Customer relationshipproject

A

Project Report

On

“Studying of the Customer Relationship Management for AGR

Automobiles Varanasi”

Master of Business Administration (Marketing)

Submitted in partial fulfillment of the requirements for award of

Master of Business Administration of Tilak Maharashtra

University, Pune

Submitted by

Reshu Srivastava

PRN: 07208016685

of

Institute of Business Studies & Research, Pune

Tilak Maharastra University

Gultekdi, Pune 411037

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Acknowledgement

My Special Thanks and gratitude to Mr. Rajeev (CEO), of AGR automobiles for his generosity,

cooperation and superb guidance that helped me in completion of my project report.

I am also thankful to Mr.Inderpal Singh, (Director) IBSAR, PUNE and to my Internal Gudie,

Mrs Rashmi Mahajan, for their encouragement and motivation which was a great source of

inspiration.

I am extremely grateful to Ms Anjali Sharma (Customer care Manager) and the entire staff of

AGR automobiles for their cooperation and generosity. Their experience helped me a lot in

doing my project.

Reshu Srivastava

MBA II (Marketing)

IBSAR

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TABLE OF CONTENT

SERIAL No. TITLE PAGE No.

CHAPTER-11.1 RATIONAL STUDY 2

CHAPTER-22.1 PROJECT TITLE 42.2 OBJECTIVE OF STUDY 42.3 SCOPE OF THE STUDY 4

CHAPTER-33 PROFILE OF THE

COMPANY5-17

CHAPTER-44. REVIEW OF LITERATURE 18-24

CHAPTER-55. RESEARCH

METHODOLOGY25-31

CHAPTER-66. DATA ANALYSIS &

INTERPRETATION32-40

CHAPTER-77. FINDINGS 42

CHAPTER-88. LIMITATIONS 44

CHAPTER-99. CONCLUSION&

RECOMMENDATIONS46

10 APPENDIX 47-4911 BIBLIOGRAPHY 51

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LIST OF TABLES

TABLE 6.1

CUSTOMER’S SATISFACTION FOR AGR AUTOMOBILES

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TABLE 6.2

WHICH VERSION OF THE MODELS ARE MOSTLY DEMANDED BY THE CUSTOMER’S

34

TABLE 6.3

FEATURES OF MARUTI SUZUKI 35

TABLE 6.4

WHAT IS THE PERFORMANCE OF THE CAR 36

TABLE 6.5

AFTER SERVICING VEHICLE DELIVERED AT THE PROMISED TIME?

37

TABLE 6.6

WHAT RANK YOU WILL GIVE TO MARUTI COMPANY AS FOR THE SATISFACTION LEVEL?

38

TABLE 6.7

WHAT TYPE OF REPOT SHARED BETWEEN CUSTOMER AND DEALER?

39

TABLE 6.8

ABOUT COMPANY AFTER SALES SERVICE 40

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LIST OF FIGURES

FIGURENO. 6.1

CUSTOMER’S SATISFACTION FOR AGR AUTOMOBILES

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FIGURENO.6.2 WHICH VERSION OF THE MODELS ARE MOSTLY DEMANDED BY THE CUSTOMER’S

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FIGURE NO. 6.3

FEATURES OF MARUTI SUZUKI 35

FIGURE NO. 6.4

WHAT IS THE PERFORMANCE OF THE CAR 36

FIGURE NO. 6.5

AFTER SERVICING VEHICLE DELIVERED AT THE PROMISED TIME?

37

FIGURE NO. 6.6

WHAT RANK YOU WILL GIVE TO MARUTI COMPANY AS FOR THE SATISFACTION LEVEL?

38

FIGURE NO. 6.7

WHAT TYPE OF REPOT SHARED BETWEEN CUSTOMER AND DEALER?

39

FIGURE NO. 6.8

ABOUT COMPANY AFTER SALES SERVICE 40

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CHAPTER -1

Rationale for the Study

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In today’s intensely competitive, rapidly changing and highly complex environment characterize

by diminishing customer loyalty, the need to be market –focused and customer centric is more

critical than any other time in past. It is highly imperative for every organization to retain and use

valuable information about their customer to enhance their business strategies and product and

service offerings. Today, the key focus area of much organization is identification of a link

between customer satisfaction and performance. However, satisfaction as the confirmation of

expectation has started to be conceptualizing almost as a threshold for customers. The delivery of

satisfaction is the minimum the customer expects.

After completing the primary formalities for vocational training, the approach followed for the

project was by .having debatable discussion on various topics with the project guide, and

keeping in mind the total time duration 8 weeks, the project title “Study of the Customer

Relationship Management for AGR automobiles Varanasi” was decided. Primarily, the

researcher was given some random idea about this project at AGR automobiles. After having

very basic understanding about it’s objective and it’s importance in the organization, helped in

understanding the project better so as to make platform for analysis.

The objective behind making this project is to have the knowledge of the practices of Maruti

Services by the Marketing Department. Maruti Suzuki India Limited 50% smaller, fewer,

lighter and more beautiful. style and design quotient (formerly Maruti Udyog Limited), a

subsidiary of Suzuki Motor Corporation of Japan, is India's largest passenger car company,

accounting for over of the domestic car market. From its very inception,Maruti Suzuki has

brought to India,a simple yet powerful apanese philosophy The benefits of product quality,

safety and cost consciousness have been fused and filliped in order to present the Indian

populace with cars high on the . The extreme relevance of our brands in the Indian car arena, in

beat with the lifestyles and desires of our changing nation has made us the market favourites,

for over two decades. Gaining ground from strength to strength, we are inspirited now more

than ever,to push boundaries and conquer new horizons.

The Indian economy grew at an impressive 9 percent in GDP during 2007-08. Of late, inflation

has hardened and oil and certain other commodity prices have shot up, resulting in higher interest

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rates and an uncertain outlook for the very near term. However, the country's economy is still

expected to continue to grow robustly, if at a slightly slower pace.

