Renault motors Internship.

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ST. XAVIER’S COLLEGE OF MANAGEMENT AND TECHNOLOGY
Name- Himadri Shekhar
BBA- 14-17
Guide’s Name- Professor Vinit Singh. Mr. Joel ‘D Cruze

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The project was aimed to “Study on Marketing & Sales of Renault
India Private Ltd.” was done at PUNE. The project was done under
Unnati Vehicles Private Ltd. Renault Showroom Pune. This project was
carried out under the guidance of Professor Vineet Singh.
The project was undertaken to study on the consumer perception and
effectiveness of Sales Promotion activity individually and to evaluate
their impact on the customer buying preference towards the four
wheelers Cars of Renault Company.
It includes mainly customer satisfaction on the services provided by the
dealers, opinion of the owners of Renault cars regarding its features
like, mileage, price etc. and study the customer satisfaction with usage
of their Renault Cars.
Now coming to the initial weeks of the project was purely survey and
collection of data from many institutional customers, so as to get to
know where exactly the product is standing in the market currently,
collection of the up-to –date data and material from numerous sources
and areas consumed considerable time and involved regular efforts.
The data collected from two sources such as Primary data and
Secondary data. Primary data is collected directly from each and every
customer with the help of questionnaires and unstructured interview.
Secondary data was collected from various business newspapers,
websites journal and various magazines. Sample of 194 respondents
chosen as a simple random method.
The analysis of the data obtained had been done by using the Bar
Diagrams, Pie chart and on the basis of this at the end of the report a
trail has been made to suggest certain steps that may help the
company in reducing the constraints and thereby it can help identify
and increases or enhance the customer satisfaction level.

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This research will be helpful to make decisions on which sales
promotion tool should be given more attention and which not.
Depending on the research carried out the affectivity of each and
individual tool used by Renault Motor can be understood. The research
also suggests that there should be the continuous improvement and
changes in the sales promotion strategies as per the customer
response. This will act as a tool for the company officials to know their
threats and opportunities in the market.
The company taken various types of promotional activities so as to improve
their sales and services. The promotional activities mainly are canopies,
tagging and direct marketing activities etc. To study the post sales service
performance. Just analyses the market position of Renault Cars and making
improvement in that position. To know the customer satisfaction level towards
services of various Renault Cars distributors. To know the problems presently
faced by the customers at distributors place. To know the new area of
improvement.

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RENAULT AUTOMOTIVE INDUSTRY
Renault is the world’s leading French automotive brand, selling a range of over
30 vehicles in 125 countries. Since 1898, Renault has used ingenious innovation to
make the lives of its customers simple, richer and more enjoyable. Building on the
significant progress made in 2015, Renault aims to become Europe’s No. 2
automotive brand. Through the Alliance, Group Renault and Nissan sold more than
8.5 million vehicles in 2015. The Alliance is building synergies in order to promote
profitable international growth.
Its aim is to become the world’s third biggest automotive group. Already
European leader in electric vehicles, Renault is setting out its vision of the
future, an electric, connected and autonomous vehicle. Celebrating a “Passion
for life” every day, at the service of its customers, Group Renault is ready for
tomorrow.

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Company profile
Type Public
Traded as Euronext: RNO
Industry Automotive
Area Served Worldwide
Founded 25 Feb-1899
Founder(s) Louis Renault, Marcel Renault, Fernand Renault
Headquarters Boulogne-Billancourt, France
Number of locations 3 two wheeler and 1 three wheeler plants
Key people Carlos Ghosn
(Chairman & CEO)
Louis Schweitzer
(Chairman & CEO 1992-2005)
Products Automobiles, Commercial vehicles, Luxury cars,
Financing
Revenue Euro (€45.33 billion) (2015)
Profit (€2.96 billion) (2015)
Division Renault Sport Racing
Renault Sport Cars
Slogans Drive the change (corporate)
Passion for life (Renault marque)
Website www.renaultindia.co.in

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RENAULT IN BRIEF:-
RENAULT Motor Company is the third largest two-wheeler
manufacturer in India and one among the top ten in the world, with
annual turnover of more than Rs.10098 Cr in 2014-2015, and is the
flagship company of the USD 7.29 billion RENAULT Group. A Bike for
Any one.
RENAULT- COMPANY STRUCTURE
www.group.renault.com
RENAULT
Motor
Company
Subsidiaries
Financing InternationalTransportation

