A

SUMMER TRAINING REPORT

ON

SALES ANALYSIS AND MARKETING RESEARCH

ON PAIN MANAGEMENT THERAPHY IN

ABBEY HEALTH CARE PTV. LTD

FOR

MASTER OF BUSINESS ADMINISTRATION

SUBMITTED TO: - SUBMITTED BY: -

Dr. Oindrila Chakraborty Shrutinath Mukhopadhyay MBA 3RD

SAMINER

ROLL NO: - 16500916003 REG. NO: - 161650710012 OF 2016-2017

CALCUTTA INSTITUTE OF ENGINEERING AND MANAGEMENT
(Affiliated to MAKAUT)

0
ACKNOWLEDGMENT

I convey my sincere thanks to the department of management, Calcutta Institute of engineering

and management, for providing me this opportunity to apply our theoretical skill in this practical

field.

I am grateful to my internal guide Dr. Oindrila Chakraborty, Asst. prof, Dept. of

management for her valuable guidance and suggestions during the study. I am thankful to Dr.

Rana Pratap Pal (HOD, Dept. of management) for his inspiration. Without their support, I

could not have been able to complete my project successfully.

Finally, my sincere regards to our respondents who spared their valuable time to hear my

propositions and share thoughts. Without their feedback learning could not be achieved.

Shrutinath Mukhopadhyay

1
STUDENT DECLARATION

The dissertation on the investigation of pain management in Odisha is submitted by me in partial

fulfilment of the required for MBA from WBUT is my original work. I declare that this project

has not been published previously elsewhere, it is the of my own effort & has been taken fully

for academic purpose. All education materials consulted during the study have been declared in

the reference. I have done this work independently under my internal guide Dr. Oindrila

Chakraborty, Asst. Prof. Dept. of management, Calcutta Institute of Engineering and

Management, Kolkata. This project work has not been submitted in full part to any Institute or

University for the award of any degree or diploma.

..

Shrutinath Mukhopadhyay

2
 EXECUTIVE SUMMERY

The project was taken into consideration for the sales analysis and marketing research on pain
management in Abbey health care pvt. Ltd.
The main task assigned was to take personal order booking details of the combination drug
Acebey-p and to solved sales related problem and finding the opportunities to increase sales
volume. It also focuses on the competitors product like Zerodal-sp and Hinac-p, as main
competitors.

The primary objective of the study is to analyze the competitive strength of different brands of
different companies within the purview of two specific molecules, namely Aceclofenac and
paracetamol for the marketing of combination drugs under the same domain and to know about
therapy approach of this drug. The several molecules like- ACELOFENAC and PARACITMOL
in this molecules ABBEYs market share is very low in compare to other rivals and the reason
behind it that short term investment and effective sale fore. Mainly company focuses on the
Low-class customers. That also observed during study.

3
CERTIFICATE

This is to certify that this project report entitled SALES ANALYSIS AND MARKETING

RESEARCH ON PAIN MANAGEMENT THERAPHY in ABBEY HEALTH CARE PTV.

LTD submitted to CIEM, Kolkata is bonafide record of work done by MR. Shrutinath

Mukhopadhyay under my supervision and guidance in potential fulfillment for degree

MASTER OF BUSINESS ADMINISTRATION in the division of management of WEST

BENGAL UNIVERSITY OF TECHNOLOGY

(Dr. Oindrila Chakraborty)