CHAPTER -2

Objective of the Study

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Project Title:

Study of the Customer Relationship Management for AGR Automobiles Varanasi

Objective of project:

Primary objective:

To study the customer awareness about Maruti Suzuki, & AGR Automobiles.

To enhance the sale of Maruti Suzuki in the showroom.

To know the reason for the loss of inventory.

Secondary objectives

To analyze the customer buying behavior.

To find out the satisfaction level of the customers at AGR automobiles showroom.

To study the effect of event and promotion.

To make various suggestion on the improvement of the AGR automobiles.

Scopes:

Study is restricted to various parts of Varanasi which include: Mahmoorganj, Sigra.

The scope of the study is restricted to Customer Relationship Management only

Time frame-there is limited time of two months June to August 2009

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CHAPTER -3

Profile of the Company

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Company Profile

Maruti Suzuki is one of India's leading automobile manufacturers and the market leader in the

car segment, both in terms of volume of vehicles sold and revenue earned. Until recently,

18.28% of the company was owned by the Indian government, and 54.2% by Suzuki of Japan.

The Indian government held an initial public offering of 25% of the company in June 2003. As

of May 10, 2007, Govt. of India sold its complete share to Indian financial institutions. With this,

Govt. of India no longer has stake in Maruti Udyog.

Maruti Udyog Limited (MUL) was established in February 1981, though the actual production

commenced in 1983 with the Maruti 800,based on the Suzuki Alto key car which at the time was

the only modern car available in India, its' only competitors- the Hindustan Ambassador and

Premier Padmini were both around 25 years out of date at that point. Through 2004, Maruti has

produced over 5 Million vehicles. Marutis are sold in India and various several other countries,

depending upon export orders. Cars similar to Marutis (but not manufactured by Maruti Udyog)

are sold by Suzuki and manufactured in Pakistan and other South Asian countries. Its

manufacturing facilities are located at two facilities Gurgaon and Manesar south of New Delhi.

Maruti’s Gurgaon facility has an installed capacity of 350,000 units per annum. The Manesar

facilities, launched in February 2007 comprise a vehicle assembly plant with a capacity of

100,000 units per year and a Diesel Engine plant with an annual capacity of 100,000 engines and

transmissions. Manesar and Gurgaon facilities have a combined capability to produce over

700,000 units annually. During 2007-08, Maruti Suzuki sold 764,842 cars, of which 53,024 were

exported. Maruti Suzuki offers 13 models, Maruti 800, Omni, Alto, Versa, Ritz, Gypsy, A

Star, Wagon R, Zen Estilo, Swift, Swift Dzire, SX4, and Grand Vitara. Swift, Swift dzire, A

star and SX4 are maufactured in Manesar, Grand Vitara is imported from Japan as a completely

built unit (CBU), remaining all models are manufactured in Maruti Suzuki's Gurgaon Plant.

Established in December 1983, Maruti Suzuki India Ltd. has ushered a revolution in the Indian

car industry. This car is meant for an average Indian individual which is affordable as well as has

elegant appeal. Maruti Suzuki India Ltd. is the result of collaboration of Maruti with Suzuki of

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Japan. At this time, the Indian car market had stagnated at a volume of 30,000 to 40,000 cars for

the decade ending 1983. This was from where Maruti took over.

The company has crossed the milestone of becoming the first Indian company in March 1994, by

manufacturing in totality one million vehicles. It is known for its mass-production and selling of

more than a million cars. Maruti Suzuki India Ltd. is the India's largest automobile company

which entered in the market with affirmed aim to render high quality fuel – efficient and low -

cost vehicles.More than half the number of cars sold in India wear a Maruti Suzuki badge.    We

are a subsidiary of Suzuki Motor Corporation Japan. We offer full range of cars- from entry level

Maruti 800 & Alto to stylish hatchback Ritz, A star, Swift, Wagon R, Estillo and sedans DZire,

SX4 and Sports Utility vehicle Grand Vitara.

Since inception, we have produced and sold over 7.5 million vehicles in India and exported over

500,000 units to Europe and other countries. Our turnover for the fiscal 2008-09 stood at Rs.

203,583 Million & Profit After Tax at Rs. 12,187 Million.

Sales figure in the year 1993 has reached up to 1,96,820. Maruti comes in a variety of models in

the 800 segment. Its cars operate on Japanese technology, pliable to Indian conditions and Indian

car users. By the year 1998-99, the company has modernize the existing facilities and expand its

capacity by 1,00,000 units.

Recently to ward off the growing competition, Maruti has completed Rs. 4 billion expansion

project at the current site, which has raised the total production capacity to over 3,20,000

vehicles per annum. With the coming of each and every year, the total production of the

company exceed by 4,00,000 vehicles.

In the small car segment it produces the Maruti 800 and the Zen. The big car segment includes

the Maruti Esteem and the Maruti 1000. Along with them, the company also manufactures

Maruti Omni. Other models includes Wagon R and the Baleno.

Headquarter in Gurgaon, on 17 September 2007, Maruti Udyog was renamed to Maruti Suzuki

India Limited. Both in terms of volume of vehicles sold and revenue earned, the company is

India's leading automobile manufacturers and the market leader in the car segment. Sales

recorded in June 2008, is Rs. 4,753.58 crores.

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MISSION

An Organization’s mission is the purpose or reason for the organization’s existence, means, what

the company is providing to society.

“Maruti seeks to create a more prosperous society through automotive manufacturing”

Mission critical attitude and fiscal prudence has been a way of life within Maruti, good or bad

times notwithstanding. And what has fuelled this over the last 18 months is the Japanese major's

3-G philosophy pushed by Nakanishi, which he refers to as 'going back to basics'. "Arm chair

management doesn't help," says Nakanishi. Genba (go to actual spot), Genjitsu (see what's

happening) and Gembutsu (identify actual problem) have laid down the framework for Maruti in

its 3-year rolling plan till 2010-11. Maruti’s fundamental mission is to contribute to people’s

lifestyles, society, and the economy through automotive manufacturing. In upholding this

mission, we have always focused on the future of the automobile industry when deciding how

best to position our company.

