Plagiarism - Report

Plagiarism Checker X Originality
Report
Similarity Found: 68%
Date: Wednesday, May 09, 2018

Statistics: 6853 words Plagiarized / 10047 Total words
Remarks: High Plagiarism Detected - Your Document needs Critical Improvement.
------------------------------------------------------------------------------------------
-
EXECUTIVE SUMMARY It is compulsory internship report was assigned to me, for

this I have to do internship and I did in Globalshiksha pvt ltd for 3 months and I
am making this report on the experience gained with that internship. This was my
first working experience outside before this, with my manager VARUN B H it was
an excellent experience regarding to learning.
The Globalshiksha Company provides the educational product, at GlobalShiksha

they understand and share the parent's perspective. They are passionate about
providing the best possible education resources and products to your children.
The all educational products are designed by industry's best subject matter
experts.
These products complement the traditional classroom teaching by offering an

innovative learning environment that fosters creativity, imagination,
concentration, and long-lasting learning among children. They believe that our
educational materials will not only enhance the learning of the children but will
also eliminate the need for any coaching outside of the school.
They will resources strictly follow the latest syllabus prescribed by the various
Indian boards. They providing digital education, through animated videos and my
job was sales the company will gives the leads and call to the customer and
explain about the product and convince the customer to buy the product. If
customer have interest to buy the product take address place the order.
But I have learned much more in showing my intention towards learning the
function of other departments, likes finance and operation and HR department.
In the reports I have written all my experiences good and challenges very
generously. Overall it was an exciting experience and I have learned a lot from
this internship. And I am looking forward to use this experience in my future jobs.
CHAPTER I: INTRODUCTION INTRODUCTION TO THE TOPIC 1.1
INTRODUCTION Sales Promotions: The short-term incentive to encourage trial or

purchase of a product or service refers to sales promotion. Whereas advertising
offers a reason to buy; sales promotion offers an incentive to buy. Since sales
promotion directly push up the sales, increasing number of companies are
undertaking sales promotion activities.
Sales promotion refers to the short-term incentives to encourage sales of a

product or service. It consists of a diverse collection of incentive tools, mostly
short-term, designed to stimulate quicker and greater purchase of products or
services by consumers. Purpose of Sales Promotion Sales promotion tools vary in
their specific objectives.
They may be used to attract new customers, to reward loyal customers and to
increase the repurchase rates of occasional users. Sales promotion usually targets
brand switchers because non-users and users of other brands do not always
notice a promotion. Sales promotions are thus also seen as a tool for breaking
down loyalty to other products.
Sales promotions also let manufacturers adjust to short term changes in supply
and demand and differences in customer segments. They also let manufacturers
to experiment by varying prices. Sales promotions also lead to greater consumer
awareness of prices. To use sales promotion, a company must set objectives,
select the right tools, develop the best program and implement it and evaluate
the results.
Objectives of Sales Promotion The specific objectives set for sales promotions will
vary with the type of the target market. For consumer promotions, objectives
include encouraging purchasing of larger sized units, building trial among non-
users and attracting switchers away from the competitor's brands.
For trade promotions, objectives may include; including retailers to carry new
items and higher level of inventory, encouraging off-seasonal buying, of-setting
competitive promotions, building brand loyalty of retailers and gaining entry into
new retail outlets. The sales force promotions help in encouraging support of a
new product or model, encouraging more prospecting and stimulating off-
seasonal sales.
But most importantly, sales promotion should be focused on consumer

relationship building. Sales Promotion Tools Many tools can be used to
accomplish sales promotion objectives. Descriptions of the main promotional
tools are as follows; Consumer Promotion Tools The main consumer promotion
tools are as follows; Samples: They are offers of a trial amount of a product.
It consists of inviting prospective purchasers to try the product without cost or at

a lower cost in the hope that they will buy the product. Samples may be free or
discounted. Coupons: Coupons are certificates that give buyers a saving when
they purchase a specified product. Coupons can be mailed, placed in
advertisements or included with other products. Rebates: Rebate is also known as
cash refund offers.
Rebates are offers to refund part of the purchase price of a product to its
customers who send a proof of purchase to the manufacturer. These are like
coupons except that the price reduction occurs after the purchase and not at the
point of sale. Price Packs: Cents-off deals or price packs offer consumers savings
by way of reducing prices that are marked by the producer directly on the
package.
Premiums: These are the goods offered either free or at a low cost as an incentive
to buy a product. Premiums may be in-pack or on-pack (outside the pack). Tie-in
Promotions: Tie-in promotions involve two or more brands or companies that
team up on coupons, refunds or contests to increase their pulling powers. Cross
Promotions: Cross promotions involve using one brand to advertise non-
competing brand.
Advertising Specialties: These are useful articles imprinted with an advertiser's

name, given as gifts to consumers. Trade Promotion Tools More money is spent
by companies on trade promotion (58%) than on consumer promotions (42%).
The major trade promotion tools are as follows; Discounts: It is also known as
price-off or off-invoice or off-list.
Discounts price cut off the list price on a particular quantity purchased during a
stated time. Allowances: They are the amount offered in return for an agreement
by the retailer to feature the manufacturer's products in some way; displays,
advertising or otherwise. Free Goods: Free goods are the extra merchandise
offered to middlemen who buy a specific amount of a product.
Companies also offer push money and specialty advertising items to the
middlemen. Business Promotion Tools Companies spend huge amount on
promotions focused on industrial consumers. The major business promotion
tools are as follows; · Trade Shows and Conventions. · Sales Contests.
Clearly, sales promotions play an important role in the total promotion mix. To
use it well, the marketer must define the sales promotion objectives, select the
best tools, design the sales promotion program, pretest and implement the
program and evaluate its results. 1.2 INDUSTRY PROFILE Introduction India holds
an important place in the global education industry. The country has more than
1.5
million schools with over 260 million students enrolled and about 751 universities
and 35,539 colleges. India has one of the largest higher education systems in the
world. Around 35.7 million students were enrolled in higher education in India
during 2016-17.However; there is still a lot of potential for further development in
the education system. India has become the second largest market for e-learning
after the US.
The sector is currently pegged at US$ 2 billion and is expected to reach US$ 5.7
billion by 2020. The distance education market in India is expected to grow at a
Compound Annual Growth Rate (CAGR) of around 11 per cent# during 2016-
2020. Moreover, the aim of the government to raise its current gross enrolment
ratio to 30 per cent by 2020 will also boost the growth of the distance education
in India.
Market Size The education sector in India is poised to witness major growth in
the years to come as India will have world's largest tertiary-age population and
second largest graduate talent pipeline globally by the end of 2020. The
education market in India is currently valued at US$ 100 billion and is expected to
nearly double to US$ 180 billion by 2020.*
Currently, the school segment is valued at US$ 52 billion and contributes 52 per
cent to the education market in India, higher education contributes 15 per cent of
the market size, text-book, e-learning and allied services contribute 28 per cent
and vocational education in manufacturing and services contributes 5 per cent.
Higher education system in India has undergone rapid expansion.
Currently, India's higher education system is the largest in the world enrolling
over 70 million students while in less than two decades, India has managed to
create additional capacity for over 40 million students. It witnesses spending of
over Rs 46,200 crore (US$ 6.93 billion). Investment/Recent developments. The
total amount of Foreign Direct Investments (FDI) inflow into the education sector
in India stood at US$ 1.64 billion from April 2000 to September 2017, according
to data released by Department of Industrial Policy and Promotion (DIPP).
The education and training sector in India has witnessed some major investments
and developments in the recent past. Some of them are: · The Indian Institute of
Technology, Delhi has been ranked 145 in the Global University Employability
Ranking 2017, based on hiring by top companies. · India has signed a loan
agreement with World Bank under 'Skills Acquisition and Knowledge Awareness
for Livelihood Promotion' (SANKALP) Project to enhance institutional mechanisms
for skills development.
· Singapore is going to open its first skill development center in Assam, which will
provide vocational training to youth in the region. · Dabur India Ltd has opened a
skill development center for women in Dhekidol village in the state of Assam that
will provide rural women with improved employment and self-employment
opportunities.
Government Initiatives Some of the other major initiatives taken by the