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PRODUCT LINE OF GROUP RENAULT COMPANY
GROUP OF RENAULT
RENAULT NISSAN DATSUN

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INNOVATION AT THE HELM:-
1899: Louis Renault "Driving, speed-changing mechanism and reversing gear
“Louis Renault invented a revolutionary direct drive gear with no drive belt, with
much better uphill performances.
1963: Renault 8 was the first serial car with four-wheel disc brake system
1980: First patents for "Braking distribution device for total adherence"
1988: CARMINAT, a real-time system for location and weather information. This
program received European support from 1988, under the code Eureka EU-55
CARMINAT. These innovations for the real-time location and human-machine
interfaces are included in the Renault R-link system and Carminat Tom-Tom
devices.
AWARDS:-
Renault Models have won the European Car of the year Award six times
in the last forty years.
 1996: Renault 16
 1982:Renault 9
 1991:Renault Clio
 1997:Renault Scenic
 2003:Renault Megane ||
 2006:Renault Clio |||
Renault cars have won numerous national-level awards in Spain,
Australia, Ireland, the United State Denmark, and elsewhere.
Renault and its Dacia subsidiary have won three “Auto best” Cars
of the year awards for the Duster, Logan and symbol model.

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1.3 STATEMENT OF PROBLEM
Though the Four wheeler automotive sector is going to be among the
fastest growing sector in India. In such situation one has to take into
account the spending of these manufacturers for their marketing
activities. In the growing phase of the industry if Renault or any other
market leader in this sector has to increase the sales they have to use
various innovative sales promotion tools to push their product to the
customer. The cost of sales promotion is as high as 70% as the
marketing communication budget of the company.
So in this context the effectively of various sales promotional tools has
to be evaluated as the results will enable the company to take crucial
decisions of spending on different sales promotional tools as per their
affectivity. This research can be helpful to also decide about when and
where, which sales promotional tool will be helpful to boost the sales of
a company.
Also check the satisfaction level of customers. They are also satisfied
with our product or not. About services provided by company/dealer
and about the quality of the product as well as performance of product.
Mileage of product or consider all features of product. To proper
evaluate.

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TASK UNDERTAKEN DURING THE PROJECT:-
1. Product Training –
The product training was provided by sales executive staff of the showroom for the
product features and their specifications. I came to know the technical specifications
of all the Renault Cars. It was very important to get the product training because
unless and until you don’t have product knowledge, you can’t sell or promote the
product in the market. The training includes:-
 Technical Specifications of each vehicle
 Features
 Price
2. Leaflet Distribution/Tagging –
Distribution of Leaflet which contain product information, Scheme, Address, Contact
Number and Tagging is process to tag the vehicle in the parking with Renault Sticker
with latest scheme and offers.
3. Rally–
The objective of the rally was to create awareness and attracting people from
different areas of Pune. The rally was concluded by the group of trainees wearing
Renault T-Shirt, Flaunting Renault Cars in different areas along with distributing
Renault Folders.
4. Loan & Exchange Mela:-
In this event I use to provide information about the easy loan facilities of Reno
Finance with exchange scheme of any Old Cars.
5. Direct marketing–
The task of direct marketing was really interesting. We visited various places like
Rural Area/ Private Company/Government Office / Commercial Shop Owners/
Banks/ and directly approached to many Individuals. Our main task is to create
awareness among people about our product and to make a difference about how we
are better than competitor and what gives us competitive edge over competitors.
6. Personal Selling at Showroom–

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Very few of the selected Trainees got the chance to do personal selling at the
showroom, where I was one out of them. I got the task to sell the product in
showroom. It was direct interaction with the customers coming in the showroom. I
have to personally interact with the customer so as to understand their requirements
and according to which I was supposed to sell the suitable product.
7. Promotion activities in Tent and Canopy –
I was involved in couple of outdoor activities, which includes:-
a) Enquiry handling
b) Product demonstration
c) Offering test rides
d) Providing quotations
e) Booking
f) Exchange
8. Consideration & Non-Consideration–
A cold Calling was done from the generated enquires to know the customer
consideration and non-consideration points towards Renault vehicle. In this task the
data was provided by the authorities and I have to note down the feedback.

