Summer Training Project Report & Viva Voce

ON

“A study on Marketing & Sales Promotion at Bhutani-Infra”

Submitted in partial fulfillment of the requirements for the award of the degree of

BACHELOR OFBUSINESSADMINISTRATION

To

CHAUDHARY CHARAN SINGH UNIVERSITY, MEERUT

UNDER THE GUIDANCE OF SUBMITTED BY:

MR. PUSHPENDRA GIRI SONALI AGNIHOTRI

BBA Vth Sem

Roll No:-200992105200

Academic Session 2022-23

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 Certificate

I SONALI AGNIHOTRI, bearing Enrolment No.. 200992105200, BBA -V Sem of the Mangalmay

Institute of Management & Technology Greater Noida and U.P. hereby declare that the Summer training

Project Report Entitled, “A study on Marketing & Sales Promotion at Bhutani-Infra” is an original

work and the same has not been summited to any other Institute for the Award of Any other degree .

Date: Signature of the Student

Certified that the Summer Training Project Report submitted in partial fulfillment of the requirements

for the award of the degree of BACHELOR OF BUSINESS ADMINISTRATION to CHAUDHARY

CHARAN SINGH UNIVERSITY, MERRUT By SONALI AGNIHOTRI, University Roll No.

200992105200. Has been completed under my MR. PUSHPENDRA GIRI guidance and is

Satisfactory.

Signature of the Faculty

Name of the Guide:

Designation:

Date:

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 Certificate

This is to certify that this Project Work Report Titled “A study on Marketing & Sales
Promotion at Bhutani-Infra” is the bonafide work of SONALI AGNIHOTRI University Roll
No. 200992105200, who has carried out his their project under my supervision. I also certify
further, that to the best of my knowledge the work reported herein does not form part of any other
project report or dissertation on the basis of which a degree or award was conferred on an earlier
occasion on this or any other candidate.

Signature of the Faculty Signature of Director

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 Student(s)’s Declaration

I hereby declare that the Project Work titled “A study on Marketing & Sales Promotion at
Bhutani-Infra” is a result of my own work and my indebtedness to other work publications,
references, if any, has been duly acknowledged. If I am found guilty of copying from any other
report or published information and showing as my original work, or extending plagiarism limit, I
understand that I shall be liable and punishable by the university, which may include ‘Fail’ in
examination or any other punishment that university may decide.

Roll no. Name Signature

Roll No. 200992105200 SONALI AGNIHOTRI

Place: …….. Date: ……..

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 PREFACE

Bachelor of Business Administration is one of the most reputed professional course in the field of
Management. This Course include both Theory and Application as part of the Three Year
Curriculum.

Apart from Management Education, the student of Bachelor of Business Administration (BBA)
program are required to go under a practical training in the organization of repute.

This study is an exercise of exposing students to the market where they can experience to observe
the principle and concepts of marketing applicable in the real market situation.

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 ACKNOWLEDGEMENT

I have tried my best to present this information as clearly as possible using basic terms that I hope will
be comprehended by the widest spectrum of analysts and students for further studies.
This Research Report is a synergistic product of many minds and it bears the imprints of many people.

I would like to thank my faculty guide MR. PUSHPENDRA GIRI, who has guided me throughout the
making of this report. Her valuable suggestions and motivation has enabled me to take up this Research
Report in a healthy manner and come up with this final report.

SONALI AGNIHOTRI
Roll No:-200992105200

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 Executive Summary

During my Internship I Gained practical knowledge on how the human resource

division of an organization operates and coordinate its activities to ensure smooth

functioning of the organization at all Bhutani Group Noida Levels by ensuring right

numbers of people are available at the right time to do the right job.

Not only that I have also gained insight into the working culture of the organization

and observed how BHUTANI-INFRA handles its employees with value and

empowerment to ensure they are motivated to give their best to theorganization.

The report starts with an organization profile of BHUTANI-INFRA its mission and

background is to provide designed luxury real estate projects with some of the best

commercial projects in Noida. Backed by decades of experiences and a wealth of

skills, BHUTANI group has delivered the most modern IT office spaces and retail

spaces.

Each chapter contains detailed discussion of the Human Resource functions

followed by organization practice at BHUTANI-INFRA.

The next part of the project carries out the strength, weakness, opportunities andthreats

to the organization followed by findings the recommendation on critical

On critical factors regarding Human Resource Management of BHUTANI-INFRA.

Finally there is a conclusion followed by reference.

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ALPHATHUM

Made For Leaders

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 Table of Contents

1. Certificate

2. Summer Training Offer Letter

3. Acknowledgement

4. Executive Summary

5. Table of Content

6. Chapter 1: Introduction

7. Chapter 2: Profile of the Organization

8. Chapter 3: Analysis and Interpretation of Data

9. Chapter 4: Conclusion and Recommendation

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 A STUDY ON MARKETING & SALES

PROMOTION AT BHUTANI-INFRA IN

BHUTANI-INFRA

Introduction

I have selected the topic The Study of Management Responsibilities & Relation

between Employee and Employer I tried to integrate my theoretical knowledge of

Marketing & Sales combine it with practical example as observed during my

internship. I have tried to cover all the major functions of Human Resource

Management- recruitment, selection, compensation and benefits, training and

development and convey my understanding of the different functions of human

resource management through this project.

At the end of the report I have tried to provide some recommendation based on my

knowledge followed by the conclusion which I gathered during my internship. In

BHUTANI-INFRA the Marketing & Sales department is accountable for

developing Marketing & Sales plans and policies that help business superiors better

manage human resources. As an intern I and all the Marketing & Sales managers

usually play a role that is strategic and operational, with a vision of building a

workforce that can help a company to reach its peak

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Scope of the report

This report has been prepared through extensive discussion with company

employees. Prospectus provided by the asset management company also helped in

preparing the report. At the time of preparing the report, I had a great

Opportunity to have an in depth knowledge of all the investment activities

practiced by the BHUTANI-GROUP.