Government of India are: · The allocation for school education under the Union
Budget 2018-19 is expected to increase by 14 per cent, to focus on accelerating
existing schemes and quality improvement. · The state of Uttar Pradesh is set to
have about 5,000 state government-run English medium primary schools which
are expected to start functioning from the next academic year, stated Ms
Anupama Jaiswal, Minister of State for Basic Education, Government of Uttar
Pradesh.
· In order to boost the Skill India Mission, two new schemes, Skills Acquisition and
Knowledge Awareness for Livelihood Promotion (SANKALP) and Skill
Strengthening for Industrial Value Enhancement (STRIVE), have been approved by
the Cabinet Committee on Economic Affairs (CCEA), Government of India, with an
outlay of Rs. 6,655 crore (US$ 1.02 billion) and will be supported by the World
Bank.
· India's first Pradhan Mantri Kaushal Kendra (PMKK) for Skilling in Smart Cities
has been inaugurated by the Ministry of Skill Development and Entrepreneurship,
Government of India in partnership with New Delhi Municipal Council (NDMC)
with the purpose of increasing the pace of skilling through collaboration. · The
Government of India is working towards improving the doctor population ratio
and has added over 5,800 PG seats in government medical colleges this year,
according to Mr Ashwini Kumar Choubey, Minister of State (Health and Family
Welfare), and Government of India.
· The Government of India has signed a Financing Agreement with the World
Bank for IDA credit of US$ 125 million for the “Skills Strengthening for Industrial
Value Enhancement Operation (STRIVE) Project”. · NITI Aayog is launching the
Mentor India Campaign which will bring leaders and students together at more
than 900 Atal Tinkering Labs in India, as part of the Atal Innovation Mission.
Moreover, it has selected 1,500 additional schools across India for establishing
Atal Tinkering Labs (ATLs) under the Government of India's flagship programmer,
Atal Innovation Mission (AIM). · The Government of India will spend around Rs
20,000 crore (US$ 3.10 billion) to build six new Indian Institutes of Technology
(IITs) by March 2024, of which Rs 7,000 crore (US$ 1.08 billion) will be spent by
March 2020.
· The Government of India has approved an all-time record of over 4,000 post-
graduation (PG) medical seats to be added in various medical colleges and
hospitals for the academic session 2017-18, said Mr J P Nadda, Union Minister of
Health and Family Welfare. · The Union Cabinet chaired by the Prime Minister Shri
Narendra Modi has approved 'Pradhan Mantri Gramin Digital Saksharta Abhiyan'
(PMGDISHA) to make 60 million rural households digitally literate. The outlay for
this project is Rs 2,351.38 crore (US$ 353.70 million) to usher in digital literacy in
rural India by March, 2019.
· Prime Minister Mr Narendra Modi launched the Skill India initiative - 'Kaushal
Bharat, Kushal Bharat'. Under this initiative, the government has set itself a target
of training 400 million citizens by 2022 that would enable them to find jobs. The
initiatives launched include various programmers like: Pradhan Mantri Kaushal
Vikas Yojana (PMKVY), National Policy for Skill Development and
Entrepreneurship 2015, Skill Loan scheme, and the National Skill Development
Mission. · PMKVY is the flagship program under the Skill India Initiative.
The Union Government plans to set up skill development centers across India
with an investment of Rs 12,000 crore (US$ 1.8 billion) to create job opportunities
for 10 million individuals by 2020 under PMKVY, as per Mr Bandaru Dattatreya,
Minister of Labor and Employment. · National Policy for Skill Development and
Entrepreneurship 2015 is India's first integrated program to develop skill and
promote entrepreneurship simultaneously.
The Union Government plans to provide Rs 7,000 crore (US$ 1.05 billion) to states
to spend on skill development, and thereby accelerate the ambitious task of
skilling 500 million Indians by 2022, and encourage creation of an ecosystem of
entrepreneurs. · The National Skill Development Mission has created an elaborate
skilling eco-system and imparted training to 7.6
million youth since its launch in 2015 and the government now plans to set up
1,500 Multi Skill Training Institutes across the country. Road Ahead In 2030, it is
estimated that India's higher education will: · Adopt transformative and
innovative approaches in Higher education. · Have an augmented Gross
Enrolment Ratio (GER) of 50 per cent · Reduce state-wise, gender based and
social disparity in GER to 5 per cent.
· Emerge as a single largest provider of global talent, with one in four graduates
in the world being a product of the Indian higher education system. · Be among
the top 5 countries in the world in terms of research output with an annual R&D
spent of US$ 140 billion. · Have more than 20 universities among the global top
200.
Various government initiatives are being adopted to boost the growth of

distance education market, besides focusing on new education techniques, such
as E-learning and M-learning. Education sector has seen a host of reforms and
improved financial outlays in recent years that could possibly transform the
country into a knowledge haven.
With human resource increasingly gaining significance in the overall

development of the country, development of education infrastructure is expected
to remain the key focus in the current decade. In this scenario, infrastructure
investment in the education sector is likely to see a considerable increase in the
current decade Moreover, availability of English speaking tech-educated talent,
democratic governance and a strong legal and intellectual property protection
framework are enablers for world class product development, as per Mr Amit
Phadnis, President-Engineering and Site Leader for Cisco (India).
The Government of India has taken several steps including opening of IIT's and
IIM's in new locations as well as allocating educational grants for research
scholars in most government institutions. Furthermore, with online modes of
education being used by several educational organizations, the higher education
sector in India is set for some major changes and developments in the years to
come. PORTERS MODEL: · Threat of New entrants: Profitable Industries like new
startups attract more new firms.
New entrants will cause decrease in the profitability of other companies. As

Globalshiksha provides both online and telemarketing , there is a more
competition in the market. · Threat of Substitutes: There is no threat of
substitutes because, the company is having good quality 2D and 3D animated
videos for educational propose and they are providing all Syllabus CBSE and ICSE
and NCERT.
The prices are very competitive, because as the company own manufacturer it is
able to provide the products at very less price than the other company. As
Globalshiksha company not providing schools but they are concentrating only
parents so this may cause the company. · Bargaining power of customers: As the
alternatives are more for the customers, buying power of customers is also high.
Customers have choice of many offline store and books stalls options, distributers
more credit support causes the pricing system of globalshiksh. · Bargaining
power of Suppliers: As Globalshiksha have both online and telemarketing they
have own manufacture industry, It is having a control over the market as it is
proving valuable services to the customers. · Industry Rivalry: It is all about how
the companies market its products successfully.
There is no direct competition from any company to the Globalshiksh, Other new
educational startup company are the major competition for the company.
CHAPTER 2: COMPANY PROFILE COMPANY PROFILE 2.1 HISTORY Global Shiksha
India Private Limited is a Private incorporated on 10 January 2011. It is classified
as Non-govt Company and is registered at 'Registrar of Companies, Bangalore'.
Its authorized share capital is Rs. 72,300.000 and its paid up capital is Rs.
4,266,700. It is involved in Business activities n.e.c.
Global Shiksha India Private Limited's Annual General Meeting (AGM) was last
held on 28 September 2017 and as per records from Ministry of Corporate Affairs
(MCA), its balance sheet was last filed on 31 March 2017. Directors of Global
Shiksha India Private Limited are Chander Prakash, Amit Kumar Global Shiksha
India Private Limited's Corporate Identification Number is (CIN)
U74900KA2011PTC056577 and its registration number is 56577.Its Email address
is chander.prakash@globalshiksha.com and its registered address is Suvbhavan,
1st floor, Above Axiss Dental Care, Opp Just Bake, HAL 3rd Stage, Jeevan Bima
Nagar, Bengaluru, Karnataka 560075.
About Global Shiksha In today's fast-paced, globalized, and competitive world,

providing good quality education to children has become the top priority for
parents. Undoubtedly, education plays critical role in the overall development of
a child. Parents compromise significantly on their personal comfort in the quest
to offer quality education and the best possible exposure to their children.
We, at Global Shiksha, understand and share the parent's perspective. We are
passionate about providing the best possible education resources and products
to your children. We are backed by Accel Partners, one of the premier VC firms in
the world. Global Shiksha India Pvt. Ltd.
was founded by Chander Prakash Garg, an IIT alumnus, in 2011. Currently, Global
Shiksha is one of India's fastest growing education companies. We are the
educational partner for over 2000 schools in India. Many of these schools are
actively using our educational products, ICT resources. Our educational products
are designed by industry's best subject matter experts.
These products complement the traditional classroom teaching by offering an

innovative learning environment that fosters creativity, imagination,
concentration, and long-lasting learning among children. We believe that our
educational materials will not only enhance the learning of the children but will
also eliminate the need for any coaching outside of the school.
Our resources strictly follow the latest syllabi prescribed by the various Indian
boards. They are prepared with great care to ensure that children develop in-
depth conceptual understanding in all subjects while having fun. Vision &
Mission We have a vision that every Indian child has access to high quality
educational products and resources by 2020.
We want to reach every child irrespective of his/her economic status, geographic

location and accessibility to internet or computer, the board that he is studying in
and his mother tongue or his/her past academic performance. We want to create
an ecosystem of teachers, schools, parents, and children to transform our vision
into reality.
We will continue to create high quality educational products in a cost effective
manner, and our products will be available in all consumable formats, will be
translated into various Indian languages, and will conform to the syllabus
prescribed by different education boards of India. Values We are an organization
driven by values and want every employee to share our values. 1.
Passion: We are passionate about enabling every child to availing good quality
education in India. 2. Honesty and Integrity: These two values are the foundation
of who we are and what we do. Conformity to ethics is essential to us. 3. Impact:
We strive to create an impact in the society, and thus, measurable result-oriented
approach defines our work.
GLOBALSHIKSH COMPANY HISTORY CIN U74900KA2011PTC056577 COMPANY