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WHAT IS RESEARCH?
Research can be defined as, “Logical and Systematized application of
the fundamentals of science to the general and overall questions of a
study and scientific techniques which provide precise tools, specific
procedures and technical, rather than philosophical means for getting
and ordering the data prior to their logics and manipulation.”
According to Redman and more “research is systematized effort to
gain knowledge.”
According to Robert Ross, “Research is essentially an investigation,
a recording and analysis of evidence for the purpose of gaining
knowledge.”
This research will be helpful to make decisions on which sales
promotion tool should be given more attention and which not.
Depending on the research carried out the affectivity of each and
individual tool used by Renault Motor can be understood. The research
also suggests that there should be the continuous improvement and
changes in the sales promotion strategies as per the customer
response. This will act as a tool for the company officials to know their
threats and opportunities in the market.
THE EXPECTATIONS OF THE COMPANY FROM THIS RESEARCH
ARE:-
1. To conduct a research on the affectivity of sales promotion tools.
2. To understand the customer response towards these sales promotion
strategies.
3. To know if the customers are happy with the benefit they are getting
through such sales promotion strategies.
4. To also make a research on if the customers are getting a service of
their requirement from the dealers or not and
5. To conduct a research if the customers are given the benefits of
these sales promotion strategies properly or not (from the dealer’s
desk).

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The research is limited to the Pune City only. It only focuses on the
sales promotion tools being used by Renault Motor in Pune City so
other factors like availability of vehicles at the dealer’s place, easy
payment options for buying, etc. are not covered in this report.
The project is based on the date collected from latest customers of
Renault Company and thereby analysing and recording their views
about present strategies adopted by the company.
WHAT IS MARKETING RESEARCH?
Marketing Research is defined as the objective and formal process of
systematically obtaining, analysing and interpreting data for actionable
decision making in Marketing.
RESEARCH DESIGN USED IN THIS PROJECT:-
Descriptive Research design is followed in this project. This is typically
concerned with determining the frequency with which something occurs
or how two variables vary together .Besides these, it helps to describe
the characteristics of certain groups, to estimate the proportion of
people in a specified population, to make specific predictions and to
determine whether certain variables are associated. It is used to
describe characteristics of a population or phenomenon being studied.
Descriptive research generally proceeds explanatory research.
SOURCES OF DATA COLLECTION:-
PRIMARY DATA: - Through Questionnaires
Primary data consists of a collection of original primary data collected
by researcher. It is often undertaken after the researcher has gained
some insight into the issue by reviewing secondary data or by
analysing previous collected primary data. It can be accomplished

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through various methods, including questionnaires and telephone
interviews in market research or experiments.
SECONDARY DATA:- Through official website of Renault Company,
Books of Marketing Research, Some Research Papers and some other
Websites.
Secondary data is data collected by someone other than the user.
Secondary data analysis saves time that would otherwise be spend
collecting data and particularly in the case of quantitative data, provides
larger and higher quality databases that would be unfeasible for any
individual researcher to collect on their own.
SAMPLING:-
The sample method involves taking a representative selection of the
population and using the data collected as research information. A
sample is a “subgroup of a population”. It has also been described as a
representative “taste” of a group. The sample should be “representative
in the sense that each sampled unit will represent the characteristics of
a known number of units in the population”. All disciplines conduct
research using sampling of the population as a method, and the
definition is standard across these disciplines. Only the creative
description of sampling changes for purposes of creating
understanding. The standard definition always includes the ability of the
research to select a portion of the population that is truly representative
of said population.
Types-
 Probability Sampling-
Probability sampling provides an advantage because of researcher’s
ability to calculate specific bias and error in regards to the data
collected. Probability sampling is defined as having the “distinguishing
characteristic that each unit in the population has a known, nonzero

