A

SUMMER INTERNSHIP
PROJECT REPORT
ON
DEEP ANALYSIS OF SALES AND MARKETING
IN
HINDUSTAN MEDIA VENTURES LIMITED

In partial fulfillment for the award of the degree of

BACHELOR IN BUSINESS ADMINISTRATION
Under the supervision of

Under the supervision of

Mr. Rajeev Sharma

Mr. Bajrang Singh Rathore

SUBMITTED BY
ZAINAB ALI MIRZA
20140301
BBA (2014-17)

Mangalayatan University
Extended NCR 33rd Milestone, Aligarh-Mathura Highway, Beswan, Aligarh,
Uttar Pradesh 202145

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CERTIFICATE OF THE SUPERVISOR

This is to certify that the work entitled Market Survey and Product Promotion is a
piece of SIP research work done by Zainab Ali under my guidance and supervision for the
degree of BBA from Mangalayatan University Aligarh. I certify that the candidate has put
45 days in Hindustan Media Ventures Limited, Agra.
To the best of knowledge and belief the Report:

i.
ii.
iii.

Embodies the work of the candidate herself.

Has duly been completed.
Fulfills the requirement of the Ordinance relating to the BBA degree of the

iv.

University and
Up to the standard both in respect of contents and language for being referred
to the examiner.

Signature of the Supervisor

Date.....

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ACKNOWLEDGEMENT
I wish to acknowledge my specific indebtness to director Indian Institute of
Management Training, who made this opportunity to perform summer
training as a part of BBA degree Course.

I wish to extend my Sincere Gratitude towards Mr. Bajrang Singh

Rathore (General Manager) for accepting me as a summer trainee and
assigning this project to me.

I am extremely grateful to Mr. Rajeev Sharma for his valuable guidance and
best possible help during course of study.

I am deeply grateful to my parents who have given me every help and

moral support and their constant advice that enabled me to pursue my
academic aim.

Thanks to other summer trainees for their co-operation and suggestions

throughout this project.

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PREFACE
Learning categorizes you and practicing on that learning specializes you.

Theoretical concepts taught and discussed in the classroom prove useful if they have to remain
relevant. Practice orientation of management student is must generating competence to deal
with issues at grass root level it is for this reason that one month training project study is
prescribed as a part of syllabus for BBA Degree in Aligarh.

This training is the mode of imparting practical training to the student. The objective is to
provide a deep insight into practical aspects of the functioning of the organization. The train
apprises the student to the actual function, responsibility and problem faced by an organization.
It provides him with the knowledge of the various kind of problem that crop up in the day to
day functioning of the organization. The way they are solved by the departments and appraisal
of the crucial decision taken by the manager at the crucial time.

I was fortunate enough to complete my marketing training at Hindustan Hindi Newspaper;

Agra.This has given me an altogether new experience, which would be immense help to me in
my days to come.

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INDEX
Title page
Supervisors certificate
Acknowledgement
Preface
Index
Chapter 1. Introduction
Introduction
Brands
About the Company
Objectives
Research Methodology
Objectives of research
Importance of research
Data Collection.
Types Of research
Areas Of Survey
Organization Of study
Limitations

1
2
3
4
5.
06-25
7
8-11
12-15
16
17-22

23
24
25

Chapter.2. Conceptual framework of the work

26-27

Chapter.3. Data analysis and Interpretation

28-39

Chapter.4. Finding and conclusion

40-41

Chapter.5.

42-47

Suggestions and Reccomendations

Sales and Marketing
Bibliography
Appendix
Weekly Reports

43
44-46
47
48-50

51-57

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CHAPTER

1
INTRODUCTION
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Hindustan Dainik or ''Hindustan'' is published by Hindustan Media Ventures Limited. Earlier

it was part of HT Media Ltd group, which spun off its Hindi business into a separate company
named Hindustan Media Ventures Limited in December 2009. [2] It ranks as the second largestread daily in the country. Hindustan has 19 editions across the Hindi belt. They are spread across
Delhi, Haryana (Faridabad), Bihar (Patna, Muzaffarpur, Gaya and Bhagalpur), Jharkhand
(Ranchi, Jamshedpur and Dhanbad),

Uttar

Pradesh

(Lucknow, Varanasi, Meerut, Agra,

Allahabad, Gorakhpur, Bareilly, Moradabad, Aligarh, and Kanpur) and Uttarakhand (Dehradun,
Haridwar, Haldwani). Apart from these, the paper is also available in key towns like Mathura,
Saharanpur, Faizabad.