NAME GLOBAL SHIKSHA INDIA PRIVATE LIMITED COMPANY STATUS ACTIVE
RoC RoC- BANGALORE REGISTRATION NUMBER 56577 COMPANY CATEGORY
COMPANY LIMITED BY SHARES COMPANY CATEGORY SUB NON-GOVT
COMPANY AGE OF THE COMPANY 7 YEARS ACTIVITY BUSINESS ACTIVITIES n.e.c
SHARE CAPITAL AND NUMBER OF EMPLOYEES AUTHORISED CAPITAL 72,300,000
PAID UP CAPITAL 4,266,700 NUMBER OF EMPLOYEE 200 LISTING AND ANNUAL
COMPLIANCE DETAILS LISTING STATUS UNLISTED DATE OF THE ANNUAL
GENERAL MEETING 28 SEPTEMBER 2017 DATE OF LATEST BALANCE SHEET 31
MARCH 2017 BOARD OF DIRECTORS DIRECTOR IDENTIFICATION NUMBER
NAME DESIGNATION DATE OF APPOINTMENT 03343681 CHANDRA PRAKESH
DIRECTOR 10 JANUARY 2011 03343683 AMIT KUMAR DIRECTOR 11 MARCH
2014 WHAT DO WE DO.? 2.2
PRODUCT/SERVICE PROFILE: · Contents of class LKG to 5th · Animated contents

of class LKG to 12th · Animated contents of class 1 - 12th OUR PRODUCTS -
UNIQUE FEATURES OUR PRODUCT- SAMPLE PAPERS
<https://www.google.co.in/url?
sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=2ahUKEw
jA18WsgpzaAhWIQ48KHQurAJAQjRx6BAgAEAU&url=https://www.amazon.in/Glo
balShiksha-CBSE-Sample-Papers-Class/dp/B00G541JAU&psig=AOvVaw3b-
2oUVSDpalapSvoUKHZE&ust=1522773182861707>
jVnPzdgpzaAhWFvI8KHSEaC8gQjRx6BAgAEAU&url=https://www.amazon.in/Glob
alShiksha-CBSE-Sample-Papers-Class/dp/B00G541L94&psig=AOvVaw3b-
2oUVSDpalapSvoUKHZE&ust=1522773182861707>
jrzfr8gpzaAhVLOI8KHa4FDWIQjRx6BAgAEAU&url=http://www.globalshiksha.com
/shop/Sample-Papers-for-Class-9-Maths-Term-2/p_19374&psig=AOvVaw3b-
2oUVSDpalapSvoUKHZE&ust=1522773182861707> 2.3
SWOT ANALYSIS Strength · Customized products · Reasonable price · Quality

Weakness · A new entrant in the market Opportunity · Growth of educational
industry seems positive · Huge potential Threats · A lot many players are existing
in the market FUTURE PROSPECTS/GROWTH OUR COMPETITORS A. Byjus B.
Edurite C. Eduvirtusos D. Smaetlearning DISTRIBUTION CHANNELS The
Globalshiksh Company consists of a manufacturer directly selling to the end
consumer.
This might mean door to door sales, direct mails or telemarketing. Online sales is
a perfect example of a zero level channel marketing. ORGANIZATION CHART
Company Product Life Cycle:- Introduction growth maturity decline Sales 2011-12
2013-14 1215-16 2017-18 Time Introduction:- In the stage of the Globalshiksha
sales volumes and sales growth are small. A product will also normally be subject
to little or no competition.
The primary goal in the introduction stage is to establish a market and build
consumer demand for the product. Some of the considerations in the
introduction stage include: · Product development: the introduction stage
Globalshiksha concentrate on research and development of the basic technology
and product concept, determining the product features and quality level.
· Pricing: The Globalshiksha Company used the penetration pricing or a skimming

price strategy. A skimming price strategy might be appropriate where there are
very few competitors. · Distribution: the Globalshiksha distribution might be quite
selective until consumer acceptance of the product can be achieved.
· Promotion: in the introduction stage the promotion is very important the

company used the marketing efforts are aimed at early adopters, and seek to
build product awareness and to educate potential consumers about the product.
Maturity:- In the stage of maturity the Globalshiksha they concentrate on public
gains awareness of a product and consumers come to understand the benefits of
the product and accept it then a company can expect a period of rapid sales
growth, enter the “Growth Stage”.
In the Growth Stage, a company will try to build brand loyalty and increase
market share. Some of the considerations in the Growth Stage include: · Product
improvement: in maturity stage product quality might be improved, additional
features and support services added, and packaging updated. · Pricing: in this
stage the consumer demand is high the price might be maintained at a high
level.
· Distribution: distribution channels might be added as consumer demand

increases. · Promotion: promotion is aimed at a broader audience. A company
might spend a lot of resources on promotion during the Growth Stage to build
brand loyalty. Growth:- In the stage of growth the Globalshiksha concentrate on
the product reaches maturity, sales growth slows and sales volume eventually
peaks and stabilizes.
This is the stage during which the market as a whole makes the most profit. A
company's primary objective at this point is to defend market share while
maximizing profit. Some considerations for the mature product market include: ·
Product differentiation: increased competition in the mature product market
means that a company must find ways to differentiate its product from that of
competitors. Strong branding is one way to do this. · Pricing: prices may be
reduced because of increased competition.
Firms in the market should be careful not to start a price war. · Distribution:
distribution intensifies and incentives may be offered to encourage preference to
be given over competing products. · Promotion: promotion will focus on
emphasizing product differences and creating/maintaining a strong brand.
Decline:- The last stage decline Globalshiksha process going on the product
enters into decline when sales and profits start to fall. The market for that
product shrinks which reduces the amount of profit available to the firms in the
industry. A decline might occur because the market has become saturated, the
product has become obsolete, or customer tastes have changed.
As sales decline, a company has three strategy options: · Hold: maintain

production and add new features and find new uses for the product. Reduce the
cost of manufacturing (e.g. move manufacturing to a low cost jurisdiction).
Consider whether there are new markets in which the product might be sold. ·
Harvest: continue to offer the product, reduce marketing expenditure, and sell
possibly to a loyal niche segment of the market.
· Divest: Discontinue production, and liquidate the remaining inventory or sell the
product to another firm. Some considerations for a declining market include: ·
Product consolidation: the number of products may be reduced, and surviving
products rejuvenated. · Price: prices may be lowered to liquidate inventory, or
maintained for continued products. · Distribution: distribution becomes more
selective.
Channels that are no longer profitable are phased out. · Promotion: Expenditure
on promotion is reduced for products subject to the Harvest and Divest
strategies. CHAPTER 3: LITERATURE REVIEW LITERATURE REVIEW ON SALES
PROMOTIONS Sales promotion has become an integral part of the promotion
schemes of both manufacturers and retailers of durable as well as non-durable
consumer goods. It consumes a very significant portion of the promotional
expenses of marketers.
In some of the developed countries allocation of promotion budget to sales

promotion has far exceeded spending on advertisement. Brand managers are
now relying heavily on sales promotion because its impact on sales is more
direct, immediate, and quantifiable as compared to advertisement. Marketers use
both price and non-price promotions either independently or in association with
each other.
Price promotions allow buyers to make some savings of money where as non-
price promotions like premium add value to the offer. Point-of-Purchase
promotions like feature advertisements and displays lead to impulse buying. The
dynamic nature of sales promotion has inspired many researchers to turn their
attention to study the various issues related to this element of promotion mix.
Many studies have been conducted on the planning, implementation and

evaluation aspect of sales promotion worldwide. Kotler (2003) claims that while
advertising is used as a long term technique for enhancing the brand value, sales
promotions are mostly used in order to create a short term demand for the
products, hence sales promotions are actively and increasingly used by brand
managers because of their effectiveness in some of the cases.
Taking this into account, it is worthwhile for every marketer to review such an
important tool as sales promotions. Diamond and Cambell (1989), together with
Lowengart (2002) propose the definition of a sales promotion, characterizing it as
short term stimulations of purchase or sales of a products or service.
To add, Lowengart (2002), after the analysis of many sources suggest more
comprehensive definition, describing it as a number of tactical (but not strategic)
tools developed as a part of strategic marketing framework, with the aim of
adding a value to the products of services to attain a specified marketing
objectives. Although varied within different groups and targeted markets, sales
promotions is proved to be an effective tool in increasing the sales, in addition to
the relative ease of measuring this effectiveness (Kwok and Uncles 2005, Brookins
2009, Odunlami and Ogunsiji, 2011).
It is also considered as an effective technique while targeting sales promotions to

a range of the particular niches, and also while trying to increase the level of
differentiation, in order to develop more precise campaign with the high chances
for success (Diamond and Campbell 1989, Boulding et. al. 1994, Lichtenstein et.
al. 1997, Chandon et. al. 2000).
However, Uva (2000) and Lichtenstein (1997) give notice about the dangers
related to the decreased perceived value if the sales promotions are improperly
targeted, Uva also notices that the most +effective implementation of sales
promotion can be done providing the superior product quality and value, but
which has a sign of low product awareness, implying the fact that it can be a
good tool during the introduction of a new product.
Kotler (2003) notes that sales promotions can be used as an alternative for
increasingly costly advertising campaigns, while Philip Jones (1990) notes that
there are the dangers of the prices promotions related to the dramatic decrease
in profits as the result of improperly developed tactics of sales promotions. To
add, Low and Mohr (2000) claims that brands with higher spending on
advertising, comparing to sales promotions, usually have more positive customer
attitudes, higher value of brand and higher market share.
Therefore the appeal of using the sales of promotions related to the increase of
the advertising costs can be disputable in some of the cases, as many academic
sources suggest. According to Srinivasan and Anderson (1998), and also d'Astous
and Landreville (2003), there are several main objectives for implementing sales
promotions, which were revealed in their researches.
One of the most evident reasons for sales promotions' implementation is to

