ACKNOWLEDGEMENT

Writing this report has been a great opportunity for me. I had to deal with the real
working community, had to face some more or less important problems and I have
been able to gather a great amount of knowledge during the whole period of the
project. That is why I would like to acknowledge all the people who helped me to
accomplish my internship. I would like to give the special thanks to Raja Balwant
Singh Management And Technical Campus, who gave me the opportunity who gave
me the chance to transfer my skills and knowledge straight to the company, which
was challenging and interesting at the same time. Mr. Sagar Rane, HR and Marketing
Manager, his staff need to be thanked. Sagar Rane always welcomed me for any
type of questions, and very gently shared his experience within the LernxCompany.
He was always upto discussion with me about different problems concerning the
problems in general.

Vaishali Singh
 PREFACE

The summer training project program is the integral part of MBA Curriculum during
the course of training; the trainees are expected to use and apply their academic
knowledge and gain a valuable insight into corporate culture with all its environment
operational complexities.

The training offers a valuable opportunity to the trainee to meet their academic
Knowledge to the real world situation. I have undertaken commercial department to
study about the various Activities done in this department in details, as the result of
that I came out with the project title "An Analytical Study Of Human Resources
Management and Sales with Lernx Company " in this report I have put my finest
efforts to compile the data with utmost accuracy and hope this report will give
complete satisfaction.

Vaishali Singh
MBA III Sem
Roll No:
2200050700167
 ABSTRACT

The research was constructed to study the consumer behavior

towards fast moving consumer goods through interpreting how
brand awareness and consumption are correlated and examining
the customer satisfaction. This theme arises because nowadays
every company knew the key to issue of war between products
is to get the answer on how to win the war and be on the top of
the competition and answer is simply to make customers
become loyal to the product. Therefore a study on how to win
the customer heart and make the m loyal should be conducted as
well as analyzing the main factor that influences the result of
consumer loyalty which is consumer behavior. The research is
conducted between April 2024 to May 2024 using questionnaire
which spread to specific target of sampling that consist of male
and female both. Analysis is done on excel and Finding presents
in the research .
 DECLARATION

Vaishali Singh student of MBA III Sem from R.B.S. Management

Technical Campus, Agra affiliated to Dr. A.P.J Abdul Kalam Technical
University, Lucknow here by declare that all the information, facts and
figures presented in this report are first hand in nature. They are in fact
based on my intensive project work conducted "A Study On Human
Resources Management and Sales with Lernx Company" The Project
work was not earlier submitted elsewhere for the Award of any degree,
diploma or equivalent.

Vaishali Singh
MBA lll Sem
Roll No:
2200050700167
 CONTENTS
CHAPTER 1
• Objective Of The Study
CHAPTER 2
• An Introduction
• Pharmaceutical Industry
• A Profile of Himalaya Company
CHAPTER 3

• Significance of topic in project

• Literature Review
• Research Methodology
CHAPTER 4

• Importance of market potential and customer

buying motives
CHAPTER 5
• Data Analysis and Interpretation
• Finding
• Limitation
• Recommendation
• Conclusion
CHAPTER 6
• Questionnaire
• Bibliography
 OBJECTIVE OF STUDY
1. To study various product range& forms of Himalaya Company.

2. To study the market potential of other similar products of

competitors.

3. To study the customer buying motives towards Himalaya.

4. To study the market share of Himalaya.

5. To measure the level of awareness among customer towards

Himalaya product.