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BRANDS

Hindustan
'Hindustan', covers news across the entire spectrum of international, national and local news
relating to politics, business, entertainment, sports and other general interests. The first edition of
'Hindustan' was published on April 12, 1936 from Delhi and the reach of our newspaper now
extends to six regions, namely, Uttar Pradesh, Uttarakhand, Bihar, Jharkhand, Mohali and Delhi
NCR. In the recently declared readership results (IRS Q4 2010), Hindustan has surged ahead to
become the second largest read newspaper in India.
In the past nine months, Hindustan has added 58 lakh readers to its readership base. A bulk of
this growth has come from Uttar Pradesh where Hindustan has added 41 lakh readers in this nine
month period. Hindustan now has a 30% share of readership in Uttar Pradesh, with a total

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readership of 1.28 crore in UP. Hindustan continues to maintain its dominant position in Bihar
and Jharkhand with 83% and 73% share of total readers.
Over the past three years, we have made significant investments in Uttar Pradesh and have
opened five new printing locations in Agra, Meerut, Allahabad, Kanpur and Bareilly to add to
our existing printing facilities at Varanasi (on a franchisee basis) and Lucknow.Hindustan has
made an entry into Uttarakhand with a printing location in Dehradun, in May 2008. This print
location will cover key cities in Uttarakhand.

LiveHindustan.com
LiveHindustan.com is the recently launched Hindi News website, which promises far more than
what Language sites are typically credited for. Its comprehensiveness and exclusive online
content by the online editorial team adds to the huge print repository of stories carried in the
parent brand Hindustan, and is updated round the clock with the latest in breaking news action.
The legacy values of the Hindi print flagship brand - Hindustan - can be seen upheld in the
online avatar bringing to the table its credibility; authenticity and unbiased content, to provide its
dedicated reader base a Best in Class Hindi News & Content site.
On the Content front, apart from News, LiveHindustan.com extends the Brand Promise of
Empowerment - 'Tayyari' and has interactive elements to increase the interaction with the brand
at more direct levels.
Comprehensive Multimedia Content across sections, ball by ball Cricket Coverage, minute by
minute Business updates and analysis, and Special in-depth exclusive Features on content across
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sections, is some of the other features which distinguish this site from other run-of-the-mill Hindi
News sites.

Nandan

Nandan, HT Media's monthly Children Magazine is more than 47 years old brand. The magazine
was started in November 1964 in the memory of Pandit Jawahar Lal Nehru, with its first issue
being dedicated to the late Prime Minister. Over the years it has developed a strong bond with its
readers and is extremely popular among children and their families in India and abroad. Taking
an edge over other children magazines, Nandan provides a mix of traditional and modern stories,
poems, interactive columns, interesting facts and many educative columns, leading to wholesome
development of our children. It keeps our children abreast with our cultural ethos, exposes them
to latest happenings in and around world and engages them into numerous fun activities, shaping
their mind and behavior in a positive way.

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Kadambini

Kadambini is a monthly magazine for the evolved; discerning reader who is yearns for
something 'intelligent' to read. A socio-cultural magazine that was started in 1960. In the 51st
year of its reigning over its readers heart , a non political magazine that has carved a niche for
itself amongst the other hindi magazines Notable & award winning authors like Ajenya,
Mahadevi Verma & Kunwar Narayan with their writings have made significant contributions to
this magazine; the only magazine of its kind with a unique blend of literature, culture, science
and life, it sees things in a different perspective, and goes behind the scenes instead of looking at

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things superficially. A magazine for thought leaders giving them a fresh perspective on a variety
of topics- literature, art, culture, health,technology, fashion, travel, beauty etc.