increase the short term sales, but it also used for increasing the awareness of
already existing product and stimulating the sales during the off-peak time, they
suggest. To add, employing sales promotions during the introduction of a new
products and even an entire new product line is considered as very effective way
to accept the expansion or switch to a new product, because of the lowered
hesitations in trying a new product or product line, and this is true for both
goods and service companies (Kalish 1985, Pauwels et. al. 2003).
Anderson (2009) also notes that the best tools during the introduction of the
sales of a new product or product line are discounted or free accessories and
discounts towards a purchase of the already popular product providing the
customer purchases the new products or disseminating pricing coupons - all of
them are evidently increasing the sales of new products (Kalish 1985, Infosino
1986). Anderson (2009), together with Taylor et al.
(2004), state that implementing sales promotions can help establish the high level
of brand loyalty for the customers mainly oriented on the prices, and also
increase the brand loyalty of the customers who tend not to have any
preferences regarding the brand choice. However this statement is actively
challenged and disputed by Mela et. al.
(1997) who notices that sales promotions increase the prices sensitivity of non-
loyal and low-loyal customers, deteriorating brand equity in the long run, while
Lichtenstein (1993) also reveals that the price is considered as indirect measure of
the standards of the products' quality perceived by the customers, thus
decreased costs would mean deteriorated quality. To add, Yoo et. al.
(2000) summarizes the previous researches and concludes that sales promotions
and especially prices promotions are decreasing the value and equity of a brand,
despite of the well-defined and known short term benefits to both consumer and
producer. Also, one of the reasons for employing sales promotions is boosting
volumes of sales via motivating supply chain, in spite of the fact that the results
can be unprofitable in some of the cases (Abraham and Lodish 1990).
However, this method can lead to bullwhip effect - extremely volatile demand
patterns as the result of improperly managed sales promotions (Mentzer et
al.2001, Disney and Towill 2003). The previous part of the review has
demonstrated that there is a separation of the sales promotion on three main
types according to their targets.
For instance, consumer promotion is aimed at the end consumer, trade

promotions are targeted at the participants of the channel of distribution, while
sales force promotions are used to induce the sales force (Boulding et al. 1994,
Cengage 2002). According to Cengage (2002) consumers promotions are the
types of sales promotions targeted to final users in order to stimulate their
purchasing both home and in-store.
This is done with the aim of increasing the sales and usage, in addition to it
frequency, to enhance the sales of unwanted products or products during the
off-peak. Cengage (2002), Alvarez and Casielles (2005), together with Kwok and
Uncles (2005) suggest that there is plenty of techniques, from coupons and
samples, to rebates, loyalty cards and bargain packs.
It is therefore worthwhile to consider the academic sources on the most popular

techniques, such as price and coupon promotions, which are often suggested the
two most popular approaches to consumer promotions, in order to gain the
comprehension of the consumer promotions in general. One example is prices
promotions, also known as price discounting, which offer a discount comparing
to the usual prices of a products or services, or offering increased amount of the
products at the same prices (Sethuraman and Tellis 1991, Gendall et al., 2006,
Wise Geek 2011).
Thus there is a higher level of loses as the result of price promotions which are
done at the price of certain profit loss, and also possible negative influence on
brand value, therefore it should be managed accurately, as Sethuraman and Tellis
(1991) notices. Another tool is implementing coupons, more versatile way of
offering discounts, for example giving them on pack for the purpose of
enhancing the repeat purchases, cut-out coupons as an integral part of an ad, or
offering internet coupon (Volk 2007).
The main emphasis is usually done on encouraging the redemption rate, or, in
other words, the share of the customers who are using these coupons (Gupta
1988, Chandon et al. 2000). The difficulties in using coupons, according to
Chandon and Volk, are related to the management of the level of stock in case of
sudden increase of the purchase and the fact that the products would be bought
without coupon anyway.
All this leads to the conclusion that coupon promotions should be mainly used
for offering new products or selling the unwanted goods. Trade promotions, also
often referred as the sales force promotions are implemented to encourage the
further reselling and supporting the retailers in sailing the products to receive
good shelf space, increase the network of distribution and also enforce the sale
of unwanted products, in addition to some other benefits (Neslin et al. 1995,
University of Dayton 2007, Drypen.in 2010).
The authors suggest that the methods of trade promotions include the
promotion allowances, sales contests, aiding in merchandise, cooperating in the
advertisement of reseller and using special price deals. To add, sales force
promotions are therefore created in order to motivate the selling personnel to
increase their efforts and market the products more effective, and this can be
done by the appropriate system of rewards and bonuses, sales aids in
competition, in addition to arranging meetings with the sellers of the products
(Schuler and Jackson 1987, Low and Mohr 2000, Chapman 2010).
The literature review that was done has revealed that sales promotions have an
array of reasons and arguments for their employing. Sales promotions are proved
to be a solid support of the tradition media advertising, however, the certain ratio
of the budgets allocated to advertisement on the one hand, and sales
promotions one the other are disputable.
But, it is undisputable that it actively encourages the increase of short term sales,
it also gives an additional incentive to purchase if the customer is not sure about
the choice. It also a convenient tool for measuring own effectiveness. But, it is
worthwhile to mentions that the majority of these benefits do not continue for a
long time, especially if the promotional campaign is over.
To add, sales promotions often harm the value of brand and image of a
company, as many sources suggest. To conclude, this literature review was very
useful for comprehending the issue of sales promotion. However, the topic of the
research could be more specific in order to make it less descriptive and more
engaged in comparing and contrasting different academic articles and
researches. REFERENCES Alvarez B.A. and Casielles R.V., 2005.
Consumer evaluations of sales promotion: the effect on brand choice, European

Journal of Marketing, 39(2): 54 - 70; Abraham, M.M. and Lodish L.M., 1990.
Getting the most out of advertising and promotion, Harvard Business Review, 68
(3): 50; Anderson A., 2009. Major Objectives of Sales Promotion, Accessed from:
<http://www.ehow.com/list_6707925_major-objectives-sales-
promotion.html>[Accessed on 17 December 2011]; Brookins M., 2009.
Effectiveness of Sales Promotion, Accessed from:
<http://www.ehow.com/about_5463003_effectiveness-sales-
promotion.html>[Accessed on 17 December 2011]; Boulding W., Lee E. and
Staelin R., 1994.
Mastering the Mix: Do Advertising, Promotion, and Sales Force Activities Lead to
Differentiation?, Journal of Marketing Research, 31(2): 159-172; Chandon P.,
Wansink B. and Laurent G., 2000. A Benefit Congruency Framework of Sales
Promotion Effectiveness, The Journal of Marketing, 64(4): 65-81; Chapman A.,
2010. Motivational Ideas For Sales Managers For Sales Teams, Accessed from:
http://www.businessballs.com/motivation.htm
<http://www.businessballs.com/motivation.htm>[Accessed on 17 December
2011]; Cengage G., 2002. Sales Promotion, Accessed from:
<http://www.enotes.com/sales-promotion-reference/sales-promotion-
178752>reference/sales-promotion-178752 <http://www.enotes.com/sales-
promotion-reference/sales-promotion-178752>[Accessed on 17 December
2011]; d'Astous A. and Landreville V., 2003.
An experimental investigation of factors affecting consumers' perceptions of sales

promotions, European Journal of Marketing, 37(11/12): 1746 - 1761; Diamond W.
and Campbell L., 1989, The framing of sales promotions: effects on reference
price change, Advances in Consumer Research, Association for Consumer
Research, 16: 241-247; Disney, S.M., and Towill, D.R. 2003. On the bullwhip and
inventory variance produced by an ordering policy.
Omega, the International Journal of Management Science, 31 (3): 157-167;

Drypen.in, 2010. Sales Force Promotion, Accessed from: http://drypen.in/trade-
promotion/sales-force-promotion.html [Accessed on 17 December 2011]; Gendall
P., Hoek J., Pope T., Young K., 2006. Message framing effects on price
discounting, Journal of Product & Brand Management, 15(7): 458 - 465; Gupta S.,
1988.
Impact of Sales Promotions on When, What, and How Much to Buy, Journal of
Marketing Research, 25(4): 342-355; Infosino W., 1986. Forecasting New Product
Sales from Likelihood of Purchase Ratings, Marketing Science, 5(4): 372-384;
Kalish S., 1985. A New Product Adoption Model with Price, Advertising, and
Uncertainty, Management Science, 31(12):1569-1585; Kotler, P., 2003.
Marketing Insights from A to Z: 80 Concepts Every Manager Needs to Know;

Kwok S., Uncles M., 2005. Sales promotion effectiveness: the impact of consumer
differences at an ethnic-group level", Journal of Product & Brand Management,
14(3):170 - 186; Lichtenstein D., Burton S., and Netemeyer R., 1997.
An examination of deal proneness across sales promotion types: A consumer

segmentation perspective, Journal ofRetailing, 73(2): 283-297; Lichtenstein, D.,
Ridgway, N., and Netemeyer, R.G., 1993. Price perceptions and consumer
shopping behavior: A field study, Journal of Marketing Research, (30):234-245;
Lowengart O., 2002. Reference prices conceptualizations: an integrative
framework of analysis, Journal of Marketing Management, 18: 145-147; Low G.
and Mohr J., 2000.
Advertising vs sales promotion: a brand management perspective, Journal of

