Engros' New Product marketing Management

7/31/2019 Engros' New Product marketing Management

1/23

Vblis}bj is vxa{m ac nkx ya{}n% vbx}io{ebxey }nk s}{mkj}s% pna bxk jb}iaj h{iemkxs ac }agaxxap* ]nky

g{s} c{eey kr{iv }nkgskeks hy misoiveijk% km{ob}iaj% bjm }xbijij` cax }nk bxm{a{s }bsl eyij` bnkbm ac}nkg*

Pnkj ya{ nbk `a} }nb}ei`n} ac ljapekm`k hy gkbjs ac km{ob}iaj bjm pnkj ya{ nbk gbmk

ya{xskeks s}xaj` koajagiobeey bjm ijm{s}xibeey% }nkj ya{ nbk `a} }a vxkvbxkm ya{xskeks cax ya{x

mkckjsk ''mkckjsk b`bijs} k~}kxjbe b``xkssiaj bjm }a gbij}bij ij}kxjbe sko{xi}y*


2/23

VXADKO]4

_{hgi}}km ]a4

Vxa Hbhbx Nbgkkm

_{hgi}}km Hy

JBGK Xaee Ja*

G{hbsnkx Xbcir{k 26'660

Pbskkg Nbsbj 26'683

G{nbggbm ]byybh 26'680

Cbnbm N{ssbij 26'6;=

Bsic Irhbe 26'6;3

MKVBX]GKJ] AC H[_IJK__ BMGIJI_]XB]IAJ

[JISKX_I]Y AC _BX@AMNB


3/23

Boljapekm`kgkj}s4

Cixs} ac bee% a{x gas} sijokxk }nbjls bxk m{k }a a{x BEEBN% }nk GKXOIC[E% pi}na{}PNA_K hkji`j oajskj} }nis vikok ac vxadko} paxl pa{em nbk hkkj igvassihek* A{xsvkoibe }nbjls `aks }a a{x vbxkj}s bjm lijm }kbonkxs pnask nkev bjm s{vvax} bjm svkoibevxbykxs pkj} beaj` kbon bjm kkxy s}b`k*

]nkj ac oa{xsk% a{x hkeakm }kbonkx Gx* Hbhbx Nbgkkm pna is `kjkxa{s kja{`n }asvbxk nis vxkoia{s }igk bjm bepbys bookssihek% bjm pna gbmk nigskec bbiebhek kkxygij{}k pk gk} nig cax r{ks}iajs xk`bxmij` }a vxadko}*


4/23

KJ@XA CAAM_.VS]) E]M

Eb{jonij`

Oavyxi`n} 8622


5/23

HBOL@XA[JM4

_kbxon cax aie hy Vbl _}bjbo% bj Kssa!Gahie daij} kj}{xk ij 29;0% ekm }a }nk misoakxy ac Gbxi

`bs cikem si}{b}km jkbx Mbnbxli b sgbee }apj ij {vvkx _ijmn vxaijok* Kssa pbs }nk cixs} }a

s}{my }nis mkkeavgkj} ij mk}bie bjm vxavask }nk ks}bheisngkj} ac b {xkb vebj} ij }nb} bxkb*

]nk vxavasbe pbs bvvxakm hy }nk àkxjgkj} ij 293=% pnion ekm }a b ckx}ieitkx vebj} b`xkkgkj}

si`jkm ij Mkokghkx }nb} ykbx* _{hskr{kj}ey ij 293;% }nk Kssa Vblis}bj Ckx}ieitkx Oagvbjy

Eigi}km pbs ijoaxvaxb}km% pi}n 0;+ ac }nk snbxks apjkm hy Kssa bjm 8;+ hy }nk `kjkxbe v{heio*

]nk oajs}x{o}iaj ac b {xkb vebj} oaggkjokm b} Mbnbxli }nk caeeapij` ykbx pi}n }nk bjj{be

obvboi}y ac 20?%666 }ajs bjm vxam{o}iaj oaggkjokm ij 293>* B} [_ - =? gieeiaj% i} pbs }nk

sijèk ebx`ks} caxki`j ijks}gkj} hy b G{e}ijb}iajbe Oagvbjy ij }nk oa{j}xy* B c{eecekm`km

gbxlk}ij` ax`bjitb}iaj pbs ks}bheisnkm pnion {jmkx}aal b`xajagio vxa`xbgs }a km{ob}k }nk

cbxgkxs ac Vblis}bj* Bs }nk jb}iajs cixs} ckx}ieitkx hxbjm% Kj`xa .}nkj Kssa) nkevkm gamkxjitk

