SALES POLICY OF CHAUDHARY FOOD PRODUCTS

RAJAHAR, NAWALPARASI

A Project Work Report

Monaj Sharma

T.U. Reg no:

Exam Symbol No.:

Dibya Jyoti Multiple Campus

Tribhuvan University

Submitted to

The Faculty of Management

Tribhuvan University Kathmandu

In Partial Fulfillment of the Requirements for the Degree of

BACHELOR OF BUSINESS STUDIES (BBS)

BARDAGHAT

2074 , BAISHAKH 28

DECLARATION

I hereby declare that the project work entitled “an analysis of Sales Policy Of Chaudhary Foods Products" submitted to the Faculty of Management, Tribhuvan University, Kathmandu is an original peace of work under the supervision of Mr.Tank pd.subedi , faculty member, Dibya Jyoti Multiple Campus, Bardghat, and is submitted in partial fulfillment of the requirements for the award of the degree of Bachelor of Business Studies (BBS). under the supervision of Mr.Tank Prasad subedi of Divya Jyoti Multiple Campus .This project work report has not been submitted to any other university or institution for the award of any degree or diploma.

Date: 28/01/2074

..................................................

Monaj Sharma

Dibya Jyoti Multiple Campus

Roll No.:

T.U. Reg No.:

RECOMMENDATION

The project work report entitled " Sales Policy Of Chaudhary Food Products

Rajahar" submitted by Priyanka Kalwar of Dibya Jyoti Multiple Campus, Bardghat prepared under my supervision as per the procedure and format requirements laid by the Faculty of Management, Tribhuvan University, as partial fulfillment of the requirements for the award of the degree of Bachelor of Business Studies (BBS). I, therefore, recommend the project work report for evaluation.

----------------------------

Tank Prasad Subedi

Divya Jyoti Multiple Campus

28-01-2074

ENDORSEMENT

Submitted

Monaj Sharma

Entitle

SALES POLICY OF CHAUDHARY FOOD PRODUCTS

RAJAHAR

The report to be original work of the student and writing according to the prescribed format. We recommended the thesis to be accepted as partial fulfillment of the requirements

for the BBS 4^th year of Business Studies (BBS)

Endorsement Committe

CAMPUS CHIEF	Mr.Bishnu Lamsal	...........................................
Member (Report supervisor)	Mr.Tank p.d Subedi	...........................................

Date : 2074/01/28

ACKNOWLEDGEMENT

The fieldwork report has been prepared in accordance with the partial fulfillment for the Degree of Bachelor of Business Studies on the successful completion of fieldwork writing. I would like to express my sincere appreciation to all those who made possible to prepare this fieldwork by providing information and answering all sorts of my queries during my field work study.

I would like to express heart full thanks to Dibya Jyoti Multiple Campus teachers especially to my supervisor Mr.Tank pd.subedi, class teacher and will wisher my friend Dibya Pandey. I am equally thankful to our campus chief Mr.Bishnu Lamsal

I would like to acknowledge my thanks to shree (Proprietor) and manager Sandip Mahato for co-operating me and help by providing all necessary information and document and for also valuable time given to me and for also valuable time given to me.

I express my sincere gratitude to my friend and at last I wish to thank Mrs. Buddhamaya Kumari chauhdary & Staffs of Apple computer Bhutaha who helped by computer typing and printing.

TABLE OF CONTENTS

Page No:

Declaration i

Recommendation ii

Endorsement iii

Acknowledgement iv

Table of Contents v

List of Table vi

List of Figures vii

Abbreviations viii

CHAPTER I: INTRODUCTION 1-4

1.1 Background 1

1.2 Problem Statement 2

1.3 Objectives 3

1.4 Rationale 3

1.5 Report Structure 4

CHAPTER II: RELATED LITERATURE REVIEW 5-7

2.1 Conceptual Review 5

2.2 Review of Previous Works 6

2.3 Research Gap 7

CHPTER III: METHODS 8-12

3.1 Type of Research 8

3.2 Population and Sample 8

3.3 Types of Data 9

3.4 Data Collection Procedure 9

3.5 Instruments 11

3.6 Techniques of Analysis 11

3.7 Limitations 12

CHAPTER IV: RESULTS AND FINDINGS 13-21

4.1 Presentation of Data in Tables and Figures and Their Analysis 13

4.2 Major Findings 21

CHAPTER V: DISCUSSION AND CONCLUSION 22-23

5.1 Discussions 22

5.2 Conclusion and Implications. 23

REFERENCES

APPENDICES

LIST OF TABLES

Tables	Page No.
4.1 Production Sales and Stock In different year 4.2 Table of total advertisement expenditure in different 4.3 Table of sales promotion expenditure in different year 4.4 Table of expenditure on personal selling in different years. 4.5 Table of miscellaneous expenditure in different years	13 16 18 19 20