Product & Brand Management, 9(6):89 - 414; Mela, C., Gupta, S., and Lehman R.,
1997. The Long-Term Impact of Promotion and Advertising on Consumer Brand
Choice, Journal of the Marketing, 34 (2): 248-261; Mentzer, J. T., DeWitt, W.,
Keebler, J. S., Min, S., Nix, N. W., Smith, C. D. and Zacharia, Z. G., 2001, DEFINING
SUPPLY CHAIN MANAGEMENT. Journal of Business Logistics, 22: 1-25; Neslin S.,
Powell C.
and Schneider L., 1995. The Effects of Retailer and Consumer Response on
Optimal Manufacturer Advertising and Trade Promotion Strategies, Stone
Management Science 41(5):749-766; Odunlami B.I. and Ogunsiji A., 2011.
Effect of Sales Promotion as a Tool on Organizational Performance (A case Study

of Sunshine Plastic Company), Journal of Emerging Trends in Economics and
Management Sciences,2 (1): 9-13, Accessed from:
<http://jetems.scholarlinkresearch.org/articles/EFFECT%20OF%20SALES
%20PROMOTION%20AS%20A%20TOOL%20ON%20ORGANISATIONAL
%20PERFORMANCE.pdf> %20A%20TOOL%20ON%20ORGANISATIONAL
%20PERFORMANCE.pdf <http://jetems.scholarlinkresearch.org/articles/EFFECT
%20OF%20SALES%20PROMOTION%20AS%20A%20TOOL%20ON
%20ORGANISATIONAL%20PERFORMANCE.pdf>[Accessed on 17 December
2011]; Pauwels K., Silva-Risso J. and Srinivasan S., 2003.
New Products, Sales Promotions and Firm Value, With Application to the
Automobile Industry, Accessed from:
<http://www.anderson.ucla.edu/faculty/dominique.hanssens/content/npi030922.
pdf>[Accessed on 17 December 2011]; Sethuraman R. and Tellis G., 1991. An
Analysis of the Tradeoff between Advertising and Price Discounting, Journal of
Marketing Research, 28(2): 160-174; Schuler R. and Jackson S.,
Linking Competitive Strategies with Human Resource Management Practices, The

Academy of Management Executive (1987-1989), 3(1):207-219; Srinivasan S. and
Anderson R., 1998. Concepts and strategy guidelines for designing value
enhancing sales promotions, Journal of Product & Brand Management, 7(5): 410 -
420; Taylor S., Celuch K.,
and Goodwin S., 2004. The importance of brand equity to customer loyalty,
Journal of Product & Brand Management, 13(4): 217 - 227; University of Dayton,
2007. Business-Oriented Sales Promotions, Accessed from:
<http://campus.udayton.edu/~jrs/promo/notes/Trade
%20Promotion.pdf>[Accessed on 17 December 2011]; Uva W., 2000. Develop a
Successful Promotion Program Accessed from:
<http://hortmgt.dyson.cornell.edu/pdf/smart_marketing/uva%2012-
00.pdf>[Accessed on 17 December 2011]; Volk J., 2007. Coupons And Sales
Promotions, Accessed from: <http://www.jonathanvolk.com/internet-
marketing/coupons-and-sales-promotions.html>[Accessed on 17 December
2011]; Wise Geek, 2011. What Is a Price Discount?, Accessed from:
<http://www.wisegeek.com/what-is-a-price-discount.htm>price-discount.htm
<http://www.wisegeek.com/what-is-a-price-discount.htm>[Accessed on 17
December 2011]; Yoo, B., Donthu, N. and Lee, S., 2000.
An examination of selected marketing mix elements and brand equity, Journal of

the Academy of Marketing Science, 28(2): 195-211. CHAPTER 4: RESEARCH
METHODOLY REASEARCH METHODOLOGY 4.1 Title of the Study The title of the
study is - “A STUDY ON SALES PROMOTION OF EDUCTIONAL PRODUCT AT
GLOBAL SHIKSHA Pvt. Ltd”. 4.2
Statement of the Problem:- The project is mainly undertaken to study the sales
promotional strategies at GLOBAL SHIKSHA PVT.LTD. The intention of the study is
to find what attributes needs further improvement in order to make the product
more preferable in the market. The main aim of the study is to uncover new
relationship and identify any problem that may arise in future. Hence, exploratory
research is been conducted.
Exploratory research as its name implies endeavors of exploring the possibility of

doing research on a subject where due to lack of existing knowledge framing and
testing the hypotheses is difficult. In today's crowed marketplace where products
and services are touting themselves to be the best, it is vital to stand out in the
crowd.
The study was undertaken to explore how a company or brand can ensure a store
that stands out and not get lost in the crowd. 4.3 Objectives of the Study · To
study the various promotional strategy adopted by Globalshiksha pvt ltd. · To find
out the footage of Globalshiksha pvt ltd with respect to other players in the
market.
· To observe and understand the practice followed by Globalshiksha pvt.ltd. · To

find out the communication linkages and de-linkages in the organization. · To
study the activities of each and every department of the organization. 4.4 Scope
of the Study This project was undertaken for a specific period in GLOBAL
SHIKSHA PVT.LTD.,
Suvbhavan, 1st floor , Above Axiss Dental Care, Opp Just Bake, HAL 3rd Stage,
Jeevan Bima Nagar, Bengaluru It is an exercise that is well planned into the
curriculum giving the researcher a valuable opportunity to understand the
working dynamics of the organization and to experiment and exhibit the recently
acquired management and administration skills. The prospect of the educational
sector in India seems positive.
The Indian educational product industry has awakened to interesting times! The
last five years have seen changing in educational product. Consumers today look
for digital education, instead, realizing the tremendous market potential and to
make the most of it, the study was undertaken. 4.5 Limitations of the Study Every
study is bound by limitations and as such this is no exceptions. · “Change is
Constant” rule of nature.
Hence, the study undertaken may not hold good for longer duration. · The study
was conducted under the assumption that the information given by the
respondents is authentic. · The analysis and suggestion are given only with
respect to marketing aspects as technical suggestion with respect to the product
could not be given.
· Confidential matters were not disclosed by the company. · There were time
constraints. 4.6 Methodology of the Study A variety of methods of study have
been adopted by the researcher to fulfill the objectives of the study. · In order to
have a better grasp of the study, the researcher chose to become a keen
observer, studying the various aspects of the organization.
· To have a broader perspective of the study, the researcher attended the

Exhibition at Palace Grounds wherein the products of GLOBAL SHIKSHA PVT.LTD.
were displayed. · In order to fund out the market realities, the researcher visited
the showrooms of certain companies having almost similar product profile as that
of GLOBAL SHIKSHA PVT.LTD. .
· With a view to understand the crunch of the matter and to find out the ground
realities, the researcher formed a schedule specifically for the set of respondents.
The researcher met the respondents personally, interviewed them and made
them to fill the questionnaire. The researcher has done the research in the
following manner; a) Type of the research undertaken is analytical. b) Technique
used is random sampling.
c) Sample size taken is 30. d) Sources of data used include both primary as well as
secondary data. e) Tool used for the research is questionnaire. f) Plan of analysis
are tables and graphs. 4.7 Data Collection Methods In this study, the foremost
data collection instrument used is the questionnaire method. The questionnaire
has been designed with both open ended and closed ended questions.
Apart from this, the research instrument consists of primary and secondary data
collected for the study. Primary Data: Here first-hand information is obtained by
distributing printed questionnaire to the marketing executives of the company.
Data was also obtained from the observation and interview technique adopted by
the researcher. Moreover, information was disseminated by the departmental
heads.
Secondary Data: Here the information is obtained from the brochure of, books,
websites, newsletter, journals, magazines, newspapers, etc. SOURCES OF DATA
Primary Data Secondary Data Questionnaire Newsletter Observation Journals
Interviews Magazines Visits to other Newspapers Companies Information Books
Through Departmental heads Websites CHAPTER 5: DATA ANALYSIS AND
INTERPRETATION TABLE NO 1 Table responding the sex of the marketing
executives Sex No.
of respondents Percentages Male 15 25% Female 45 75% Total 60 100% Analysis

25% of the male respondents 75% of the female respondents Interpretation
Majority of the marketing executives are male GRAPH 1 Sex of marketing
executives TABLE NO 2 Table representing the pricing of the product Pricing No.
of respondents Percentages High _ _ Reasonable 37 74% Competitive 23 46%
High _ _ Total 50 100% Analysis 74% of the respondents are of the opinion that
the product are reasonable 46% of the respondents are of the opinion that the
prices of the product are competitive None of the respondents feel that the price
of the product are either high or low Interpretation Majority of the respondents
opine that the price of the product are reasonable The price of the product are
reasonable though they are competitive GRAPH 2 Pricing of product TABLE 3
Representing the major competitors of Globalshiksha pvt.
ltd with regard to educational materials Major competitors No of respondents