OBJECTIVES OF THE STUDY

There have been some objectives set forward in doing this report so that it can be

determined what tasks have to be done. The objectives of the report are:

 To familiarize with the BHUTANI-INFRA, its operation and

activities,management style and endeavor to realized the gap between

the theoretical knowledge with the real business world.

 Analyze the current performance appraisal format & compensation.

 Identifying inherent problems associated with the format.

 Propose changes mainly in the guidelines, format and management

philosophy by keeping relevance with other processes.

 Employee personnel practice.

 Developing employees practices.

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 To understand the process of recruitments.

 To know the sources of recruitment at various Bhutani Group Noida Levels

and various jobs.

 To critically analyze the functioning of operational procedures.

 To identify the probable area of improvement to make recruitment and

operational procedure more effective.

 To know the managerial satisfaction level as well as to know the yield

ratio.

 To search or headhunt people whose, skills fits into the company’s

values.

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Sources of Information

All the information incorporated in the report has been collected from primarysources

as well as secondary sources.

Primary Sources:

 Operations manager and some other employees.

 Discussion sessions with senior officers as well.

Secondary Source:

 BHUTANI –INFRA Annual Report.

 Job Descriptions for each employees of BHUTANI-INFRA, Marketing & Sales

Division.

 Performance appraisal format.

 Performance appraisal guidelines provided by the Marketing & Sales

division.

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 JOB DISCRIPTION

I have tried my best to enhance my abilities and apply the knowledge that I gain

during the studies. I got training of operations implication. Some of my Co-

internees also shared their experiences and working process as some of them have

experienced before this internship also. This helped me lot in working and learning

about techniques that are really need in any corporate one.

Different tasks that I preformed there:

 Human Resource Planning:

1st task is to know how many people are needed in any department of the company,

analyze future needs and take actions accordingly so that the company can run

smoothly.

 Continuous Development:

Receiving new employees and providing resources for continued development is a

crucial investment for companies, Marketing & Sales manages these processes by

arranging training and other learning sessions.

 Performance Management

As an intern my work is to keep track of all employees’ performance and tell the

managers to reward the correct person, and thus workers stay productive and engaged.

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 Responsibilities as Marketing & Sales -Intern

Planning and designing employees benefit packages.

Executing the Employee’s annual review procedures.

Maintaining a detailed record of the company’s employees.

Analyzing and monitoring the entire department’s budget.

Supervising the day-to-day operations of the Marketing & Sales

Department.

Ensuring all the employees comply with the Marketing &

Sales policies. Creating new Marketing & Sales policies

and updating the existing ones. Overseeing the employee’s

termination process.

Organizing events and conference for the employees.

Managing workplace safety issues and complaints.

Maintaining and recording employee attendance.

Adhering all the rules and policies of company.

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16 | P a g
 REVIEW OF LITEATURE

Abstract

This Article shows the review of literature in the field of Human Resource

Management. In every organization Marketing & Sales plays a major role. As they

act as a bridge between Employer and Employee, they have critical role balancing

employee and employer needs. The article helps us to know the detailed about the

researches who undergone some fair idea about the Human Resources Practices in

India. To retain the employees and to achieve profit in the organization well

developed and well construct Human Resources Practices should be followed in the

organization. This article deals with the literature review of Human Resources

Management practices to retain Employee Retention.

Keywords: Human Resource, Human Resource Management Practices, Literature

Review.

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 INTRODUCTION

This research article is prepared to know about the importance of Human Resource

Management and Human Resources practices followed in the organization to retain

employees. This article is prepared on the basis of researchpapers, books and thesis

to provide the review of A STUDY ON MARKETING & SALES PROMOTION

AT BHUTANI-INFRA and A STUDY ON MARKETING & SALES

PROMOTION AT BHUTANI-INFRA practices and to improve the organizational

performance. In this research article, self-had made an attempt on literature review

on Human Resources Management Practices toretain Employees.

Anupama Gupta (2010) explained the consequences of the challenges faced bythe

Human Resource Management in context with the current economic status And the

challenges faced should be taken in consideration. This article insists on the

challenges in the short fall of talented employees. This also emphasis on howHuman

Resources Management tackles the problems handled on day-to-day activities. It

also suggested some important points to handle things better.

Saini R.R. (2010) this article explains Management in United Commercial Bank

which is a case study of Chandigarh State which elaborates A STUDY ON

MARKETING & SALES PROMOTION AT BHUTANI-INFRA rules and

regulations. Basically this study explains the hurdles in the process of framing the

rules and process of executing it. This analytical study contains a sample size of 100

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people and analyzed their opinion about A STUDY ON MARKETING & SALES

PROMOTION AT BHUTANI-INFRA rules and regulation. As a resultof this study

is qualification plays an important role in recruitment in top, middle and low level

management. The practice of selecting right candidate for the level of management

helps the organization to achieve more and retain employees in the organization.

Kundu. Subhash C., Divya Malhan (2009) in their article on “Human Resources

Management Practices in Insurance Companies: The study was made in Indian and

MNC’s and explains the benefits of the organization are generated only by Human

Resources. However the advantage of giving insurance to the Human Resources is

one of the employee benefits issued by the Human Resources management. The

findings of the study says that both domestic and international Insurance companies

have to improve more on their Marketing & Sales practices.

Tripathy (2008) explained that the organization have the optimum usage of Human

Resources in the organization. They follow the 3 concept (i.e.) competencies

commitment and culture. By following these 3 C cultures in the work organization

give the positive results in the increase in the financial growth.

Singh S.K (2008) in this study he explained that for a good organizational growth

employee should maintain their involvement to yield high productivity.

Employee’s dedication helps him to achieve his target, and increases his quality of

work. Organization should also help the employee in training him to develop his

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interpersonal skills. Both Employer and Employee should equally contribute each

for individual’s growth.

Patil, Kallinath S. (2007) The development of facilities management industry has

an important place in the growth of the country. Life Insurance Corporation is oneof

the major service providers in which they provide the best service. The Transmission

doesn’t come in a day. For that employees have put in lot of efforts to bring the

service in the field of service.