Asst. Professor

Marketing

Management Department

CIEM

4
Content Page No

CERTIFICATE

ACKONOWLEDMENT 1

STUDENT DECLARATION 2

EXECUTIVE SUMMERY 3

CHAPTER-1 SIGNIFICANCE OF STUDY 7

CHAPTER-2 CONCEPTUALASATION 8-17

1.1 Introduction of industry

1.2 Introduction of company

1.3 Introduction of topic

CHAPTER-3 FOCUS OF THE PROBLEM 17

CHAPTER-4 OBJECTIVE OF THE STUDY 18

CHAPTER-5 RESEARCH MATHODOLOGY 19-36

5
 Research Design

Universe and survey

Sample Deign

Data collection & Data Resources

Analysis & interpretation

CHAPTER-6 FINDINGS & SUGGESTIONS 37-39

CHAPTER-7 CONCLUTION 40

CHAPTER 8 LIMITATION OF THE STUDY 41

CHAPTER-9 ORGANIZATION OF STUDY 42

CHAPTER-10 ANNEXURE 43-46

QUESTIONNAIRE

CHAPTER-11 REFERNCES 47

6
INTRODUCTION OF THE PROJECT

SIGNIFICANCE OF THE STUDY

The project entitled SALES ANALYSIS AND MARKETING RESEARCH ON PAIN

MANAGEMENT THERAPHY IN ABBEY HEALTH CARE PTV. LTD in Odisha is of great

significance for the company. The survey was conducted in the period of August- September

2017. Which provides many useful information to company about the sale persons, product,

monthly sales, promotion tools and drug segment based on a molecule etc. This information is

very useful for the company to analyze the overall sales pattern of the concerned molecules and

knowing about the sales of competitor products in the same segment. All the information will

guide the management in making their sales strategy pertaining to Odisha; which will ultimate

contribute in the objective of sales useful for future researches. Finally, the research has gained a

lot from the research and acquired a good insight about the subject i.e. market survey in general

and market position of the concerned molecules in Odisha.

7
CONCEPTUALISATION

In present era of competitive business environment current and updated market information is

the foundation in taking key managerial decisions. This is true in every business and

pharmaceutical sector is not an expectation to this. Therefore, gating right and timely

information from market play a vital role in this success of company and every corporation is

seeking for fresh information about market. There are many ways by which a company can get

information about the market. Following are the few methods by which an organization can

collect information about the market are: -

Magazines and newspapers

Sales person

Market survey

Magazines and newspapers are the important secondary sources of collecting various

informations regarding the market scenario of an industry. The main advantage is that

the information provided by these sources gives a good idea about the companys

competitive position and are comparatively cheaper and the cost effective but they do not

serve the purpose if the requirement of information is too specific and a required a due

diligence in decision making.

Though, the organization always tries to fill this information gap through its sales people those

who are in direct contact with customers in the market and they always possess first hand

informations about the peculiar aspect of the business and know much about current market

happenings and customers expectations. Therefore, they are positioned to pick up the

information missed by other means. They are widely used by many organizations, but this

8
method also has some limitations like the sales representatives are very busy in their work and

often fail to pass on the information. Also, some sales person doesnt know which type of

information is send to which managers.

The above weaknesses made compulsory for the organizations to take the help of market surveys

to cater the specific information need of their business. It is an important tool for systematic

gathering, recording and analysis of data about the specific problems relating to the business

organization. Though, this method is costly and time consuming but the informations provided

by the market survey are the original one and cater to the specific aspect of the problem so that

the real solutions can be obtained of complex business problems and suitable strategies may be

made to cope up the future challenges of the market

The present project entitled sales analysis and market research in pain management in Abbey

health care pvt. Ltd is basically undertaken to consider the specific aspect of information need

of the company as company was interested to know the sales of its molecules in Gurgaon as

compared to their competitors products in the particular segment so that suitable sales strategies

may be drafted to gain the market share in the Odisha market.

9
PHARMA INDUSTRY OVERVIEW-

The Indian Pharmaceutical Industry today is in the front rank of Indias science-based industries

with wide ranging capabilities in the complex field of drug manufacture and technology. A

highly organized sector, the Indian Parma Industry is estimated to be worth $ 4.5 billion,

growing at about 8 to 9 percent annually. It ranks very high in the third world, in terms of

technology, quality and range of medicines manufactured. From simple headache pills to

sophisticated antibiotics and complex cardiac compounds, almost every type of medicine is now

made indigenously.

Playing a key role in promoting and sustaining development in the vital field of medicines,

Indian Pharma Industry boasts of quality producers and many units approved by regulatory

authorities in USA and UK. International companies associated with this sector have stimulated,

assisted and spearheaded this dynamic development in the past 53 years and helped to put India

on the pharmaceutical map of the world. The Indian Pharmaceutical sector is

highly fragmented with more than 20,000 registered units. It has expanded drastically

in the last two decades. The leading 250 pharmaceutical companies control 70% of the

market with market leader holding nearly 7% of the market share. It is an extremely fragmented

market with severe price competition and government price control.