LIST OF FIGURES

Figures	Page No.
4.1 Production Sales and Stock In different year 4.2 Table of total advertisement expenditure in different 4.3 Table of sales promotion expenditure in different year 4.4 Table of expenditure on personal selling in different years 5.5 Table of miscellaneous expenditure in different years	14 16 18 19 20

LIST OF ABBREVIATIONS

Amt. Amount

B. S. Bikram Sambat

FY Fiscal year

i. e. That is

Ltd. Limited

No. Registration

Rs. Rupee

DJMC Dibya Jyoti Multiple Campus

T.U. Tribhuvan University

BBS Bachelor of Business Studies

Pvt. Private

Ltd. Limited

B.S. Bikram Sambat

P Purchases

S Sales

Pron. Production

PE Production Evaluation

PP Production Planning

Dpt. Department

REFERENCES

Agrawal, G.R. (2004), Fundamental of Marketing, M.K. Publisher and Distributions.

Koirala, K.D. (2001), Fundamental of marketing decision. Kathmandu: M.K. Distributions.

Panta, P.R. (2004), A Field work Assignment and Report Writing. Kathmandu: Buddha Publication.

Agrawal, Govinda, Ram (2064), "Fundamentals of marketing" N.K Publishers and Distributors, Kathmandu.

Agrawal, Govinda Ram (2065), "Project Management in Nepal" MK Publisher and Distributors, Kathmandu.

Kotler, Philip (2000), "Marketing Management" Pearson Education, New Delhi.

K.C. Fatta B. (2001), "Fundamental Principle of Marketing" Sukunda Book Bhawan, Kathmandu.

Koirala K.D. (2003), "Fundamentals of Marketing Decisions" MK Publisher and Distributors, Kathmandu

APPENDICES

Appendix- I

1) Calculation of sales in Rupees

Fiscal Year	Volume of sales (carton)	Price per (carton)	Sales in Rs
2069/069 2069/070 2070/071 2071/072 2072/073	14900 16200 18900 19630 18400	150 150 150 150 150	2220000 2280000 2685000 2895000 2610000

2) Calculation of total expenditure

Total expenditure= Advertisement + sales promotion + personal selling + miscellaneous expenses

For 2068/069

Total expenditure = RS (13500+63500+60000+400000)

= Rs 637000

For 2069/070

Total expenditure = Rs (13000+175500+64000+474800)

= Rs 537000

For 2070/071

Total expenditure = Rs (20500+79000+76000+502500)

= Rs 678000

For 2071/072

Total expenditure= Rs (18500+76600+70000+501500)

= Rs 666600

For 2072/073

Total expenditure = Rs (24500+75000+65000+524700)

= Rs 689200

3) Calculation of annual profit (loss)

Profit = sales – expenditure

For 2068/069

Profit = Rs (2220000-537000)

= Rs 1683000

For 2069/070

Profit = Rs (2280000-627300)

= Rs 1052700

Fro 2070/071

Profit = Rs (2685000-378000)

= Rs 2007000

For 2071/072

Profit = Rs (2895000-666600)

= Rs 2228400

For 2072/073

Profit = Rs (2610000-689200)

= Rs 1920800

Chapter - I

Introduction

1.1 Background

Today the world has stepped on Science World and has changed a lot this has made people change their task in their using style, behavior and feeding hobbits too. With the changing environment, Nepalese people have also changed. People as now a day especially is in urban sector are lured towards ready made products to get hid of traditional way of working and fooding.

To meet the needs of the people it is a challenge for the producers. The increasing technology has lead to rapid change in the needs and taste of the people. So, to overcome these challenges and to corn profit, the producers must adopt the marketing strategy.

Selling is the artistic functions by which target market customers can be satisfied. As the fact is known better the quality better will be perception. But this is only not enough to maximize the sales. So, to maximize the sales, different types of promotional tools must be applied. Product is a process by which different kinds of goods are produced and launched in launched in the market to achieve the goal of the firm. It has been always in essential aspect he in a Manu factoring concern. The goods produced by the firm in all as we as it also a yardstick for the valuation of goodwill. Consumers are always interested to know the production system of the products they often consume. So, I have tried to present production system of one of the most frequently consumed product through this fieldwork report.

In spite of the present of bigger industries, small industries have their own contribution in the economic development of the country

Sales policy is the kind of strategy, which helps any kind of firm to be strategy in their own field. It is the strategy or the technique for increasing the sales. The various tools of marketing mix are product mix, place mix, price mix and promotion one mix should be adopted by the firm to increase the sales volume. Only using the tools of marketing mix is not enough. The firm must provided the crevice after sales, guarantee and warrantee to the consumed the quality goods. So, that it can make competition with other company, in the competition market.

