less effect on purchase intentions than does consumer satisfaction. Implications for managers and future research are discussed.

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1.5 OBJECTIVE OF THE STUDY:

PRIMARY OBJECTIVE: The study on effectiveness of sales and distribution activities with special reference to Fine Product Enterprises, Coimbatore. SECONDARY OBJECTIVE: 1. To find out the factors that influences the purchase decision of consumers. 2. To identify need of new innovations of the company towards sales promotion. 3. To know about the different strategies for sales promotion in distribution activities. 4. To suggest to be strengthened after sales services of Fine Product Enterprises, Coimbatore. 5. To provide suggestions and recommendations for further improvements

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1.6 LIMITATIONS OF THE STUDY:

All the functions are only related with the marketing department. The data was collected through questionnaire. The response from the respondents may not be accurate. Time and resource were the major constraints during the execution of the project. Since the organization has strict control in sample size, it acts as another barrier for getting data. Some Customers would not give proper response. Company not allowing disclosing confidential information. Time factor was the major limitation of this survey. Because during survey any activity of organization which is directly or indirectly related to the production process should not disturb due to survey.

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1.7 SCOPE OF THE STUDY:

The scope of the study is to study the sales and distribution effectiveness in Fine product enterprises. The function of marketing is to ensure that the right product is made available at the right place, in the right quality, at the right price, at the right time and under the right impressions to the consumer. All these righteousness is made possible by performing the sales function. Thus, sales function is the pivotal factor in any organization. It is even capable of deciding the very existence of an organization. The various promotional mix elements are designed for achieving better sales. Advertising is a necessisity with a view to maximization of the return on the money invested. The probability of securing the optimum effectiveness is greater when advertising is adequately planned, executed and constantly evaluated in terms of carefully crystallized objectives. Thus, advertising offers a reason to buy while; sales promotion offers an incentive to buy.

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CHAPTER 2
RESEARCH METHODOLOGY Research Methodology is a way to systematically solve the research problems. It may be understand as a science of studying how research is done scientifically. The methodology of the study would include conducting research with target audience as the distributors and customers. This includes primary data collection by person administered survey for analysis and final interpretation of data. 2.1 RESEARCH DESIGN Descriptive Research is adopted in this study and the basic reason for carrying out this research is to identify the cause of something that is happening. Type of Research It is descriptive type of research. Descriptive Research survey and fact finding inquiries of different kind. The major purpose of descriptive research is descriptive the state of affairs, as it exist at present. The methods has to researcher utilized in descriptive research are survey methods of all kind. 2.2 Data Collection Method The source of project depends on accurate data. Thats why data collecting the appropriate data, which differ considerable in context money, cost, time and other resources at the disposal researcher. There are two types of data collection methods available:1) Primary Data Collection Method. 2) Secondary Data Collection Method.

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Primary and Secondary data Primary Data Collection Method. Primary data are those that are obtain by the user for fulfillment their purpose. I have taken Primary Data through personal visit to Fine Product Enterprises, Coimbatore At all levels and observation methods to get more reliable information. I also collected primary data by filled, questionnaire by the distributor and customer of the company, this data helped me to justify the statements that have made in this project. Secondary Data Collection Method. The Secondary Data is that which is already collected and stored or we can say already saved or ready data by others. I got secondary data from the journals, records, newspapers, magazines, articles, internet etc. I collect secondary data by referring some specimen of company and by referring some books and web sites of company from internet. SAMPLING TECHNIQUE Stratified random sampling 2.3 Statistical Tools Used Percentage analysis

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CHAPTER 3
ANALYSIS AND INTERPRETATION Analysis and interpretation is the main part of the project study. The statistical methods used to Study the Sales and Effectiveness of Fine Product Enterprises, Coimbatore. Simple Percentage Analysis In simple percentage analysis the number of respondents for each factor is converted into percentage basis. So the percentage for each factors is calculated in percentage analysis.