6. To ascertain the factor that influencing the customer on

choosing of Himalaya product

7. To study about the customer level of satisfaction towards

Himalaya product.
 CHAPTER-2

INTRODUCTION

It is detailed study of market potential performance to detect

strengths and weaknesses. The gathering, classifying, comparing &
studying of company’s sales data, strictly speaking, gathering of
sales data is not a part of analytical effort s but It substantially and
vitally affects the quality of market potential. Market potential
provides additional Information. For example that the increased
sales volume came from product carrying a lower than average
gross margin.
Through sales analysis, management seeks insight on strong and
weak territories, high volume, low volume products and type of
customers providing satisfactory and unsatisfactory sales volume. It
uncovers details that otherwise lie hidden in the sales record. It
provides Information that management needs to allocate sales
efforts effectively.
If sales management relies on the raw data, the result may be
misleading. It depends solely on summary of the sales data. It has
no way to evaluate the effectiveness of its own activities and those
of the sales force if we say that sales have gone up by 5% over
previous year's with 1% decline profit.
Market potential provide the management with additional
information make an in- depth study of why the margin is insufficient
though sales management seeks Insight on the sales territories with
the most satisfactory and the least satisfactory sales volume Market
potential will then uncover significant details why it is so. It provide
necessary information, management need in order to allocate future
sales effort effectively. The role of sales manager in market potential
is to make a detailed analysis of the available data ad use them
properly to Initiate action.
The sample selection process requires the form of sample be
specified. For this purpose, researcher has subjectively decided
which particular group will be part of the study. In a sample survey a
small part of the entire population is subjected to the research. This
sample is considered to be the true representative of the entire
universe and decided upon certain criteria.
Data for market potential: Market potential is nothing but to collect,
classify, study the company sales data. Collection of data is not part
of analytical part, but it vitally affect the quality of the sales analysis.
Market potential is generally based on data already in existence.
It is called secondary data. Secondary data may be gathered either
from Internal sources such as Invoice or shipping records or from
external sources such as marketing research agencies, government
agencies, trade association and trade Journals. Secondary data are
often readily available but their use should be with caution. The
sales management has to rearrange them according to their needs.
Himalaya Drug Company maintain their internal sales records in
some detailed manner showing individuals sales, sales by products,
by classes of customers, by size of order and other pertinent break
downs of sales data.
Data are sometimes especially collected for the purpose of finding
the market potential. This may be called primary data and may be
collected under the control of sales management according to its
needs.
The main purpose of market potential is to convert raw sales data
into actionable Information for sales manager. The process involving
editing, tabulating and cross tabulating and also breaking them
down into various way to make them comparable When the sales
planning is done, the sales manager finds out the potential market.
Sales manager collects the information and analyses it and then
compare the actual one with standards.
An evaluation program review both the nature and extend of sales
force efforts and influence of external variables, once the degree of
influence of controllable and uncontrollable factors are determined.
Sales management can decide whether to corrective action or to
revise the sales plan or both.
 Pharmaceutical Industry in India