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probability of being included in the sample”. It is described more clearly
as “every subject or unit has an equal chance of being selected” from
the population.
There are four types of probability sampling that are standard across
disciplines. These four include simple random sampling, systematic
random sampling, stratified random sampling, and cluster sampling .
 Simple Random Sampling -
Simple random sampling is often called straight random sampling.
Simple random sampling requires that each member of the population
have an equal chance of being selected (as is the main goal of
probability sampling). A simple random sample is selected by assigning
a number to each member in the population list and then “uses a
random number table to draw out the members of the sample”.
 Systematic Random Sampling
Systematic random sampling is usually preferred over simple random
sampling in so far as it is more convenient for the researcher. This type
of probability sampling is also called ordinal sampling and pseudo-
simple random samples. Systematic random sampling includes
“selection of sampling units in sequences separated on lists by the
interval of selection”.
 Stratified Random Sampling
Stratified random sampling is “one in which the population is divided
into subgroups or ‘strata,’ and a random sample is then selected from
each subgroup”. When a few characteristics are known about a
population, stratified random sampling is preferable because the
population may be arranged in subgroups and then a random sample
may be selected from each of these subgroups.
 Cluster Sampling
Cluster sampling, on the surface, is very similar to stratified sampling in
that “survey population members are divided into unique, non over

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lapping groups prior to sampling”. These groups are referred to as
clusters instead of strata because they are “naturally occurring
groupings such as schools, households, or geographic units”.
 Non-probability Sampling -
The advantage of non-probability sampling is that it a convenient way
for researchers to assemble a sample with little or no cost and/or for
those research studies that do not require representativeness of the
population. Non-probability sampling is a good method to use when
conducting a pilot study, when attempting to question groups who may
have sensitivities to the questions being asked and may not want
answer those questions honestly, and for those situations when ethical
concerns may keep the researcher from speaking to every member of a
specific group.
Convenience
Convenience sampling includes participants who are readily available
and agree to participate in a study. McNealy indicates that convenience
sampling is often called accidental, while Frey agree with the alternate
title of accidental but also include haphazard as an alternate title.
Bobbie does not use the specific title of convenience, but calls this
same type of non-probability sample “reliance on available subjects”.
Purposive
Purposive non-probability sample is also known as judgment or
judgmental. Purposive sampling is selecting a sample “on the basis of
your own knowledge of the population, its elements, and the nature of
your research aims”. That is the population is “non-randomly selected
based on a particular characteristic”
Snowball
Snowball sampling is also called as “network” sampling. The definitions
are the same. Snowball sampling is used “in those rare cases when the
population of interest cannot be identified other than by someone who

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knows that a certain person has the necessary experience or
characteristics to be included”
Quota
It is define it as dividing the “population group being studied into
subgroups. Then based on the proportions of the subgroups needed for
the final sample, interviewers are given a number of units from each
subgroup that they are to select and interview”
QUESTIONNAIRE DESIGN:-
Structured Undisguised questionnaire was used in the study for the
purpose of data Collection. Both close-end and open-end questions are
used in this questionnaire because the statement of alternatives in the
close –end questions allows the respondent in recalling and formulating
the answer and in the open –end questions the respondents has got
the freedom to express his views in his own words pertaining to any
aspect of the issue raised.
SAMPLE SIZE:-194 Respondents
SAMPLING UNIT – Customers who most recently bought Renault
Companies vehicle. The sampling technique used in this research is
non probability convenience sampling.
RESEARCH AREA:-
The Survey was carried out by interviewing customers who bought
Renault vehicle from THE UNNATI VEHICLES PRIVATELTD.
(Authorized distributor).

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Number of Renault vehicle owned by customer
Figure No. 1
Table No. 1
Kwid 94
Pulse 5
48%
3%
4%
0%
18%
27%
0%
Sales
Kwid
Pulse
Scala
Fluance
Duster
Lodgy
Koles

25
Scala 7
Fluance 1
Duster 35
Lodgy 52
Koles 0
Total 194
Interpretation:-
Above question shows the no. of sample units who own various
vehicles of Renault Company as per the data collected the 94
customers are having Kwid, 52 having Lodgy, 35 having Duster. So the
50% of the total customers are having Kwid and other 50% having
other vehicles. So customers are more preferring Jupiter.
Factors consider while choosing the Renault Vehicle
Figure No. 2
Table No. 2
14%
10%
2%
2%
25%
28%
19%
Total Respondent-194
Colour
Cost
Ease Of Maintenance
Good Features
Good Mileage
Power
Look & Style