The study presents the sales policy of Chaudhary Food Products of Rajahar. In this report the different types of selling procedures are presented. The success of any business enterprise depends upon its financial activities. Financial of a business refer to purchasing and selling activities for money. If a business organization can satisfy the needs of customers them it can easily increase the purchasing and selling activities by which it can easily and services but it is difficult sot less them at the reasonable price. For the better selling purpose it has to adopt different kings of strategies.

The word purchasing and selling both refer to tester of ownership from one person to another person. These both are the important function of marketing each and every marketer should purchase first the sell the goods. A manufacturer is required to buy raw materials for production purposes. Similarly, a whole seller has to buy products to sell them to retainer and at last retailer has to buy products to sell them to the final consumer. Thus buying involves transfer of ownership. Efficient procurement procedure is essential for success full selling. Selling means finding the conceders and transfers them the products for value, selling is also important and complex function of marketing it involves transfer of title to buyers. The success of any business enterprise depends upon its financial activities. Financial of a business refer to purchasing and selling activities for money. The medium of exchange. If a business organization can satisfy the needs of customers them it can easily increase the purchasing and selling activities by which it can easily and services but it is difficult sot less them at the reasonable price. For the better selling purpose it has to adopt different kings of strategies.

1.2 Problem Statement:

One mix should be adopted by the firm to increase the sales volume. Sales policy is the kind of strategy, which helps any kind of firm to be strategy in their own field. It is the strategy or the technique for increasing the sales. The various tools of marketing mix are product mix, place mix, price mix and promotion

Ø How to analyze the sales and production position of the firm in different year?

Ø How to analyze the various promotional tools used by the firm?

Ø How to analyze the relationship between sales and expenditure?

Ø How to analyze the relationship between sales and profits?

1.3 Objectives:

Every task is done to achieve some objective and the main objective of this project work report is to analysis the sales policy of the firm. So, that the historical and the current performance of the firm can be determined, therefore the objectives of this report are:

i) To analyze the sales and production position of the firm in different year.

ii) To analyze the various promotional tools used by the firm.

iii) To analyze the relationship between sales and expenditure

iv) To analyze the relationship between sales and profits.

1.4 Rationale:

The main theme of writing this field work report is to analyze the purchasing and selling activities applied or done in the firm / organization. The most important aim taken behind preparing this report is to know what's sorts of points are to be considered for purchasing and selling and now it impact long-run business transactions.

The Through other methods have been adopted. While collecting data to make this report, the frequently adopted one is the direct personal interview to collect more accurate data it is hoped the study of this report would the concerning people to take reasonable decisions regarding the matter of purchasing and selling.

1.5 Report Structure:

Chapter I includes Background of the study, Historical Background of the Banks, Introduction of the Problem, Objective of the study, Need and Significant of the Study, Research Methodology, Limitations of the study, Plan of the study.

of RBB, Objectives of the RBB, Service provided by RBB, Organization Structure of RBB, Statements

Chapter II As per direction of T.U. student of management department under elective course of oral area must prepare fieldwork report. The researchers have studied Capital Conceptual review, Review of previous works, Research gap.

Chapter III The systematic, rigorous investigation of asituation or problem in order to generate new knowledge or validate existing knowledge.

refers to scientific study and research that CORRELATIONAL RESEARCH seeks to solve practical problems. Type of research, population& Sample, Types of data, Data, Collection procedure, Instumants, techigues of analysis, limitation

Chapter IV includes “Data presentation and Analysis” is the main body of the research which Cash reserve ratio, other ratio, and statistical Analysis

Chapter V“ Summary and Conclusion” includes summary of finding Conclusion and Recommendation in concise from

CHAPTER-II

RELATED LITERATURE REVIEW

2.1 Conceptual Review:

As we have been assigned to perform such task for the first time in our academic life. I have consulted various literature sources written by previous student I BBS 4th in the preceding years on the related topic for the purpose of taking an idea how to give be good shape to the report so that it can give affective information to the concerning people, I have referred to field work report is written by Sandip Sharma and others.

A part I have consulted the book of fundamental of marketing by K.D. Koirala for the basis idea of preparing the fieldwork report. Upon reading those fieldworks reports as good as the book. I have got the various literature ideas about the matters related to the fieldwork report that helped in the course of writer.

According to the Philip Kotler, “A product is anything that can be offered to market for attention, acquisition use or consumption that might satisfy be want or need. It includes physical objects, persons, place, organization & ideas.”