VISION

While the global economy is deep in the recession roil and its tremors being felt in India, the

country's largest automaker seems unfazed, What is helping Maruti today, is the company's

ability to constantly innovate even beyond product ,so the company’s vision is “We have to

ensure that any disruption in the environment doesn't jeopardize your market position. If we say

this vision in one line then it is “Maruti’s aims to achieve long-term, stable growth in

harmony with the environment, the global economy, the local communities it serves, and its

stakeholders”.

Facilities

Maruti Suzuki has two state-of-the-art manufacturing facilities in India. The first facility is at

Gurgaon spread over 300 acres and the other facility is at Manesar, spread over 600 acres in

North India.

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The Gurgaon facility

Maruti Suzuki's facility in Gurgoan houses three fully integrated plants. While the three plants

have a total installed capacity of 350,000 cars per year, several productivity improvements or

shop floor Kaizens over the years have enabled the company to manufacture nearly 700,000 cars/

annum at the Gurgaon facilities.The entire facility is equipped with more than 150 robots, out of

which 71 have been developed in-house. More than 50 per cent of our shop floor employees

have been trained in Japan. Our Gurgaon facility also houses `K' Engine plant. The `K' family

engine plant has an installed annual capacity of 240,000 engines and was commissioned in 2008.

Spread over an area of 20,300 m2, the `K' family engine facility is part of the Rs 9,000 crore

investment plan drawn by Maruti Suzuki and Suzuki Motor Corporation.

The next generation `K'engine like all Maruti Suzuki earlier technologies is highly fuel efficient,

while offering the best in refinement and performance.It will take the engine technology to the

next level in India. A-Star is the first car to be powered by `K' family engine. The forthcoming

models will be powered by other `K' family engines The in-line plant layout consisting of

Casting, Machining and Assembly processes has high level of automation, effective material

handling and inventory reduction techniques in place, aimed for high operational efficiency.

The facility employs global manufacturing best practices like cold testing, 100% on line

automated checks to ensure global quality.

The Manesar facility

Our Manesar facility has been made to suit Suzuki Motor Corporation (SMC) and Maruti Suzuki

India Limited's (MSIL) global ambitions. The plant was inaugurated in February 2007. At

present the plant rolls out World Strategic Models Swift , A-star & SX4 and DZire.The plant has

several in-built systems and mechanisms. There is a high degree of automation and robotic

control in the press shop, weld shop and paint shop to carry on manufacturing work with acute

precision and high quality.

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The plant is designed to be flexible: diverse car models can be made here conveniently owing to

automatic tool changers, centralized weld control system and numerical control machines that

ensure high quality. The plant at Manesar is the company's fourth car assembly plant and started

with an initial capacity of 100,000 cars per year. This will be scaled up to 300,000 cars per year

by October 2008.

Diesel Engine Plant- Suzuki Powertrain India Limited

Suzuki Powertrain India Limited the diesel engine plant at Manesar is SMC's & Maruti's first and

perhaps the only plant designed to produce world class diesel engine and transmissions for cars.

The plant is under a joint venture company, called Suzuki Powertrain India Limited (SPIL) in

which SMC holds 70 per cent equity the rest is held by MSIL.

This facility has an initial capacity to manufacture 100,000 diesel engines a year. This will be

scaled up to 300,000 engines/annum by 2010.

Road Safety And Maruti Suzuki

Maruti Suzuki has already trained around 450,000 persons in safe driving in the last few years.

Through the National Road Safety Mission, the company plans to touch a total of million persons

in the next few years.

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Maruti Suzuki contributes towards road safety through its IDTR and MDS initiatives.

National Road Safety

Taking forward its commitment to Road Safety, Maruti Suzuki has adopted a National

Road Safety Mission.

Under the mission Maruti Suzuki will Train 500,000 people in safe driving in the next 3

years across India.

While utilizing the existing 2 Institutes of Driving Training and Research (IDTR) in

Delhi and the 50 Maruti Driving Schools (MDS) across the country the company will

enter into partnerships with state governments for more IDTRs and with its dealers for

more MDS.

Of the 500,000 people to be trained, at least 100,000 will be people from

Underprivileged section of society, who are keen to take driving as a profession.

In addition, Maruti Suzuki will continue to support to government and industry in their

efforts for road safety.

Maruti Exports

Maruti Suzuki exports entry-level models across the globe to over 100 countries and the focus

has been to identify new markets. Some important markets include Latin America, Africa and

South East Asia.

Interestingly with a brand new offering A-star, Maruti Suzuki is ready to take on European

markets.Maruti Suzuki sold 53,024 units during 2007-08. This is the highest ever export volume

in a year for the company, and marked a growth of 35 per cent over the previous year.

Maruti Suzuki has exported over 552,000 units cumulatively with about 280,000 units to Europe

and Israel Big ticket to Europe .The year 2009 holds the big ticket to Europe.

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The export effort will be led by Suzuki's fourth World Strategic Model, A-star, which is being

manufactured exclusively in Maruti Suzuki.

Maruti Suzuki has been exporting cars for more than a decade, and customers in India draw

reassurance from the fact that cars manufactured by Maruti Suzuki have a place in the most

demanding markets. Quote UnQuote, S. Nakanishi, MD & CEO, MSIL The first export

shipment of Maruti Suzuki's World Strategic Model A-star set out for Europe in early January

from the newly built Mundra port. Branded as Suzuki Alto in Europe, this marks Suzuki's re-

entry into the European small-car market. Maruti Suzuki had unveiled the Suzuki World

Strategic Model A-star in mid-November 2008.

The car has been tastefully designed keeping in mind the discerning European and Indian

customers. The compact car with a brand new design is also one of the finest in terms of

environment friendliness. Maruti Suzuki is looking forward to increase its export volumes

manifold and enhance its presence in Europe through the A-star. To meet the infrastructure

demand Maruti Suzuki has forged partnerships with the Adani group to set up a mega car

terminal at Mundra.