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4.ANALYSIS AND INTERPRETATION

4.1 SIMPLE PERCENTAGE ANALYSIS
Table 1 : Relationship to Fine Product Enterprises Particulars Existing Customer New Customer Sales Executive Total No. of Respondents 17 15 18 50 % of Respondents 34 30 36 100

INTERPRETATION : The above table describes the relationship to Fine Product Enterprises which shows that 34% of the respondents are Existing Customers, 30% of the respondents are New Customer and 36% of the respondents are Sales Executive. Major respondents are Sales Executive only.

Chart 1 : Relationship to Fine Product Enterprises

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Source : Primary Data

Table 2 : Cordial relationship Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 10 15 5 0 32 % of Respondents 6.25 31.25 46.88 15.63 0 100

INTERPRETATION : The above table describes the opinion with the cordial relationship with the company which shows that 6.25% of the respondents Stated as Very Good, 31.25% of the respondents stated as Good, 46.88% of the respondents stated as Average, 15.63% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only. Chart 2 : Cordial relationship

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Source : Primary Data + Secondary Data

Table 3 : Opinion with the Sales executive Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 26 4 0 0 32 % of Respondents 6.25 81.25 12.50 0 0 100

INTERPRETATION : The above table describes the opinion with the cordial Sales Executive with the company which shows that 6.25% of the respondents Stated as Very Good, 81.25% of the respondents stated as Good, 12.50% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 3 : Opinion with the Sales executive

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Source : Primary Data

Table 4 : Quality of the Product Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 9 7 16 0 0 32 % of Respondents 28.13 21.88 50 0 0 100

INTERPRETATION : The above table describes the opinion with the quality of the product with the company which shows that 28.13% of the respondents Stated as Very Good, 21.88% of the respondents stated as Good, 50% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only. Chart 4 : Quality of the Product

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Source : Primary Data + Secondary Data

Table 5 : Credit Facilities Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 0 1 26 5 0 32 % of Respondents 0 3.13 81.25 15.63 0 100

INTERPRETATION : The above table describes the opinion with the credit facilities which shows that 0% of the respondents Stated as Very Good, 3.13% of the respondents stated as Good, 81.25% of the respondents stated as Average, 15.63% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only. Chart 5 : Credit Facilities

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Source : Primary Data + Secondary Data

Table 6 : Service Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 22 8 0 0 32 % of Respondents 6.25 68.75 25 0 0 100

INTERPRETATION : The above table describes the opinion with the service which shows that 6.25% of the respondents Stated as Very Good, 68.75% of the respondents stated as Good, 25% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. Chart 6 : Service

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Source : Primary Data + Secondary Data

Table 7 : Opinion with the Fine Product Enterprises Compare to other competitors Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 0 28 4 0 0 32 % of Respondents 0 87.50 12.50 0 0 100

INTERPRETATION : The above table describes the opinion with the Fine Product Enterprises Compare to other competitors which shows that 0% of the respondents Stated as Very Good, 87.50% of the respondents stated as Good, 12.50% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

45

Chart 7 : Opinion with the Fine Product Enterprises Compare to other competitors

Source : Primary Data + Secondary Data

Table 8 : Competitors Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 0 2 4 21 5 32 % of Respondents 0 6.25 12.50 65.63 15.63 100

INTERPRETATION : The above table describes the opinion with the competitors which shows that 0% of the respondents Stated as Very Good, 6.25% of the respondents stated as Good, 12.50% of the respondents stated as Average, 65.63% of the respondents stated as Poor and 15.63% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 8 : Competitors 46

Source : Primary Data + Secondary Data

Table 9: Helpline Support Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 30 0 0 0 32 % of Respondents 6.25 93.75 0 0 0 100

INTERPRETATION : The above table describes the opinion with the helpline support which shows that 6.25% of the respondents Stated as Very Good, 93.75% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 9: Helpline Support

47

Source : Primary Data + Secondary Data

Table 10: Price Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 1 10 21 0 0 32 % of Respondents 3.13 31.25 65.63 0 0 100

INTERPRETATION : The above table describes the opinion with the price which shows that 3.13% of the respondents Stated as Very Good, 31.25% of the respondents stated as Good, 65.63% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only. Chart 10: Price 48