Hemant Rao (2007) in his study he explained the changes in the role Human

Resources. There was an extraordinary change in the role of Human Resource

Department. They should work in the organization such that they should treat the

employees irrespective to cast, religion, gender etc. The productivity of the company

is based on the quality of work done by the employees in the organization.

Sharma and Jyoti (2006) in this article they have explained about the job

satisfaction that they finalize it the best effective reason for an employee in the

working situation. They also explained that this emotional factor helps the employee

in the organization to yield best results. Dissatisfaction is one of the main reasons for

attrition of employee in the organization. So, job satisfaction isthe primary reason of

an employee’s carrier growth and development or van organization.

Subramanian, V. (2005) he express that the recruitment and selection process inthe

organization and selecting the right candidate for the correct position helps

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employees to work in the organization in a very positive mode. The interview

process should be relevant to the job profile so that the candidate will be interested

in the job profiler.

G.V. Chalam and L. Srinivas (2005) in his article he have made a Human

Resources Department survey across 120 branches of State Bank of India at Andhra

Pradesh, and defines the gender where he paper made an attempt to explore the

basic gender difference. He finds that the woman employees have much more

concern that the male employees. Female employees have higher

attitude of respecting the organization and Human Resources Department. Theyalso

have good source of Loyalty towards Bank work.

Maitin, T.P. (2003) in his study he explain the Human Resource Development

shows the progress of the organizational growth with different process like

recruitment and selection, payroll processing and maintains the rules and

regulations of the office. By the way of best approach towards the employees

which the in the high productive of the employees.

Vidya A. Salokhe (2002) in her study she explained the Human Resources

Department have several processes to improve the employee’s individual growth in

the organization. It also helps the organization to achieve more in the profit with

their effective smart work. Employees are the assets of any organization which they

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make profit out of them.

Mishra and Bhardwaj (2002) in his research he made an empirical study on the

private companies and their nature of work in Human Resource Department. A

random sample of 107 managers with different Bhutani Group Noida Levels like low

level, middle level and top level management are taken into consideration. A

questionnaire was circulated to them to know about the Human Resource Department

and analyzed.As a result the situation present in the A STUDY ON MARKETING &

SALES PROMOTION AT BHUTANI-INFRA is satisfactory.

T.V. Rao (1999) the study in his book explains that the audit conducted describesthe

method and ideas which have to be implemented in the Human Resource Audit. His

frame works to estimate that different criteria like core competency, culture and

value of the organization. By evaluating the employee’s interpersonalskills, they can

improve in some of the factors which are they lacking in the system. They also have

broadminded people in the top level management which helps the low and middle

level employees to know about their concerns. So theyeach and every employee in

the organization helps them to achieve more by increasing the productivity.

Udai Pareek & T.V. Rao (1997) in his study he explains that the limitation of

Human Resource Department where they need to improve in the personal growth of

employee and the organization.

In his he elaborately explains about the importance of the training and Development,

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 Marketing & Sales , Planning and Development, Organizational Behaviors. This also

gives the lots of information about the Educational Institutes and lot of professional

people.

Venkateswaran (1997) explains in his article about how Human Resource

Department helps the organization in their financial growth. For that he made a

empirical study by collecting data from a sample of 132 executives of a private

organization. This study helps to know how the A STUDY ON MARKETING &

SALES PROMOTION AT BHUTANI-INFRA works in the organization and how

for employees are benefited out o them. As a result, the A STUDY ON

MARKETING & SALES PROMOTION AT BHUTANI-INFRA words in better

way how such that employees are more much comfortable in the rule andregulation

of the organizations. This also helps the organization to maintain a good decorum.

Sales Promotion

Promotion is the final element in the marketing mix. After the nature of product is

decided, its price fixed and the methods of distribution decided, the manufactures has to

take effective steps in meeting the consumers in the markets. In the present consumer

oriented markets it is the duty of manufacturers to know what is required by the

consumer. It is also their duty to make the customers know where, when how and at what

prices. The products would be available.

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Meaning of Promotion

The term promotion is the term and includes mainly three type of sales activity:

1. Mass impersonal selling methods (Advertising).

2. Face to face personal selling (Salesman ship).

3. Activities other than personal selling and advertising such as point of purchase display

(P.O.P.) show and exhibitions, demonstrations and other non-securing selling efforts.

This form of activity is called ‘Sales Promotion’.

There are two types of promotion blends:-

1. Pull Blend.

2. Push Blend.

Both of these are closely related to the channel of Distribution.

1. A pull blend is one in which mass impersonal, sales efforts are given the greatest

emphasis. The purposes of pull blend to pre-sell to the final consumers. So that they

demand the product at the retail level of distribution. The firm adopting this strategy

would spend more on advertising and sales promotion rather than in personal selling.

These efforts pull down the product from the manufacturer.

2. A push blend emphasizes personal selling. Naturally firms adopting this method

develop a strong sales force at both the distributor and the dealer level. This method

would tends to push the product through the channel of distribution.

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Promotion and Selling

The term promotion is very often used as a synonym for selling. But selling is a narrow

term which includes only transfer of title or personal selling. Promotion on the other hand

is broader in its outlook and includes a variety of activities used ultimately for increasing

sales volume.

Promotion and Sales Promotion

Similarly the terms sales promotion cannot be taken to mean what is commonly does.

Sales promotion, is only a part of the promotion. Basically promotion is an "exercise" in

information persecution and influence. Promotion has come to mean the overall co-

ordination of advertising selling, publicity and public relations. Promotion is a helping

function designed to make all other marketing activities more effective and efficient. But

sales promotion as such helps only the selling activity still, there exit same difference of

opinion on the real connection of the term sales promotion.

"Sales promotion means any step that are taken for the purpose of obtaining or increasing

sales".

"Muddled misused misunderstood that is sales promotion Acc. to him the field of sales

promotion as a marketing activity is still vaguely defined and organized.