The pharmaceutical industry in India has emerged as a global

powerhouse, playing a crucial role in supplying affordable
medicines worldwide. With a history dating back to the early 20th
century, India's pharmaceutical sector has undergone significant
growth and transformation, driven by factors such as a large
domestic market, skilled workforce, low manufacturing costs, and a
robust regulatory framework.
India's pharmaceutical industry is characterized by a diverse
ecosystem comprising multinational corporations, domestic
companies, and a vibrant generic drug market. The sector spans
across the entire value chain, from research and development
(R&D) to manufacturing, marketing, and distribution.
One of the key strengths of the Indian pharmaceutical industry is its
expertise in generic drug manufacturing. India is often referred to as
the "pharmacy of the world" due to its ability to produce high-quality
generic medicines at a fraction of the cost compared to developed
countries. This has made essential medicines more accessible,
especially in low and middle-income countries, contributing
significantly to global public health.
The growth of the Indian pharmaceutical industry can be attributed
to several factors. Firstly, the country's strong base in chemistry and
engineering has facilitated innovation and manufacturing
capabilities. Indian companies have invested heavily in R&D, leading
to the development of generic versions of several blockbuster drugs.
Additionally, India's vast pool of skilled scientists, engineers, and
technicians has been instrumental in driving innovation and
maintaining high-quality standards.
Furthermore, favourable government policies and regulations have
played a pivotal role in shaping the growth of the pharmaceutical
sector. The establishment of institutions like the Central Drugs
Standard Control Organization (CDSCO) and the Department of
Pharmaceuticals has ensured adherence to international quality
standards and facilitated a conducive business environment for
pharmaceutical companies.
India's pharmaceutical industry has also capitalized on
opportunities presented by globalization and trade liberalization.
The country has emerged as a preferred destination for outsourcing
manufacturing and R&D activities due to its cost competitiveness
and regulatory compliance. Several multinational pharmaceutical
companies have set up research centres and production facilities in
India, further fueling the growth of the sector.
However, the Indian pharmaceutical industry also faces several
challenges. One of the major concerns is the issue of intellectual
property rights (IPR) and patent protection. India's patent laws have
been a subject of debate, particularly concerning the granting of
patents for pharmaceutical products. The introduction of the
product patent regime in 2005 led to increased scrutiny and legal
battles between multinational corporations and Indian generic
manufacturers.
Moreover, the industry grapples with regulatory challenges,
including complex approval processes, inconsistent enforcement,
and compliance issues. The regulatory landscape is constantly
evolving, requiring companies to adapt and invest in compliance
measures to ensure adherence to quality standards and regulatory
requirements.
Additionally, the Indian pharmaceutical industry faces stiff
competition both domestically and internationally. The proliferation
of counterfeit drugs, intense price competition, and changing
market dynamics pose significant challenges to companies
operating in the sector. To stay competitive, pharmaceutical
companies need to focus on innovation, product differentiation, and
strategic partnerships to expand their market presence and sustain
growth.
Despite these challenges, the future outlook for the Indian
pharmaceutical industry remains promising. The sector is expected
to continue its growth trajectory, driven by factors such as
increasing healthcare expenditures, rising demand for generic
medicines, and advancements in technology. With its strong
manufacturing base, skilled workforce, and commitment to quality,
India is poised to maintain its position as a global leader in the
pharmaceutical industry.
Indian Pharmaceutical Industry Value Chain:

Pharmaceutical Manufacturering players:

Global Scenario

The global pharmaceutical market was estimated at US$ 962 billion

in 20121growing at a mutedpaceof2.4percenty-o-y(on constant
currency basis) vis-a-vis 5.3 per cent in 2011. Regulated markets,
such as the USA, Europe, and Japan, continued to grow at a slower
pace (vis-a-vis the emerging markets) following the patent expiry of
key drugs, saturation of markets and
decliningproductivityofresearchanddevelopmentactivities.Addition
ally, the global economic slowdown has also contributed to a
weaker pricing environment for branded drugs, which in turn led to
higher.
1 IMSHealth
2 Trademap,ITCGeneva
3 Brazil,China,India,Russia,SouthAfrica
substitution of generic drugs. Growth
momentuminemergingmarketscontinuedin2012.
The USA, Europe and Japan are the dominant markets in the global
pharmaceutical industry. Sales of pharmaceutical products in the
USA and Europe contracted by 1 percent each, while sales in Japan
remained stagnant. Sales of pharmaceutical products in
Asia(excluding Japan), Africa and Australia accounted for 17 percent
of the total global pharmaceutical sales in2012. With respect to
therapy classes oncology retained the top spot with an 8 per cent
share in the overall global pharmaceutical sales.
Global exports of pharmaceutical products (HSCode 30) registered
a modest growth at a
CAGRof3.7percentbetween2009to2013,fromUS$420billiontoUS$48
6billion.Withashare of 15.4 per cent in the global exports
ofpharmaceuticalproducts,Germanywastheleadingexporterofphar
maceuticalproductsduringtheyear2013,followedbySwitzerland(11.9
percent),Belgium(10.4percent),andUSA(8.2 per cent). As a region,
Europe accounts for about 80 per cent (US$ 389 billion)2of the total
exports of pharmaceutical products. With a share of 58 per cent
(US$ 289 billion)3 in the total global imports of pharmaceutical
products, Europe was the largest importer of pharmaceutical
productsduringtheyear2013.Amongthepharma-emerging markets4,
India registered a
significantgrowthinexportsaccountingfor2.4percentsharein the
global pharmaceuticals exports in 2013.China has emerged as a
significant importer of pharmaceutical products.
 MARKETSIZE