Percentage No dominate player 24 80% Edurite 4 13% Smartlearning 2 7% Total
30 100% Analysis Majority of respondents i.e. 80% of opines that there is No
dominate player in the market. 13% of respondents are of the opinion that the
Edurite major competitors. 7% Smartlearning is considered as the major
competitors of the respondents.
Interpretation Through brand name like smartlearning and Edurite came into the
picture but the fact that there is no dominate player in the market. So everyone is
competing with each other. GRAPH 3 Major competitors TABLE NO 4 Table
representing the competitor's strengths Strengths No of respondents
Percentages Quality 24 80% Brand image _ _ Pricing _ _ Promotional activities 6
20% Total 30 100% Analysis 80% of the respondent's opinion that the
competitor's strengths is Quality.
20% of the respondent's opinion that the competitor's strengths is Promotional

activities. None of the respondents feel that brand image and pricing are the
strengths of competitor's Interpretation Majority of respondents opinions brand
image is the strengths of competitor's. GRAPH 4 Competitor's strengths TABLE
NO 5 Table representing the quality of the product of Globalshiksha pvt.ltd with
respect to the other competitors.
Rating No of respondents Percentages Good 17 57% Very good 13 43% Fair _ _

Poor _ _ Total 30 100% Analysis Majority of respondents i.e. 57% are of the
opinion that the products are of good quality with the respect to other
competitors 43% of the respondent's opinion that the products are of very good
quality with the respect to the other competitors.
None of respondents are of the opinion that the products are of fair or poor
quality with respect to the other competitors. Interpretation majority of
respondents is of the of the opinion that the product are of good quality with the
respect to the other competitors. Interpretation Majority of the respondents is of
the opinion that the products are of good quality and is at par with other
competitors having brand names.
GRAPH .5 Quality of the product of gobalshiksha pvt.ltd with respect to the other
competitors. TABLE NO 6 The table representing kind of the product sold more
per month. Product No of respondents Percentages Worksheet 9 30% Animated
videos 21 70% Total 30 100% Analysis 30% of the respondents are of the opinion
that worksheets are sold mire per months. 70% of the respondents are of the
opinion that worksheets are sold mire per months.
Interpretation Majority of the respondent's id of the opinion that animated

videos are sold more per months. GRAPH 6 The table representing kind of the
product sold more per month. TABLE NO .7 Table representing the merits of the
products ofGlobalshikshathat differentiates it from others Merits No of
respondents Percentage Reasonable price 10 33% Quality 7 24% Customized
product 10 33% Finishing 3 10% Total 30 100% Analysis 33% of the respondents
are of the opinion that reasonable pricing and a customized product
differentiates the product ofGlobalshikshafrom that of others. 24% of the
respondents are of the opinion that quality is the differentiates factors.
10% of the respondents are of the opinion that finishing is the differentiating
factor. Interpretation Reasonable pricing and customized products differentiates
the product ofGlobalshikshafrom that of others. In fact all the merits such as
reasonable pricing, customized product quality and finishing combination in
differentiating the product from others.
GRAPH NO 7 Merits that differentiates the products ofGlobalshikshapvt .ltd

TABLE NO 8 Table representing the factor which play a major role in demand
generation Factors Ratings 5 4 3 2 1 Price of the product 4 3 0 1 1 Awareness
about the product 3 1 0 4 1 Delivery of the product ordered 1 0 5 2 1 Promotion
about the product 0 2 0 3 4 quality of the product 1 3 4 0 1 5-very important 4-
important 3- make little difference 2-not important 1- does not make any
difference Analysis Price of the product gets the maximum of 5 rating.
Design of the product and the price of the product get the maximum of 6 ratings.
Delivery of the product ordered gets the maximum of 3 ratings. Promotion a but
the product gets the maximum of 1 ratings. Interpretation Price of the product
plays a major role In the demand generation Quality of the product plays an
important role in demand generation.
Delivery time of the product ordered can make a tittle difference in demand
generation. GRAPH 8 Factor playing a major role in demand generation TABLE
NO 9 Table representing the promotion of the product of globalshiksh pvt. Ltd
Promotions No of respondents Percentage Paper insertion 2 6.7% Telemarketing
20 66.7% Online marketing 3 10% Books stall 5 16.6% Total 30 100% Analysis 6.7
% of the respondents are of the opinion that paper insertions are used as
promotion of the product. 66.7% of the respondent's opinion that telemarketing
is the means of promotion of the products. 10% of the respondent's opinion that
online marketing gas promoted the product. 16.6% of the respondents feel that
participating in books stalls has promoted the product.
Interpretation The company adopts a variety of promotional methods such as

Paper insertion, Telemarketing, Online marketing, Books stall. GRAPH 9 Methods
of promoting the product TABLE NO 10 Table representing the discount if given
on repeat purchase. Discount given No of respondents Percentage Yes 27 90%
No 3 10% Total 30 100% Analysis 90% of the respondents are of the opinion that
the discount is given on repeat purchase. 10% of the respondents are of the
opinion that discount are not given on repeat purchase.
Interpretation Majority of the respondents is of the opinion that discount are

given on repeat purchase. GRAPH 10 Discount given on repeat purchase TABLE
NO 11 Table representing the way of marketing of the product Way No of
respondents Percentage Telecom (sales ) 29 96.67% Online (sales ) 1 3.3%
Retailers - - Dealers - - Total 30 100% Analysis 96.7% of the respondents are of
the opinion that the marketing of products are though telecom (sales). 3.3% of
the respondents are the opinion that the marketing of product are through
online marketing (sales).
Interpretation The product are marketing through direct marketing and dealers
and retailers are not involved in the marketing process. GRAPH 11 The way of
marketing of the product TABLE NO 12 Table representing the target consumer
Target No. of respondents Percentage Upper class 27 90% Middle class 3 10
Lower class - 0% Total 30 100% Analysis 90% of the consumer are from upper
class 10% of the consumer are from middle class Interpretation The target
consumer are the upper and middle class.
GRAPH 12 Representing the target consumer TABLE NO 13 Table representing

the kind of incentives received by the employee. Type of incentives No. of
respondents Percentage Recognition - - Sales 30 100% Commission - - Schemas
- - Free gifts - - Analysis 100% of the respondents are of the opinion on the bases
on the sales incentive given at present Interpretation On the bases sales
incentives are given at present TABLE 13 Kind of incentives received by the
employee.
CHAPTER 6: SUMMARY OF FINDINGS A Summary of Findings: The finding can be

grouped together into two broad categories such as; Specific Findings: Ø This is
pertaining to the objectives of the study. General Findings: Ø This is with regard
to the market dynamics and visits made by the researcher to companies having
almost similar products profile.
Specific Findings: 1. The company adopts a variety of promotional methods such

as paper insertion, telemarketing, display stalls, participating in exhibitions, direct
mail, presentations and showrooms. 2. Though brand names like Buyjs and
Edurite, smartlearning came into the picture but the fact reveals that there is no
dominant player in the market.
So every player is vying with each other to capture a larger pie in the markets. 3.
Transparency is maintained at the levels of the organization. 4. The products are
marketed through direct marketing and dealers are not involved in the marketing
process so far. 5. The activities carried out by each and every department of the
organization is systematic. General Findings: 1.
Foreign companies can invest up to 100% in most of the manufacturing

industries in India, including education 2. With the vast array of modular option
available in market, the consumer isn't really strapped for choice. 3. Many
branded companies outsource the products because of which the delivery time of
the product ordered is stretched. In this respect, Globalshiksha an added
advantage.
4. With respect to the foil, Globalshiksha offers a wide range of products . This
gives it an edge over the others. 5. “Quality never comes cheap”. This is true but
at the same time, it is also true that quality can come at a reasonable price. With
regard to the quality, products of Globalshiksha are at par with the other players
having brand names and at the same time the products are reasonable priced.
6. With regard to educational product, most of the companies have standardized

products but the products of Globalshiksha are customized. This can be rightly
marked as the strength of the company. 7. Majority of the marketing executives
are male. 8. The prices of the products are reasonable though they are
competitive. 9. The products are of good quality and are at par with other
competitors having brand names.
10. Animated videos are sold more per month. So, this area needs greater focus.
11. Reasonable pricing, customized products, quality and finishing contributes in
differentiating the products of the organization from that of the others. 12. Apart
from price of the product, design and delivery time of the product ordered play a
crucial role in triggering out demand generation of the product. 13.
Discount is given on repeat purchase. 14. The company does not adhere to
stringent norm while giving discount on repeat purchase. 15. The target
consumers are the elite and upper middle class. 16. No incentives are given by
the company to its marketing personnel at present. CHAPTER 7:
RECOMMENDATIONS AND CONCLUSION RECOMMENDATIONS AND
SUGGESTIONS This chapter lists the various recommendations and suggestions
with respect to the findings and in congruence with the objectives of the study.
Recommendations: 1) It's overwhelming to find out that the organization works
in a systematic manner.
A blend of co-ordination will definitely enhance the performance of the company.