Sales Promotion and Advertising

There is no universally accepted distribution between these two terms. To same

advertising includes all forms of mass media communication directed towards

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influencing the end consumer. Sales promotion on the other hand, includes the form of

mass communication directed towards information and influencing the channel of

distribution (e.g. distributors, retailers etc.). Hence a price of product literature distributed

by retailers in sales promotion. These sales promotion merges on one side in to

advertising and on the other in to personal salesman ship. It is concerned with the

dissemination of information to whole sales, retailers, customers (both actual and

potential, and to the salesman).

Sales promotion is concerned with the creation. Application and dissemination of

material and techniques that supplement advertising and personal selling. Sales

promotion makes use of direct mail, catalogues, trade shows, sales contests, premiums,

samples, windows displays and other aids. Its purpose is to increase the desire of

salesman, distributors and dealers to sell a certain brand to make consumers more eager

to buy that brand. Personal selling and advertising do include prospects to make these

decisions. Sale promotion provides an extra stimulus.

Objective of Sales Promotion

1. To increase sales directly by publicity through media which are complementary to

press and poster advertising.

2. To disseminate information through sales man dealers etc. So as to insure the product

getting in to satisfactory use by the ultimate consumer.

3. To attract new consumer.

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4. To face the competition effectively.

5. To help salesman in selling more to the retailers and consumers.

6. To check seasonal decline in sales. Generally speaking sales promotion involves

rendering the following services:-

(a) Services to dealers.

(b) Services to own salesman.

(c) Special publicity. Bhutani Group Noida

Sales Promotional at different Bhutani Group Noida Levels

1. Sales promotion at Dealers Level:-

It may include various schemes some of which are discussed here.

(i) Advertising Materials:-

The advertising material prepared by the company such as store signs, banners, shelf

signs, board etc. are distributed to sub dealer for display purposes this is in fact a method

of advertising.

(ii) Store Demonstration:-

In the promises of the whole sale or the retailer the products sales personnel will conduct

special demonstration for the company’s product. A personal demonstration is good to

introduce a new product at its peculiar advantage can be high lightened and the

consumer’s doubt clear. It can be used to reticulate an old product. A good demonstration

with a great dealer of action will draw heavy crowds in to the store and will attract

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attention to the product.

(iii) Special Display and Shows:-

These are in seasonal in character but could be arranged in an elaborate manner and for

all the products of a company. Usually these are arranged along with trade fair and

exhibition. Besides effecting sales these shows impress the company’s name generally on

the public.

Sales promotion at consumer’s level

The various schemes of sale promotion at Consumer’s Level may include.

1. Coupons (A Chit of Stated Value):-

These are given directly to the consumer these coupons are in most cases kept inside the

package. The consumers many receive a price reduction of the stated values of the

coupon at the time of purchase. The retailer receives reimbursement for the value of the

coupon form the manufacturer. Coupons act as a short run stimulus to the sale of the

product, since they are directly tied with the purchase of the item. They encourage the

retailer to stock the product.

What is important is that a coupon offer does not spoil the named price of the brand nor

does it unpair the margin of the dealers. But it is not easy to measure the effectiveness of

a coupon offer. One over knows how many customer would have bought the product

without the incentive. It is also difficult to find out how many customers were held after

the coupon offer expired.

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2. Price-off-offer (Also known as bargain offer price packs):-

This offer is intended to stimulate the sales during a slump season. In this method the

customer is offered a reduction from the printed price list. It is also used when a

substitute for competing product enters the market.

Many experts on sales promotion fed that ‘Off Schemes’ are among the weaker and less

desirable methods of promotion. These can be trade resentment particularly when the

retailer raises the price to retain his margin. Secondly that is not conductive to building

up brand loyalty. Consumers may simply shift to the products that offer this scheme.

3. Samples:-

In the hope of converting a prospect into a customer a sample (Some quantity of the

product) may be given. This helps the consumer to verify the real quality of the product.

Various pair manufacturing companies offer this method. For developing brand loyalty

this method is quite useful. Sampling is a fast method of demand creation because one

knows the result as soon as the consumer has had time to use the sample and buy the

brand.

Disadvantage of Sampler:-

Offering sample in quit expensive. There is the cost of producing samples. The

distribution costs are also high. Sample have to be mailed to potential customers or to be

distributed through retail shops. There are also problems when the real product does not

resemble the sample supplied.

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4. Money Refund Offer:-

An offer usually stated on the package is that manufacturers will return with in a stated

period part or all of the purchaser’s money if he is not completely satisfied with the

product.

5. Trading Stamps:-

A premium in the form of stamps is given by the sellers to consumers while selling

goods. The number and value of stamp that the buyer receives depends on the values of

the purchase. These stamps are redeemable through premium catalogues at the stamp

redemption centers.

6. Buy-Back Allowance:

This an allowance following a previous trade deal not offer a certain amount of money

for new purchases based on the quantity of purchases on the first trade deal. It extends the

life of a trade deal and helps to prevent part deal sales decline. It greatly strengthens the

buyer’s motivation to co-operate on the first deal.

7. Premium:-

There are various forms of premiums provided by the manufacturer as sales promotional

devices:-

(a) Coupons are supplied for effecting price reductions.

(b) Factory in pack premium these are popular in the case of Body food and Tin food

items, Spoons, Cups, Measuring, Glass etc. and such other items are packed with the

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product in the box itself. Factory in pack premium are particularly goods for product

meant for children. The Bianca Toothpaste packs contain animal shape toys. These are

very attractive and quite popular among the children.

(c) Self Liquidating Premiums:-

The cost of the premium is collected from the buyer himself. But when the buyers pays

for it he has to pay only a considerably low price for the premium. This is possible for the

manufacturer purchases the items in bulk at a premium and his cost per unit as is

substantially low.

Other Steps by Manufacturer for Promoting

Sales Dealers can be helps in different ways:-

1. Communicating Market News:-

Often this service is reciprocal the manufacturer may acquaint his dealer with the fact

relating to his production and prices while the dealer may familiarize him in return with

the information bearing on charges in the consumer's demand, their like and dislike

complaints and criticism, substitutes etc.

2. Inviting to Sales Conference and Convention:-

The gestures of regard and respect pave the way for better relation and co-operation.