The pharmaceutical industry in India meets around 70% of the countrys demand for bulk

drugs, drug intermediates, pharmaceutical formulations, chemicals, tablets, capsules, orals and

injectable. There are about 250 large units and about 8000 Small Scale Units,

which form the core of the pharmaceutical industry in India (including 5 Central

Public Sector Units). These units produce the complete range of pharmaceutical formulations,

10
i.e., medicines ready for consumption by patients and about 350 bulk drugs,

i.e., chemicals having therapeutic value and used for production of pharmaceutical

formulations.

Following the de-licensing of the pharmaceutical industry, industrial licensing for most of the

drugs and pharmaceutical products has been done away with. Manufacturers are free to produce

any drug duly approved by the Drug Control Authority. Technologically strong and totally self-

reliant, the pharmaceutical industry in India has low costs of production, low R&D costs,

innovative scientific manpower, strength of national laboratories and an increasing balance of

trade. The Pharmaceutical Industry, with its rich scientific talents and research capabilities,

supported by Intellectual Property Protection regime is well set to take on the international

market.

Research and development has always taken the back seat amongst Indian

pharmaceutical companies. To stay competitive in the future, Indian companies will have to

refocus and invest heavily in R&D.

The Indian pharmaceutical industry also needs to take advantage of the recent advances in

biotechnology and information technology. The future of the industry will be determined by how

well it markets its products to several regions and distributes risks, its forward and backward

integration capabilities, its R&D, its consolidation through mergers and acquisitions, co-

marketing and licensing agreements.

11
COMPANY INTRODUCTION

ABBEY HEALTH CARE is a reputed Kolkata based fast growing pharmaceutical company,

with operations in Odisha and North-East states.

ABBEY HEALTHCARE is an island of excellence with its

1 DISTINCTIVE MARKETING STRATEGIES

2 EXEMPLARY LEADERSHIP

3 EXCELLENT PRODUCT RANGE

ABBEY are having a proven range of result oriented, ethical, multidimensional products

available in tablet, capsules, injections and syrup forms.

Abbeys products serve human life

Abbey maintain stringent quality standards for their products and provide cost competitive,

affordable, efficacious products of highly superior quality.

abbey Healthcare Private Limited is a Private incorporated on 13 December 2006. It is classified

as Non-govt company and is registered at Registrar of Companies, Kolkata. Its authorized share

capital is Rest. 15,000,000 and its paid-up capital is Rest. 11,500,000.It is involved in

Manufacture of other chemical products

Abbey Healthcare Private Limited's Annual General Meeting (AGM) was last held on 19

12
September 2016 and as per records from Ministry of Corporate Affairs (MCA), its balance sheet

was last filed on 31 March 2016.

Directors of Abbey Healthcare Private Limited are Kaushik Chatterjee, Saya Shankar

Mukherjee, Indrajit Roy and Piyali Roy.

Abbey Healthcare Private Limited's Corporate Identification Number is (CIN)

U24234WB2006PTC112090 and its registration number is 112090.Its Email address is

abbeyhealthcare@yahoo.co.in and its registered address is 4/19A, VIDYASAGAR COLONY,

NIHARIKA APATMENT 1ST FLOOR, FLAT NO. 1A AND 1B, P.O. NAKTALA KOLKATA

WB 700047 IN , - , .

Current status of Abbey Healthcare Private Limited is - Active.

Company Details

CIN U24234WB2006PTC112090

Company Name ABBEY HEALTHCARE PRIVATE

LIMITED

13
CIN U24234WB2006PTC112090

Company Status Active

RoC RoC Kolkata

Registration Number 112090

Company Category Company limited by Shares

Company Sub Non-govt company

Category

Class of Company Private

Date of Incorporation 13 December 2006

Age of Company 10 years, 11 months, 2 days

Activity Manufacture of other chemical products

to see other companies involved in same

activity.