}xbmi}iajbe cbxgij` vxbo}ioks }a haas} cbxg yikems% mixko}ey igvbo}ij` }nk r{bei}y ac eick ja} ajeycax cbxgkxs bjm }nkix cbgieiks% h{} cax }nk oagg{ji}y b} ebx`k* Bs b xks{e} ac }nksk kccax}s%

oajs{gv}iaj ac ckx}ieitkxs ijoxkbskm ij Vblis}bj% vbij` }nk pby cax }nk Oagvbjys hxbjmkm {xkb

obeekm (Kj`xa(% bj boxajyg cax (Kjkx`y cax @xap}n(*

Bs vbx} ac bj ij}kxjb}iajbe jbgk onbj`k vxa`xbg% Kssa hkobgk K~~aj ij 290> bjm }nk

oagvbjy pbs xkjbgkm K~~aj Onkgiobe Vblis}bj Eigi}km* ]nk oagvbjy oaj}ij{km }a vxasvkx bs

i} xkekj}ekssey v{xs{km vxam{o}ii}y `bijs bjm s}xikm }a b}}bij vxackssiajbe k~okeekjok*

Ij 2992% K~~aj mkoimkm }a miks} i}s ckx}ieitkx h{sijkss aj b èahbe hbsis* ]nk kgveaykks

ac K~~aj Onkgiobe Vblis}bj Eigi}km% ij vbx}jkxsniv pi}n ekbmij` ij}kxjb}iajbe bjm eaobe

cijbjoibe ijs}i}{}iajs ha{`n} a{} K~~ajs 0; vkxokj} kr{i}y* ]nis pbs b} }nk }igk bjm vkxnbvs s}ieeis }nk gas} s{ookssc{e kgveaykk h{ya{} ij }nk oaxvaxb}k nis}axy ac Vblis}bj* Xkjbgkm bs Kj`xa

Onkgiobe Vblis}bj Eigi}km% }nk Oagvbjy nbs àjk cxag s}xkj`}n }a s}xkj`}n% xkceko}km ij i}s

oajsis}kj} cijbjoibe vkxcaxgbjok% `xap}n ac }nk oaxk ckx}ieitkx h{sijkss bjm mikxsiciob}iaj ij}a

a}nkx cikems*

Ijks}gkj} ij vkavek% vxaokss sae{}iajs bjm xksa{xok oajskxb}iaj iji}ib}iks nbk

xkm{okm kjkx`y {sk vkx }aj ac {xkb hy b }nixm% pnies} ijoxkbsij` {xkb vxam{o}iaj jkbxey si~caem

sijok 293>* Ja} ajey maks }nis sbk gajky% i} s}xk}onks jajxkjkpbhek kjkx`y sa{xoks bjm

gi}i`b}ks }nk igvbo} ac pbs}k* Beaj` }nk pby% b gbdax gieks}ajk ij vebj} obvboi}y {v`xbmk

oaijoimkm pi}n }nk kgveaykk ekm h{ya{}< ijjab}ikey av}igitij` a{x xksa{xoks% Kj`xa xkeaob}km ckx}ieitkx gbj{cbo}{xij` vebj}s cxag }nk [L bjm [_ }a i}s Mbnbxli vebj} si}k bj

ij}kxjb}iajbe cixs}* A{x viajkkxij` svixi} oaj}ij{ks ij a{x saoibe ijks}gkj}s% k~kgveicikm hy }nk

ajey sjblkhi}k }xkb}gkj} cboiei}y ij }nk @na}li xkìaj bjm }nk cixs} }kekgkmioijk ij}kxkj}iaj ij

}nk oa{j}xy*

2


6/23

KJ@XA_H[_IJK__K_ ._H[_)

Kj`xa Caams Eigi}km .KCE)4

KJ@XA CAAM_ EIGI]KM is }nk 266+ apjkm s{hsimibxy ac KJ@XA* ]nk oagvbjy's

giel vxam{o}iaj obvboi}y is 066l ei}}kxs vkx mby* Gaxkakx bj ijks}gkj} vebj ac - ?*= hieeiaj ij Kj`xa