Source : Primary Data + Secondary Data

Table 11: Product availability in your area Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 0 7 13 6 5 32 % of Respondents 0 21.88 40.63 18.75 15.63 100

INTERPRETATION : The above table describes the opinion with the product availbility in your area which shows that 0% of the respondents Stated as Very Good, 21.88% of the respondents stated as Good, 40.63% of the respondents stated as Average, 18.75% of the respondents stated as Poor and 15.63% of the respondents stated as Very Poor. Maximum respondents stated as Average only. Chart 11: Product availability in your area

49

Source : Primary Data

Table 12: Delivery of goods at the specified time Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 27 3 0 0 32 % of Respondents 6.25 84.38 9.38 0 0 100

INTERPRETATION : The above table describes the opinion with the delivery of goods at the specified time which shows that 6.25% of the respondents Stated as Very Good, 84.38% of the respondents stated as Good, 9.38% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 12: Delivery of goods at the specified time

50

Source : Primary Data + Secondary Data

Table 13: Warranty claiming Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 0 29 3 0 0 32 % of Respondents 0 90.63 9.38 0 0 100

INTERPRETATION : The above table describes the opinion with the warranty claiming which shows that 0% of the respondents Stated as Very Good, 90.63% of the respondents stated as Good, 9.38% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 13: Warranty claiming

51

Source : Primary Data

Table 14: Company demonstration about their products Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 6 26 0 0 0 32 % of Respondents 18.75 81.25 0 0 0 100

INTERPRETATION : The above table describes the opinion with the company demonstration about their products which shows that 18.75% of the respondents Stated as Very Good, 81.75% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. Chart 14: Company demonstration about their products

52

Source : Primary Data

Table 15: Company Advertisement Awareness Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 5 19 7 1 0 32 % of Respondents 15.63 59.68 21.88 3.13 0 100

INTERPRETATION : The above table describes the opinion with the company advertisement awareness which shows that 18.75% of the respondents Stated as Very Good, 81.75% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 15: Company Advertisement Awareness

53

Source : Primary Data + Secondary Data

Table 16 : Sales promotion activities offered by the company Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 0 16 2 0 0 18 % of Respondents 0 88.89 11.11 0 0 100

INTERPRETATION : The above table describes the opinion with the sales promotion activities offered by the company which shows that 0% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 11.11% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. Chart 16 : Sales promotion activities offered by the company

54

Source : Primary Data

Table 17 : Market Training provided by the company Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 0 15 3 0 0 18 % of Respondents 0 83.33 16.67 0 0 100

INTERPRETATION : The above table describes the opinion with the market training provided by the company which shows that 0% of the respondents Stated as Very Good, 83.33% of the respondents stated as Good, 16.67% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 17 : Market Training provided by the company 55

Source : Primary Data + Secondary Data

Table 18 : Requirement in the Market areas

Particulars Very Good Good Average Poor Very Poor Total

No. of Respondents 2 16 0 0 0 18

% of Respondents 11.11 88.89 0 0 0 100

INTERPRETATION : The above table describes the opinion with the requirement in the market areas which shows that 11.11% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. Chart 18 : Requirement in the Market areas

56

Source : Primary Data

Table 19 : Clients response in the Market areas

Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 4 8 4 2 0 18 % of Respondents 22.22 44.44 22.22 11.11 0 100

INTERPRETATION : The above table describes the opinion with the Clients response in the Market areas which shows that 22.22% of the respondents Stated as Very Good, 44.44% of the respondents stated as Good, 22.22% of the respondents stated as Average, 11.11% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. Chart 19 : Clients response in the Market areas

57

Source : Primary Data

Table 20 : Marketing Source availability comparing to competitors against the company Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 13 5 0 0 0 18 % of Respondents 72.22 27.78 0 0 0 100

INTERPRETATION : The above table describes the opinion with the Marketing Source availability comparing to competitors against the company which shows that 72.22% of the respondents Stated as Very Good, 27.28% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Very Good only.