India to have that with the greater digital adoption, the Indian
healthcare market, which is worth about $ 200 billion, will grow at a
compound annual rate of 28% up to $ 280 billion by2025. The health
care market can increase up to four times to$ 472 billion in 2025.
India experience 28-32% growth of the medical industry is expected
to double from today (April 2017)from $ 5 billion to $ 20 billion from
r. By 2020. Medical tourists in India have increased by more than 50
percent to 200,000 in 2016 from 130,000 in 2015 The healthcare
information technology market is currently valued at US $ 1 billion
(April 2016) and is expected to increase 1.5 times by2020. More than
80 percent of the antiretroviral drugs used worldwide to fight
Acquired Immune Deficiency Syndrome (AIDS) are provided by
Global pharmaceutical companies. A total of3,598 hospitals and
25,723 dispensaries across the country offer AYUSH treatments
(Ayurveda,YogaandNaturopathy,Unani,SiddhaandHomeopathy),thus
ensuringtheavailability
ofalternativemedicinesandtreatmentsforpeople.In2017,theIndiango
vernmentgrantedsubsidies for the establishment of AYUSH
educational institutions in the states and territories of the Union.
 COMPANY PROFILE

The Himalaya Drug Company is an Indian company established by

MM anal in 1930 and based in Bengaluru, Karnataka, India. It
produces health care products under the name Himalaya Herbal
Healthcare whose products include ayurvedic ingredients. Its spread
across locations in India, United States, Middle East, Asia, Europe
and Oceania., while its products are sold in 92countriesa cross the
world.
Thecompanyhasmorethan290researchersthatutilise ayurvedic
herbs and minerals. A Hepatic drug, named Liv.52, is its flagship
product, first introduced in1955. Liv.52 to date has now over 215
clinical trials backing it. Himalaya Global Holdings Ltd. (HGH), is the
parent of The Himalaya Drug Company world wide. Its also the global
headquarters of all Himalaya subsidiaries.
Founded by M Manal , the company was founded to commercialise
the roots and herbs products being used in natural form earlier.
Today, the company has offices across the globe, including India,
USA, South Africa and other countries in Europe, middle east, and
Asia.
Global markets:

Himalaya Wellness, a renowned Indian company, has established a

strong foothold in the global market with its range of herbal
healthcare, personal care, and baby care products. From its humble
beginnings in 1930, when it was founded by M Manal, the company
has grown exponentially, embracing traditional Ayurvedic principles
coupled with modern scientific research to produce high-quality
products. Today, Himalaya products are available in over 100
countries, spanning six continents.
One of the key factors contributing to Himalaya's success in the
global market is its commitment to quality and innovation. The
company invests heavily in research and development,
continuously striving to improve its product formulations and
introduce new offerings tailored to meet the diverse needs of
consumers worldwide. Himalaya's products are manufactured in
state-of-the-art facilities that adhere to stringent quality standards,
ensuring purity, safety, and efficacy.
Himalaya has adopted a multi-channel distribution strategy to reach
consumers across the globe. It leverages a network of distributors,
retailers, pharmacies, and e-commerce platforms to make its
products accessible to customers in both urban centers and remote
areas. The company also invests in marketing and branding
initiatives to raise awareness and build trust among consumers.
Collaborations with healthcare professionals, endorsements from
celebrities, and participation in international trade fairs and
exhibitions are some of the strategies employed by Himalaya to
expand its global reach.
In terms of product portfolio, Himalaya offers a wide range of
healthcare products catering to various segments such as skincare,
haircare, oral care, nutrition, and wellness. The company's flagship
products, such as Liv.52, Cystone, and Septilin, have garnered a
loyal following worldwide due to their efficacy and safety profiles.
Additionally, Himalaya's personal care range, which includes
products like Neem Face Wash, Purifying Neem Mask, and Anti-Hair
Fall Shampoo, resonate with consumers seeking natural
alternatives devoid of harmful chemicals.