2) Quality clubbed with reasonable pricing and quick delivery made the product
of the company stand apart. The marketing campaign should focus on this aspect
and made according to its line. 3) The strength of the company is its customized
products.
This very fact must be highlighted in the marketing campaign. 4) As the products
are reasonably priced, the ambit of the target consumers should be stretched so
that middle class consumers also fit into it. 5) The company must stick to a norm
while giving discounts on repeat purchase. This will certainly help in sales
promotion in order to create repeat purchase.
6) In order to have a rapid market access, the company can include dealers, if not
retailers at the moment. 7) The company should focus the marketing strategies
on digital education in the education as it is moving in the market rapidly. 8) The
company can introduce some reward schemes so that a person is benefited after
the fulfillment and over achievement of the target.
This is predominantly done to motivate the sales force and enhance their
performance. 9) Other than emphasis on design, and product quality, the
company's unique strength also lies in its capability as a fully - integrated
educational product manufacturer. This fact should be highlighted during the
advertisement campaigns. 10) The need of the hour is aggressive marketing.
Suggestions: 1.
Everyone is aware of the growth in wealth and change in lifestyle among

Bangalore's novae riche. So the marketing campaign should be designed to woo
the customers. 2. The company should explore all possible ways in order to
aggressively sell its products. So, the company can register itself in
eductional.co.in as it is India's biggest online B2B plan with largest virtual
educational directory. 3. The educational industry is in boom.
In order to tap the potential market, the Company can advertise in a top books
stalls. This will help in showcasing the products of the book stalls . This can add
an extra spice to sales. 4. In today's crowed market place in order to increase the
size of the pie, the Company can adopt innovative promotional strategies. One of
them can be suggested as 'YouTube'. It will help in creating and reinforcing the
Company's identity in the minds of the consumer. 5.
In order to be extra ordinary, the Company has to walk the extra mile. A method
named 'Experimental Marketing' can be adopted by the Company wherein the
prospective consumers can be invited to visit the showroom and touch and feel
the products. 6. Since the competition is intense, so there should be some value
addition so as to make the Company stand apart in the market.
One such way is to improvise the customer service. 7. Consumer is the king in the
market. This fact should be deeply rooted in the minds of the employees. The
Company can adopt some ways to listen to the customer's feedback which
should be noted in writing so that it will help in continual improvement and make
the company to be in the right track always. Moreover, a sense of involvement
will be felt by the customers whish can give the company a cutting edge.
CONCLUSION After the study on project with sales promotion of Globalshiksha

company helped me to know the how sales promotion is an important tool in
order to execute the performance of Globalshiksha Company with regard of sales
of educational products. And also I conclude Globalshiksha Company used many
sales promotional tools like samples, coupons, discount, allowances etc.
and the Globalshiksha a Company uploaded the demo worksheets, animated

videos in YouTube. And this is how Globalshiksha Company are more successful
in achieving the highest sales of animated videos. And also they are very
aggressive in promotions to expand their market all over the India
INTERNET SOURCES:
------------------------------------------------------------------------------------------
-
0% - http://www.studymode.com/subjects/intern
0% - https://www.scribd.com/doc/27109966/Inte
0% - Empty
4% - https://www.globalshiksha.com/about-us
0% - https://www.seek.com.au/job/35987248
0% - https://ihsmarkit.com/products/info4educ
0% - https://spinabifidaassociation.org/wp-co
0% - http://www.teachersofindia.org/en/discus
0% - https://issuu.com/dl_magazine/docs/dl-de
0% - https://www.wikihow.com/Close-a-Sale
0% - https://www.scribd.com/doc/31722691/My-I
0% - https://www.englishforums.com/English/Im
2% - https://www.scribd.com/document/35234960
0% - https://144002997.r.bat.bing.com/?ld=d3a
2% - https://www.scribd.com/doc/29594373/Proj
0% - https://42071520.r.bat.bing.com/?ld=d3e0
0% - https://www.scribd.com/doc/23915720/A-Pr
0% - http://manmadeprroject.blogspot.com/2013
0% - https://www.coursehero.com/file/p3ci4g0/
0% - http://api.ning.com/files/u*Rz2dr-azzIRY
0% - https://quizlet.com/106423304/marketing-
2% - https://www.scribd.com/doc/54669462/24-2
1% - https://www.scribd.com/doc/47020702/LCM-
0% - https://quizlet.com/82596688/chapter-20-
1% - https://www.slideshare.net/parkhaharoon/
0% - https://0.r.bat.bing.com/?ld=d3mTmhnL1w5
0% - http://www.eolss.net/Sample-Chapters/C04
3% - https://solvemydoubt.blogspot.com/2017/0
3% - https://in.toluna.com/opinions/4004789/I
0% - http://www.authorstream.com/Presentation
0% - https://www.ibef.org/archives/detail/b3Z
3% - https://www.ibef.org/industry/education-
0% - http://www.gesdelhi.in/images/pdf/EDUCAT
0% - http://www.hsrc.ac.za/en/research-data/k
0% - https://0.r.bat.bing.com/?ld=d3ETU3ivbJ9
0% - https://www.ibef.org/pages/37875
0% - https://www.ibef.org/news/indias-first-p
0% - https://en.wikipedia.org/wiki/Ashwani_Ku
0% - http://www.dea.gov.in/sites/default/file
0% - http://www.pradhanmantriyojana.co.in/ata
0% - http://businesseconomics.in/agri-infra-g
0% - https://www.nasdaq.com/article/5-fastest
0% - http://www.malaysiandigest.com/news/3481
0% - https://www.indiainfoline.com/article/pr
0% - https://blog.commlabindia.com/elearning-
0% - https://worldview.stratfor.com/forecast/
0% - http://goldencrest.in/Our%20Business.htm
0% - http://www.ficci-hes.com/pdf/2017/postsh
0% - https://www.scribd.com/doc/282760695/Str
0% - https://www.casequiz.com/customer-profit
0% - https://en.wikipedia.org/wiki/Marketing_
0% - http://www.powershow.com/view3/4f30f9-Mz
0% - https://mystudycart.com/blog/cbse-or-ics
0% - https://www.inc.com/guides/price-your-pr
0% - http://www.indiabix.com/group-discussion
0% - http://www.free-management-ebooks.com/fa
0% - https://42071520.r.bat.bing.com/?ld=d3QG
0% - http://www.thomasliquori.me/Word%20Files
0% - http://web.stanford.edu/group/FRI/indone
0% - https://in.linkedin.com/company/harichan
0% - https://www.uaeresults.com/1193387/Fruit
0% - https://www.zaubacorp.com/company/GLOBAL
0% - https://rbigradeb.com/wp-content/uploads
0% - https://www.zaubacorp.com/company/GLOBAL
0% - https://45163629.r.bat.bing.com/?ld=d3ty
0% - https://www.letsintern.com/company/inter
0% - http://www.academia.edu/3624185/ROLE_OF_
0% - https://elearningindustry.com/instructio
0% - https://spinabifidaassociation.org/wp-co
0% - https://www.scribd.com/doc/220462309/Nes
0% - https://www.youtube.com/watch?v=V6sfj9bI
0% - https://www.linkedin.com/company/kgco-pr
0% - https://www.zaubacorp.com/company/FUTURE
0% - http://www.powershow.com/view/2ac30d-N2F
0% - https://www.marketing91.com/channel-leve
0% - http://www.studymode.com/essays/Answers-
0% - http://www.referenceforbusiness.com/mana
3% - http://anandasanyal.blogspot.com/2009/11
0% - https://www.encyclopedia.com/management/
0% - https://quizlet.com/15687106/marketing-m
0% - https://open.lib.umn.edu/principlesmarke
0% - https://www.mckinsey.com/business-functi
0% - http://hrsbstaff.ednet.ns.ca/dsider/Busi
0% - http://www.quickmba.com/marketing/produc
0% - https://opmt.wordpress.com/2010/10/25/on
0% - http://www.authorstream.com/Presentation
0% - https://www.spencertom.com/author/tom/pa
0% - https://www.scribd.com/doc/38079063/Prod
0% - https://www.entrepreneur.com/article/222
0% - http://www.businessstudynotes.com/market
0% - https://42071520.r.bat.bing.com/?ld=d3iI
0% - http://shodhganga.inflibnet.ac.in/bitstr
0% - https://www.encyclopedia.com/social-scie
0% - http://www.essay.uk.com/essays/marketing
0% - https://2012books.lardbucket.org/books/b
12% - https://www.slideshare.net/MirazizBazaro
0% - https://www.sciencedirect.com/science/ar
0% - http://www.ccsenet.org/journal/index.php
0% - https://en.wikipedia.org/wiki/Youth_mark
0% - https://0.r.bat.bing.com/?ld=d3Z8gQNQ_KL
0% - https://www.inc.com/encyclopedia/product
0% - https://45076304.r.bat.bing.com/?ld=d3v5
0% - https://en.wikiversity.org/wiki/Tourism/
0% - https://www.researchgate.net/publication
0% - https://www.mindtools.com/pages/article/
0% - https://www.researchgate.net/profile/Pie
0% - https://en.wikipedia.org/wiki/Mac_OS_X_S
0% - http://ww2.nscc.edu/gerth_d/MKT2220000/L
0% - https://www.researchgate.net/profile/Dav
0% - https://quizlet.com/143510626/unit-2-fla
0% - https://courses.cit.cornell.edu/jl2545/4
0% - https://www.coursehero.com/file/21258278
0% - https://www.encyclopedia.com/social-scie
0% - https://courses.lumenlearning.com/boundl
0% - https://technet.microsoft.com/en-us/libr
0% - http://managementstudyguide.com/advertis
0% - https://www.yeastgenome.org/reference/S0
0% - http://www.indiana.edu/~jobtalk/Book-Exc
0% - https://quizlet.com/12347037/principles-
0% - http://consumerpsychologist.com/marketin
0% - https://www.britannica.com/topic/marketi
0% - http://www.montgomeryschoolsmd.org/uploa
0% - http://www.academia.edu/7942934/A_Study_
0% - http://www.scielo.br/scielo.php?script=s
0% - http://www.dynamicpublishers.org/journal
0% - https://www.otago.ac.nz/marketing/staff/
0% - https://42071520.r.bat.bing.com/?ld=d36C
0% - https://42071520.r.bat.bing.com/?ld=d3yo
0% - https://www.slideshare.net/AlexanderDeck
0% - https://www.coursehero.com/file/p4rl1d/S
0% - https://0.r.bat.bing.com/?ld=d3nCwkve-8J
0% - http://journals.sagepub.com/doi/abs/10.1
0% - https://www.researchgate.net/publication
0% - https://www.theinternationaljournal.org/
0% - http://jetems.scholarlinkresearch.com/ar
0% - http://jetems.scholarlinkresearch.com/ar
0% - https://42071520.r.bat.bing.com/?ld=d3ha
0% - http://www.tandfonline.com/doi/ref/10.10
0% - http://employees.oneonta.edu/gilbersj/Ad
0% - https://0.r.bat.bing.com/?ld=d3a7pFSby95
0% - https://link.springer.com/article/10.105
0% - https://0.r.bat.bing.com/?ld=d39HfPYtP2h
0% - https://www.sciencedirect.com/science/ar
0% - http://civil.utm.my/balqis/files/2017/08
0% - http://doctorat.ubbcluj.ro/sustinerea_pu
0% - http://www.nmims.edu/management-review/a
0% - http://www.dnaindia.com/business/report-
0% - https://www.scribd.com/presentation/3766
0% - https://support.sas.com/resources/papers
0% - https://www2.gwu.edu/~litrev/a06.html
0% - https://www.slideshare.net/hemanthcrpatn
0% - http://fluidsurveys.com/university/compa
0% - http://www.referenceforbusiness.com/mana
0% - http://www.academia.edu/4032897/Samsung
0% - https://www.slideserve.com/jereni/second
0% - http://www.essay.uk.com/essays/marketing
0% - http://www.academia.edu/402825/Hindustan
0% - http://www.capacitymedia.com/article/379
0% - https://www.appa.org/files/PDFs/Faciliti
0% - http://www.dictionary.com/e/s/word-of-th
0% - https://quizlet.com/1568224/gb101-chapte
0% - https://quizlet.com/60387902/4-flash-car
0% - http://www.toknowpress.net/ISBN/978-961-
0% - http://www.ermt.net/docs/papers/Volume_3
0% - http://portdebeyrouth.com/index.php/en/t
0% - http://trace.tennessee.edu/cgi/viewconte
0% - https://en.wikipedia.org/wiki/Trans_fat
0% - https://42071520.r.bat.bing.com/?ld=d32Y
0% - http://www.littelfuse.com/technical-reso
0% - https://en.wikipedia.org/wiki/Pricing
0% - https://www.thebalancecareers.com/enlist
0% - http://webs.wichita.edu/depttools/deptto
0% - http://www.pearson.com.au/shopping/frequ
0% - http://southernlibrarianship.icaap.org/c
0% - http://www.academia.edu/5602775/CUSTOMER
0% - http://iosrjournals.org/iosr-jbm/papers/
0% - http://www.netmba.com/marketing/process/
0% - https://www.scribd.com/presentation/4167
0% - http://www.academia.edu/969125/Yarimburg
0% - https://www.slideshare.net/him12/objecti
0% - https://quizlet.com/23520750/exam2-flash
0% - http://sop.ophospitality.com/Engineering
0% - https://www.state.gov/e/eb/rls/othr/ics/
0% - http://ec.europa.eu/eurostat/statistics-
0% - https://quizlet.com/32197958/wine-midter
0% - https://www.ibm.com/developerworks/commu
0% - http://www.valuequotes.net/
0% - https://sloanreview.mit.edu/article/what
0% - https://www.renderforest.com/blog/best-a
0% - http://www.fao.org/docrep/004/W3240E/W32
0% - https://www.slideshare.net/abail019/cust
0% - https://www.nap.edu/read/12956/chapter/1
0% - https://ctb.ku.edu/en/table-of-contents/
0% - http://www.salesboom.com/crm/crm-softwar
0% - https://www.facebook.com/somervillestone
0% - http://www.tronviggroup.com/the-differen
0% - https://www.cleverism.com/promotion-four
0% - https://www.cleverism.com/promotion-four
0% - http://iosrjournals.org/iosr-jbm/papers/
0% - https://www.slideshare.net/LucyYe1/monst
0% - https://hbr.org/2010/01/strategy-tools-f
0% - https://en.m.wikipedia.org/wiki/Pune
0% - https://www.wikihow.com/Create-a-Marketi
0% - https://idioms.thefreedictionary.com/go+
0% - https://www.inc.com/guides/2010/05/condu
0% - http://www.skills2lead.com/definition-of
0% - https://clutch.co/profile/jumpfly
0% - https://www.slideshare.net/imransayed14/
0% - https://www.managementstudyguide.com/per
0% - https://www.scribd.com/doc/141467402/SAL
0% - http://topalternate.com/tags/animated+vi
0% - https://assets.kpmg.com/content/dam/kpmg