Caams nbs hkkj bvvxakm hy }nk habxm cax4 k~vbjmij` [N] obvboi}y }a 966l ei}xk vkx mby% k~vbjmij` giel

vapmkx obvboi}y }a 06 liea vkx mby% igvax} ac 2666 oaps bjm bj iok oxkbg vebj}* ]nk oagvbjy is bee sk}

cax `xap}n bs }nk giel h{sijkss vxaci}bhiei}y is ijoxkbsij` m{k }a ijoxkbsij` oajs{gv}iaj ac giel bjm

ijoxkbsij` vxioks ac mbixy vxam{o}s* Hksimks skeeij` giel% }nk oagvbjy besa skees }nk oagvbjy besa skees

xkeb}km vxam{o}s s{on bs oxkbgs bjm {jhxbjmkm vxam{o}s s{on bs `nkk% bjm xkokj}ey ij}xam{okm b giel

pni}kjkx< jbgkey (]bxbj`(* O{xxkj}ey% }nk oagvbjy is ijo{xxij` eassks m{k }a k~vbjsiajbxy bo}ii}iks*

]nk be{k ac }nk KJ@XA CAAM_ EIGI]KM is Xs*?3 ij }a}be s{hsimibxiks be{k ac 3?*=*

Kj`xa Kjkx`y .KKE)4

KOVE naems 266+ kr{i}y ac KKE* ]nk vebj} s}bx}km i}s vxam{o}iaj ij 8669* ]nk vebj} nbs vxam{o}iaj

obvboi}y ac 820 GP is eaob}km b} Rbmixv{x .@na}li Mis}xio})* ]nk vebj} piee oas} [_ - 86; g< ac pnion

0;+ is }a hk xbiskm }nxa{`n accsnaxk mkh} cijbjoij` pniek xks} }a hk xbiskm }nxa{`n bj kr{i}y iss{k*

]nk be{k ac }nk KKE is Xs*26*0 ij }a}be s{hsimibxiks be{k ac 3?*=*

Kj`xa Ijjab}ik B{}agb}iaj V} E}m .KIBE)4

KOVE naems 3?+ ac KIBE* ]nk oaxk h{sijkss ac KIBE is }a vxaimk vxaokss oaj}xae sae{}iajs }a ekbmij`

ijm{s}xibe {ji}s* M{xij` OY60% }nk oagvbjy nbs bor{ixkm 06+ s}blk ij b [_ hbskm B{}agb}iaj bjm

Kjìjkkxij` oagvbjy jbgkm Bmbjokm B{}agb}iaj EV .BBEV)*

Kj`xa Vaeygkx bjm Onkgiobe Eigi}km .KVOE)4

KVOE is b daij} kj}{xk hk}pkkj Kj`xa Onkgiobes bjm Gi}s{hisni Oaxvaxb}iaj ac Dbvbj* KVOE's cboiei}y

is mksi`jkm }a vxam{ok 266l }ajks ac VSO xksijs< }nk vebj} is eaob}km b} Vax} Rbsig* ]nk oagvbjy is

àij` }nxa{`n k~vbjsiaj ac VSO gbj{cbo}{xij` obvboi}y bc}kx pnion }nk vxam{o}iaj obvboi}y piee

ijoxkbsk }a 2;6l }vb* ]nk vebj} is hkij` sk}{v b} b oas} ac -886 gieeiaj bjm pbs oagvek}km hy 2NOY69*Cax cijbjoij` v{xvasks KOVE ijdko}km kr{i}y pax}n Xs* 2*; hj* ]nk mksi`jkm cboiei}y piee besa hk bhek }a

vxam{ok bmmi}iajbe ij}kxgkmibxy vxam{o}s bjm ob{s}io samb*

]nk oagvbjy is snapij` ijoxkbsijèy ni`n j{ghkxs ij i}s ha}}ag eijk bjm i}'s b `xkb} sa{xok ac miimkjm

xkkj{k cax KOVE* ]nk oagvbjy vbim b miimkjm ac Xs* 889 gieeiaj ij OY60*

8


7/23

Kj`xa Savbl ]kxgijbe Eigi}km .KSVE)4

I} is b daij} kj}{xk pi}n Xaybe Savbl ac Jk}nkxebjms* Kj`xa naems ;6+ ac kr{i}y* ]nk oaxk h{sijkss ac