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Colour 27
Cost 20
Ease Of
Maintenance 3
Good Features 4
Good Mileage 49
Power 54
Look & Style 37
Total 194
Interpretation:-
The above graph shows the number of what features you consider
while you purchase in the total persons Good mileage by 49, and Cost
by 20 and Ease of maintenance by 3, Look and Style by 37, Good
features by 4, and Power by 54. It shows that customers looking for
good mileage.
Analysis of satisfaction towards vehicle mileage
Figure No. 3
41
96
29
17
11
0 20 40 60 80 100 120
Highly Satisfied
Satisfied
Neither Satisfied Nor Dissatisfied
Dissatisfied
Highly Dissatisfied

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Table No. 3
Highly Satisfied 41
Satisfied 96
Neither Satisfied Nor
Dissatisfied 29
Dissatisfied 17
Highly Dissatisfied 11
Total 194
Interpretation:
The above graph shows the number of people who
satisfied with mileage of the vehicle in the total respondent’s response
given by customers. From the total respondent 96 are satisfied, 41
highly satisfied and 29 are neither satisfied nor dissatisfied. So most of
the customers are satisfied with the mileage of Renault vehicles.
Analysis of customer service
Figure No. 4

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Table No. 4
Very
Good
42
Good 62
Average 56
Poor 17
Very Poor 17
Total 194
Interpretation:-
The above graph shows the Maximum number of customer who
average satisfied with customer services of the Renault Company in
the total respondent’s response given by customer and remaining
satisfaction level shows by graph.
Analysis of delivery time
0
10
20
30
40
50
60
70
Very Good Good Average Poor Very Poor
42
62
56
17 17

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Figure No. 5
Table No. 5
Yes No Total
170 24 194
Interpretation:-
The above graph shows the number of customers who receive
the product on delivery time is yes by 170 customers and no by 24
customers. The most of the customers are getting delivery of vehicle on
time.
Analysis of satisfaction towards after sale service
170
24
0
20
40
60
80
100
120
140
160
180
Yes NO
Delivery Time

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Figure No. 6
Table No. 6
Highly Satisfied 40
Satisfied 95
Neither Satisfied Nor
Dissatisfied
34
Dissatisfied 14
Total 194
Interpretation:-
The number of customers who satisfied/not satisfied with the
after sales service of the company from a number of 194 customers.
Highly satisfied 40, Satisfied 95, Neither Satisfied nor Dissatisfied 34,
Dissatisfied 14 and Highly Dissatisfied 11. So from this we can say that
the customers are satisfied with the after sales service of the company.
40
95
34
14
11
0 10 20 30 40 50 60 70 80 90 100
Highly Satisfied
Satisfied
Neither Satisfied Nor Dissatisfied
Dissatisfied
Highly Dissatisfied

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Test-drive of the vehicle before buying
Figure No. 7
Table No. 7
Yes No Total
160 34 194
Interpretation:-
The above graph shows the number of customers who were
offered test drive for the product is yes by 160 customers and no by 34
customers. The test drive is offered to customers in the showrooms
when they comes for demonstrations of the vehicle.
Satisfaction towards usage of Renault Car and Analysis of buying .
Preferences of customers in near future.
0
50
100
150
200
Yes
NO
160
34

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Table No. 8- Satisfaction towards usage of Renault Cars.
Highly Satisfied 30
Satisfied 89
Neither Satisfied Nor Dissatisfied 50
Dissatisfied 18
Total 194
Table No. 9- Buying preferences of customers near future
Definitely 120
Definitely Not 25
Might be 49
Total 194
Interpretation:-
In the diagram it shows the satisfaction of the customers towards
Renault Cars so it shows that 30 customers are highly satisfied, 89
Highly
Satisfied
Satisfied
Neither
Satisfied Nor
Dissatisfied
Dissatisfied
Highly
Dissatisfied
Series 1 30 89 50 18 7
Prefrance 120 49 25
30
89
50
18
7
0
20
40
60
80
100
120
140
AxisTitle

