To study consumer preferences with respect to sales promotion in FMCG sector. To examine tradeoffs, relative importance of different attributes while responding to a sales promotion offer.  To study the effect of sales promotions in FMCG sector  To study consumer behavior in purchase of Patanjali’s Products.

1. STUDY OF CONSUMER ORIENTED SALES
PROMOTION IN FMCG SECTOR
Tushar N. Chole
MGM’s Institute of Management,
Aurangabad, Maharashtra.

2. STUDY OF CONSUMER ORIENTED
SALES PROMOTION IN FMCG
SECTOR
Patanjali Ayurveda Kendra Pvt Ltd.
Form 17th May 2013 till 30th June 2013.
By: Tushar N. Chole (MR13406)
Guided By : Dr. G. G. Saha

3. Why this project topic
 This project was assigned by company.
 I want to STUDY CONSUMER ORIENTED
SALES PROMOTION IN FMCG SECTOR.

4. Objectives of the Project Study
 To study consumer preferences with respect to sales
promotion in FMCG sector.
 To examine tradeoffs, relative importance of different
attributes while responding to a sales promotion offer.
 To study the effect of sales promotions in FMCG sector
 To study consumer behavior in purchase of Patanjali’s
Products.

5. Research Methodology
Research Design :
Research design selected for this project is Descriptive.
Data collection Method :
Primary Data Collection Method :
-Survey method was used for primary data collection.
-We used questionnaire as an instrument for survey method.
Structured questionnaire.
-Type of questionnaire: Open ended and closed ended.
Secondary Data Collection method :
-Published Sources such as Journals, Internet, and Books etc.
-Unpublished Sources such as Company Internal reports prepare by them.
-Websites of Patanjali & some other sites are also searched to find Data.

6. Sampling Detail
1.Target population : The population for this research study
consists of the residence of Aurangabad &
Jalana.
2.Sampling unit :
In this study the sampling unit is individual
consumer.
3. Sample size :
1000 consumers.
4.Sampling method : The sample is selected by using convenience
sampling method.

7. Data Analysis
1. Which category PATANJALI PRODUCTS do you use?
Medicine
Food Products
700
Ayurvedic Body Care
800
Ayurvedic Publications
900
950
Super foods
1000
900
350
950
700
800
350
500
0
Medicine
Food
Products
Super foods
Ayurvedic Ayurvedic
Body Care Publications

8. 2. How often do you use PATANJALI PRODUCT?
Daily
once/week or more
2 to 3 times a month
once/month
every 2-3 months
1000
800
162
23
10
5
800
500
162
0
Daily
23
10
once/week 2 to 3 times once/month
or more
a month
5
every 2-3
months

9. 3. How likely are you to use/purchase PATANJALI
PRODUCT again?
Definitely
969
Probably
26
Might or might not
5
Probably not
Definitely not
Never used
1500
1000
500
0
969
26
Definitely Probably
5
Might or Probably Definitely
might not
not
not
Never
used

10. 4. Would you recommend PATANJALI
PRODUCT
to others?
974
Definitely
Probably
22
Might or might not
4
Probably not
Definitely not
1500
1000
974
500
22
0
Definitely
4
Probably
Might or
might not
Probably not Definitely not

11. 5. How likely are you to use/purchase
PATANJALI
PRODUCT again?
Definitely
969
Probably
26
Might or might not
5
Probably not
Definitely not
Never used
1500
1000
500
0
969
26
Definitely Probably
5
Might or Probably Definitely
might not
not
not
Never
used

12. 6. Price of the PATANJALI PRODUCT is suitable
to
the quality of product company provide?
1000
Less price high quality
high price low quality
low price low quality
high price high quality
1500
1000
1000
500
0
Less price high
quality
high price low
quality
low price low
quality
high price high
quality

13. 7. What recommendations would you offer
for improving PATANJALI PRODUCT?
- Most of the Patanjali’s customers are facing
problems like products are not available.
- To increase the stock .
- Make the products available in to the market.

14. No.
1
Work
1. Over-View of Broacher of Patanjali.
2. Reference list Over-View.
3. Discussion of Project with Mr.Milind S. ShuklaSir .
2
18-05-13
3
LIST
OF
DAIL
Y
WOR
K
Date
17-05-13
19-05-13
4
20-05-13
5
21-05-13
1.Discussion with Mr. SatishSolunke (Marketing
Executive), Mr. S. Shinde (Marketing
Executive),Mr.Tekawade (Marketing Executive).
2. Over-View of Infrastructure of office.
1. Visit to Bajajnagar in Waluj area (new area ).
2. Open10 new outlets.
3.Discussion about day work.
1.Visit to Chavni area.
2. Open new 11 outlets.
3.Discussion about day work.
1. Discussion of Project with my project guide Dr.Goutam
Saha Sir.
6
22-05-13
7
8
23-05-13
24-05-13
9
25-05-13
10
11
26-05-13
27-05-13
12
13
14
28-05-13
29-05-13
30-05-13
15
31-05-13
1. Visit to 3 outlets in Phulambri area.
2. Discussion with the outlet oweners.
1. Delivery of order in Bajajnagar in Waluj area
1.Visit to Nandanvan colony.
2.Open 5 new outlets and took orders from 7 old outlets.
3.Discussion about day work.
1. Visit to Sultanpur to meet a person who want to open
Swadeshi Kendra in that area.
2.Vist to Khultabad to Discuss the problems facing bye the
outlet owners.
1. Delivery of order in Chavni area.
1. Visit to N-1 area and Ambedkarnagar.
2. Open 8 new outlets.
3. Discussion about day work.
1. Delivery of order in Nadanvan colony.
1. Holidy
1. Discussion of Project with my project guide Dr.Goutam
Saha Sir.
1. Visit to Kumbharwad ,Gulmandi , RangarGalli area.
2. Open13 new outlets.
3. Discussion about day work.