Dedicated car terminal facility

The mega car terminal facility being developed at Mundra is a part of the long term agreement

signed between Maruti Suzuki and MPSEZL last year to develop a dedicated car handling

facility. The mega car terminal, being built with an initial investment of Rs 100 crore (INR 1

billion) will conform to international standards. The facility is expected to bring global

efficiencies to the auto logistics industry and will help bring India on the global automotive

logistics map.The car terminal is expected to be fully operational by March 2009. The facility

would also house a state-of-the-art 'Wash Inspection and Waxing Centre', a car stockyard and a

dedicated 'buffer area' for cars to be parked before loading onto the ship.

"Maruti Suzuki has ambitious plans for exports. Maruti Suzuki has the technology, skills and

manufacturing capabilities to build global quality cars for international markets. However, to

match our export ambitions, we needed infrastructure support like a dedicated car terminal. With

this initiative and with partners like MPSEZL and NYK, we have confidence that our exports

volumes would grow manifold. It is indeed a big leap in automotive logistics for India." Quote

UnQuote, S. Nakanishi, MD & CEO, MSIL at the inaugural shipment.

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Maruti Suzuki & Motor Sports

Be it a motorsport enthusiast, an amateur or a professional, Maruti Suzuki offers the thrill and

joy of motorsport to all of them. The Maruti Suzuki motorsport calendar is packed with exciting

motoring events. For families, there are events like Women's Fun Drive and Treasure Hunt

throughout the year, across cities. The Maruti Suzuki Autocross brings action for amateurs and

professionals, together. But what makes the Maruti Suzuki motorsport calendar an attraction in

India (and internationally too) are Maruti-Suzuki Raid-de-Himalaya, Maruti Suzuki Rally Desert

Storm and Maruti Suzuki Monsoon Car Rally of Kerala.

Board of Directors

Mr. R. C. Bhargava Mr. Shinzo Nakanishi Mr. Manvinder Singh Banga

Chairman Managing Director and CEO Director

Mr. Amal Ganguli Mr. D. S. Brar Mr. Keiichi Asai

Director Director Director

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Mr. Osamu Suzuki Mr. Shuji Oishi Ms. Pallavi Shroff

Director Director Director

Mr. Kenichi Ayukawa Mr. Tsuneo Ohashi

Director Director and Managing Executive Officer (Production)

As a responsible corporate citizen, Maruti Suzuki India Limited ('Maruti' or "the Company") has

always believed in following highest standards of Corporate Governance. Being a listed

Company, every act of the Company, its Board Members and its employees is the focus of public

attention and accordingly, there is a need to reinforce Maruti's commitment towards maintaining

highest standards of Corporate Governance. This Code of Business Conduct and Ethics ("Code

of Conduct" or "Code") helps ensure compliance with our standards of business conduct & ethics

and also with regulatory requirements. All Senior Management Personnel are expected to read

and understand this Code of Business Conduct and Ethics, uphold these standards in day-to-day

activities and also comply with all applicable standards, policies and procedures of the company.

This policy should be read in conjunction with applicable regulations & existing policies &

procedures of the Company. You can also contact the Secretarial & Legal Department if you

have any questions or clarifications.

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Company Products

Offers 14 models of cars such as:

Maruti 800 launched – 1983

Maruti Omni launched -1984

Maruti Gypsy launched -1985

Maruti Zen launched -1990

Maruti Alto launched -2000

Maruti Wagon-R launched -2002

Maruti Versa launched -2003

Maruti Grand Vitara launched -2004

Maruti Suzuki Swift launched -2005

Maruti Zen Estilo launched -2006

Maruti Suzuki SX4 launched -2007

Maruti Swift Dzire launched -2008

Maruti A-Star launched -2008

Maruti Suzuki Ritz launched -2009

In spite of all these models, Baleno failed to meet the customer expectations.

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Key success factor

(1)The Quality Advantage

Maruti Suzuki owners experience fewer problems with their vehicles than any other car

manufacturer in India (J.D. Power IQS Study 2004). The Alto was chosen No.1 in the premium

compact car segment and the Esteem in the entry level mid - size car segment across 9

parameters.

(2)A Buying Experience like No Other

Maruti Suzuki has a sales network of 307 state-of -the-art showrooms across 189 cities, with a

workforce of over 6000 trained sales personnel to guide MUL customers in finding the right car.

(3)Quality Service across 1036 Cities

In the J.D. Power CSI Study 2004, Maruti Suzuki scored the highest across all 7 parameters:

least problems experienced with vehicle serviced, highest service quality, best in-service

experience, best service delivery, best service advisor experience, most user-friendly service and

best service initiation experience.92% of Maruti Suzuki owners feel that work gets done right the

first time during service. The J.D. Power CSI study 2004 also reveals that 97% of Maruti Suzuki

owners would probably recommend the same make of vehicle, while 90% owners would

probably repurchase the same make of vehicle.

(4)One Stop Shop

At Maruti Suzuki, customers will find all car related needs met less than one roof. Whether it is

easy finance, insurance, fleet management services, exchange- Maruti Suzuki is set to provide a

single-window solution for all car related needs.

(5) The Low Cost Maintenance Advantage

The acquisition cost is unfortunately not the only cost customers face when buying a car.

Although a car may be affordable to buy, it may not necessarily be affordable to maintain, as

some of its regularly used spare parts may be priced quite steeply. Not so in the case of a Maruti

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Suzuki. It is in the economy segment that the affordability of spares is most competitive, and it is

here where Maruti Suzuki shines.

(6)Lowest Cost of Ownership

The highest satisfaction ratings with regard to cost of ownership among all models are all Maruti

Suzuki vehicles: Zen, Wagon R, Esteem, Maruti 800, Alto and Omni.

(7) Technological Advantage

It has introduced the superior 16 * 4 Hypertech engines across the entire Maruti Suzuki range.