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About the Company

Hindustan 2nd largest read daily of the country
In the recently declared readership results (IRS Q4 2010), Hindustan has surged ahead to become
the second largest read newspaper in India.
In the past nine months, Hindustan has added 58 lakh readers to its readership base. A bulk of
this growth has come from Uttar Pradesh where Hindustan has added 41 lakh readers in this nine
month period. Hindustan now has a 30% share of readership in Uttar Pradesh, with a total
readership of 1.28 crore in UP. Hindustan continues to maintain its dominant position in Bihar
and Jharkhand with 83% and 73% share of total readers.
The gains across all markets clearly demonstrate the growing strength of Hindustan daily. With
many of the newer editions yet to reflect in IRS, the growth momentum is likely to be sustained.

HMVL files DRHP with SEBI for proposed public issue

Hindustan Media Ventures Ltd. is proposing, subject to market conditions and other
considerations, a public issue of its equity shares and has filed a Draft Red Herring Prospectus
with the Securities and Exchange Board of India ("SEBI"). The Draft Red Herring Prospectus is
available on the website of SEBI at www.sebi.gov.in and the websites of the Book Running Lead
Managers at www.edelcap.com and www.kmcc.co.in. Investors should note that investment in
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equity shares involves a high degree of risk and are requested to refer to the section titled "Risk
Factors" of the Draft Red Herring Prospectus for details of the same.

HMVL acquired "Hindi Business"

Hindustan Media Ventures Ltd (HMVL) acquires 'Hindustan', the Hindi daily, "Ravivasariya
Hindustan; Hindi magazines, 'Nandan' & 'Kadambini', and the internet portals of these
publications, from HT Media Limited (HTML), its promoter company. As part of this
transaction, all assets, liabilities and employees pertaining to this business of HTML will be
transferred to Hindustan Media Ventures Ltd. on a 'slump sale' and 'going concern' basis. The
transaction shall be effective from December 1, 2009.
All relevant Intellectual Property Rights and Brands shall be used by Hindustan Media Ventures
Ltd. Company on a long-term lease basis

INCREASE AND RE-CLASSIFICATION OF AUTHORISED

SHARE CAPITAL
During the year under review, the Authorized Share Capital of your Company was increased, as
per details given below 1. With effect from 5th January, 2010, from Rs. 17 Crore divided into 1,50,00,000 (One
Crore Fifty lac) equity Shares of Rs. 10/- each and 20,00,000 (Twenty Lac) Equity Shares
of Rs. 10/- each with Differential Rights as to voting and/or dividend to Rs. 77 Crore
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divided into 7,50,00,000 (Seven Crore Fifty Lac) Equity Shares of Rs. 10/- each and
20,00,000 (Twenty Lac) Equity shares of Rs. 10/- each with Differential Rights as to
voting and/or dividend.
2. With effect from 11th February, 2010, from Rs. 77 Crore divided into 7,50,00,000 (Seven
Crore Fifty lac) equity Shares of Rs. 10/- each and 20,00,000 (Twenty Lac) Equity Shares
of Rs. 10/- each with Differential Rights as to voting and/or dividend to Rs. 87 Crore
divided into 8,50,00,000 (Eight Crore Fifty Lac) Equity Shares of Rs. 10/- each and
20,00,000 (Twenty Lac) Equity shares of Rs. 10/- each with Differential Rights as to
voting and/or dividend.
Subsequently, w.e.f. 28th February, 2010, the Authorized Share Capital of your Company of Rs.
87 Crore was re-classified to comprise of 8, 70,00,000 (Eight Crore Seventy Lac) Equity Shares
of Rs. 10/- each only.

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ISSUE OF FRESH CAPITAL

During the year, the paid-up share capital was increased as per following details 1. On 14th January, 2010, 6,96,508 and 37,338 Equity Shares of Rs. 10/- each were allotted
at Rs. 650/- per share (inclusive of Premium of Rs.640/-) to HT Media Limited and Smt.
Namrata Bhartia trustee of HT Group Companies- Employee Stock Option Trust,
respectively on preferential basis.
2. On 21st February, 2010, 4,94,08,614 Equity Shares of Rs.10/- each were allotted as
bonus shares in the ratio of 6.4 Equity Shares of Rs. 10/- each, for every 1 Equity Share
of Rs. 10/- held on the record date i.e. 20th February, 2010.

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OBJECTIVES
Generate a good trust among customers.
To maximize the brand image of HMVL.
Obtain a goal of organization in the best efficient way.
Create the trust among peoples.