Number of Members 40

Share Capital & Number of Employees

Authorized Capital 15,000,000

14
 Paid up capital 11,500,000

NEW PRODUCTS

The company yet again introduce of many new products

They are: -

ACEBEY-P-MR-TAB

ACEBEY-P-SUSP

ACEBEY-P-DS-SUSP

DIASTAT-1

FM-TAB

FM-TAB

LM-TAB

LM-SYR

MVA-DROP

15
 MANUFACTURING FACILITIES:

Company have no manufacturing facilities yet but abbey think to be formation plant in

future year.

SAFTY AND ENVIRONMENTCARE

As always, the company maintained high standards of safety and endearment

preservation at all units and employees also.

INTERNAL CONTROL SYSTEMS

The companys internal control procedures are designed to keep pace with the organizations

growth in size and complexity of operations. These measures ensure compliance with various

policies, practices and status. Abbeys internal audit team carry out extensive audits accords

across all functional areas, throughout the year and submit their reports of the Audit committees

of the Board of Directors.

HUMAN RESOURCES

In keeping with its policy of enhancing the individuals growth potential within the framework of

corporate goals, training of technical and marketing personnel continued to receive maximum

attention. The Director records their appreciation of the support and contribution of all

employees towards the growth of the company.

16
In association with ABBEY health care pvt. Ltd. EDQ studies make a foundation for

educational course for management studies in pharmaceutical sale & marketing. To job function

of a M.R to HR interview company groomed every employee

INTRODUCTION OF THE TOPIC

Market research is the process of collecting and analyzing information about the customers you

want to reach, called your target market. This information provides you with the business

intelligence you need to make informed decisions. Market research can help you create a

business plan, launch a new product or service, fine tune your existing products and services,

expand into new markets, develop an advertising campaign, set prices, and/or select a business

location.

FOCUS OF THE PROBLEM

The project entitles sales analysis and market research of pain management in Abbey Health

Care pvt. Ltd. is aimed to examine the sales volume of Abbey and competitors to know their

sales work in Odisha.

17
OBJECTIVES OF THE STUDY

The primary objective of the study is to analyze the competitive strength of different brands of

different companies within the purview of two specific molecules, namely Aceclofenac and

paracetamol for the marketing of combination drugs under the same domain. To achieve the

above objective, the study is divided into following sub-objectives: -

1. To know about combination of drug.

2. To find out the availability of different brands in given field of combination drugs of

different companies.

3. To know about benefit of this drug.

4. Opportunity of drug.

5. Promotional strategy for this product.

6. Who is customer of this products

7. Effect of advertisement of this drug.

8. Therapy approach of this drug.

9. To analysis of sales volume.

10. To know about target of sales persons.

18
RESEARCH

19
RESEARCH

RESEARCH METHODOLOGY

Nature of Research:

An Exploratory approach was followed since this involved conducting the survey in which data

is collected about the sales of different brands of combination drugs to know about the sales. It is

aimed specially at collecting information from various sales persons operating in the Odisha.

Research design:

The field survey for the project was conducted through a structured questionnaire for

salespersons (see Appendix). The questionnaire contained seven closes ended and no open-ended

questions aimed to know about the sales and availability of Different brands considered in the

study. All the data collected, are divided into primary data as well as secondary data.

Universe and Survey Population:

The present study was conducted in Odisha. The chosen research instrument was structured

questionnaire with seven close ended questions and technique was telephonic interview through

the structured questionnaire. The sampling technique was convenient sampling. About 20 sales

persons were covered in survey in Odisha during study, hence sample size was 20.

20
Sample Size: Sample size was 20 marketing representatives. Who ware promoting drugs.

Sample Fame: Marketing Manager and sales representatives who ware promoting drugs.

Research Technic: Direct interview and telephonic interview.

DATA COLLECTION AND DATA RESOURCES

METHOD OF DATA COLLECTION

PRIMARY SECONDARY

Figure1: showing methods of data collection

21
ANALYSIS AND INTERPRETATION

22
ANALYSIS AND INTERPRETATION

1) COMPOSITION AND WEIGHT OF MOLECULES IN COMBINATION

DRUG- MOLECULE OF ACEBEY P

(Paracetamol 325 mg + Aceclofenac 100 mg)

Interpretation 1: For prompt relief from pain and inflammation, this drug is usually used

2) WHAT IS THE WEIGHT OF MOLECULES IN DIFFERENT

COMPETITIVE ACEBEY P DRUG

ZERODAL-SP TABLET

(Aceclofenac 100 mg + paracetamol 325 mg + seratlopeptidase 15 mg)

Interpretation 2.1: This drug has an extra molecule

HIFENAC-P

(Aceclofenac 100 mg + paracetamol 650 mg)

Interpretation 2.2: This drug has higher dose of paracetamol.