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satisfied, 50 neither satisfied nor dissatisfied, 18 dissatisfied and 7 are
highly dissatisfied. So maximum number of customers are satisfied with
the Renault Cars so from this and from further analysis shows that 62%
of the customers are definitely repeat purchase, 25% of the customers
might be have repeats the purchase and 13% of the customers
definitely not purchase.
Analysis of experience at the Renault showroom
Figure No. 10

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Table No. 10
Satisfied Not satisfied Total
151 43 194
Interpretation:-
The above graph shows the consumer’s experience at show room the number
of customers who feel satisfied is 151 and who feels not satisfied is 43. So the
showrooms of Renault Company are giving good service as per the graph.
Recommendation of Renault product
Figure No. 11
151
43
0
20
40
60
80
100
120
140
160
Yes No

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Table No. 11
Yes No Total
129 65 194
Interpretation:-
The above graph shows the number of people who recommend
Renault Cars in the total persons yes by 129 and No by 65. So the 129
respondents are recommending Renault vehicles to others from the
194 respondents.
Analysis of various promotional activities
Figure No. 12
0 20 40 60 80 100 120 140
Yes
No
129
65

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Table No. 12
Canopies activity at various places 22%
Special schemes in Loan 23%
Pamphlets 16%
Renault vehicle rally and tagging 11%
Direct marketing 28%
Total 100%
Interpretation:-
The percentage of the customers who purchased Renault vehicles
because of some of the promotional activities done by Renault Motors
is shown in the graph. The canopies activities done by Renault
Company on various locations is given 22% sales from total sale,
special loan scheme given 23%, pamphlets 16%, Renault vehicle rally
with tagging 11% and very effective direct marketing is around 28% in
total sales of Renault Cars.
Analysis of improvement in sales promotional activities
22%
23%
16%
11%
28%
Sales
Canopies activity
Loan schemes
Pamphlets
Vehicle rally
Direct marketing

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Figure No. 13
Table No. 13
Yes No Total
30 164 194
Interpretation:-
30 out of 194 respondents think that there should be improvement or
some changes in these kind of sales promotional activities in order to
get the more benefits out of it or may be due to some unacceptable
circumstances happened with them while taking benefits of such
activities earlier. However 164 out of 194 say there is no need of any
changes or improvements as they are satisfied with the current
benefits.
30
164
0
20
40
60
80
100
120
140
160
180
Yes No

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Learning Through The Project

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Learning of the Student
Through the project
A great marketing campaign activity, but a well thought out, well planned series of
interrelated activities, developed around a common theme, with the goal of
producing a specific result. While it is easy to think that the result is always about
selling, that may not be true. Many marketing campaigns are aimed at increasing
brand awareness, maintaining customer loyalty and even for the purpose of
countering negative press.
Learn about the product technical specifications, features, benefits and how to give
four wheeler demo to the customer because there is a proper way to demonstrate
the vehicle.
I get to know about the document required from the customer at the time of purchase
in case of full payment or at the time of loan procedure. Calculation of approx. fig of
loan amount, down payment, EMI etc.
All this learning comes through:-
 Company’s Boucher
 Working with Sales team
 Training Sessions
 Testimonials
 Role Playing
 Practical Use
During 2nd week I was involved in inventory management of various vehicle in the
showroom for display, delivery, demo and other promotional activity.
Distribution Network
 Knowledge about the distribution network was created during this week.
 Learn about the chain of dealer and sub dealer and how they function and
their monthly sales chart was provided to us which helps to us to understand
dealer’s wise potential for Renault vehicle.
 Well-developed plan of action is important to have desire outcome.
 There should not be any communication gap it should be clear and
understandable.
In this week we are ready to implement the work assign to us.
Objection Handling and Sales Close