3. Offering Reasonable Terms of Sale:-

Of all the forms of encouragement, the monetary incentive evokes immediate response.

Hence every producer must offer the most responsible terms of sale such as longer

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periods of credit and higher rates of descants.

4. Supplying suitable packages and useful things.

5. By taking the return back.

6. By furnishing them with sales literature and display materials.

Aggressive Selling

Meaning:-

Goods are produced for market. Manufacturers have to make efforts to sell all they

produce. When the manufacturers uses various sales efforts to obtain increased sales

volume for his product it is called aggressive selling or offensive selling. The sales efforts

which a manufacturer makes to retain his customers i.e. to protect his already established

market against against his competitors is termed as defensive selling. In contrast to this

aggressive selling is concerned with the sales efforts made with the express objective of

selling more by expanding the market for the product of the selling firm.

Aggressive Selling and Defensive Selling:-

Aggressive selling is based on the answer to the question how much does the firm gain

(in term of sales with profit) by using this method defensive selling is based on

consideration as to how much the firm will lose if it does not use this method increase of

sales can be obtained from two sources:-

1. New customers if the market is expending.

2. From the competitors i.e. those consumers who were purchasing similar product of

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competition firms, if the market for the product is

static. Acc. to H. Whitehead:-

"In case of an expanding market all the firm may stand to gain by following the methods

of aggressive selling but if the market is static manufacturer of a new market will have to

be much more aggressive to capture the established market of competitors".

When Aggressive selling is resorted?

Usually manufacturer of a new product has to do aggressive selling:-

1. When the product has been improved.

2. When the manufacturer’s product is supervisor in quality to the product of the

established competitor.

3. When the total market for the product or line of product to expanding.

4. If the manufacturer’s share of the market is comparatively small.

5. If the manufacturer has unused production capacity with heavy investment in plant and

equipment he will like to develop the demand for his product rapidly so that demand for

his product is equal to the optimum production capacity of his plant ; and

6. When primary demand for a product must be created and provision must be made in

the channel of distribution to educate consumers regarding the new product and to

instruct them in its use.

Method of Aggressive Selling:-

Sales promotion efforts use for aggressive selling may be divided in two classes.

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1. Trade Promotion.

2. Consumer Promotion.

1. Trade Promotion:-

Under trade promotion methods special incentives are offered to the trader to buy

products of the firm. Such incentive may take one or more of the following firm:-

(a) Cash Allowance:-

A definite percentage of discounts is allowed on the purchase of given unit of a product.

(b) Extra Product:-

Instead of giving any cash allowance extra product is given with each unit of product

ordered. For instance if a box normally contains 20 Cakes of Soap, special box contains

25 cakes may be made and sold at the same price as that of the box of 20 cakes.

(c) Gifts:-

Various gifts are awarded in return for an order of a particular magnitude.

2. Consumer Promotion:-

Under consumer promotion method special incentives are offered to the consumers to

buy the firms product. The more prominent amongst such incentives are as following.

(a) Coupons:-

A coupon of a giving value is sent to the consumer. By presenting this coupon to the

retailer consumers can purchase a particular product mentioned on the coupon at a

reduced price. The retailer sells the products mentioned. In the coupon to such consumer

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(consumers presenting the coupons) under an agreement with the manufacturer at a price

lower than the user retail price. Thus the consumer get the benefit of reduced price to the

extent of the value of the coupons.

(b) Self Liquidating Offers:-

Under this system, the firm offers an article at an attracting price if the consumer send a

given sum of money accompanied by a given number of box tops from the packages of a

particular product the benefit to the consumer is that he receives the articles at a bargain

price.

(c) Bargain Packs:-

Under this system a product is sold at a reduced price for a short period Bargain pack

method encourages new consumers to try the product. It is also helpful in obtaining large

displays in the shops.

(d) Sampling:-

The method involves giving the product or a small quantity of the product to a consumer

free with the hope that the customer will be favorable impressed with its actual use and

will eventually become a regular purchaser of the product.

A firm selling new product or an extensively improved product finds this methods useful.

Also a firm whose market is hold by competitors whose free sampling almost expensive.

The above mentioned methods may be reinforced by adopting.

(i) Direct method of selling through.

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(ii) Offer of door to door selling.

(iii) Hire purchase and installment payment methods of selling and by forming

combination.

Other Methods of Aggressive Selling:-

(i) Employment of ‘Missionary Salesman also known as Promotional Salesman’.

These salesmen call upon retailers and aggressively promote a product.

(ii) Instead of using wholesalers, the firm may develop its own sales force to call

directly on retailers.

(iii) The firm may follow a compromise method by employing a manufacturer’s agent

and giving him a large enough commission to encourage him to sell product

intensively and aggressively.

(iv) New territory exploitation sales promotion has a particularly important role in

developing the company’s product in new territories.

(v) Increment and promotions.

(vi) Letters to dealer and Customer.

In fact, an ingenious sales manager can devise any number of incentives schemes for

promoting the sales volume.

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 Our Projects

World leaders may disagree on how to best ensure business continuity, but they can

agree that organisations everywhere need to innovate in order to survive. That is still the

single most important factor driving our expansion at Bhutani Infra. Bhutani Infra's

motto, "Inspired by Innovation," serves as the company's guiding principle.

Bhutani Infra has been on an upward trajectory of evolution, drawing inspiration from

and developing best practises in the realm of development, with the highest standards of

deliveries across Delhi and NCR for the previous two decades. Our projects include

elements of Glocalization, Co-working, and Greenology into buildings that are mostly

modern but also pay homage to classic styles.

The Bhutani Group is the first of its kind to conceptualise and carry out high-end real

estate projects in the retail, commercial, and residential markets, backed by a decade's

worth of experience and a wealth of expertise.

Alphathum, our commercial tower building with one of the largest infinity pools in

India, is complete and ready for a post-COVID-19 workplace. Cyberthum, our next big

project, will feature a mall in the clouds and a massive entertainment complex, both of

which will be unrivalled in the country. Grandthum is another new development that

follows the Prime Minister's "Bharat Badho Abhiyan" by providing reasonably priced

office and anchor spaces.