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RESEARCH METHODOLOGY
Methodology in the applied sense refers to various methods used by the researcher right from
data collection and various techniques used for the same for interpretation and inference.
Methods and techniques are often used synonymously in research literature.

Research

methodology is what must be done, how it will be done, what data will be needed, what data
gathering will be employed, how sources of data will be selected and how the data will be
analyzed and conclusions reached. When we talk of research methodology we not only talk of
the research methods but also consider the logic behind the methods we use in the context of
our research study and explain why we are using a particular method or technique and why we
are not using others so that research results are capable of being evaluated either by the
researcher himself or by others.

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OBJECTIVES OF THE RESEARCH

The basic purpose of the research was to identify the position of the employees . The key
objectives of the research are as follows:

(1)

To know the promotion strategy of HMVL in Agra region.

(2)

To know about the customer satisfaction regarding Hindustan Newspaper among

the mindsets of the customers of Agra region.

(3)

To promoteHindustan paper in Agra city region and their new products and plans.

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IMPORTANCE OF THE RESEARCH

Significance of research and research leads to invention. Following facts highlight the
importance of the research.

(1)

Research facilitates logical or scientific thinking process which leads towards

flow less strategy formulation.

(2)

It facilitates identification of trends which ultimately responsible in marketing

opportunities.

(3)

Decision making becomes easier for well researched phenomenon.

(4)

Research is important in solving various operational and planning problems of

business and industry.

(5)

It helps understanding perception of the employes about the training and

accordingly designs the training process.

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Major Data Collection methods

I. Secondary Research
a) Internal secondary data

Data from the company itself which the

company already has.

b) External secondary data

Data from the magazines and news papers,

II. Survey Research

a)Telephone interviews

Collection of information from respondents

via telephone

c) Personal interviews

Collection of information in a face-to-face

situation.

Home interviews

Personal interviews in the respondents home

or office

Intercept interviews
Personal interviews in a central location,
generally a shopping mall

III. Field experiments

Manipulation of the independent variable(s) in

a natural situation.

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TYPES OF RESEARCH
There are many types of the research like descriptive, analytical, basic, applied, qualitative,
quantitative, and conceptual.

Descriptive Research:
In this type of research I have collected data by observation, by mailing to the companies or to
the key decision maker, by going to the company with the appointment with the key decision
maker and ask employees about training produres in the Hindustan Newspaper.

Analytical Research:
I also have collected data from already available information. I got the information from the
newspapers with the help of that information (phone no.) I used to take appointment with the
concerned person and. In this research correlation technique is used to analyze the data.

Basic or Pure Research:

Visiting to the company to company I have got many people who are not satisfied with the
services of HH.This enhance my ability of dealing with the people and make them satisfied.

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Applied Research:
The research which has immediate commercial potential is called applied research. Applied
research can further be classified as problem oriented and problem solving research.

Problem Oriented Research

During the research I have met with many people who are having many problems regarding the
more adds, poor news quality, poor services and many other problems. Most of the customers
are saying about the payment procedure they have big problem with the collection of the
payments so that makes the satisfaction level of the customers down.

Problem solving Research:

HH is facing the main problem about the News quality and the more addvertisments that is
why the company is not getting good business from the particular area.

Quantitative Research:
I have visited many companies and I have got different result from them 80% of the people
listened to me, 20% of the people did not listen me, the sales results were very low.

Conceptual Research:
Many of the people want a better news quality and less adds.

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Areas of Survey
During my project, I have visited in many areas in Agra so here is the information about the
company, which I have collected from them. Areas Surveyed I.
Khandari
II.
Belanganj
III.
Taj ganj
IV. Jaipur House
V. Indrayani nagar
VI.
Bijlighar
VII.
Kamla Nagar
VIII.
Bhagwan Talkies

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Organization of the study

1. First of all the researcher has, understand the basic concepts of data collection and
analysis.
2. The researcher has learnt how to make questionnaire.
3. After developing questionnaire, he has conducted a basic test of questionnaire by
4.
5.
6.
7.
8.

distribution among few customers.