15. 16
17
01-06-13
02-06-13
18
19
20
21
03-06-13
04-06-13
05-06-13
06-06-13
22
07-06-13
23
08-06-13
24
09-06-13
25
10-06-13
26
11-06-13
27
28
12-06-13
13-06-13
29
14-06-13
30
15-06-13
31
32
33
16-06-13
17-06-13
18-06-13
34
35
19-06-13
20-06-13
36
21-06-13
37
22-06-13
38
23-06-13
39
40
24-06-13
25-06-13
41
42
43
26-06-13
27-06-13
28-06-13
44
29-06-13
45
30-06-13
1. Delivery of order in N-1 area and Ambedkarnagar.
1. Visit to Bajajnagar in Walujarea
2. Open 2 new outlets.
3. Discussion about day work.
1. Delivery of order inKumbharwad ,Gulmandi , RangarGalli area.
1. Delivery of order inBajajnagar in Walujarea .
1. Holidy
1. Visit to Ranjangaon inWalujarea
2. Open 9 new outlets.
3. Discussion about day work.
1. Visit to Palashi&Adgaonsarakto meet a people who want to open SwadeshiKendra in that area
2.Discussion about day work.
1. Visit to Ladsawangi&Karmadto meet a people who want to open SwadeshiKendra in that area
2.Discussion about day work.
1. Visit to Warudkazi, Golatgaon&Gadejalgaonto meet a people who want to open SwadeshiKendra in that area
2.Discussion about day work.
1. Visit to Khodpura&rajabajar.
2. Open 10 new outlets.
3. Discussion about day work.
1. Visit to Harsul&Jatwada Area.
2. Open 5 new outlets& reopen 8 dead outlets
3. Discussion about day work.
1. Holiday
1. Work in main office.
2. Discussion about day work.
1. Work in office.
2. Discussion with Mr. SatishSolunke (Marketing Executive), Mr. S. Shinde (Marketing Executive),
Mr.Tekawade (Marketing Executive) about market.
1. Discussion of Project with my project guide Dr.GoutamSahaSir.
1. Delivery of order in Khodpura&rajabajar.
1. Delivery of order in Ranjangaon inWaluj area
1. Visit to N-6, N-7, N-9 area.
2. Open 10 new outlets.
3. Discussion about day work.
1. Holiday
1. Visit to N-11, N-12 area.
2. Open 10 new outlets.
3. Discussion about day work.
1.Work in godown of kalda corner.
2. Discussion about day work.
1.Work in godown of kalda corner.
2. Discussion about day work.
1.Work in godown of kalda corner.
2. Discussion about day work.
1. Delivery of order in Harsul&Jatwada Area
1. Visit to Bajajnagar in Waluj area (new area ).
2.Discussion about day work.
1. Holidy
Discussion withMr.Milind S. Shukla Sir .
1. survey ,Questionnaire& interview wid Customer.
2.Discussion about day work.
1. survey ,Questionnaire& interview wid Customer.
2.Discussion about day work.
1. survey ,Questionnaire& interview wid Customer.
2.Discussion about day work.

16. My Achievements during the
Project
-During the Project I open 93 new outlets
-Regain 33 Dead outlets
-Generate business of Rs12 lakhs

17. Findings
Quality as the most influencing factors in the purchase
decision while price is also an important for purchase
decision.
Schemes always attract more and more consumers towards
particular brand. Simultaneously it gives idea about the
factors which consumers look most in the product before
they make final decision.
Price off and extra quantity is the two main offers/schemes
which consumers have came across at the time of purchase.

18. People are ready to buy products of brand which suits
their budget means more quantity + less cost + quality.
Extra quantity with less or same price, more satisfaction,
quality and other factors influence consumers to switch
over to other brands.
People are more quality and price oriented.
Consumer remember that name of the product by the
company name and also from the past performance of
that company
Demand is too much for Patanjali’s products in market,
because of that shortage problem occurs in market
regularly.

19. Suggestion
- Patanjali’s Product has less price and high quality so more
and more consumer buy Patanjali’s products. Demand is
too much for Patanjali’s products in market, because of
that shortage problem occurs in market regularly.
So, I suggest that Patanjali’s should increase the
productivity and make sure that there will be no shortage
of product in market.