23
 3) BENEFIT OF ACCEBAY-P

Good quality

Network (Channel of distribution)

Price

Good service

Table No: 1

Name of the Good quality Network Price Good

attributes service

Number of 12 2 2 4

responses

Percentage 60 10 10 20

24
 Benefit of Acebey-P

12

4
2 2

GOOD QUALITY NETWORK PRICE GOOD SERVICE

Figure2.1: showing benefit of Acebey-p in number.

Benefit

GOOD
SERVICE
20% GOOD QUALITY
PRICE NETWORK
10% GOOD
QUALITY PRICE
NETWORK
60% GOOD SERVICE
10%

Figure2.2: showing benefit of Acebey-p in percentage

Interpretation3: It could be interpreted that perception of the quality of the combination drug

Acebey-P is very good as per the marketing representatives of Abbey Health Care Pvt. Ltd.

25
 4) BUSINESS OPORTUNITY OF MOLECLUE

A) OTC Market

B) Prescription Market

Table No: 2

Name of attribute OTC MARKET PRESCRIPTION MARKET

Name of response 8 12

Percentage in 40 60

BUSINESS OPPORTUNUTY

12

OTC MARKET PRESSIPTION MARKRT

Figure3.1: showing opportunity of molecule in number.

26
 OPPORTUNITY

40%
60% OTC MARKET
PRESCRIPTION

Figure3.2: showing opportunity of molecule in percentage.

Interpretation 4: Most of representatives prefer the prescription market rather than OTC

market.

5) MARKET PROMOTION

o WITH BONUS

YES NO

Table No: 3

Name of attribute Yes No

Name in response 14 6

Percentage 70 30

27
 PROMOTION

30%
YES
NO
70%

Figure4.1: showing market promotion in parentage

PROMOTION

14

YES NO

Figure 4.2: This graph showing that promotion in number.

Interpretation 5: Most of the salespersons prefer to sale with bonus.

6) TARGET CUSTOMER

CHEMIST

28
 DOCTOR

Table No: 4

Name of the attributes DOCTOR CHEMIST

Name of response 14 6

Percentage 70 30

TARGET CUSTOMER

30%
CHEMIST
DOCTOR
70%

Figure5.1: showing target customer

29
 TARGET CUSTOMER

14

0 0

1 2 3

Series1 Series2

Figure5.2: showing target customer target in number

Interpretation 6: Target customers of representatives target customer are doctors.

7) DO YOU THINK THAT ADVERTISEMENT EFFECTS THE SALE MEDICINE?

Table No:5

Name of the attributes Yes No

No of response 18 2

Percentage 90 10

30
 ADVERTISEMENT EFFECT

20

15

10 18 YES

5 NO

0 2
YES
NO

Figur6.1: showing effect of advertisement.

ADVERTISEMENT EFFECT

NO
10%

YES
90%

YES NO

Figur6.2: showing effect of advertisement in parentage

Interpretation 7: Most of the representatives thinks advertisement effect on sales.

8) THERAPY APPROCH

o REEUMATOID ARTHITIS

o OSTEOAR THRITIS

31
 o ANKYLOSING SPONDILITIS

o LOW BACK PAIN

o POST OPERATINE PAIN

o POST TRAUMATIC PAIN

o ACUTE DENTAL PAIN

Table No: 6

Name of Osteo- Ankylosing Low Post Post Acute

the Rheumatoid ar spondylitis back operating Traumatic Dental

attributes arthritis thirties pain pain pain pain

No of 4 2 4 2 2 2 4

response

Percentage 20 10 10 10 10 10 20

32
 APPROACH
2.5 RHEUMATOID ARTHRITIS
2 2 2 2
1.5
STEOAR THITIS
1 1 1 1 1
0.5
ANKYLOSING
0 SPONDILITIS
LOW BACK PAIN

POST OPERATION PAIN

Figure7.1: showing therapy approach

Therapy Approach
ACUTE DENTAL
RHEUMATOID
PAIN
POST TRAUMATIC ARTHRITIS
20% STEOAR
20% THITIS
POSTPAIN
OPERATION 10%
ANKYLOSING
10%
PAIN
LOW BACK PAIN
SPONDILITIS
10% 10%
20%