58

Chart 20 : Marketing Source availability comparing to competitors against the company

Source : Primary Data

Table 21 : Advertisement activities in the company Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 14 2 0 0 18 % of Respondents 11.11 77.78 11.11 0 0 100

INTERPRETATION : The above table describes the opinion with the Advertisement activities in the company which shows that 11.11% of the respondents Stated as Very Good, 77.78% of the respondents stated as Good, 11.11% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. Chart 21 : Advertisement activities in the company

59

Source : Primary Data + Secondary Data

Table 22 : Marketing Team Strength in the Company

Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 16 0 0 0 18 % of Respondents 11.11 88.89 0 0 0 100

INTERPRETATION : The above table describes the opinion with the Marketing Team Strength in the Company which shows that 11.11% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 22 : Marketing Team Strength in the Company

60

Source : Primary Data + Secondary Data

Table 23 : Service Team Strength in the Company Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 2 16 0 0 0 18 % of Respondents 11.11 88.89 0 0 0 100

INTERPRETATION : The above table describes the opinion with the Service Team Strength in the Company which shows that 11.11% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

Chart 23 : Service Team Strength in the Company

61

Source : Primary Data + Secondary Data

Table 24 : Financial support for Sales Executive provided by the company Particulars Very Good Good Average Poor Very Poor Total No. of Respondents 3 11 4 0 0 18 % of Respondents 16.67 61.11 22.22 0 0 100

INTERPRETATION : The above table describes the opinion with the Financial support for Sales Executive provided by the company which shows that 16.67% of the respondents Stated as Very Good, 61.11% of the respondents stated as Good, 22.22% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. Chart 24 : Financial support for Sales Executive provided by the company

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Source : Primary Data + Secondary Data

CHAPTER 4 FINDINGS, SUGGESTIONS AND CONCLUSIONS 4.1 FINDINGS

In the Relationship to Fine Product Enterprises which shows that 34% of the respondents are Existing Customers, 30% of the respondents are New Customer and 36% of the respondents are Sales Executive. Major respondents are Sales Executive only. In the opinion with the cordial relationship with the company which shows that 6.25% of the respondents Stated as Very Good, 31.25% of the respondents stated as Good, 46.88% of the respondents stated as Average, 15.63% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only. In the opinion with the cordial Sales Executive with the company which shows that 6.25% of the respondents Stated as Very Good, 81.25% of the respondents stated as
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Good, 12.50% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. In the opinion with the quality of the product with the company which shows that 28.13% of the respondents Stated as Very Good, 21.88% of the respondents stated as Good, 50% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only. In the opinion with the credit facilities which shows that 0% of the respondents Stated as Very Good, 3.13% of the respondents stated as Good, 81.25% of the respondents stated as Average, 15.63% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only. In the opinion with the service which shows that 6.25% of the respondents Stated as Very Good, 68.75% of the respondents stated as Good, 25% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. In the opinion with the Fine Product Enterprises Compare to other competitors which shows that 0% of the respondents Stated as Very Good, 87.50% of the respondents stated as Good, 12.50% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. In the opinion with the competitors which shows that 0% of the respondents Stated as Very Good, 6.25% of the respondents stated as Good, 12.50% of the respondents stated as Average, 65.63% of the respondents stated as Poor and 15.63% of the respondents stated as Very Poor. Maximum respondents stated as Good only. In the opinion with the helpline support which shows that 6.25% of the respondents Stated as Very Good, 93.75% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only. In the opinion with the price which shows that 3.13% of the respondents Stated as Very Good, 31.25% of the respondents stated as Good, 65.63% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Average only.
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In the opinion with the product availability in your area which shows that 0% of the respondents Stated as Very Good, 21.88% of the respondents stated as Good, 40.63% of the respondents stated as Average, 18.75% of the respondents stated as Poor and 15.63% of the respondents stated as Very Poor. Maximum respondents stated as Average only.