Himalaya has also made significant inroads into the baby care
segment with its Gentle Baby Bath, Baby Lotion, and Diaper Rash
Cream, offering parents globally a trusted brand that prioritizes the
health and well-being of their little ones. Furthermore, the
company's commitment to sustainability and ethical sourcing
practices has resonated with environmentally-conscious
consumers, further enhancing its reputation and appeal in the
global market.
In terms of geographical presence, Himalaya has established
subsidiaries and offices in key markets such as the United States,
Europe, Middle East, Africa, and Southeast Asia. These local
operations enable the company to better understand regional
preferences, adapt its product offerings, and provide personalized
customer support. Additionally, Himalaya actively engages with
local communities through corporate social responsibility initiatives
focused on healthcare, education, and environmental conservation,
fostering goodwill and strengthening its brand image globally.
Looking ahead, Himalaya is poised to capitalize on the growing
demand for natural and herbal products driven by increasing health
consciousness and awareness of sustainable living practices. With
its strong legacy, commitment to quality, and extensive global
presence, Himalaya is well-positioned to maintain its leadership
position in the herbal wellness industry and continue to delight
consumers around the world with its innovative and trusted
products.
As of 2024, the company sold its products in 91 countries with about
50% of its revenue from outside India.
Products

Himalaya Herbal Healthcare has a very wide range of products, which

include" pharmaceuticals, personal care, baby care, well-being,
nutrition and animal health products. “The Neem Face Wash is one
of their most popular and well known products.
Mothercareproductshavebeenlaunchedin2016withforayintoextensiv
e research and development in systems of ancient Ayurveda
medicines of India .The company has a presence in 92 countries.

History of Himalaya:
Eighty years ago, on a visit to Burma, Himalaya’s founder, Mr. M.
Manal, saw restless elephants being fed with a root to pacify them.
The plant from which this was taken is Rauwolfia serpentine.
Fascinated by the plant’s effect on elephants, he had it scientifically
evaluated. After extensive research,Serpina,theworld’sfirstanti-
hypertensivedrug,waslaunchedin1934.
This legacy of researching nature forms the foundation of
Himalaya’s operations. Himalaya uses the tools of modern science
to create pharmaceutical-grade ayurvedic products .We have
pioneered research that has converted Ayurveda’s herbal tradition
into a complete range of proprietary formulations dedicated to
healthy living and longevity. Today, these products have found
acceptance with medical fraternities and serve the health and
personal care needs of consumers in 67 countries.

VISION

To bring ‘Ayurveda–the source of natural medication’, to the society

in a modern -day form and untangled mystery behind the 5000 year-
old system of medicine.

MISSION
Establish Himalaya as a science based, problem-solving holistic
brand with its source entrenched in the ancestry of nature and
characterized by trust and healthy lives.

PRODUCT & SERVICES

Himalaya’s products can be broadly classified into 3 main ranges.

Healthcare

Health maintenance, eye care, skincare ,cardiac care immune

booster and cough control.

Personal Care

Healthcare ,oralcare,hair care, skincare and baby care

Animal Health
Daily care products for sensitive cats and dogs

Each of the products under the categories mentioned above are

ayurvedic and have no side effects after use.
RESEARCH PROBLEM

1. Due to high price of the product it may be unaffordable for

people of rural areas to pay for the product.
2. Giant competitors in the market like Colgate,Peopsodent that
areal ready establishing the market.
3. Himalaya need store cahoots more customers.
RESEARCH METHODOLOGY:

What is Research Methodology?

• A Voyage of Discovery, A journey, An Attitude, An Experience A

Methods of Critical Thinking, A Careful critical Enquiry in
seeking facts for principles.

• An Art of scientific investigation

• A Systemized effort to gain new knowledge, a movement from

known to unknown

Types of Research Methodology

Exploratory Research
Exploratory research is a type of research conducted for a problem
that has not been clearly defined. Exploratory research helps
determine the best research design, data collection method and
selection of subject. It should draw definitive conclusion only with
extreme caution. Given its fundamental nature, exploratory research
often concludes that a perceived problem does not actually exit.
Constructive Research
Constructiveresearchisperhapsthemostcommoncomputersciencer
esearchmethod.Thistypeofapproachdemandsaformofvalidationthat

doesn’t need to be quite as empirically based as in other types of

research like exploratory research.