According to the William J. Stanton, “A product is set of tangible and intangible attribute including packaging, color, price manufactures prestige, retailers prestige and manufactures and retailers services, Which the may accept as offering want satisfaction.” Apart I have consulted the book of fundamental of marketing by K.D. Koirala for the basis idea of preparing the fieldwork report. Upon reading those fieldworks reports as good as the book. I have got the various literature ideas about the matters related to the fieldwork report that helped in the course of writer.

According to the William J. Stanton, “A product is set of tangible and intangible attribute including packaging, color, price manufactures prestige, retailers prestige and manufactures and retailers services, Which the may accept as offering want satisfaction.” If the needs of customers get satisfied by proper selling then the satisfied customers tend to be lifelong customers. The existence of business concern depends to a great extent upon the efficient selling of products. It

2.2 Review of Previous Works:

Bikash (2062 BS) studies on 'Purchasing and selling activities of selected firm in Butwal was performed with the objectives of identifying the purchasing and selling activities. This study concluded that these activities seem simple but very tough. Different strategies should be implemented under these activities for the success of any firm.

For purchasing, Pyle States that "Buying comprises all those activities involved in finding out a suitable sources of supply, selecting the desired quantity, quality, grade and size and coming to an agreement with reference to the price delivery date and other condition."

For selling American Marketing Association states that "Selling is the personal or impersonal process of assisting and persuading a prospective customer to buy a commodity or a service or to act favorably upon a idea that thus commercial significance to seller." Production of goods creates market for any product. Marketing is concerned with purchasing and selling of goods. Purchasing is the buying of goods for money or money's worth where as selling is exchange of money worth for money. As the report writer assigned to write field work report. Various sources belonging to the purchase and selling activities are reviewed for idea generation.

"No one debates the importance of the sales force in the marketing mix sales toreros like (salaries, commission travel expense, benefits etc)." (Kotler: 1999)

"Selling is the communication of information to persuade somebody to buy something." (William: 1994)

"Buying behavior is the decision process and acts of the customer in buying and using the product." (Philip Kotler: 1999)

"The study of the decision making units and processor involved in acquiring consuming and disposing of product since, expenses and ideas. (J.C. Moyen: 1981)

“Sales policy is an act or the process of selling something. Such as sales of goods, car, cloth etc.” (Bill Martin: 1980)

The buying and selling activities are the most important function of marketing. In today's competition environment, purchasing and selling have become very complicated job. For sell of any product, purchase should be done first. Purchasing and selling are very close to each other. They are inseparable, if one person wants to buy any product. Then the other person who owes the product must have willingness to sell it. Only if he/she can buy that product both purchasing and selling are complementary as the title of goods is transferred from the seller to purchasers, hence selling and purchasing happens at a same time. Without purchasing there is no selling a manufacturer is required to buy raw materials for production purpose. Similarly, a wholesaler has to buy products to set to the retailer and retailer has to buy products to sell them to consumer. Therefore, firstly purchasing happened them only selling. For production or for sell on for consumption purchasing is very necessary function. The exist of any business concern depends to a great extent upon efficient buying and selling of products. Hence they are important from the point of view of the seller as well as consumer.

Chetana Stationary is largest wholesaler of books, stationeries and copies. It is situated in Amarpath, Rajahar which was established in 2042.

2.3 Research Gap:

Previous researchers analyzed financial performance by using secondary source of information in terms of financial ratio. But actually speaking financial performance can be analyzed by various tools and various factor. Among them, country's environment and fiscal policy in terms of sales act directives and adequate fund may be the strong determinate for financial performance and of the sales. Present study tries to define different accord directives and financial performance of sales in Nepal by applying those various facts in the context of Nepalese sales it can be very useful or important for analyzing financial performance using capital adequacy management. Thus, present study will be fruitful to those interested person, parties professor, business man and government for academically as well as policy perspective. Hope this study will help to others in futures in the related field.

The success of any business enterprise depends upon its financial activities. Financial of a business refer to purchasing and selling activities for money. The medium of exchange. If a business organization can satisfy the needs of customers them it can easily increase the purchasing and selling activities by which it can easily and services but it is difficult sot less them at the reasonable price. For the better selling purpose it has to adopt different kings of strategies.