Afterwards the researcher started
Analyzed
Compiled
Report
Suggestions & Recpo

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Limitations
1. This research work is limited to Agra region only.
2. The data was collected from Agra city region only, after discarding any rural areas
around.
3. This data is only emphasizing on advertisements of the papers.
4. The data collected from respondents only covers the advertising appeal instead of the
news being offered by the pears.
5. The span of data collection is set for only 35 days.
6. This study is limited to 100 respondents only.

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CHAPTER

2
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Conceptual
Framework of the
Work
1. First of all the researcher understand the basic concepts of data collection and analysis.
2. The researcher has learnt how to make questionnaire.
3. After developing questionnaire, he has conducted a basic test of questionnaire by
distribution among few customers.
4. Afterwards the researcher started the field work.
5. Analyzed the data and performance.
6. Compiled the data that has been collected.

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CHAPTER

3
Data Analysis and
Interpretation
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Q1) Which paper do you prefer reading Hindustan or Amar Ujala?

Particulars
Hindustan
Amar Ujala

Percentage
57%
43%

Amar Ujala ; 43%

Hindustan ; 57%

Amar Ujala

Hindustan

Interpretation:According to the research it was found that out of 100 respondents atotal of 57% prefers to read
Hindustan Newspaper because they find better content and news coverage in the paper. Next to it
is 43% respondent who found Amar Ujala Newspaper better than Hindustan.

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Q2) Are you satisfied with the content and quality of Hindustan Newspaper?
Yes
No

79%
21%

21%

YES
NO
79%

Interpretation:From the above pie chart we can see that out of 100 respondents 79% people are happy with
news quality and its contents while other 21% are not satisfied with the content and its quality.

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Q3) Are you satisfied with the new scheme of Hindustan paper?

Yes
No

82%
18%

18%

YES
NO
82%

INTERPRETATION:From the above data collected, we can conclude that 82% people are happy and satisfied with the new
scheme of Hindustan Newspaper while 18% are not happy with this new scheme.

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Q4) How much money do you spend daily on the newspaper?2-3

Particulars
Less than Rs. 2
Between Rs. 2-3
More than Rs. 3

Percentage
5%
65%
30%

More tha

5
30
Less than Rs. 2
Between Rs. 2-3
More than Rs. 3
65

3
Interpretation:Out of 100 respondents that were interviewed 5% said that they spend less than 2 rupees, and
65% said that they spend between 2-3, followed by 30% which spend more than 3 Rs.

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Q5. Which Newspaper provides better scheme offers?

Particulars

Percentage

Hindustan
Dainik Jagaran

72%
28%

100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
1

Interpretation:Of the 100 respondents that were interviewed, majority of them i.e 72% found that schemes
offered by Hindustan Newspaper are better while other 28% said Dainik jagaran offers better
schemes.

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Q6. Factors influencing sales:

Particulars
Contents
Availability
Cost
Services
Others

Percentage
65%
15%
10%
7%
3%

10
15
65

Contents
Availability
Cost
Services
Others

INTERPRETATION:-

From the above study, we came to know that sale of newspaper is influenced by content by 65%,
availability by 15%,cost by 10%, services by 7%, and others by 3%.

Q7. Which newspaper covers the monopoly in most of the areas of Agra?
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50
45
40
35
30
25
20
15
10
5
0

1.

HH

30%

2.

DJ

20%

3.

AU

46%

4.

Others

4%

HH

DJ

AU

Others

Interpretations:
The above data shows that Amar Ujala was leading in the Agra city.

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Q8. Which newspaper has largest promotion scale?

A. HH
B. DJ
C. AU
D. Others
HH

35%

DJ

30%

AU

10%

Others

25%

35
30
25
20

HH

DJ

AU

Others

15
10
5
0
Interpretations:
The above data shows that Hindusatan ( hindi ) have the largerst promotional scale with 35% of
the whole market.

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Q9. How do you rate Hindustan and Amar Ujala at the point of view of
distribution or selling?

Very Good
Good
Average
Bad
Worse

1
2
3
4
5

HINDUSTAN

AMAR UJALA

Very Good

26

38

Good
Average

31
43

36

Very Good
Good
Average

26

Point of view of selling

Partculars
Very Good
Good
Average

Hindustan
38%
36%
26%

Amar Ujala
31%
26%
43%

Q10. Trust facilities are better of which newspaper?