This new technology harnesses the power of a brainy 16-bit computer to a fuel-efficient 4-valve

engine to create optimum engine delivery. This means every Maruti Suzuki owner gets the ideal

combination of power and performance from his car.

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CHAPTER -4

REVIEW OF

LITERATURE

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C.R.M

Customer relationship management (CRM) consists of the processes a company uses to track

and organize its contacts with its current and prospective customers. CRM software is used to

support these processes; information about customers and customer interactions can be entered,

stored and accessed by employees in different company departments. Typical CRM goals are to

improve services provided to customers, and to use customer contact information for targeted

marketing.

While the term CRM generally refers to a software-based approach to handling customer

relationships, most CRM software vendors stress that a successful CRM effort requires a holistic

approach. CRM initiatives often fail because implementation was limited to software installation,

without providing the context, support and understanding for employees to learn, and take full

advantage of the information systems. CRM tools should be implemented "only after a well-

devised strategy and operational plan are put in place". CRM can be implemented without major

investments in software, but software is often necessary to explore the full benefits of a CRM

strategy. Other problems occur when failing to think of sales as the output of a process that itself

needs to be studied and taken into account when planning automation. From the outside,

customers interacting with a company perceive the business as a single entity, despite often

interacting with a number of employees in different roles and departments. CRM is a

combination of policies, processes, and strategies implemented by an organization to unify its

customer interactions and provide a means to track customer information. It involves the use of

technology in attracting new and profitable customers, while forming tighter bonds with existing

ones.

CRM includes many aspects which relate directly to one another:

Front office operations — Direct interaction with customers, e.g. face to face meetings,

phone calls, e-mail, online services etc.

Back office operations — Operations that ultimately affect the activities of the front

office (e.g., billing, maintenance, planning, marketing, advertising, finance,

manufacturing, etc.)

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Business relationships — Interaction with other companies and partners, such as

suppliers/vendors and retail outlets/distributors, industry networks (lobbying groups,

trade associations). This external network supports front and back office activities.

Analysis — Key CRM data can be analyzed in order to plan target-marketing campaigns,

conceive business strategies, and judge the success of CRM activities (e.g., market share,

number and types of customers, revenue, profitability).

Proponents of CRM software claim that it doesn't only allow more effective ways of managing

customer relationships, but also more customer-centric ways of doing business. Executives often

cite the need for the proper tools as a barrier to delivering the experience their customers expect.

A 2009 study of over 860 corporate executives revealed only 39% believe that their employees

have tools and authority to solve customer problems.

Types/variations of CRM

There are several different approaches to CRM, with different software packages focusing on

different aspects. In general, Customer Service, Campaign Management and Sales Force

Automation (SFA) form the core of the system (with SFA being the most popular).

Operational CRM

Operational CRM provides support to "front office" business processes, e.g. to sales, marketing

and service staff. Interactions with customers are generally stored in customers' contact histories,

and staff can retrieve customer information as necessary. The contact history provides staff

members with immediate access to important information on the customer (products owned,

prior support calls etc.), eliminating the need to individually obtain this information directly from

the customer. Reaching to the customer at right time at right place is preferable. Operational

CRM processes customer data for a variety of purposes:

Managing campaigns

Enterprise Marketing Automation

Sales Force Automation

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Sales Management System

Analytical CRM

Analytical CRM analyzes customer data for a variety of purposes:

Designing and executing targeted marketing campaigns

Designing and executing campaigns, e.g. customer acquisition, cross-selling, up-selling,

addon-selling

Analyzing customer behavior in order to make decisions relating to products and services

(e.g. pricing, product development)

Management information system (e.g. financial forecasting and customer profitability

analysis)

Analytical CRM generally makes heavy use of data mining and other techniques to produce

useful results for decision-making. It is at the analytical stage that the importance of fully

integrated CRM software becomes most apparent. Logically speaking, the more information

that the analytical software has available for analysis, the better its predictions and

recommendations will be.

Sales Intelligence CRM

Sales Intelligence CRM is similar to Analytical CRM, but is intended as a more direct sales tool.

Features include alerts sent to sales staff regarding:

Cross-selling/Up-selling/Switch-selling opportunities

Customer drift

Sales performance

Customer trends

Customer margins

Customer alignment

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Campaign Management

Campaign management combines elements of Operational and Analytical CRM. Campaign

management functions include:

Target groups formed from the client base according to selected criteria

Sending campaign-related material (e.g. on special offers) to selected recipients using

various channels (e.g. e-mail, telephone, SMS, post)

Tracking, storing, and analyzing campaign statistics, including tracking responses and

analyzing trends

Collaborative CRM

Collaborative CRM covers aspects of a company's dealings with customers that are handled by

various departments within a company, such as sales, technical support and marketing. Staff

members from different departments can share information collected when interacting with

customers. For example, feedback received by customer support agents can provide other staff

members with information on the services and features requested by customers. Collaborative

CRM's ultimate goal is to use information collected by all departments to improve the quality of

services provided by the company. CRM also plays a role of data distributor within customers,

producers and partners. Producers can use CRM information to develop products or find new

market. CRM facilitates communication between customers, suppliers and partner by using new

information system such email, link and data bank.

Consumer Relationship CRM

Consumer Relationship System (CRS) covers aspects of a company's dealing with customers

handled by the Consumer Affairs and Customer Relations contact centers within a company.

Representatives handle in-bound contact from anonymous consumers and customers. Early

warnings can be issued regarding product issues (e.g. item recalls) and current consumer

sentiment can be tracked (voice of the customer).

Strategy

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Several CRM software packages are available, and they vary in their approach to CRM.

However, as mentioned above, CRM is not just a technology but rather a comprehensive,

customer-centric approach to an organization's philosophy of dealing with its customers. This

includes policies and processes, front-of-house customer service, employee training, marketing,

systems and information management. Hence, it is important that any CRM implementation

considerations stretch beyond technology toward the broader organizational requirements.