CHPTER-III

METHODS

3.1 Type of Research:

Applied research is used to find solutions to everyday problems, cure illness, and develop DESCRIPTIVE RESEARCH innovative technologies, rather than to acquire knowledge for ETHNOGRAPHIC RESEARCH knowledge sake. EXPERIMENTAL RESEARCH For example, applied researchers may investigate ways to: EXPLORATORY RESEARCH . • Improve agricultural crop production GROUNDED THEORY RESEARCH. • Treat or cure a specific disease • Improve the energy efficiency of homes, offices, or modes HISTORICAL RESEARCH of transportation PHENOMENOLOGICAL RESEARCH QUALITATIVE RESEARCH QUANTITATIVE RESEARCH

3.2 Population and Sample:

Populations

In statistics the term "population" has a slightly different meaning from the one given to it in ordinary speech. It need not refer only to people or to animate creatures - the population of Britain, for instance or the dog population of London. Statisticians also speak of a population of objects, or events, or procedures, or observations, including such things as the quantity of lead in urine, visits to the doctor, or surgical operations. A population is thus an aggregate of creatures, things, cases and so on.

Although a statistician should clearly define the population he or she is dealing with, they may not be able to enumerate it exactly. For instance, in ordinary usage the population of England denotes the number of people within England's boundaries, perhaps as enumerated at a census. But a physician might embark on a study

Samples

A population commonly contains too many individuals to study conveniently, so an investigation is often restricted to one or more samples drawn from it. A well chosen sample will contain most of the information about a particular population parameter but the relation between the sample and the population must be such as to allow true inferences to be made about a population from that sample.

Consequently, the first important attribute of a sample is that every individual in the population from which it is drawn must have a known non-zero chance of being included in it; a natural suggestion is that these chances should be equal. We would like the choices to be made independently; in other words, the choice of one subject will not affect the chance of other subjects being chosen. To ensure this we make the choice by means of a process in which chance alone operates, such as spinning a coin or, more usually, the use of a table of random numbers. A limited table is given in the Table F (Appendix), and more extensive ones have been published. A sample so chosen is called a random sample. The word "random" does not describe the sample as such but the way in which it is selected.

3.3 Types of Data; This study attempts to analyze the relationship among sales and the various components to push the sales and the profit of the firm. The methods used for the research purpose are mentioned (listed) below:

1.5.1 Primary Data:

Data collected by the researcher or through agent for the first time from related field one possessing original character is known as primary data. They are also called field source.

For the collection of primary data, the following methods are used.

· Direct interview methods

· Personal interview

1.5.2) Secondary Data:

The data collected by some one else, used already and are made available to others in the form of published statistic are known as secondary data.

3.4 Data Collection Procedure:

Information plays a vital role in the process of productions money; materials, machine and man are the essential requirement without the help of any one of these requirements it affects in the production of b product. Thus, the entire essential requirements it affects in the production of a product. Thus, the entire essential requirement should be needed to fulfill the proper flow of information. Production process of J.K. Soap & Chemical Pvt. Ltd.” Is as follows.

1. Inputs:

The most important of production in input, which includes money, materials, man, & machine without the helps of these inputs, production is impossible.

2. Process:

The process of production starts after the achievement at of all the input of production. The production is based on the demand of the product in the market. For this availability of infrastructure is should be made according to the demand of market.

Production Planning:

Production planning should be made very carefully; it should made according to the demand of market.

Production evaluation:

After the production planning, production evaluation is done. There are many alternatives from which the best is choosing for implementation.

Production analysis:

After evaluation, production analysis is done. While doing is the entrepreneur should one the market demand and also known how much production should be made and supplied in the market.

3. Outputs:

After the output is made is money, man and material production process starts to give final result i.e. desired output. There are various types of outputs.

Production:

The product should be produced according to the market demand. It should be qualitative one with responsible price so that it can contract the target consumed.

Service:

After the products are produced according to the market demand services is another key factor service should be done properly to satisfy the customer.

Profit:

The main target of the entrepreneur is to gain profit. As the product and service is providing to the customers the entrepreneur obviously gains the profit.

Satisfaction:

It is the last output of production. As the product is ready, it providers services to the consumers and obtain profit after the customers consume them. Here the in factor to be considered by the entrepreneur is the satisfaction obtained by his consumer, which motivates the consumers to persist with his product. The production process of “J.K. Soap & Chemical Pvt. Ltd.”

3.5 Instruments:

No research should be conducted with out undertaking explanatory investigation of secondary data. All the relevant literature, published and unpublished data is collected and review in order to make the study meaningful and reliable. The data from various sources are collected and proper data for the purpose of the study are arranged and analyzed. The sources of secondary data are as follows.

· Report provided by the management of the firm.

· Office records, magazines.

· Different related books, journals, daily newspaper, report published by different other methods.

3.6 Techniques of Analysis:

Data collected from the primary sources obviously enough are in a row form and have not gone through any statistical treatment in order to make the data easily under table and capable of interpretation these data's are converted into a number of comparative table. While writing, this report, collected data are presented by using graphs and charts. So that they con be easily understood.