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HH
DJ
AU
Others

HH

20%

DJ

15%

AU

50%

Others

15%

50
45
40
35
30
25
20
15
10
5
0

HH

DJ

AU

Others

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CHAPTER

4
Findings and
Conclusions
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I got unanimous response when it came to choose means of communication for giving
advertisements. Clients preferred print media for giving advertisements.

It seemed that the cost factor was bothering the clients to the utmost. They got their ads
placed in TOI with one free ad in economic Times at a cheaper rate than doing the same in
Hindustan Times.

Some clients suggested that sub-headings should be bold. They could have grabbed the
attention of people when they flip through the pages of newspaper and it would be easy to
go through the entire classified without giving much tension to the retina.

Some clients expressed their grudges regarding space problem. They suggested adding
few more pages to education classifieds so they can advertise often.

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CHAPTER

5
45 | P a g e

Suggestions and Recommendations

Material coming in by ads must have the correct path mentioned.

Strictly checking the material before accepting the ads.

The main grudge client's hold against HT classifieds was its higher rates in comparison
with TOI. Therefore, the rates should be a bit economical one keeping the competitor's rate in
mind, as this is a common tendency of consumers to compare two brands of same stature and
credibility.

Few more pages should be introduced in education classifieds, so that clients can
advertise often.

Sub-headings should be bold enough to lure the readers when they are flipping through
the pages.

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SALES
AND
MARKETING

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A sale is the exchange of a commodity or money as the price of a good or a service.

[1]
Sales (plural only) is activity related to selling or the amount of goods or services sold in a
given time period.
The seller or the provider of the goods or services completes a sale in response to
an acquisition, appropriation,[2] requisition or a direct interaction with the buyer at the point of
sale. There is a passing of title (property or ownership) of the item, and the settlement of a price,
in which agreement is reached on a price for which transfer of ownership of the item will occur.
The seller, not the purchaser generally executes the sale and it may be completed prior to the
obligation of payment. In the case of indirect interaction, a person who sells goods or service on
behalf of the owner is known as salesman or saleswoman.

Definition of sales[edit]
A person or organization expressing an interest in acquiring the offered item of value is referred
to as a potential buyer, prospective customer or prospect. Buying and selling are understood to be
two sides of the same "coin" or transaction. Both seller and buyer engage in a process of
negotiation to consummate the exchange of values. The exchange, or selling, process has implied
rules and identifiable stages. It is implied that the selling process will proceed fairly and ethically
so that the parties end up nearly equally rewarded. The stages of selling, and buying, involve
getting acquainted, assessing each partys need for the others item of value, and determining if
the values to be exchanged are equivalent or nearly so, or, in buyer's terms, "worth the price.
Sometimes, sellers have to use their own experiences when selling products with appropriate
discounts.
From a management viewpoint it is thought of as a part of marketing, although the skills required
are different. Sales often forms a separate grouping in a corporate structure, employing separate
specialist operatives known as salespersons (singular: salesperson). Selling is considered by
many to be a sort of persuading "art". Contrary to popular belief, the methodological approach of
selling refers to a systematic process of repetitive and measurable milestones, by which a
salesman relates his or her offering of a product or service in return enabling the buyer to
achieve their goal in an economic way.While the sales process refers to a systematic process of
repetitive and measurable milestones, the definition of the selling is somewhat ambiguous due to
the close nature of advertising, promotion, public relations, and direct marketing.

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SALES AND MARKETING RELATIONSHIP