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 Behaviour of a sales man plays a major role in closing the sales.
 Proper knowledge about product easily helps to handle customer quires.
Prospecting
 Social activity plays a major role in marketing to create awareness among
prospects.
 Study of customer profile and their behaviour will help for further decision.
 How to build strategy to tap a prospect and convert them to buy Renault
product.
Communication plays a vital role
 Proper communication creates awareness among the customer.
 It is necessary to communicate the benefits and offers to the customer in any
form.
 Effective communication leads to a footfall in showroom & service centre.
 Execution of work should be according to the plan.
Importance of Promotion
 It helps organization utilize the skills of their employees and stakeholders.
 It also helps to develop creative approaches to sales and customer service.
 Promotional and marketing strategies can also assist your business in
understanding and connecting with clients and customers.
Segmenting and targeting
 Segment your customer this will help in deciding which product and offers
relevant to the particular group of customer.
 Focusing on target group of customer generates many new business.
 Clarify and internal roles and responsibilities.
 Involve people in the brand emotionally rather than communication the
benefits.
Importance Developing Financial Goals
 Promotional and marketing strategies are also important for guiding your
business into the development of financial goals.
 If the business is able to closely monitor its outflows, only spending what it
absolutely needs to, company will be better equipped to increase the profit
margins.

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Need Analysis and Building Customer Trust
 Analysis the need of a customer and accordingly match the given product.
 Building trust in customer’s mind is important for their overall satisfaction.
 Maintaining relationship is good for long term survival and it generate new
business also.
 Even a small issues leads to a large conflict so it is necessary to resolve the
time when it was small.
Customer satisfaction and excellent service
 Every message from a customer presents an opportunity to improve customer
satisfaction.
 Get to know about how to use delegated authority in a manner that it serves
the purpose.
 Excellent service is most important to be ahead of others.
 One satisfied customer is a source of many new customers in the future.
Team Work and Assessment
 Combination of occasion, place and perfect timing requires less effort to close
the sales.
 To be predictive it is important to understand the type of customer, Like:-
 Cold customer
 Warm Customer
 Hot customer
 Self-understanding and group cohesiveness leads to a great environment for
work.
 Proper assessment of potential opportunity.
 A well planned investment of time and money always gives a better return.
Active learning requires participation and in this two month of summer internship I
actively participated and learn many things which I am unable to get only from
theoretical lectures. Hence, Enhancing and exploring the knowledge through
learning is important which gives insight to real world.
Skill Learned:- Beside technical skill I learned some of the behavioural skill,
Situation handling skill, and work culture professionalism.
General Learning:-As general learning I learned many things which I used to heard
in every day to day routing and get to know that what we get to know from theoretical
knowledge is somehow different and theoretical aspect plays a supporting role.

42
CONTRIBUTION TO THE HOST ORGANIZATION

43
 Creating Enquiries-
The main purpose of Renault Company is to improve their sales and services.
So the promotional activities like canopies, tagging, rallies, banks scheme and
direct marketing are mainly build for the improvement in enquiries and sales of
Renault Company. We are started with the canopy activity. The first canopy we
placed near Corporation bank Saswad because most of the families are staying
there so the rout of going home, office, college is same. So it will help us to
improve the enquiries and sales of Renault Company cars. The peoples are
coming for enquiries getting knowledge of Renault cars they are taking
quotations, test drive and product pamphlets. We are giving enquiries to
distributors at least 30 per day and the booking around 2-3 in week. This
activity created the awareness of Renault Company cars in the peoples of
Saswad city and near that area.
 Awareness of the products-
After this activity the Unnati Renault Fatimanagar showroom is given under my
team. So the activities we are going to implement is for Unnati Renault. The
main problem is of Unnati Renault is that it is a new showroom of Renault
Fatimanagar so the peoples are not aware about this showroom so they are
buying the Renault cars from other showrooms. So we started distributing the
pamphlets of showrooms with the Cars information broachers near
Fatimanagar and Hadapsar area to make peoples aware about the showroom.
We started going to shops, society’s, banks, government offices, private