There fore, the tools used in this report to analyze the sales policy of the firm are

· statistical tools

Tables

Comparative Bar chart

· Financial tools

Ratios

Trend line Analysis

3.7 Limitations:

Each and every study should be done within some restrict (limit). If we do not limit our study, it will be vague and incomplete. Some limitation that involved during assignment and preparation of the report are mentioned below. Sales policy is the kind of strategy, which helps any kind of firm to be strategy in their own field. It is the strategy or the technique for increasing the sales. The various tools of marketing mix are product mix, place mix, price mix and promotion one mix should be adopted by the firm to increase the sales volume. Only using the tools of marketing mix is not enough. The firm must provided the crevice after sales, guarantee and warrantee to the consumed the quality goods. So, that it can make competition with other company, in the competition market.

i) The study is based on both data i.e. primary data and secondary data.

ii) The study concentrates only on the sales policy of the firm.

iii) The study covers the period of five year.

CHAPTER-IV

RESULTS AND FINDINGS

4.1 Presentation of Data in Tables and Figures and Their Analysis;

First of all we have to collect the related data to fulfill the objective of the field work study. After the collection of the relevant data and information of the sales policy of the firm are presented, compared and analyzed, in corpora ting various method of sales policy by an organization drifts towards success and economic boom. Channel of distribution, cost effectiveness, effective and efficient monitory tools, market observation are the major determinants to shape sound sales policy.

In course of the project work study, the production, sales stock and profit statistical of the firm is extracted and presented below:

4.1.1 Productions, sales, and stocks in different years

The action of manufacturing, growing, extracting, etc things especially in large quantities is known as production. Where as sales means the process of selling goods and items and the stocks means the remaining goods at the end of the fiscal year.

Table No. 4.1

Table of productions, sales and stock in different yeas.

Year	Production (cartons)	Sales (cartons)	Stock (cartons)
2068/069 2069/070 2070/071 2071/072 2072/073	16600 17400 19900 21800 19600	14800 15200 17900 19300 17400	1800 2200 2000 2500 2200

Note: 1 carton = 30 packets

1 carton selling price = Rs. 150

Figure 4.1

Multiple bar diagram of production, sales and stock

The above table and the figure show that the production of the firm is increasing year after another. The production of the firm for the fiscal year 2068/069 was 16600 carton, and in very next year the production of the firm ps 17400 cartons. A similarly, in year 2062/063 prod was 19900 and 21800 cartons, in 2069/070 respectively. The sales of the firm for the fiscal year 2070/072 were 14800 cartons. In 2072/073 sales or the firm was 15200 cartons. And in year 2069/070, 2070/072 and 2072/073 the sales of the firm was 179, 19300, 17400 cartons respectively.

The firm has entertained consumer oriented sales policy. During initial phase their occurred huge hurdles in successful operation, but by and by hurdles do coned. Still the firm is facing many problems, especially managerial and production as well as sales oriented. The very data of its establishment, sound sales statistics has been occurring in the year. Hence, goods produced, sold in stock and profit figure is affected. The overall analysis of the firm is mentioned below.

Production Analysis

The firm imports its raw materials especially form the neighbor country i.e.

India

and rest of raw materials from home land i.e. Palpa Nawalparasi, Rupandehi 45% of raw materials requirement are fulfilled in the country and for the rest the firm has to depend upon other country. The main outputs of the firm are Dalmod, Bhujia and Nom-kin etc.

Sales analysis

The firm used to sell it product in the local cities and places of Rupandehi district at the beginning. The sales scale of the firm was too small. But, nowadays the firm used to sales it product to the neighboring districts as well as national wise. Today the sales volume of the firm is accelerated.

Stock Analysis

Generally stock refers to the closing stock. It is a remaining figures or goods in hand at the end of the trading period. So, stock means the good lying at the end of fiscal year.

At the beginning, the firm used to have comparatively more stocks. In recent years the stock accumulation fluctuates, for fiscal year 2068/069 the stock of the firm was 1800 cartons, in year 2069/070 it was 2200 cartons. And in year 2070/071 the stock was 2000 cartons. Similarly in year 2071/072 and 2072/073 the remaining stock of the firm was 2500 cartons and 2200 cartons respectively.

2.1.2 Sales promotion Technique

Promotion includes all the activities, the company undertakes to communicate and promote its products to the target market. In prior, heading entitled presentation of data, the subject deal were advertisement, public relation and publicity, personal selling, packaging and sales promotion which were process related with the selling policy of the organization.