Marketing and sales differ greatly, but generally have the same goal. Selling is the final stage in
marketing, which also includes pricing, promotion, place and product (the 4 P's). A marketing
department in an organization has the goals of increasing the desirability and value to the
customer and increasing the number and engagement of interactions between potential customers
and the organization. Achieving this goal may involve the sales team using promotional
techniques such as advertising, sales promotion, publicity, and public relations, creating
new sales channels, or creating new products (new product development), among other things. It
can also include bringing the potential customer to visit the organization's website(s) for more
information, or to contact the organization for more information, or to interact with the
organization via social media such as Twitter, Facebook and blogs. Social values also play a
major role in consumer decision processes.
The field of sales process engineering views "sales" as the output of a larger system, not just as
the output of one department. The larger system includes many functional areas within an
organization. From this perspective, "sales" and "marketing" (among others, such as "customer
service") label for a number of processes whose inputs and outputs supply one another to varying
degrees. In this context, improving an "output" (such as sales) involves studying and improving
the broader sales process, as in any system, since the component functional areas interact and are
interdependent.[7]
Many large corporations structure their marketing departments so they are directly integrated
with all lines of business.[8] They create multiple teams with a singular focus and the managers of
these teams must coordinate efforts in order to drive profits and business success. For example,
an "inbound" focused campaign seeks to drive more customers "through the door", giving the
sales department a better chance of selling their product to the consumer. A good marketing
program would address any potential downsides as well.
The sales department would aim to improve the interaction between the customer and the sales
facility or mechanism (example, web site) and/or salesperson. Sales management would break
down the selling process and then increase the effectiveness of the discrete processes as well as
the interaction between processes. For example, in many out-bound sales environments, the
typical process includes out-bound calling, the sales pitch, handling objections, opportunity

49 | P a g e

identification, and the close. Each step of the process has sales-related issues, skills, and training
needs, as well as marketing solutions to improve each discrete step, as well as the whole process.
One further common complication of marketing involves the inability to measure results for a
great deal of marketing initiatives. In essence, many marketing and advertising executives often
lose sight of the objective of sales/revenue/profit, as they focus on establishing a
creative/innovative program, without concern for the top or bottom lines - a fundamental pitfall
of marketing for marketing's sake.
Many companies find it challenging to get marketing and sales on the same page. [9] The two
departments, although different in nature, handle very similar concepts and have to work together
for sales to be successful. Building a good relationship between the two that encourages
communication can be the key to success - even in a down economy.

Industrial marketing
The idea that marketing can potentially eliminate the need for sales people depends entirely on
context. For example, this may be possible in some B2C situations; however, for
many B2B transactions (for example, those involving industrial organizations) this is mostly
impossible.[citation needed] Another dimension is the value of the goods being sold. Fast-moving
consumer-goods (FMCG) require no sales people at the point of sale to get them to jump off the
supermarket shelf and into the customer's trolley. However, the purchase of large mining
equipment worth millions of dollars will require a sales person to manage the sales process particularly in the face of competitors. Small and medium businesses selling such large ticket
items to a geographically-disperse client base use manufacturers' representatives to provide these
highly personal service while avoiding the large expense of a captive sales force.

Sales and marketing alignment and integration

Another area of discussion involves the need for alignment and integration between corporate
sales and marketing functions. According to a report from the Chief Marketing Officer (CMO)
Council, only 40 percent of companies have formal programs, systems or processes in place to
align and integrate the two critical functions.
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Traditionally, these two functions, as referenced above, have operated separately, left in siloed
areas of tactical responsibility. Glen Petersen's book The Profit MaximizationParadox sees the
changes in the competitive landscape between the 1950s and the time of writing as so dramatic
that the complexity of choice, price and opportunities for the customer forced this seemingly
simple and integrated relationship between sales and marketing to change forever. Petersen goes
on to highlight that salespeople spend approximately 40 percent of their time preparing
customer-facing deliverables while leveraging less than 50 percent of the materials created by
marketing, adding to perceptions that marketing is out of touch with the customer and that sales
is resistant to messaging and strategy.

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BIBLIOGRAPHY
Books:

Marketing management Philip kotler

Research methodology
Marketing management Ranjan Saxena

Websites :

www.google.com
www.wikipedia.com
www.scribd.com
www.hmvl.com

52 | P a g e

APPENDIX

NAME :
OCCUPATION :
AGE :
1. Which newspaper do you prefer the most?
a) HH
b) DJ
c) AU
d) Others

2. Which newspaper contains a better news quality?

A) HH
B) DJ
C) AU
D) Others

3. Regional news is better in which newspaper?

A) HH
B) DJ
C) AU
D) Others

4. Which newspaper covers a Monopoly in the most of the areas of Agra?

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A. HH
B. DJ
C. AU
D. Other
5. Which newspaper delivers a best scheme?
A. HH
B. DJ
C. AU
D. Others

6. Which newspaper has largest promotion scale?

E. HH
F. DJ
G. AU
H. Others

7. Which newspaper has better facilities on E-news Scope?

A. HH
B. DJ
C. AU
D. Others

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8. Trust facilities are better in which newspaper?

