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Table 4.

Age
Sl. no. No: of dealers percentage
young 7 14
middle 16 32
Old 18 38
All 9 18
Total 50 100

Figure 4.1

Age of the customers prefer Nagarjuna

All; 18% young; 14%

middle; 32%

Old; 36%

According to the data 14% young age group of


customers, 32% of middle age group of customers and 36% of old age
customers prefer nagarjuna product on young people through new
generation medias such as internet and to increase the preference of old
people through newspaper.
Table 4.2

Gender
Sl. gender No: of percentage
No respondents
.
1 Male 34 68
2 female 16 32
total 50 100

Gender

Male female
Table 4.3

Duration of running the shop


Sl. No. Duration of running the No: of Perce
shop responden ntag
ts e
1 Less than 5 years 8 16
2 5-7 years 11 22
3 7-10 years 18 36
4 Above 10 years 13 26
total 50 100

Duration of running shop

Less than 5 years


16% 5-7 years
36%
7-10 years
22% Above 10 years

26%

From the above table 4.3, it is inferred that majority of the retailers have
been running the shop for above 10 years .and 16% new retailers have
entered recently.
Table 4.4

Pricing of nagarjuna products


Sl. Pricing of No: of Percentage
No. nagarjuna`s respondents
products
1 High 6 12
2 Low 29 58
3 Satisfactory 15 30
Total 50 100

Pricing of Nagarguna product

High; 12%
Satisfactory; 30%

Low; 58%

From the above table 4.4, it is inferred that


only 12% of respondents feel that the price of nagarjuna`s products is high.
But 58% of respondents say price is low. Finally 30% of respondents say the
price is satisfactory.
Table 4.5

complaints by the customers about the


price

Sl. Complaints by No: of Percentage


No. the customers respondents
1 Yes 6 12
2 No 44 88
Total 50 100

complaints by the customers

Yes No
Table 4.6

Opinion by the customers about the


quality

Sl. Customers opinion No. of Percentage


no about quality respondents
1 Not good quality 4 8
2 Good quality 46 92
Total 50 100

Opinion by the customers

Not good quality Good quality


Table 4.7

Availability of products from the


company
Sl. Procuring products No. of
no from the company respondents
1 Difficult 5 10
2 Not difficult 45 90
Total 50 100

10%

Procuring products from


the company
Difficult
Not difficult

90%

From the above table, it is inferred that only 10% of


the respondents is say hat there is some difficulty in getting the medicine
from the company. Majority of respondents (90%) says that there is no
difficulty in getting medicine from the company
Table 4.8

Support from the company to increase


the sales
Sl. Support from the No. of percentag
no company to increase respondent e
. the sales s
1 Yes 45 90
2 No 5 10
Total 50 100

Support from the company to increase the sales

Yes No
Table 4.9

Sales promotional tools


Sl. No. Various sales promotional Percentage of
tools used by the company usage

1 Trade allowances 20%


2 Deal loader 16%

3 Pop displays 18%

4 Push money 6%

5 Trade contests 9%
6 Discounts 17%
7 Free goods 14%
Total 100%

From the above table, it is inferred that the company


uses various sales promotion tools like trade allowance, deal loader, pop
displays, push money, trade contests, discount , free goods ,etc. amongst
these trade allowance (20%) is mostly used and push money (6%)is least
used.
sales promotional tools used by the company
25%

20%

15%
Sales
percentage
10% 20%
18% 17%
16%
14%
5% 9%
6%
0%
Trade allowance Pop displays Trade contests free goods

sales promotional tool


Table 4.10

Effectiveness of sales promotional tools used by the


company

Sl. No. Effectiveness of sales Percentage of


promotional tools used effectiveness
by the company
1 Trade allowances 21%

2 Deal loader 12%


3 Pop displays 17%
4 Push money 13%

5 Trade contests 9%
6 Discounts 11%
7 Free goods 17%
Total 100%

From the above table , it is inferred that the effectiveness of various sales
promotion tools are; trade allowances 21%, deal loader 12%, pop displays
17%, push money 13%, trade contests 9%, discounts 11%, free goods
17%,etc. amongst these, trade allowances is most effective (21%) and trade
contests (9%)is least effective.
Effectiveness of various sales promotion tools
25%

20%

15%

21% Sales
10%
percentage
17% 17%

13%
12%
11%
5%
9%

0%
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sales promotional tools


Table 4.11

Sales per month of nagarjuna`s products by


retailers
Sl. Sales/month (Rs) No. of Percentag
No. of nagarjuna respondents e
products
1 Less than 10000 13 26
2 10000-20000 29 58
3 Above 20000 8 16
Total 30 100