Implementation issues

Many CRM project "failures" are also related to data quality and availability. Data cleaning is a

major issue. If a company's CRM strategy is to track life-cycle revenues, costs, margins, and

interactions between individual customers, this must be reflected in all business processes. Data

must be extracted from multiple sources (e.g., departmental/divisional databases such as sales,

manufacturing, supply chain, logistics, finance, service etc.), which requires an integrated,

comprehensive system in place with well-defined structures and high data quality. Data from

other systems can be transferred to CRM systems using appropriate interfaces.

Because of the company-wide size and scope of many CRM implementations, significant pre-

planning is essential for smooth roll-out. This pre-planning involves a technical evaluation of the

data available and the technology employed in existing systems. This evaluation is critical to

determine the level of effort needed to integrate this data.

Equally critical is the human aspect of the implementation. A successful implementation requires

an understanding of the expectations and needs of the stakeholders involved. An executive

sponsor should also be obtained to provide high-level management representation of the CRM

project. An effective tool for identifying technical and human factors before beginning a CRM

project is a pre-implementation checklist. A checklist can help ensure any potential problems are

identified early in the process.

Privacy and data security System

One of the primary functions of CRM software is to collect information about customers. When

gathering data as part of a CRM solution, a company must consider the desire for customer

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privacy and data security, as well as the legislative and cultural norms. Some customers prefer

assurances that their data will not be shared with third parties without their prior consent and that

safeguards are in place to prevent illegal access by third parties.

Maruti Suzuki CRM

Maruti Suzuki achieves an overall C.S.I Score of 820 an a 1000 point Scale, overall customer

satisfaction with dealer service for the industry improves slightly in 2008-up by 3 points since

2007,with six of the 11 ranked brands demonstrating gains. While ranking below the industry

average Tata and Mahindra emerge as the most improved brands, respectively, particularly in the

areas of services initiation, quality of services advisors and in services experience.

“Maruti Suzuki has effectively implemented simple producers that improved satisfaction with

the value of work performed and perceptions of the fairness and honesty of the dealer, such as

greeting service customers quickly upon arrival and fully explaining charges and repairs”, said

Mohit Arora senior director at J.P Power Asia Pacific, Singapore “Instituting these low.-effort

yet high-impact practices helps to foster trust among customers, which is critical to building

loyalty for future service and sales opportunities.”

The study finds that the proportion of vehicles brought in and serviced within the same day has

increased to 55 percent this year from 49 percent in 2007.Quick completion of service is a key

source of customers delight, particularly for customers who visit the dealer for routine

maintenance.

In 2008 India Customer Satisfaction Index(C.S.I) study is based on responses from more than

5,594 owners of nearly 41 different vehicle models. The study was fielded from June to August

those customers who serviced their vehicles at authorized services facilities.

S.M.R.-(service marketing report)-

Services marketing report is the detail of the customers who purchased the car from the

showroom. In this report we have the data about the Customer purchasing date and the time of

car servicing. Means by this report we remind to customer that it is the time of your car servicing

.So we ask some questions for customer satisfaction these are the following questions:

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Ques.1-are you aware of the maintained schedule of yours cars?

Ques2-as per record you cars service in due on-will you like to make a booking?

CHAPTER -5

RESEARCH

METHODOLOGY

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Research Methodology

Research methodology is away to systematically solve research problem. In it we study the

various step that are generally adopted by researcher in studying his research problem along with

logic behind them. It is necessary for a researcher to know not only the research

method/techniques but also the methodology. It may be noted, in the context of planning &

development that the significance of research lines in its quality and not in quantity. Researcher

should know how to apply particular research techniques, but they also need to know which of

these methods or techniques, are relevant and which are not, and what would they mean and

indicate and why?

Meaning of Research

“Research is common parlance refers to a search for knowledge. In fact research is an act of

scientific investigation.”

The project was divided in to the following steps.

To decide objective of the study

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To decide research design & application

To decide source of data collection

To decide from of data collection

To organize & collect data

To process & analyze report

To prepare the research report

1.To decide objective of the Study:-

This step is also research problem. problem definition is the most critical part of the research

process. research problem definition involves specifying the information needed by management.

The main objective of the study are:

To study the awareness of Maruti Suzuki & AGR automobiles in Varanasi.

To find out the level of customer satisfaction with the offers, discount and services

offered by Maruti Suzuki & AGR automobiles.

2. To decide research design & application:-

Research design involves defining the research problem, determining how to collect the data and

from whom, establishing the way the data will be analyzed estimating costs and the preparation

of the research approach. For this study, descriptive research was selected.

3. To decide Source of data there are two source of data

Primary Data

Secondary Data

Primary data:-

Primary data is the original data collected specifically for the problem.

Reason for selecting primary data:-

In terms of primary data a questionnaire has been used to interview desire sample units that give

accurate and up to data information as well better to research problem.

Research approaches: - Primary data can be collected in five main ways: through Observation,

focus groups, surveys, behavioral data, and experiments.

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Research instruments:- Marketing researchers have a choice of three main research

Instruments in collecting primary data:

Questionnaires: - A questionnaire consists of questions presented to respondents for

their answers. Because of its flexibility, the questionnaire is by far the most common

Instrument used to collect primary data. Questions can be open-ended or closed-Ended.

Qualitative measures: - Some marketers prefer more qualitative methods for gauging

consumer opinion because consumer actions do not always match their answers to survey

questions. Qualitative research techniques are relatively unstructured measurement

approaches that permit a range of possible responses, and they are a creative means of

ascertaining consumer perceptions that may other-Wise be difficult to uncover.

Mechanical devices: -Mechanical devices are occasionally used in marketing

research .Mechanical devices like galvanometers measure the respondent’s interest or

emotions aroused by exposure to a specific ad or picture.

Secondary data:-

Data potentially useful in solving a current problem but that were collected for a different

purpose.

Reason for selecting secondary data:-

Secondary data can be gathered quickly and inexpensively, compared to primary data, it is clear

useful to study analyzing the recent development in the telecom industry.