}nk oagvbjy is s}axb`k bjm nbjmeij` ac onkgiobes* ]nk Kj`xa Savbl nbs kj}kxkm ij}a bj b`xkkgkj} pi}n

KVOE cax k}nyekjk s}axb`k skxioks% bjm vebjs }a oajs}x{o} cixs} oxya`kjio s}axb`k cboiei}y% pnion pa{em

oas} - ?6 gj* Bee }nk cijbjoij` piee hk xbiskm cxag mkh} iss{k*

]nk oagvbjy vbim b miimkjm vkx snbxk ac Xs* ; ij OY60* ]nk vxaci} ac }nk oagvbjy is k~vko}km }a `xap

hy 2>86+ bjm }nk oagvbjy is k~vko}km }a gbij}bij b vbya{} ac 98+ àij` caxpbxm* ]nk be{k ac }nk

KSVE is Xs*22 ij }a}be s{hsimibxiks be{k ac 2;3*;*

KKVE4 Kj`xa K~igv V} E}m4

KKVE naems 266+ kr{i}y ac Kj`xa K~igv* Kj`xa K~igv mkbes ij }nk h{sijkss ac igvax}km ckx}ieitkx ]nk

Oagvbjy acckxs be{k }a KOVE bs }nk oagvbjy `k}s igvax}km ckx}ieiskx b} ekss oas} }nbj i} pa{em nbk }a

hkbx a}nkxpisk* ]nk igvax}km ckx}ieiskx mkgbjm is k~vko}km }a oaj}ij{k b} b `xap}n xb}k ac ?6+ }iee 8626

bjm bc}kx }nb} igvax} ac ckx}ieiskx piee hk begas} tkxa bs }nk obvboi}y k~vbjsiaj ac 2*> g}vb hy Cb}igb

Ckx}ieiskx bjm Kj`xa Onkgiobe Vblis}bj piee hkoagk avkxb}iajbe hy 8622*

]nk be{k ac }nk KKVE is Xs*;*0 ij }a}be s{hsimibxiks be{k ac 3?*=

_BEK_ _K][V AC ]NK OAGVBJY4

]nk Oagvbjy is avkxb}ij` ; Xkìajbe Accioks eaob}km ij igvax}bj} oi}iks ac }nk Vblis}bj }anbjmek }nk magks}io h{sijkss* ]nksk xkìajs bxk

2* Lbxboni

8* G{e}bj

?* Ebnaxk

=* Xbpbevijmi

;* VksnbpbxKkxy xkìaj nbs i}s apj X_G .xkìajbe sbeks gbjb`kx)* Xbpbevijmi xkìaj oakxs }nk caeeapij`bxkbs bjm nbk }nkxk apj B_Gs .bxkb sbeks gbjb`kx)*

?


8/23

KJ@XACAAM_NI_]AXY4

]nk `xap}n s}xb}k`y pnion pbs bmav}km hy KJ@XA Onkgiobe Vblis}bj eigi}km pbs

mikxsiciob}iaj }nky mikxsicy onkgiobes }a caam h{sijkss Kj`xas =6 ykbx aem xkeb}iajsniv pi}n

}nk cbxgkx besa `iks Kj`xa caam bja}nkx km`k akx }nk oagvk}i}axs

Kj`xa Caams .V}*) Eigi}km .KCE) nbs hkkj ks}bheisnkm ij 866; bs vbx} ac b mikxsiciob}iaj

vxaokss b} }nk Kj`xa @xa{v* ]nk vebj} eaob}km b} _{ll{x aj 8? boxk ebjm% nbs }nk xbp giel

xkokv}iaj obvbhiei}y ac ?66%666 ei}xks vkx mby bjm [N] giel obvboi}y ac 866%666 ei}xks vkx mby*

]nk vebj} nbs hkkj ks}bheisnkm b} b oas} ac Xs* 2 hieeiaj pnion vxaimks mixko} kgveaygkj} }a 0;6

vkavek* Kj`xa Caams nbs kj}kxkm }nk Caam h{sijkss }nxa{`n giel vxaokssij` bjm sbek pi}n }nk

oagvbjys isiaj }a v{xs{k `xap}n avvax}{ji}iks hbskm aj oa{j}xy c{jmbgkj}bes bjm apj

s}xkj`}n* I} besa vasi}iajs }nk oagvbjy }a ekkxb`k i}s oaxvaxb}k saoibe xksvajsihiei}y iji}ib}iks

bjm paxl oeaskey pi}n x{xbe oagg{ji}iks }a vxaga}k ij}k`xb}km cbxgij` bjm eiks}aol

mkkeavgkj}* ]nis kccax} is k~vko}km }a veby b via}be xaek ij vakx}y beekib}iaj bjm igvxaij`eikeinaams ac }nk vaax ij }nk giel oaeeko}iaj bxkbs* Kj`xa Caams piee paxl pi}n }nk Vblis}bj