Plagiarism - Report

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Plagiarism - Report

Uploaded by

Copyright:

Available Formats

Plagiarism Checker X Originality

Date: Wednesday, May 09, 2018

EXECUTIVE SUMMARY It is compulsory internship report was assigned to me, for

The Globalshiksha Company provides the educational product, at GlobalShiksha

These products complement the traditional classroom teaching by offering an

INTRODUCTION Sales Promotions: The short-term incentive to encourage trial or

Sales promotion refers to the short-term incentives to encourage sales of a

But most importantly, sales promotion should be focused on consumer

It consists of inviting prospective purchasers to try the product without cost or at

Advertising Specialties: These are useful articles imprinted with an advertiser's

Government Initiatives Some of the other major initiatives taken by the

Various government initiatives are being adopted to boost the growth of

With human resource increasingly gaining significance in the overall

New entrants will cause decrease in the profitability of other companies. As

About Global Shiksha In today's fast-paced, globalized, and competitive world,

These products complement the traditional classroom teaching by offering an

We want to reach every child irrespective of his/her economic status, geographic

GLOBALSHIKSH COMPANY HISTORY CIN U74900KA2011PTC056577 COMPANY

PRODUCT/SERVICE PROFILE: · Contents of class LKG to 5th · Animated contents

SWOT ANALYSIS Strength · Customized products · Reasonable price · Quality

· Pricing: The Globalshiksha Company used the penetration pricing or a skimming

· Promotion: in the introduction stage the promotion is very important the

· Distribution: distribution channels might be added as consumer demand

As sales decline, a company has three strategy options: · Hold: maintain

In some of the developed countries allocation of promotion budget to sales

Many studies have been conducted on the planning, implementation and

It is also considered as an effective technique while targeting sales promotions to

One of the most evident reasons for sales promotions' implementation is to

For instance, consumer promotion is aimed at the end consumer, trade

It is therefore worthwhile to consider the academic sources on the most popular

Consumer evaluations of sales promotion: the effect on brand choice, European

An experimental investigation of factors affecting consumers' perceptions of sales

Omega, the International Journal of Management Science, 31 (3): 157-167;

Marketing Insights from A to Z: 80 Concepts Every Manager Needs to Know;

An examination of deal proneness across sales promotion types: A consumer

Advertising vs sales promotion: a brand management perspective, Journal of

Effect of Sales Promotion as a Tool on Organizational Performance (A case Study

Linking Competitive Strategies with Human Resource Management Practices, The

An examination of selected marketing mix elements and brand equity, Journal of

Exploratory research as its name implies endeavors of exploring the possibility of

· To observe and understand the practice followed by Globalshiksha pvt.ltd. · To

· To have a broader perspective of the study, the researcher attended the

of respondents Percentages Male 15 25% Female 45 75% Total 60 100% Analysis

ltd with regard to educational materials Major competitors No of respondents

20% of the respondent's opinion that the competitor's strengths is Promotional

Rating No of respondents Percentages Good 17 57% Very good 13 43% Fair _ _

Interpretation Majority of the respondent's id of the opinion that animated

GRAPH NO 7 Merits that differentiates the products ofGlobalshikshapvt .ltd

Interpretation The company adopts a variety of promotional methods such as

Interpretation Majority of the respondents is of the opinion that discount are

GRAPH 12 Representing the target consumer TABLE NO 13 Table representing

CHAPTER 6: SUMMARY OF FINDINGS A Summary of Findings: The finding can be

Specific Findings: 1. The company adopts a variety of promotional methods such

Foreign companies can invest up to 100% in most of the manufacturing

6. With regard to educational product, most of the companies have standardized

A blend of co-ordination will definitely enhance the performance of the company.

Everyone is aware of the growth in wealth and change in lifestyle among

CONCLUSION After the study on project with sales promotion of Globalshiksha

and the Globalshiksha a Company uploaded the demo worksheets, animated

You might also like