Empirical Research
Empiricalresearchisawayofgainingknowledgebymeanofdirectobserv
ation or experience, Empirical evidence (the record of one’s
directobservationsorexperiences)canbeanalyzedquantitativelyorqu
alitatively.

Methods of Research Methodology

These are two types of Research Methodology

Qualitative Method

Qualitative research helps to gain in sight in to people’s behaviours,

value systems, motivations, culture or lifestyles, and how these
attributes have a role to play in decision and policy making,
communicating, and conducting research.
Approaches of Qualitative Research
Direct Observation: In direct observation method, there is no
participatory involvement on the observer’s part. The observer is
more a part of the background and is as unobtrusive as
possible.Asthereisnodirectparticipation,theobservationsaremorede
tached.Theresearcheriswatching,andmaking note for future use.
Interviews: Interviewing involves direct interaction between the
researcher and a respondent or group. There are two types of
interviews; structured and unstructured. Structured interviews are
carefully worded questionnaires and don’t allow much scope to
deviate from it. Unstructured interviewing is more informal, as
compared to the former. It allows more exploration and deviation in
its approach, which is useful for exploring as subject more broadly.
Participant Observation: This method for qualitative research is
highly dependent on the researcher’s ability to blend and extract
information by being part of an inventor group. This method requires
the researcher to become an active participant, while observing. It
aims to gain close insight of individuals or social groups and their
practices through an intensive participation with them,
intheirnaturalenvironment,andoftenrequiresmonthsoryearstocollec
ttherequired data for analysis.

Quantitative Method
In the social sciences, quantitative research overstate systematic
empirical investigation of quantitative properties and phenomena
and their relationships. The objective of quantitative research is to
develop and employ mathematical models, theories and/ or
hypotheses pertaining to phenomena. The process of measurements
central to quantitative research because it provides the fundamental
connection between empirical observation and mathematical
expression of quantitative relationships.
Quantitative research is generally made using scientific methods,
which can include:
1. The generation of models ,theoriesandhypotheses.

2. Thedevelopmentofinstrumentand methodsformeasurement.

3. Experimental control and manipulation of data.

4. Collection of empirical data.

5. Modelling analysis of data.

6. Evaluationofresults.

Information about Research in “HIMALAYA DRUG COMPANY”

Research Type: Empirical Research
Research Method: Qualitative
Method Research Design: Convenience
Sampling Data Collection: Secondary
DataSampleSize:50
Sample City: Agra
HYPOTHESIS

A hypothesis is tentative statement

bouttherelationshipbetweentwoormorevariables.Itisspecific,testabl
e prediction about what you expect to happening study.

In line with the problem of this study has following hypothesis.

H11:CustomersprefermoretobuyHimalayaproductscomparedbythei
rothersubstitutesbecauseoftheirsincere approach towards
customers
H12: Himalayahasamarketshareofaround19%,aheadofother
brands.
 Chapter:4
THE IMPORTANCE OF “MARKET POTENTIAL AND CUSTOMER
BUYING MOTIVES”

Understanding the buying motive of customer is essential fora

company as it helps the company to target the customer better.
Buying motive means that the customer requires a particular product
to fulfil a certain need. No matter how good a product is or how good
the marketing is, unless the customer has a need it would not matter.
This makes buying motive extremely important in business.
Motive and instincts are completely different keywords. Motives are
voluntary made such that a particular stimulus will take place
whereas instincts are involuntary and generally inborn quality of a
person. Ex: Thirst is an instinct but aspire to buy bottle of mineral
water to quench thirst is motive.
DEFINITION OF MARKET POTENTIAL AND CUSTOMER BUYING
MOTIVES

Buying motive is the motive to persuade the desires of people so that

they buy a particular good or service. Buying motive relates to the
feelings and emotions of people which generates a desire to
purchase. Any person does not buy a product or service just because
of excellent salesman pitch but he does also due to the desire
generated within him towards the product or service.