Contact methods:- Once the sampling plan has been determined, the marketing researcher must

decide how the subject should be contact:

Mail questionnaire: - The mail questionnaire is the best way to reach people who would

not give personal interviews or whose responses might be biased or distorted by the

interviewers. Mail questionnaires require simple and clearly worded questions.

Telephone interview: - Telephone interviewing is the best method for gathering

information quickly; the interviewer is also able to clarify questions if respondents do not

understand them. The response rate is typically higher than in the case of mailed

questionnaires.

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Personal interview: - Personal interviewing is the most versatile method. The

interviewer can ask more questions and record additional observations about the

respondent, such as dress and body language. Personal interviewing takes two forms. In

arranged interviews, respondents are contacted for an appointment, and often a small

payment or incentive is offered. Intercept interviews involve stopping people at a

shopping mall or busy street corner and requesting an interview.

Online interviews: - There is increased use of online methods. There are so many ways

to use the Net to do research. In this method, researcher can include a questionnaire on its

Web site and offer a people to answer the questionnaire.

4.To decide from of data collection:-

For this project survey method was selected which was carried through person interview.

Because information from different customers was required.

5. To organize & collect data:-

Once the researcher has formulated and development a research design including questionnaire

second thing he has to decide whether he has to collect the information. From all the targeted

customers. There can be two types of survey are possible.

Sample Survey

Census Survey

“For this project sample Survey war chosen”

Characteristics of the sample survey are:-

It is cheaper than census survey

It requires less time

It is economical

More detail information can be collected

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Deciding the sample plan requires following decisions

Sample unit “Who is to be surveyed”

Sample

Sample is the true representation of the population by studying of the sample we can predict the

behavior of the population.

Sample Size: 250 (in this case)

Method of Sampling:-

In this project, the survey was done within the market that means probabilistic convenience

Sampling was carried out.

6. To process & analyze data:-

After the data was collected it was tabulated, analyzed and interpreted to the conclusion reach.

Techniques Applied

Bar Chart:- A chart in which the length of the bar represents the amount of the item

associated with the bar.

Pie Chart:- A circle divided in to sections, such that each section represent the percentage

of the total area of a circle associates with one variable.

Types of Research

Along with this there may be 3 type of research methodology these are :-

They are –

Exploratory Research

Descriptive Research

Casual Research

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“Our research is based on the exploratory research.”

Exploratory Research

“The objective of this research is to gather preliminary information that will help us to define

the problem and to suggest any hypothesis.”

Which means first we have to define the problem and research objective? Then we have to

develop the research plan for collecting information. Now after collection data we have to

interpret those data for any suggestion,

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CHAPTER-6

DATA ANALYSIS &

INTERPRETATION

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Customer’s Satisfaction for AGR Automobiles

TABLE No.6.1

Levels of Satisfaction Value Percentage responded

Satisfied 135 54%

Dissatisfied 55 22%

No Comments 55 22%

Highly Satisfied 5 2%

Figure No.6.1

Data \Analysis

From the analysis we can conclude that to the existing customer of the dealers, there are satisfied

customer 54%, dissatisfied are 22% from servicing or after sales servicing,22% is the percentage

of those customers who not replied, There is also 2 % customer who was highly satisfied from

the company and also from dealers.

Data Interpretation

In the showroom there is range of the customers, huge no. of customers are satisfied from the

service of the company and dealer, there is also no. of customer who are dissatisfied from the

services but rage of satisfied and highly satisfied customer is more.

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Which version of the models are mostly demanded by the customer’s

TABLES No. 6.2

Version Value Percentage of Demand

PETROL 90 36%

DISEL 112.5 45%

LPG 47.5 19%Figure No.6.2

Data Analysis

From the above table we can conclude that according to the dealers 45 % of the customer asks

for the diesel variants while 36 support the petrol variants and 19 % wants the LPG variants of

different models.

Data Interpretation

The demand for the diesel variant is more for most of the models but the firm has limited number

of the models having diesel variants. The customers are also looking for the gas models which

will suitable for LPG and CNG. So the firm should think for the diesel and gas variants.

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Features of Maruti Suzuki

TABLE No.6.3

Features Value Percentage of loyalty

Price 95 38%

Quality 55 22%

Service 87.5 35%

Others 12.5 5%

Figure No.6.3

Data Analysis

The above analysis shows that 38 % of customers are buying the Maruti Suzuki product for its

price, 22 % buy them due to their quality. 35% think that after sale service is provided by Maruti.

And 5% people buy them due to other reasons like style, look etc.

Data Interpretation

We can conclude that most of the people think that Maruti Suzuki pricing are economical so they

are loyal to his brand. While other people give emphasis to the after sale service. Quality and

other features are also a trait for the buyers.

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What is the Performance of the Car

TABLE No.6.4

Customer Opinion Value Percentage of Responded

Excellent 62.5 25%

Very good 125 50%

Good 50 20%

Poor 12.5 5%

Figure No.6.4

Data Analysis

The above analysis shows that there is 25% customers are highly satisfied from the performance

of car, there is 50% response is very good and 20% is response for good also there is 5%

response of poor performance of car.

Data Interpretation

We can conclude that there is huge no of customer’s are satisfied with the performance of the

car, data is concerned with those customers who are the existing customers of Maruti Suzuki and

data is also concerned with new customers.

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After servicing vehicle delivered at the promised time?

TABLE No.6.5

Customers opinion Value Percentage of Responded

Yes 200 80%

NO 50 20%

Figure No.6.5

Data Analysis

There is 80% customers response is that they get their vehicle at promisied time and 20%

customers who responded that they never get their vehicle at promisied time.

Data Interpretation

Servicing comes in after sales services,dealer provides this services to customers so there is

necessary for dealer to provide the vehicle at the promised time because it makes the relationship

better with the customers.

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What rank you will give to Maruti company as for the satisfaction level?