RHEUMATOID ARTHRITIS STEOAR THITIS ANKYLOSING SPONDILITIS

LOW BACK PAIN POST OPERATION PAIN POST TRAUMATIC PAIN
ACUTE DENTAL PAIN

Figure7.2: showing therapy approach in percentage

33
Interpretation 8: This data shows that in rheumatoid arthritis and acute dental pain this drug used

mostly.

9) SALE IN LAST TWO YEARS OF ACCEBEY- P

Table No:7

YEAR SALE (RS)

2015-2016 1961931

2016-2017 1459484 (Till sept.)

Interpretation 9: This data shows growth of marketing of Acebey-p.

10) POB DETAILS OF ODISHA FOR THE MONTH OF JULY 2017

Table No: 8

SL. NO NAME OF PSR/PSO H. Q POB QTY MIN.

OBJECTIVE

1 SUSANT KUMAR SAMBALPUR 480 1000

PADHAN

2 LALINDRAN BOLANGIR 420 1000

LUHA

3 ROSHISH KR. BHAWANIPATNA 420 1000

MOHANTY

34
4 KALANDI ANGUL 400 1000

CHITRAN NAIK

FRETHER POB DETAILS IN FORMATE OF PHOTO

35
Figure8: showing personal order booking graph target details of Odisha for month of July 2017

and achievement of sales persons.

36
 FINDING AND RECOMMENDATION

FINDINGS AND RECOMENDATION

FINDINGS

1. ABBEY has Various molecules, which are considered for study in Odisha. (Base on

interpretation no 1)

2. Competitors product have more molecule and different in dose. (base on interpretation 2)

3. Product quality is quite good though Abbey is a small pvt. ltd company, not compromise

on value and quality of their product. (base on interpretation 3)

37
4. Prescription market is most stable market for product promotion and establish product in

market. (base on interpretation 4)

5. Salespersons generally got from the company bonus and gifts. But in current comparative

market position bonus help in short term boost of selling Acebey-p. (base on

interpretation5)

6. Sales persons target doctors for sailing product. Like Abbey small pharmaceutical firm

establish trust and faith on their customers to enlarge market share. (base on

interpretation 6)

7. For establish band and create position in market advertisement is useful promotional tools

for branding. (base on interpretation 7)

8. Acebey-p mostly use for dental and arthritis pain therapy. (base on interpretation8)

9. The growth of the product is good accounting to time and endorsement. (base on

interpretation 9)

RECOMENDATION

1. Company should distribute its catalogue more and more, so that its products are

more informative. (base on finding no1)

2. Acebey-p competitors are all those company who market their pain management

product in Odisha market. So, need to more cover market especially urban market

to incise sale volume and compete to competitor. (base on finding no 2

38
3. Quality of product is key factor of Acebey-p so for establish on market need

advertisement and other promotional tools for hiding this quality. (base on finding

no 3)

4. Prescription market is most preferable point for promotion and create trust but

their need a customer care center and it must cover a large area, so there is a need

for sub-dealers under the customer care center so that the products can reach to

the customers faster. (base on finding no4)

5. Sales promotion is aimed at consumer and distributer channel especially new

product, Acebey-p is a new product so its need to introduce market very first

through various sale promotional program. (base on finding no 5)

6. Doctors are most preferable target for establish on market. Sales persons needs

much expert in sailing skill, process, the representatives should be given frequent

response for solving the problem. (base on finding no 6)

7. Advertisement is an audio visual from of marketing communication and for pain

management therapy its very useful, but small pharmaceutical company need first

promotion with campaign like blood donation camp, dental checkup, boon density

checkup etc. (base on finding no 7)

8. Pain management brand have several use or therapy. management needs to

collects information about product, competitor, market etc. for better market share

in future. (base on finding no 8)

39
 9.Growth of Acebey-p is quite goods according to small pharmaceutical but for more
sale in market, number of retailers in Odisha interior is to be looked with importance as there
are large numbers of small customers but they are still to be tapped. (base on finding no 9)

CONCLUSION

Total sale of pain management drugs in the Odisha region: -

(company sale)

17 lakh/- Average YEARLY.