NEED OF MARKET POTENTIAL AND CUSTOMER BUYING MOTIVES

Data for market potential: Market potential is nothing but to collect,

classify, study the company sales data. Collection of data is not part
of analytical part, but it vitally affect the quality of the sales analysis.
Market potential is generally based on data already in existence. It is
called secondary data. Secondary data may be gathered either from
Internal sources such as Invoice or shipping records or from external
sources such as marketing research agencies, government agencies,
trade association and trade journals. Secondary data are often
readily available but their use should be with caution. The sales
management has to rearrange them according to their needs.

Some companies maintain their internal sales records in some

detailed manner showing individuals sales, sales by products, by
classes of customers, by size of order and other pertinent break
downs of sales data. Data are sometimes especially collected for
the purpose of finding the market potential. This may be called
primary data and may be collected under the control of sales
management according to its needs.

The main purpose of market potential is to convert raw sales data

into actionable Information for sales manager. The process involving
editing, tabulating and cross tabulating and also breaking them
down into various way to make them comparable. A number of
comparisons are possible such as:

1. Current data can be compared with the past result measuring

trend over the years.

2. Current results of different territories, product or class of

customers can be compared with each other.

3. Internal performance data can be used for compared with each

other. Different ratio and percentages or variances can be used for
comparison purposes. The final step in the analysis process is
Interpretation or drawing conclusion from the compiled data.

When the sales planning is done, the sales manager finds out the
potential market. Sales manager collects the information and
analyses it and then compare the actual one with standards. An
evaluation program review both the nature and extend of sales force
efforts and Influence of external variables, once the degree of
influence of controllable and uncontrollable factors are determined.
Sales management can decide whether to corrective action or to
revise the sales plan or both.
CHAPTER-6

FINDINGS OF THE STUDY

This is an important aspect of marketing since one has to do market

research related to their Industry product which can be business to
consumer or business to business. Market potential is basically
carried out to know the strength In the industry also to allocate the
target to the sales force based on optimum market research which
normally includes the customer requirement, there expansion
plans, Investment etc. With optimum information sales manager
knows the amount of investment a company is going to make for the
coming years. Based on this authentic Information a company can
take steps.

Before going for market potential analysis you need to initially know
on which products you are carrying out market potential and then go
for it. Market potential is carried out by visiting to your customer or
consumer site asking them questions about your products.

Most important thing to note is market potential is very essential for

the company, so it should be carried out seriously and effectively.
Now biggest question arises that what you will be asking. You know
market potential basically gives company position in the market by
finding how many players are there in the Anti-Asthmatic Pharma
Drugs market and finding who all are their customers. Now to know
about company's future position you need to ask what are your future
plans, Investment, expansion plans, and accordingly you need to
arrange data and handed over to marketing department they will be
deciding about allocating the targets to sales force.
 CONCLUSIONS

1) Customers get value for their money when they purchase a product
or on service rendered.

2) The Himalaya Drug Company is eyeing the organic segment for

personal care products in India with its Botanique brand, a
readymade body care range catering to International markets.

3) Customer are satisfied with the brand, availability and price of the
Himalaya products. Its reputation is for clinically studied, pure, and
safe herbal healthcare products that are based on extensive
scientific validation and straighten quality controls.

4) Last year, the segment contributed around 40% to turnover.

Himalaya has a market share of around 19%, ahead of brands such
as Garnier, Clean & Clear and Ponds.

Conclusion of Hypothesis

5) We accept the first hypothesis, customer prefer Himalaya

products more because of their trust over the company.
6) We accept the second hypothesis, from the survey it is concluded
that market share of Himalaya is more than its competitors.
 SUGGESSTIONS

Himalaya Drug have to ensure that all customers are satisfied, the
service provider should avoid biasness, prejudice or discrimination
against some customers. Developing a genuine desire and passion to
serve others with skills and knowledge to serve their customers
excellently. The business should engage in collection of customers
opinion on services they render. The personnel dealing directly with
the customers Improves their satisfaction training and seminar
should be conducted so that the best quality of service is delivered.