In the opinion with the delivery of goods at the specified time which shows that 6.25% of the respondents Stated as Very Good, 84.38% of the respondents stated as Good, 9.38% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the warranty claiming which shows that 0% of the respondents Stated as Very Good, 90.63% of the respondents stated as Good, 9.38% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the company demonstration about their products which shows that 18.75% of the respondents Stated as Very Good, 81.75% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the company advertisement awareness which shows that 18.75% of the respondents Stated as Very Good, 81.75% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the sales promotion activities offered by the company which shows that 0% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 11.11% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the market training provided by the company which shows that 0% of the respondents Stated as Very Good, 83.33% of the respondents stated as Good, 16.67% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.
65

In the opinion with the requirement in the market areas which shows that 11.11% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the Clients response in the Market areas which shows that 22.22% of the respondents Stated as Very Good, 44.44% of the respondents stated as Good, 22.22% of the respondents stated as Average, 11.11% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the Marketing Source availability comparing to competitors against the company which shows that 72.22% of the respondents Stated as Very Good, 27.28% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Very Good only.

In the opinion with the Advertisement activities in the company which shows that 11.11% of the respondents Stated as Very Good, 77.78% of the respondents stated as Good, 11.11% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the Marketing Team Strength in the Company which shows that 11.11% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the Service Team Strength in the Company which shows that 11.11% of the respondents Stated as Very Good, 88.89% of the respondents stated as Good, 0% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.

In the opinion with the Financial support for Sales Executive provided by the company which shows that 16.67% of the respondents Stated as Very Good, 61.11% of the respondents stated as Good, 22.22% of the respondents stated as Average, 0% of the respondents stated as Poor and 0% of the respondents stated as Very Poor. Maximum respondents stated as Good only.
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4.2 SUGGESTIONS
The company advised to improve the sales effectiveness by improving cordial relationship with the customer. The company advised to improve the quality of the product with the company. Company should advise to improve the credit facilities to the customer. Company should reduce the price for their product in order to reach the market efficiently. Make the product available to the targeted market areas. From Sales Executive side, the entire feedback is good. So there are many chances to reach the targeted areas efficiently.

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4.3 CONCLUSION
In today's highly competitive environment, an organization has to develop a business strategy that provides a strategic fit between its resources and the changing business environment. The Proposed Title A Study on Sales and Distribution effectiveness with special reference to Fine Product Enterprises, Coimbatore. This case study illustrates how Fine Product Enterprises has continued to develop by using a range of strategies based upon product/market matrix. These strategies have enabled the company to build its business by continuing to broaden its customer base and enhance the service it offers to Independent Business Owners, Members and Clients.

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This study is carried out for 6 weeks. This study reveals in Fine Product Enterprises Coimbatore Branch about marketing development strategies and practices maximum adopted in their company.

CHAPTER 5 BIBLIOGRAPY
1. Marketing Management :

Philip Kolter Hall Inc. Tenth Edition, September 2001.

2. Principles of Marketing Edition, 1993.

Richard j. Semenik and Gary J. Bamoss South West publishing Company, First

3. Marketing

William G. Zikmund and Micheln D Amico South West publishing Company,

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fourth Edition, 1993.

4. Research Methodology

C.R Kothari Wishwa Prakashan, Second Edition, 1990.

QUESTIONNAIRE
A Study on Sales and Distribution Effectiveness with special reference to Fine Product Enterprises, Coimbatore

1. Name of the Respondent :

2. Relationship to Fine Product Enterprises a) Existing Customer b) Non- Existing Customer c) Sales Executive

5- Very Good | 4 Good | 3 Average 70

2 Poor | 1 Very Poor Customer Side : S.No 3 4 5 6 7 8 Particulars Cordial relationship Sales executive Quality of the Product Credit Facilities Service Opinion with the Fine Product Enterprises Compare to other competitors 9 10 11 12 13 14 15 16 Competitors Helpline Support Price Product availability in your area Delivery of goods at the specified time Warranty claiming Company demonstration about their products Company Advertisement Awareness 5 4 3 2 1

5- Very Good | 4 Good | 3 Average 2 Poor | 1 Very Poor Sales Executive : S.No 17 Particulars Sales promotion activities offered by the company 18 19 20 Market Training provided by the company Requirement in the Market areas Clients response in the Market areas 5 4 3 2 1

71

21

Marketing Source availability comparing to competitors against the company

22 23 24 25

Advertisement activities in the company Marketing Team Strength in the Company Service Team Strength in the Company Financial support for Sales Executive provided by the company

72