40
The market share of different products is calculated with help of conducted survey i.e. according
to salespersons responses towards their sale and knowledge. All the responses given by all the
surveyed salespersons are taken together and the average of their responses are taken and
according to that the market share of different products along with ABBEY products are
calculated.

The several molecules like- ACELOFENAC and PARACITMOL in this molecules ABBEYs
market share is very low in compare to other rivals and the reason behind it that the
advertisement doing by the company is very less. In case of other molecules company have a not
in good market share based on his quality of products.

Mainly company focuses on the Low-class customers. That also observed during study.

LIMITATIONS OF THE STUDY

Following are the limitations of the study:

1. The scope of study is limited to Odisha only.

41
 2. The study is related to a period of august September

3. Response from the respondents may be different from actual view. Respondents might

not disclose the actual view.

4. Collecting information from salespersons during the working hours was also critical.

5. The salespersons do not show any interest in filling the questionnaire because they

thought that it is not beneficial for them.

ORGANISATION OF THE STUDY

42
(1) This chapter includes what was the importance of the study, means how it is beneficial to

other persons includes employees of the company, for top management of the company, and for

the person after me who was going to study the respective topic as secondary data.

(2) This chapter contains how much study has been taken place on the same topic before me.

Which secondary data I use for my project?

(3) This chapter contains all the information regarding the topic Sales Analysis and Market

Research its uses, methods, objectives, problems mean all the detail of the complete topic.

(4) This chapter contains what was my main aim to do the study of the topic Sales Analysis and

Market Research on which point I concentrate more means what was my projects primary aim.

(5) This chapter contains objectives and hypothesis. Hypothesis means the presumptions that I

assume before doing my study.

(6) This chapter contains all the information about the research methodology used for doing the

entire study. Research methodology includes research design, universe and survey population,

sample design, collection of data, analysis and interpretations.

(7) This chapter contains findings. And suggestion given by me.

(8) This chapter contains limitations which I faced in the study.

(9) This chapter contains all the informations means how I organize my study.

(10) This chapter includes questionnaire, in the annexure part.

(11) This chapter includes from where I collect all the data, which I use in the project

43
44
 ANNEXURE

QUESTIONNRE

45
Sales Person: .

Location Address: .

Mobile No:

H.Q Name: .

1) Do you sell Acebey-p?

Yes No

2) Which molecule you prefer to sale?

ACEBEY P-MR-TAB

ACEBEY-P-SUSP

ACEBEY-P-DS-SUSP

3) WHY YOU INTERESTED IN ABOUT BRAND?

QUALITY IN GOOD

NETWORK

GOOD SERVICE

PRICE

4) WHERE IS BUSINESS OPERTUNITY OF MOLECULES?

OTC Market

46
Prescription Market

5) What marketing strategy you prefer most?

With Bonus

With Gift

6) What is your target customer?

Chemist

Doctor

7) Which purpose the product therapy use?

RHEMATOID AETHRITIS

STEOAR THITIS

ANKYLOSING SPONDILITIS

LOW BACK PAIN

POST OPERATIVE PAIN

POST TRAUMATIC PAIN

ACULE DENTAL PAIN

BIBLIOGRAPHY

1. WEB REFERENCE

47
www.abbeyhealthcare.org.uk

(Reference base on 17 november,2017)

2. Books, Article & Journal Reference:

Company annual report, company data and sales sheet.

Kothari C.R., Research Methodology Methods & Techniques, New Delhi, WISHWA
Publications, Second Edition

Kotler Philip, Marketing Management, New Jersey, Prentice Hall International, Inc., 2002-
2005

48
THANK YOU

49