44
companies to show the presence of Renault showroom in Fatimanagar and
make them to buy the Renault cars from the Unnati showroom.
 Tagging activity-
The next we started with tagging activity. The Renault Company provided us
tags of various cars with the information like price, schemes, average and
features. So it will help peoples to understand the benefits of Renault Company
cars. So we done this activity at private companies, Bank, government offices
and near area because most of the peoples visit this places. This activity brings
most of the peoples at the showroom.
 Rural activity-
The Rural activity is the most important activity. We choose the Saswad near
the Pune because ii having maximum number of peoples come there to weekly
bazaar. So we distributed the scheme pamphlets of cars to the peoples who
are coming to bazaar. So to reach the scheme on Renault car to the maximum
number of peoples. The enquiries increased day by day when we started the
rural activity. We started giving them demos and test drives at camp location.
 Rallys and Exchange scheme-
We have done the Duster and Lodgy rallies in various areas in Pune. The
main focus of this rally is to increase the sale of the Dustar, Kwid and Lodgy.
With this rallies we also done the tagging and direct marketing. We travel to all
showrooms of Renault Company to increase the awareness for Renault car in
Pune.
 Consideration/Non consideration-
Then the consideration non-consideration work. The Unnati Renault Distributor
of Renault cars provided us the invoice of customers who have taken the
Renault car and also the information of the customers who are visited the
showroom but not taken the Renault car taken other companies car. So our
work is to call them and ask them questions like if the customer is having
Renault car then why he/she has taken the Renault car? What he/she like
about the car? How was the service? If the customer is not taken the Renault

45
car just had enquiry in the showroom and taken other companies car. Then why
he taken that product so we ask questions like. What you like about that car?
How was the service they are giving? Why not Renault car? The information we
are taken is very much helpful for the Renault Company and distributors that in
which think we are lacking so what should we have to do.
 Increase in sales-
From all of this activities we are also done the direct marketing in showroom
like handling the customers at the showroom giving test drive and information
related to the loans. So after all this activities the sale and service quality is
increased for Renault car. The all activities like canopy, rally, tagging,
pamphlets, exchange scheme, camp and direct marketing contributed for the
improvement in sales and services.

46
REFERENCES
WEBSITE REFERRED:-
 http://www.renault.co.in
 http://group.renault.com
 http://en.wikipedia.org/wiki/renault
BOOKS REFERRED-
 Market Research by Tull and Hawkins
 Marketing Management by Philip Kotler

48
Dear Respondent,
We are conducting a survey on behalf of Renault Company regarding
the non-geared Renault vehicles. We request you to fill this
questionnaire, which would be of immense help for our study. We
assure you that the data collected shall be kept strictly confidential.
Name:___________________________________________________
______
Phone:______________Email id:
__________________________________
Kindly tick the appropriate box wherever required:
Gender: Male  Female 
Age Group: 18 to 24  25 to 34  35 to 44  > 45 Above

Marital Status: Single  Married 
Occupation: Salaried  Self Employee  Other 
Monthly family income: 15000-20000  25000-4000  50000-
Above 
1. Which Renault vehicle do you have?
 Kwid  Duster  Lodgy
 Pulse  Scala  Fluance
2. Which of the following factors did you consider before buying?
(Tick 1 or more)
 Mileage  Cost  Ease of Maintenance  Colors
 Styling  Riding ease & comfort  Power
3. Are you satisfied with your vehicle mileage?

49
 Highly Satisfied  Satisfied  Neither Satisfied Nor
Dissatisfied
 Dissatisfied Highly Dissatisfied
4. What do you think rate customer service Renault Cars?
 Very Good  Good  Average  Poor  Very
Poor
5. Did you receive the product on delivery time?
 Yes  No
6 Are you satisfied with after sales services provided by Renault?
Dissatisfied
 Dissatisfied  Highly Dissatisfied
7. Did you take test-drive of the vehicle before buying?
 Yes  No
8. Are you satisfied with their usage of the Car?
Dissatisfied
 Dissatisfied Highly Dissatisfied
9. How do you rate the experience at the Renault showroom?
Satisfied  Not satisfied

50
10. Will you like to purchase a Car again from Renault in near future?
 Definitely  Definitely not  Might be
11. Will you recommend Renault product to anybody?
 Yes  No
12. Which of the following promotional activities attracted you towards
buying this vehicle?
 Canopy activity
 Direct marketing
 Down payment scheme
 Renault vehicle rally
 Pamphlet & Tagging
13. Do you think there should be improvement or changes in such
sales Promotional activities?
 Yes  No
Please give your comments/suggestions to enable us to improve satisfaction of
customers at this Renault authorized showroom.
_________________________________________________________
_________________________________________________________
_________________________________________________________
_________________________________________________________

51
_________________________________________________________
_____________________________

Renault motors Internship.

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