From initial site selection and design to full-scale development, building, marketing, and

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sales, the company provides a full spectrum of traditional services and more.

Assuring its clients and business partners of the highest quality, prompt deliveries, and

dependability, the Group has quickly made a name for itself across the entire breadth of

real estate development in the Delhi-National Capital Region (NCR).

Mr. Prem Bhutani established The Bhutani Group in 1985. His impact on the field has

been enormous. The Bhutani Group has come a long way thanks to his leadership.

Mr. Ashish Bhutani is currently heading the company to carry out their mission.

Location, strategy, attention to detail throughout construction, product quality, customer

happiness, and most significantly, "on time delivery of projects," have all contributed to

Bhutani Infra's success.

Additionally, the organisation has found that focusing on and completing one project at a

time has allowed them to maintain a track record of timely, high-quality project

completion and earn the trust of its clients.

Ashish is an up-and-coming business executive who is currently at the helm of the

Bhutani Group. He graduated from the University of Sheffield in the UK and received

his MBA from the University of Cardiff, giving him a worldwide perspective that he

applies to commercial real estate development in India. In his creations, he incorporates

the knowledge he gained from his vast travels around the world.

During his tenure as CEO, the Group has seen unprecedented growth and success. Under

his direction, our flagship project, Alphathum, has seen sales of over 90% in just 2

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years,

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making it the quickest selling commercial real estate project in India.

In addition to his work as a corporate leader concerned with project conception and

execution, he is also an influential thinker whose work benefits many communities in

need. To put this idea into action, he has launched a number of programmes through

Bhutani Care, the corporate social responsibility arm of the Bhutani Group.

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PRECEDING PHASE I DELIVERY

Alphathum, which features one of the largest infinity pools in India, has been a long-

awaited goal for Bhutani Infra and is finally ready for occupancy. It's the foundation for

modern, high-tech workplaces that foster an atmosphere conducive to creative problem-

solving and teamwork. The workplaces have been brought up to COVID standards,

making them fit for the challenges of the future.

Our three high-rise towers will feature sky gardens with gathering spaces, an infinity

pool on the roof, an automated parking garage, and climate-responsive design.

India's most productive office towers, with one of the country's largest rooftop infinity

pools - Connecting walkways both within and between the buildings, as well as a first-

rate communication matrix

Energy-efficient glass allows for natural ventilation in workplace environments.

The building is equipped with a central chilled water air conditioning system that keeps

the temperature consistent all year long by maintaining an environmental equilibrium

(heated in winter),

High-speed elevators and a private lobby are just two of the modern conveniences found

in this ultra-contemporary structure.

HVAC and automated building management to save energy costs.

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Cyberthum, located on a 26.8-acre mixed-use development, is the prototypical

landmark of the future. The NCR's tallest commercial tower at 50 stories, it features a

sky mall, a variety of shops, state-of-the-art offices, coworking areas that are compliant

with the COVID standard, and more. Furthermore, it is home to Bolt, one of the largest

gaming and entertainment complexes in all of India.

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 situated in the centre of the Noida IT corridor

The Noida Express Highway links the area to both the airport and the city's central

business districts, where you'll find places like Nehru Place.

Connected to the business and technology centres of Noida and Greater

Noida. Well-connected to all of the city, including the central business district.

Presents a breathtaking panorama of the sheltered vegetation

Allows for quick and simple travel to and from nearby shopping centres, institutions of

higher learning, and homes.

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Retail and lifestyle entertainment have come a long way, and you can see it

all at City Centre 150. The concept is designed to immerse visitors in a world

of seamless convenience with its al fresco style high-street shopping in a low-

rise construction. Here, picking out the things you need (or want) becomes a

game of personal preference, whether you're looking for basic necessities or

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the latest in high street fashion. And to cap it all off, the project truly does

have something for everyone. While the many attractions and upscale eateries

make this a true paradise for amusement, it also serves well as a place to relax

and enjoy life.

 Outdoor, Cubist-influenced architecture

 It has a glass facade and a frontage of almost 500 feet (158 metres), and

it is located on a road that is 30 metres wide. From there, you can reach

Jewar International Airport in under half

 Right close to one of the largest parks in all of India.

 Motivator of foot traffic naturally occurring in the vicinity of the

development

 Anchorages that can be lengthened

 There's enough room in the lower level for a massive supermarket.

 Places to park: over 300

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 PREPARE TO MOVE

Anyone who has travelled widely enough will tell you that time is more

valuable than money.

There are only so many minutes in a day, and absolutely none of them should

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be spent dealing with problems. We at Bhutani Experience value your time

and effort so much that we provide you a full day to do whatever you like

with it. It's up to you how you use your free time. We'll take care of anything

you don't want to.

Get to a secret location right now. It's the most popular shopping centre in all

of Noida. Step into a room that caters to your every want, made even better

by the warm welcome of the staff. Don't bring your troubles in here; this is

your time to relax and focus.

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One of the commercial developments in Noida is called Techno Pak. My

workplace is comfortable, roomy, and tastefully decorated. The project has

all the amenities and facilities that office workers might possibly require.

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 WHILE OTHERS OPEN THEIR WINDOWS TO THE WORLD, OTHERS

CHOOSE TO TRAVEL THE WORLD IN SEARCH OF INSPIRATION.

Bhuani 18 is a 1.52 acre section of a meticulously built planned community. Everything

in a community, from homes to workplaces to stores to restaurants to entertainment

venues to schools to hospitals, is considered part of the community.

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The I-THUM represents a major step forward for the IT Park industry in Noida's Sector

62. Also is located on the same site as The Corenthum, which is home to a number of

prestigious financial institutions, and it provides commercial office space.

There are a variety of office spaces available, with sizes between 475 and 1700 square

feet (approx.) A typical floor plan may have a footprint of anything between 20,000 and

40,000 square feet. It is adjacent to the National Highway 24 and the Sector 62 Noida

Metro station is within walking distance. Like HCL, Jaypee, Airtel, and Nucleus, the I-

THUM benefits from the presence of other local businesses.