TABLE No.6.6

Rank for the satisfaction level

Value Percentage of Responded

1 82 33%

2 67.5 27%

3 50 20%

4 32.5 13%

5 17.5 7%

Figure No.6.6

Data Analysis

The table is shows the rank for the customer satisfaction level 1 is highest and 5 is the

lowest,there is 33% response for the rank 1,27% for the rank 2,20%for the rank 3,13% for the

rank 4,7% for the rank 5.

Data Interpretation

By the analysis this is found that there is huge customers of Mruti Suzuki those are satisfied from

the company.

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What type of repot shared between Customer and dealer?

TABLE No.6.7

Customer Opinion Value Percentage of Responded

Excellent 62.5 25%

Very good 125 50%

Good 50 20%

Poor 12.5 5%

Figure No.6.7

Data Analysis

The table shows that there is 25% opinion for the excellent and 50% response for good,

20% for good and also there is 5% opinion for poor relationship with the dealer.

Data Interpretation

There should be good relation between customer and dealer because it helps to increase the sales

of company and also helpful for making the customer relationship management.

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About Company after Sales Service

TABLE No.6.8

Customer Opinion Value Percentage of Responded

Excellent 62.5 25%

Very Good 125 50%

Good 37.5 15%

Poor 25 10%

Figure No.6.8

Data Analysis

The table shows that there is 25% customer responded for the excellent services of company and

50% for the very good,15% for the good and there is 10% responded for the poor services of the

company.

Data Interpretation

There is important to know the after sales services of the company it shows the customers

satisfaction and also shows the customer relationship management.

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CHAPTER-7

FINDINGS

49

Findings

There is 54% of satisfied customer’s of Maruti Suzuki.

The demand for the diesel variant is more for most of the models but the firm has limited

number of the models having diesel variants. The customers are also looking for the gas

models which will be suitable for LPG and CNG. So the firm should think for the diesel

and gas variants.

Most of people think Maruti Suzuki pricing are economical so they are loyal to his brand.

While other people give emphasis to the after sale service. Quality and other features are

also a trait for the buyers.

There is large no of customer’s are satisfied with the performance of the car, data is

concerned with those customers who are the existing customers of Maruti Suzuki and

data is also concerned with new customers.

Servicing comes in after sales services,dealer provides this services to customers so there

is necessary for dealer to provide the vehicle at the promised time because it makes the

relationship better with the customers.

There should be good relation between customer and dealer because it helps to increase

the sales of company and also helpful for making the customer relationship management.

There is important to know the after sales services of the company it shows the customers

satisfaction and also shows the customer relationship management.

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CHAPTER-8

LIMITATION

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Limitation

It was assumed that the information given by the respondents is authentic and best

of their knowledge.

Some of the view given was completely views by customers as they were in a

hurry and were not considered in the data analysis.

The result of the study is applicable to the survey area only.

Time is also one of the important limitations.

Dull process and unwilling respondent also affect the result of the study.

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CHAPTER-9

Conclusion & Recommendation

53

Conclusion of the Study

The research work was successfully identifying by the studying the relationship management of

Maruti Suzuki in AGR Automobiles in Varanasi. The conclusion can be drawn from this study

may be:-

Maruti Suzuki is India’s one of the leading automobile manufactures and also the leader

of the market both in terms of volume and revenue generated.

Taking the sale trend in to account MSL sold a record number of vehicle 7, 14,842 in

2007-08 including 53,024 units of export. In 2007-08 it record a turnover of INR 145,922

million which rose to 178,603 million in 2007-08 showing a growth of 20%.

Hence Maruti Suzuki Limited has captured over all share of 46% in the Indian car

market.

Recommendation

To conclude, it can be said that AGR Automobiles has created its image in a very short period in

Varanasi. AGR is the Best dealer of Maruti Suzuki. It is attracting the customers with its good

services. Most of the customer satisfied by buying the Maruti car from AGR automobiles. This

satisfaction can be concluded by the response of customer in the questionnaires. Day by day

Maruti Suzuki is improving his reputation to other Automobile Company. The comparison chart

and survey report in this training report can recognize this.

There should be more staff having experience of automobile sector.

There should be more efficient planning for satisfying customer needs.

Attractive offers should be given time to time, to increase customer’s interests

There should be easy process of car servicing.

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Appendix

55

Questionnaires

Q.No.1:- Do you have any Maruti Suzuki four wheelers?

Ans- (a) Yes (b) No

Q.No.2:-Which Maruti Model do you have?

Ans- (a) Maruti 800 (b) Maruti Swift (c) Maruti Wagon-R (d) Maruti Alto e) Others

Q.No.3:- Which Version do you have?

Ans- a) Petrol b) diesel c) LPG or GAS

Q.No.4:-If you have Maruti Suzuki what features do you like most?

Ans- (a) Price (b) Quality (c) Services (d) other

Q.No.5:-What is the performance of your Car?

Ans : a)Excellent b) Very Good c) Good d) poor

Q.No.6:- After Servicing your vehicles delivered at the promised time?

Ans: a) Yes b) No

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Q.No.7:- What rank you will give to your company as for the satisfaction level 1 is the highest 5

is the lowest rank of sati-factionary level?

Ans- (a) 1 (b) 2 (c) 3 (d) 4 (e) 5

Q.No.8:- Which type of repot shared between you and your dealer?

Ans- (a) Excellent (b) Very Good (c) Good (d) Poor

Q.No.9:- What you will say about after sales services of company?

Ans-(a) Excellent (b) Very Good (c) Good (d) Poor

Q.No.10- If any suggestion for automobile company?

Ans-

………………………………………………………………………………………………………

………………………………………………………………………………………………………

……………………………………………….

Name:-

Occupation:-

Contact No:-

Address:-

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BIBLIOGRAPHY

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Name Of Book Name Of Author Edition & year

Marketing Management Paramhans Foundation First Edition, 1992

Research Methodology C.R.Kothari Second Edition, 1993

Marketing Management Philip Kotler Tenth Edition, 1999

Fundamentals of Statistics D.N.Elhance Present Edition, 1992

REFRENCES

1. Website of www. marutisuzuki.com

2. Website of www.google.com

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