DEALER QUESTIONNAIRE

A CASE STUDY ON MARKETTING STRATEGIES AND FACTORS

INFLUENCING SALE OF TRACTORS IN SELECTED DISTRICTS OF ASSAM
NO_____________ DATE_________________
SECTION A: - BACKGROUND INFORMATION
1. Name..
2. Village
3. District
4. State
5. Sex of the respondent i) Male [ ] ii) Female [ ]
6. Educational Qualification.
7. Other sources of income
i) None [ ]
ii) Farming [ ]
iii) Any Other..

SECTION B: - PERCEPTION OF DEALERS TOWARDS TRACTOR
INDUSTRY
8. How much do you need to invest for establishing a dealership in tractor business?
i) Upto 2 lakhs [ ]
ii) 2 to 5 lakhs [ ]
iii) 5 to 10 lakhs [ ]
iv) > 10 lakhs [ ]
9. How many years of experience do you have in the tractor business?
i) < 1 year
ii) 1 to 5 years
iii) 5 to 10 years
iv) > 10 years
10. Previously did you have any experience in dealership of other companies.
Yes [ ] No [ ]



10.1 If yes then how many years of experience did you have?
i) < 1 year [ ]
ii) 1 to 5 years [ ]
iii) 5 to 10 years [ ]
iv) > 10 years [ ]
11. What are the different requirements to acquire a tractor dealership?
S.no Particulars Requirement
1. Capital requirements(Amount in Rs)
2. Educational qualification
3.
4.
5.
6.
7.

12. How many days does the company provide credit to you after stocking a tractor?
i) < 30 days [ ]
ii) 31-60 days [ ]
iii) 60-90 days [ ]
iv) > 90 days [ ]
13. How much percentage of margin does the company provides for buying a tractor
capacity wise?
S.no Capacity Percentage
1. <20 HP
2. 21-30 HP
3. 31-40 HP
4. 41-50 HP
5. 51-60 HP
6. >60 HP





14. How much was the monthly sales of tractor during the period of January 2013 till
January 2014?
S.no Months Year Tractors
1. January 2013
2. February 2013
3. March 2013
4. April 2013
5. May 2013
6. June 2013
7. July 2013
8. August 2013
9. September 2013
10. October 2013
11. November 2013
12. December 2013
13. January 2014

15. What are the different incentives offered to the farmers at the time of purchase of
tractor? (Please tick all that apply)
i) Tool kit [ ]
ii) Service kit [ ]
iii) Filter Kit [ ]
iv) Hood and bumper [ ]
Any other

16. According to you what are the best features of the companys tractor that has
contributed tremendously in its sales?

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17. On a Likert scale of 5, please rate the companys performance in each of the
following attributes below. ( Please indicate 1 for Very Low, 2 for Low, 3 for Medium,
4 for High and 5 for very High)
S.no Attributes Rating
1. Credit facility
2. Terms and Conditions
3. Training to the dealers
4. Promotional activities
5. Dealers margin
6. The company provides mechanic
7. Discounts
8. Accessible to the farmers
9. Awards to the dealers

18. According to you what are the different factors in which a farmer prefers on
purchasing a tractor? ( Please tick all that apply)
i) Horse Power [ ]
ii) Fuel/oil efficiency [ ]
iii) Good Service [ ]
iv) Low price [ ]
Any Other____________________________________
19. Based on the factors listed, on a Likert scale of 5, how will you rate the following
factors of what a farmer prefers on purchasing a tractor? ( Please indicate 1 for Very
Low, 2 for Low, 3 for Medium, 4 for High and 5 for very High)
S.no Attributes Rating
1. Horse Power
2. Fuel/ oil efficiency
3. Good Service
4. Price
5.
6.
7.
8.
9.
10.

20. In your view, what percentage of the farmers purchase a tractor as a status symbol?
i) <2 % [ ]
ii) 2 5 % [ ]
iii) 5 10 % [ ]
iv) None [ ]







SECTION C: 4 PS (Product, Price, Place Promotion) OF MARKETTING
21. Please list all the tractor models of the company that you are selling along with the
price.
S.no Model Price
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

22. How many sales outlet are there in the district?
i) 1 - 3 [ ]
ii) 3 - 6 [ ]
iii) 6 - 9 [ ]
iv) > 9 [ ]
23. How many competitors outlet are there in the district?
Brand Number







24. Please list all the different promotional tools in which the company adopts for
selling tractors. (Please tick all that apply)
i) Demonstration [ ]
ii) Distribution of printed literature [ ]
iii) Newspapers/Magazines [ ]
iv) Wall Painting [ ]
v) Television [ ]
vi) Radio [ ]
Any other ____________________________________________


25. Based on the promotional tools listed, On a Likert scale of 5, please rate the
effectiveness of the promotional tools in making the farmers aware and facilitating the
farmers to purchase a tractor. ( Please indicate 1 for Very Low, 2 for Low, 3 for
Medium, 4 for High and 5 for very High)
S.no Promotional tools Rating
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

26. On which season of the year and how many times in a year the company adopts
different promotional activities?
S.no Promotional tools Season Number
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.

27. How many years of warranty do the company and competitors company provides
on tractor purchase to a farmer?
S.no Company Years
1.
2.
3.
4.
5.

28. What are the different after sales service that the company provides?

29. Based on the after sales service listed, please rate the effectiveness of the after sales
service in making the farmers satisfied with the service provided. ( Please indicate 1
for Very Low, 2 for Low, 3 for Medium, 4 for High and 5 for very High)
S.no Promotional tools Rating
1.
2.
3.
4.
5.
6.

SECTION D: - PROBLEMS OF DEALERS AND THEIR SUGGESTIONS

30. What are the major problems that you face in the tractor business? (Please tick
all that applies)
i) Payment problem from the customers [ ]
ii) Late delivery from the company [ ]
iii) Companies do not take care of the dealers [ ]
iv) No market promotion from the company [ ]
v) High price of the Tractors [ ]
Any Other

.
31. What are your suggestions for improvement in the marketing and distribution of
tractors?

.
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Thank You So Much For Your Time And For Providing Us Your Valuable
Information.