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One of the best shopping centres in Ghaziabad is Bhutani Group's World Square Mall,

which features a multiplex, ban- quet, and a 3-star hotel. The state-of-the-art facilities and

assortment of shops make it an ideal gathering place for friends, family, and coworkers of

all stripes.

It attracts customers of all ages and tastes by stocking a wide variety of well-known

brands, both domestic and foreign. With so many options for weekend fun, such as

dining, shopping, and entertainment, this area is perfect for a relaxing getaway.

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 RESEARCH METHODOLOGY

RESEARCH is a ‘careful investigation or inquiry especially through search for new

facts in any branch of knowledge’.

METHODOLOGY OF STUDY

The project is a systematic presentation consisting of the enunciated problem,

formulated hypothesis, collected facts of data analyzed facts and proposed

conclusion in form of recommendation.

The data has been collected from both the sources Primary and Secondary

sources.

DATA COLLECTION

Primary Data:

Primary data was collected through survey method by distributing questionnairesto

employees. The questionnaires were carefully designed by taking into account the

parameters of my study.

Secondary Data:

Data was collected from web sites, going through the records of the

organization,etc. it is the data which has been collected by individual or someone

else for the purpose of other than those of our particular research study. Or in other

wordswe can say that

undertaken for the next process.

KIND OF RESEARCH

The research done by

EXPLORATORY RESEARCH

The kind of research has the primary objective of development of insights into the

problem. It studies the main area where the problem lies and also tries to evaluate

some appropriate sources of action.

Sample Design:

A complete interaction and enumeration of all the employees was not possible so a

sample was chosen that consisted of 25 employees. The research was taken by

necessary steps to avoid any biased while collecting the data.

Tools of analysis:

The data collected from both the sources is analyze and interpreted in the

systematic manner with the help of statistical tool like percentages.

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RESEARCH DESIGN

A research design is the arrangement of the condition for collection and analysis of

data in a manner that aims to combine relevance to the research purpose with

economy in procedure.

A research design is the specification of methods and procedure for acquiring the

information needed to structure or to solve problems. It is the overall operation pattern

or framework of the project that stipulates what information is to be collected from

which sources and be what procedures.

1. What is study about?

2. What is study being made?

3. Where will the study be carried out?

4. What type of data is required?

5. Where can the required data are found?

6. What will be the sample design?

7. Technique of data collection.

8. How will data be analyzes?

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 LIMITATION OF THE STUDY

Limitation of employment personal.

Lack of practices in Human Resource Management.

The study is based on the data provided by the company statements so, the

limitation of the company’s employees remaining equally applicable.

In some cases data is collected from the company’s past record.

Human Resources Department was hesitant to provide information,

because of difficult in accessing sensitive data and information.

Non-availability of some previous statistical data.

The term of the internship period is brief time whereas Human Resources

Division is a vast area, after doing a regular office work from 11:00 AM to

6:30 PM it is difficult to go through in depth within the short duration of

time.

The secondary source of information was not enough to complete the

report.

Confidentiality.

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 ORGANIZATION BACKGROUND

BHUTANI INFRA INSPIRED BY INNOVATION

Bhutani Infra Group is an established name in the construction world. With the

highest industry standards, implementation of the latest techniques and innovativeness

in all the projects, it is setting new benchmarks in the industry. Bhutani Group Noida is

well-known for providing spectacular residential and commercial complexes in the

prominent locations of Delhi/NCR.

Within a short span of time, Bhutani Infra Group has managed to become a prime

realty player and is known for equality, timely delivery and customer satisfaction to

the investors. Some of the distinguished projects by the developer are Alphathum,

Parmesh Complex, Parmesh Business Central, Parmesh Corporate Tower, to name a

backed by a decade’s worth of experience and an abundance ofexpertise, the Bhutani

Group Noida has pioneered conceptualization and execution of upscale real estate

projects in the retail, commercial and residential segments.

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 KEY FACTS ABOUT BHUTANI INFRAINSPIRED

BY INNOVATION

Some important facts about BHUTANI INFRA are given below:

Name of the Company BHUTANI INFRA Inspired By Innovation

Legal Form Real Estate Business

Date of Commencement 2005

Registered Office Plot No. 3 & 4, 2nd floor, A-Block Market, Savitri

Bhawan, Preet Vihar, Delhi-110092

Web Page Bhutanigroup.com

Managing Director MR. PREM BHUTANI

Company Secretary MR. SURESH KUMAR BHUTANI

Auditor Rishabh Chauhan Real Estate Business

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BHUTANI INFRA INSPIRED BY

INNOVATION

PREM BHUTANI [DIRECTOR]

ASHISH BHUTANI [CEO]

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RATISH PATHANIA [CEO PROJECTS]

NITIN PRAVEEN [LIAISONING HEAD]

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 MANAGEMENT TEAM OF BHUTANI

FAMILY

MR. ALI CHATLEY CHIEF OPERATING OFFICER

MR. ROHIT KHANNA DIRECTOR SALES

MR. MANIK DHINGRA DIRECTOR SALES

MR. LAXMAN PATEL DIRECTOR SALES

MRS. PRITI CHIEF XPERIENTIAL OFFICER

CHAUDHARY

MR. BIPIN BIHARI DIRECTOR SALES REGIONAL

{BIHAR &

JHARKHAND}

MR. NIKHIL PRESIDENT SALES

SACHDEVA

MR. SHAILENDER PRESIDENT SALES

SINGH

MR. PRATEEK PRESIDENT SALES

KHANNA

MR. KULNAL ASSISTANT SALES DIRECTOR

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CHHABRA

MR.SAHIL ARORA ASSISTANT SALES DIRECTOR

MR. SANDEEP PATEL ASSISTANTSALES DIRECTOR

MS. APEKSHA ASSISTANT GENERAL MANAGER

CHAUDHARY {HUMAN RESOURCE &

MARKETING}

MR. CHANDER HEAD CUSTOMER

SHEKHAR RELATIONSHIP

MANAGEMENT

MR. GAJENDRA HEAD FINANCE & ACCOUNTS

SHARMA

MR. SALMAN QURESHI ASSISTANT VICE PRESIDENT

SALES

MR. LALIT KUMAR SENIOR GENERAL MANAGER

PROJECTS

MR. MUKESH SHARMA SENIOR MANAGER CUSTOMER

SUPPORT

MR. MAYANK VYAS ASSISTANT MANAGER

ACCOUNTS

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 ORGANISATIONAL VISION

There vision statement is-

ORGANIZATIONAL MISSION

We live in a more worldwide society, and each of our projects understands and

adapts to the changing globe. Our projects, whether residential, commercial, or

recreational, allow its users to experience the world.