The firm has also applied those techniques to increase its sales and lo maximize the profits which are explained below:

2.1.2.1 Advertisement

Advertisement is an important factor of promotion mix Advertisement is done in order to provide meaningful information about products. As every product or service needs advertisement, this age is also called advertising age. Similarly the business age of today is also the age of competition. So, in the competition market, effective advertisement provides good support for the firm to sell its product the advertisement media used by the firm and the expenditure incurred is shown below:

Table 4.2

Table of total advertisement expenditure in different

(In Rs. )

Fiscal year	2068/069	2069/070	2070/071	2071/072	2072/073
Advertisement made
Local FM. Radio	4000	4000	8000	8500	10000
News paper daily & weekly	4000	5000	7000	4000	9000
Banner	3000	2000	3500	3500	3500
Wall painting and posturing	2500	2000	2000	2500	2000
Total advertisement	13500	13000	20500	18500	24500

Fig 4.2

Bar diagram of expenditure an advertisement

Looking above the bar diagram of expenditure on advertisement, shows that the expenditure of on advertisement of the firm is flexibility. The expenditure for the fiscal year 2068/069 was Rs 1350 but it decreased in year 2069/070 and road has to Rs 1300. But in year 2070/071 the expenditure of the firm was Rs 20500 and Rs 18500 in fiscal year 2071/072where as in year 2072/073 it way Rs 24500.

4.1.4.2 Public relations and publicity

Public relations is a management tools designed to favorably influences attitudes towards an organization, its products and its policies, it is used to promote favorable relation ships with key stakeholders such as media, government, community, employee and customers.

Where as publicity refers to any communication about on organization, its products or policies through the media that is not paid for by the organization the firm has also applied the techniques of public relations and publicity.

4.1.4.3 Sales Promotion

Sales promotion consist of a diverse collection of incentive tools mostly short term, designed to stimulate quicker and or greater purchase of particular product/ services by customers or the trade sales promotion plays on important role to attract Potential customers. The tools for sales promotion are free sample distribution, cash discount, coupon price, gift hamper, commission, cash reduction etc.

The firm has been offering cash discount time to time, such as in the occasion of Bijaya Dishami and Deepawali. It gave 10% discount offer to its customers such as coupon price, scratch card and many more promotional tools, offering free sample to the relatable and consumer. This has also significant impact in sales volume of the firm. For applying these techniques the firm has bear the following cost.

Table 4.3

Table of sales promotion expenditure in different year

(In Rs)

Fiscal year	2068/069	2069/070	2070/071	2071/072	2072/073
Sampling Commission Prizes Others	7000 42000 6000 2500	5200 51350 13000 6000	2500 55000 13500 3000	2200 51000 15000 3400	1500 52000 11000 10500
Total expenditure	63500	75500	79000	76600	75000

Fig 4.3

Bar diagram of sales promotion's expenditure

The above table and figure shows that the firm is expending part of its revenue for sales promotions it is very essential to maximize the sales, it can be clear from above bar diagram that the expenditure on the sales promotion of the firm is fluctuating. It is because of the increase and decrease in the promotional activities of the firm over the years.

4.1. 4.4 Personal selling

The task of convincing and persuading customers to buy products through personal contacting or face to face talks is called personal selling. In other wards, the task of having direct contact and talks with the customers and encouraging them, assuring, giving confidence, etc to buy product is personal selling.

During the filed work visit, it was found that the firm emphasized lot by shattering its representative to Parasi, Chitwan, Taulihawa, Butwal, Bhairahawa etc. Personal selling has remarkably significant effect in entire sales promotion of the firm. Also there is a positive effect in increase of personal selling in sales volume.

Table No. 4.4

Table of expenditure on personal selling in different years.

(In Rs)

Fiscal year	2068/069	2069/070	2070/071	2071/072	2072/073
Expenditure	60000	64000	76000	70000	65000

Fig 4.4

Trend line of personal selling expenditure

The above tale shows that the firm is expending optimum amount of rupees for personal selling the personal selling expenditure for the fiscal year 2068/069 was Rs 6000 and in next year i.e. 2069/070 the expenditure was Rs 64000. Similarly it spends Rs 76000, Rs 70000 and Rs 75000 in year 2070/071, 2071/072 and 2072/073 respectively.

2.1.2.5 Other Miscellaneous Expenditures

In spite of above mentioned expenses the firms also have to bear some other direct and interest expenses such as telephone expenses, electricity and water expenses, labor fees, transportation cost, repair and maintenance charges, tent fee etc. The direct and indirect expenses of the firm are tabulated below:

Table No. 4.5

Table of miscellaneous expenditure in different years.

(In Rs.)