Sales/month of Nagarjuna's product

16%
26%

58%

From the above table 4.11,it is informed that


26%of respondents say that get less than 10000 Rs p/m, 58% says they get
between 10000&20000,16% says they get above 20000.
Table 4.12

The effect of corporate advertisement


Sl. Effect of corporate No. of Percentage
No. advertisement respondents
1 Effective 43 86
2 Not effective 7 14
Total 50 100

Effect of corporate advertisement

Effective Not effective


Table 4.13

The credit policy of the company

Sl. No. Credit policy No of Percentag


of the respondents e
company
1 Good 34 68
2 Fair 10 20
3 Bad 6 12
Total 50 100

Credit policy of the company

Bad; 12%

Fair; 20%

Good; 68%

From the above table 4.13, it is inferred that 68% of respondents say that
the credit policy of the company is good , 20% says fair and 12% says bad.
Table 4.14

Effectiveness of buy back allowances affects the sales


promotion

Sl. No. No. of Percentage


respondents
Yes 39 78
No 11 22
Total 50 100

Yes No
Table 4.15

Effectiveness of conducting demonstration activity affects


sales promotion

Sl. No. No. of respondents percentage


Yes 34 68
No 16 32
Total 50 100

Chart Title

Yes No
Table 4.16

Effectiveness of providing free goods affects


sales promotion
Sl. No. No. of respondents
Yes 42 84
No 8 16
Total 50 100

Yes No

16%

84%
Table 4.17

The availability of products from


company
Sl. Procuring products No. of Percentage
No. from the company respondents
1 Difficult 7 14
2 Not difficult 43 86
Total 50 100

Difficult Not difficult


Table 4.18

Effectiveness of advertisement
media
Factors No. of dealers percentage
Television 19 38
Posture 12 24
Radio 8 16
News paper 11 22
Total 50 100

Effectiveness of advertisement media


40
35
30
25

percentage 20
15
10
5
0
Television Posture Radio News paper
From the above table 38% of dealers say that the most effective media is TV
,24% of dealers have the opinion of posture, 16% of dealers say radio and
22% says newspaper is the effective one. Newspaper and posture has wide
range each ability so company use newspaper as well as TV.

Table 4.19

New technologies improves sales


promotion
Sl. Adoption of new No. of Percenta
No. technology respondents ge
1 Yes 44 88
2 No 6 12
Total 50 100

Yes No
Table 4.20

The improvement of sales using medical


camps
Sl. no. Sales using No. of Percentage
medical camps respondents
1 Yes 37 74
2 No 13 26
Total 50 100

26%

Yes
No
74%
Table 4.21

Nagarjuna over years


Sl. No. Nagarjuna`s over No. of Percentage
years respondents
1 Good 34 68
2 Fair 10 20
3 Bad 6 12
Total 50 100

Nagarjuna over years

Bad 12

Percentage
Fair 20

Good 68

0 10 20 30 40 50 60 70 80
From the above table 4.21, it is inferred that 68% of respondents says
nagarjuna product is good, 20% says fair and 12% says bad

Findings
Majority of the respondents consists of male retailers.

Most of the retail shops stock products of different


companies and only very few retailers stock Nagarjuna`s
product alone

Pricing of Nagarjuna products are low and equitable to


customers.

The quality of the Nagarjuna products are quite good and it


helps to increase the sales of the company.

The availability of product in the market is good.


Most of the retailers agree that they get sample support
from the company to increase the sales.

The sales promotion of the company is effective and it helps


to increase the sales.

The company uses various sales promotion tools like push


money ,Trade contests, Trade allowances, Discount, Free
goods, etc. amongst these Trade allowances is mostly used
and push money is least used.
Trade allowances is most effective and trade contests is
least effective sales promotion tool.
The credit policy of the company is satisfactory.

Most of the respondents agree that the corporate


advertisement is effective to improve sales.

The influences of sales promotion in buying decision is high.

Suggestions
The company should exercise more care on its advertising
also.

The company should conduct some more consumer


awareness programs

such as seminars , classes and medical campaigns etc.

The company should ensure the maintenance of quality of


the product.

The credit policy of the company should be made more


attractive.

The company should maintain the low price of the products.

Company can set-up exclusive retailers shops for selling


their products.

The retailers should be given more support by the company


to increase the sales.

Company should ensure the easy availability of the products


for the retailers to stock.
Complaints if any from the customers should be handled
effectively.

Company can provide training or workshops to retailers in


order to improve the sales.

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