A. HH
B. DJ
C. AU
D. Others

9. How much money do you spend daily on the newspaper?

(a) Less than 2 Rupees
(c) Above 3 Rupees

(b) 2 to 3 Rupees

10. Which of these factors influence the sale of newspaper?

(a) Contents
(c) Cost
(e) Others

(b) Availability
(d) Services

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WEEKLY REPORTS
1st Week

Weekly Reporting Format: From : 03rd June, 2016 to : 13th June, 2016
Sandeep Sir (9808969319):
Enroll: 20140301
Name Zainab Ali
Course: BBA
Company: Hindustan
th

2. Did 4 bookings on 12

th

Media Ventures limited

3. Total Bookings in a

Major achievements:

1. Did 8 bookings on 10

Major Problems

and 11th June.

1. It takes time to

June.
week = 30
2. On 8th june = 2 booking 3.

encountered:

convince the clients.

only.

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2nd Week
Weekly Reporting Format: From : 14th June, 2016 to : 20th June, 2016
Sandeep Sir (9808969319):
Enroll: 20140301
Name: Zainab Ali
Course: BBA
Company
:
Hindustan
Media
Ventures
Major achievements:

1.

have

enjoying

limited
started 2. Highest Booking in one day= 3.
Total

my work 12

Bookings

and love to do pcc.

in a week
= 30

Major
encountered:

Problems 1. It takes time to 2. Since the companys policy is

convince the clients. to do the booking only in cheque
09

or with debit or credit card.

Hence,

it

gets

difficult

to

convince the customers who are

willing to do the payment only in
cash.

3rd Week

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Weekly Reporting Format: From : 21 June, 2016 to : 26 June, 2016

Sandeep Sir (9808969319):
Enroll: 20140301
Name: Zainab Ali
Course: BBA

Company
:
Hindustan
Media
Ventures

Major achievements:

limited
1. It was a great 2. The companys policy of doing 3.
Total
experience

doing booking only in cheque has Bookings

booking in the most changed. Now, we can consider in a week

backward and oldest cash also.

= 31

society of Agra.
Major

Problems

encountered:

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4th Week

Weekly Reporting Format: From : 27 June, 2016 to : 3 july, 2016

Sandeep Sir (9808969319):
Enroll: 20140301
Name: Zainab Ali
Course: BBA

Company
:
Hindustan
Media
Ventures

Major achievements:

limited
1. On 3rd July, I did 2. This week I was able to do 3.
Total
bookings.

good amount of bookings.

Bookings
in a week
= 18

Major
encountered:

Problems 1. Due to the change

in weather I got sick
and could not do
regular work.

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5th Week

Weekly Reporting Format: From : 4th July, 2016 to : 10th july, 2016
Sandeep Sir (9808969319):
Enroll: 20140301
Name: Zainab Ali
Course: BBA
Company
:
Hindustan
Media
Ventures
Major achievements:

1. I did Tele Calling 2. On 4th July I did 11 Bookings.

limited
3. Got a

as a work appointed

chance to

by my seniors in the

learn from

office.

office
work such
as

tele

calling
and how is
the
implement
ation

of

newspaper
is done.
Major

Problems 1. Due to the change 2. Some of my bookings went

60 | P a g e

encountered:

in weather I got sick into rejection because when the

and could not do office calls for confirmation, due
regular work.

to any reason the customer does

not respond and hence, the
booking goes into rejection.

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6th Week

Weekly Reporting Format: From : 11th July, 2016 to : 15th july, 2016
Sandeep Sir (9808969319):
Enroll: 20140301
Name: Zainab Ali
Course: BBA
Company:
Hindustan
Media
Ventures
Major achievements:

1.

got

Certificate

Major
encountered:

limited
my 2. Since this is the last week of 3.
Total
of my internship. I tried to clear my Booking

Internship from the rejected bookings.

during the

general manager of

whole

the company. It was a

Internship

great moment.
Problems 1. I have still not got

= 104

the topic of my report

from the company.

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