High quality of services leads to customer satisfaction. The

Immediate response to customers complain increases emotional
satisfaction as assurance that problems are solved on time which
helps them retain their customers which increases loyalty.
Customers express brand association through behavior. Brand
associations are represented as emotional impression in the
memory such that customers are emotionally satisfied by services
received which gives no room considering an alternative.

Spelled suggests emotional brand association increases brand

loyalty by becoming the dominating determinant of choices.
Retaining customers is cheaper. compared to attracting new ones. A
business usually puts emphasis on the relationship between the
consumers perceptions about the quality of the service they receive.
Information of data from consumers promotes the improvement of
services which In turn increase brand loyalty.
 CHAPTER-7

BIBLIOGRAPHY AND ANNEXURE

BOOKS:

1. Digital Marketing for Dummies By Ryan Deiss and Russ

Hennesberry. 2017

2. For recommended SEO books, see my Best SEO Books post.

3. Don't Make Me Think Revisited: A Common Sense Approach to

Web Usability By Steve Krug

4. Google Adwords for Beginners: A Do-It-Yourself Guide to PPC

Advertising

5. Introduction to Programmatic Advertising By DominikKosorin,

2016

6. Blogging: A Practical Guide to Plan Your Blog: Start Your Profitable

Home-Based Business with a Successful Blog by Jo and Dale
Reardon, 2015
WEBSITE:

1) https://himalayausa.com/

2) https://himalayawellness.In/pages/our-story

3) http://www.himalayawellness.com/

4) https://in.linkedin.com/company/the-himalaya-drug-company
 QUESTIONNAIRE

PROFILING FORM
Name:
Age:
Qualification:

Q.1 Do you know about Himalaya drugs company:

a) Yes
b) No

Q.2 Since how long you are using Himalaya drugs company products:

a) Last 1 year
b) Last 1 year to 5 years.
c) Last 5 year to 10 years.
d) For more than 10 years.

Q.3 What company you prefer for drug products.

a) Himalaya
b) Charak
c) Dabur
d) Tasly
Q.4 Which are the four factors that influence consumer buyer
behavior according to you:

a) psychological, personal, social, CRM systems

b) cultural, organizational, personal, psychological
c) cultural, social, personal, psychological
d) none of the above

Q.5The consumers' five steps of adopting a new product refer to

which of the following?

a) Awareness, Interest, evaluation, trial, adoption

b) Awareness, promotion, evaluation, trial, adoption
c) Adoption, interest, evaluation, trial promotion
d) Awareness, Interest, cash cows, trial, adoption

Q.6Which of the following is an important cultural factor that should

be considered by marketers seeking International development?
a) Competitive synergy.
b) Language.
c) Natural resources.
d) Technological sensitivity.

Q.7 Which of the following also includes a situation-specific

component?

a) personality
b) self-concept
c) Involvement
d) demographics

Q. 8Which of the following is a situation in which consumer behavior

occurs?
a) communications situation
b) purchase situation
c) usage situation
d) All of the above
Q.9Which of the following is NOT a situation in which consumer
behavior occurs?

a) communications situation
b) purchase situation
c) usage situation
d) all of the above are situations in which consumer behavior occurs

Q.10Understanding of consumer needs and then develops a

marketing mix to satisfy these needs.

a) The marketing concept

b) The strategic plan
c) The product influences
d) The price influences

Q.11Whichare the factors that have been shown to affect consumer

behavior.

a) Brand name, quality, newness, and complexity

b) Advertising, marketing, product, and price
c) Outlets, strategies, concept, and brand name
d) Quality, advertising, product positioning, and strategy
Q.12What are the reason that higher prices may not affect consumer
buying?

a) Most consumers prefer brand names which have higher prices

b) 70% of the total population looks for quality services and is willing
to payhigher prices
c) Consumers believe that higher prices Indicate higher quality or
prestige
d) Most consumers feel that the price is actually affordable

Q.13.In terms of consumption decisions, middle class consumers

prefer to

a) Buy at a market that sells at a whole sale rates

b) Buy what is popular
c) Buy only the brands which sell at affordable prices
d) Analyze the market and select the best at the lowest prices