GOAL OF BHUTANI-INFRA

We believed that a project’s culture is defined by its public and shared areas. Withthe

best commercial properties in Noida & Delhi NCR, we aim to make these areas

engaging and extremely work-friendly. As the traditional workplace disintegrates

into a borderless ecosystem, the entire complex functions as an office space,

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resulting in a dynamic and buzzing environment in each of our constructions.

Green ology

A division of study at Bhutani Infra, this stream drives our architects and

engineers to develop solutions and innovations that are most efficient and

adaptive to the shifting dynamics of a fast-changing world.

Future

Future working and living spaces will appear, act, and react unlike anything in the

present. The living and the concrete will exist in a symbiotic relationship with one

another. Bhutani Infra, one of the top real estate companies in India, recognizes that

this transformation is already taking place. And our solution is not only intended to

recognize this paradigm but also to stay ahead of it. We strive to develop living and

breathing organisms that are as smart as they are adaptable.

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THE VALUES

 Customer Focus

 Reliability

 Teamwork

 Respect for individual

 Quality

 Responsible Citizenship

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 ANALYSES AND INTERPRETATION OF DATA

The analysis of the data is done as per the finding. The data is represented

graphically in percentage. The percentage of the people opinion were analyzed and

expressed in the form of charts.

Question 1: What form of interview did you prefer?

Most of the manager prefer personal interview, 30% prefer to take telephonic

interviews where as only 20% goes for video conferencing and rest 10% adopt

some other means of interviews.

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Question 2: What source you adopt to source candidate?

Source: Compiled from questionnaire dataInterpretation:

This analysis indicates that most of the respondent i.e. 80% responded for Job Portal,

10% responded for candidate referral and 5% responded for Advertising.

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Question 3: How many stages are involved in selecting the candidate? / How

many Questions you are asking during the Telephonic interview round?

Most of the Executives Prefer two stages of interview, 40% prefer to take three stages

interviews, where as only 10% goes for four rounds and rest 5% sometimesopt for one

round of interviews.

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69 | P a g
RECRUITMENT IS TWO WAY STREET

It takes recruiter and a recruiter: it takes a recruiter and a recruitee recruiter has achoice

whom to recruit and whom not;

As per Baling et al, there are three ways in which a prospective employee makes a

decision to join an organization.

Accordingly, the following three theories of recruitment have been evolved:

Objective factor theory

Subjective factor theory

Critical contact theory

These theory can be explained as follows:

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Objective Factor Theory

It assumes that the applicants are rational. As per this theory, the choice of

organization by a potential employee depends on objective assessment to tangible

factors such as; Pay package, Location, Opportunity per career growth, Nature of

work and Educational opportunities. The employer according to this theory

considers certain factors among others; educational qualification, years ofexperience

and special qualification/ experience.

Subjective Factor Theory

The decision making is dominated by social and psychological factors. The statusof

the job, reputation of the organization and other similar factors plays an important

role.

According to this theory, compatibility of individual personality with the image of

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organization is decisive factor in choosing an organization by individual candidate

seeking for employment. These subjective factors are; Personal compatibility for

the position, competence and Best fit.

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 CONCLUSION

In this study we aimed the complete procedure of Human Resource Reporting and

implementation of different operations that are used to interpret the operational

performance of a firm. These statements are used in the study done above to find

about the different factors that change the growth percentage of the firm in the year.

If properly analyzed and interpreted, operational statement can provide valuable

insight into a firm’s performance. Analyses of operational management and others.

From the above discussion it can conclude such a way that since Human Resource

Management is a continuously practicing issue so it plays a significant role on

organization overall performance. If an organization wants to gain full benefit from

Human Resource Management it should follow all the sections of A STUDY ON

MARKETING & SALES PROMOTION AT BHUTANI-INFRA. As asmall AMC

few persons are recruited for its operations and performance. But it will expand soon

or later and then the number of Marketing & Sales employee may not be enough to

run the company.

Committed and trustworthy employees are the most significant factors to becoming

an employer of choice; it is no surprise that companies and organization face

significant challenges in developing energized and engaged workforces. However,

there is abundance of research to demonstrate that increased employee commitment

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and trust in leadership can positively impact thecompany’s bottom line. In fact, the

true potential of an organization can only be realized when the productivity level of

all individuals and teams are fully aligned, committed and energized to successfully

accomplish the goals of the organization. Thus, the objective of every company

should be to improve the desire of employees to stay in the relationship they have

with the company.

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 RECOMMENDATIONS:

 The organization should practice proper Bhutani Infra guidelines. The

purpose of Human Resource Management is to improve the productive

contribution of people.

 To get effective to efficient employee, the organization should arrange

proper and development programs.

 The entire Marketing & Sales department should be well informed

regarding theemployment personal.

 The organization should provide well direct compensation as well as directto

its staffs.

 The management should have job evaluated salary structure, which is most

competitive than other organizations in the country.

 To evaluate employee’s performance, the management should follow

promotion policy properly.

 In order to get competitive advantage and to deliver quality service, top

management should try to modify the services.

 Periodical performance appraisal and giving recognition and reward to the

qualified employees to keep motivating them.

 Proper training needed for ensuring efficient performance of the

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 employees.

 Bhutani Infra Asset Management should hire specialist for each individual

sector.

 The management should create customers database and continuously

informing the investors about the available facilities or opportunities which

will work to achieve twin goal at a time; one is direct marketing and another

is large pool of customers database.

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