Fiscal year	2068/069	2069/070	2070/071	2071/072	2072/073
Miscellaneous Expenditure	400000	474800	502500	501500	524700

Figure 4.5

Trend line of miscellaneous expenses

Looking at the above table and its trend line it can be analyzed that the expenditure is in increasing order form the fiscal year 2068/069 to fiscal year 2072/073. This is the result of the increasing sales volume of the firm over the year.

4.1.3 Relationship between sales and expenditures

In this part of report, the relationship between expenditure and sales has bee analyzed. For this purpose, correlation coefficient between sales and expenditure has been calculated.

The correlation is a measure of the relationship between two variables, its sales have a relation with expenditure, and we analyzed the magnitude and type of relation between them by the help of correlation.

4.1.4 Relationship between sales and profit

The correlation coefficient is a mea sure of relative dispersion used in comparing the risk and assets with different expected return. It is standardized measure of risk per unit of

There fore, correlation between sales and profit is 0.98, which shows positive relation between sales and profit.

4.2 Major Findings:

Finding is an important part of the report writing and presentation. During the time of field work study in the concerned firm it was found that

The maximum sale of the firm was Rs 2895000 in year 2070/071 and minimum sales of Rs 2220000 in year 2068/2069

· The promotional expenditure of the firm is increasing the firm has expend maximum amount in year 2072/073 of Rs 689200 and minimum amount in year 2068/069 of Rs 637000.

· The firm earned maximum profit of Rs. 2228400 in fiscal year 2071/072 and minimum profit of Rs 1652700 in fiscal year 2069/070

· There is a positive relation between sales and expenditure.

· There is highly positive relation between sales and profit.

CHAPTER-V

DISCUSSION AND CONCLUSION

5.1 Discussions:

The main aimed of this report is to study about the sales policy in corporate by the firm. It was found that the firm applied various methods to increase its sales volume. The various methods are advertisement public relation and publicity and personal selling. Advertisement was done in various ways of media such as newspaper, local f.m. radios, hodingboard etc.

Promotional techniques like cash discount, coupon, cash prize, commission ranked second in overall sales volume and profitability. In beginning period of incorporation of these tools, sales volume jumped but it has decreased in fiscal year 2064/065. So, to increase sale number and profit volume, public relation, personal selling etc. played remarkable role in scale promotion.

The sales policy of the firm has been influenced by numerous factors among them, market observation, pricing method and channel of distribution are prime so, to formulate the effective and efficient sales policy, the firm has studied and research form different level, situation and condition of the market.

5.2 Conclusion and Implications: This field work report, help to learned that each and every business firms want to be top the market- by providing goods and services of high quality to the customers to gain a maximum profit. With the help of good technique and methods of sales policy, the firm is able make its good will in the respected region the firm has been distributing its product to Rupandehi, Nawalparasi, Palpa, Gulmi, Kapilvastu, and other nearest districts. The company is running successfully, the sales volume of the firm is increasing yearly.

Looking at the sales volume and profitability of the firm, it has sold Rs 2220000, Rs 2280000, Rs 2685000, Rs 2895000 and Rs 2610000 in year 2068/069, 2069/070, 2070/071, 2071/072 and 2072/073 respectively. And the profit of firm are Rs 1683000, Rs 1052700, Rs 2007000, Rs 2228400 and Rs 1920800 in year 2068/069, 2069/070, 2070/071, 2071/072 and 2072/073 respectively.

Thus, sales policy has remarkable effects in firm's positions.

CONCLUSION

In order to write a fieldwork report, Purchase and selling activities topic has been chosen because the activities are most important function of marketing. These activities mainly refers to the exchange of goods worth money, where transfer of title of goods from seller to the buyer takes place purchasing and selling are like two sides of a coin, as one has no existence without the presence of another. These activities are inter-related to each other and happened at a time. These activities play a vital role for increasing profit of these activities performs success of any firm by increasing profit of these activities effectively & efficiently.

In this report writing, various data and information are used as main raw material. Hence most data and information are collected from various sources and presented and analyzed on table and figures. This report writing is concerned with Chetana Stationary, which is small firm. It's purchasing and selling activities are gradually increasing year after CS mostly purchased and sold item is calculations. Trend line analysis shows that trend sales and purchase in fiscal year 2060/61.The interrelationship between purchases determined with the help of Karl Pearson's correlation coefficient method and is positive relation among them.

During the field work study some weak aspects of the firm regard to sales policy have been marked. It would be significant it the firm follows the below recommendation.

· In regard of raw material, the firm depends in foreign country. The raw material dependency should be shifted to home land form foreign country.

· The firm in selling its product mostly in Lumbini zone as well as western regions. So, the firm is suggested to consider other region too.

· The production and distribution system should be sound and effective