Vakx}y Beekib}iaj C{jm bjm i}s }nxkk vbx}jkx ax`bjitb}iajs }a nkev igvekgkj} s{s}bijbhek

h{sijkss gamkes }nb} ijoxkbsk cbxgkxs vxaci}bhiei}y bjm mkkeav b vasi}ik saoibe bjm h{sijkss

oeigb}k cax `xap}n bjm k~vbjsiaj ac eik s}aol bjm a}nkx caxgs ac be{k bmmkm b`xio{e}{xk*

=


9/23


10/23

KJ@XACAAM_HXBJM_4

Aevkxs giel

Aevkxs oxkbg

Aepkee

]bxbj`

Agaxk

Aecx{}k

3


11/23

MKVBX]GKJ]_4

2* Bmgijis}xb}iaj

8* Cijbjok bjm Booa{j}s

?* N{gbj Xksa{xok=* Gbxlk}ij`

;* Giel Vxao{xkgkj}

3* GI_0* Vxam{o}iaj>* R{bei}y Bss{xbjok9* _{vvey bjm Mis}xih{}iaj

AX@BJITB]IAJBE

ONBX]

0


12/23

IJ]XAM[O]IAJACJKPVXAM[O]4

B gbj{cbo}{xkx sbys }a o{s}agkx% I nbk vxam{okm }nis jkp vxam{o} ya{ nbk }a h{y i}*

B o{s}agkx sbys }a gbj{cbo}{xkx% I jkkm }nis }nij`% vxam{ok }nis cax gk]nis is b kxy igvax}bj} s}kv jap b mby }a vxam{ok b jkp vxam{o}* Ij a{x vxam{o} pk nbk lkv}}nis ij a{x gijm }nb} cixs} pkee nbk }a sb}iscy a{x o{s}agkxs mksixks bjm }nkj pkee acckx }nisvxam{o} ij }nk gbxlk} bc}kx `k}}ij` s{``ks}iaj ac o{s}agkx hkob{sk O{s}agkx is Lij`*Pk nbk vxam{okm a{x vxam{o} lkkvij` ij gijm }nk o{s}agkxs piee*

Axiìjs ac Oacckk Oacckk mxijlij` cixs} hkobgk vav{ebx ij Ykgkj ij }nk 2;}n okj}{xy Oacckk mkxiks i}s jbgk cxag Bxbhio Rbnpbn is }nk Bxbhio paxm cax oacckk bjm ]{xlisn ijce{kjok xks{e}km ij vxaj{joib}iaj bs

rbnkn

Rbnpbn is }nk jbgk ìkj }a oacckk

ij Bxbhio h{} gkbjs pijk Oacckkcixs} hkobgk vav{ebx ij Ykgkji}k

_{ci oixoeks pna hk`bj }a xkckx }a

oacckk bs pijk hkob{sk eilk pijk i}

besa m{ees }nk bvvk}i}k bjm

}nkxkcaxk pbs obeekm rbnpbn

Oacckk hkobgk }nk xkvebokgkj} cax

pijk bjm _{cis }xbjsckxxkm }nk

gkbjij` pijk }a oacckk bjmij}xam{okm i} c{x}nkx ij}a Obixa

Oacckk pbs svxkbm }a ]{xlky

}nxa{`n }nk _{cis pna {skm }nkoacckk }a nkev lkkv }nkg s}by bpblk

m{xij` mka}iajbe k~kxoisks vkxcaxgkm bee ji`n}

Oacckk is ja} b jb}ik vebj} }a Bxbhib I} is b jb}ik vebj} ac Bhyssijib .K}niavib) bjm obj hk ca{jm `xapij` piem bjm o{e}ib}km Cxag K}niavib i} pbs hxa{`n} }a Bxbhib bjm b bxik}y ac ek`kjms k~is} }a nap oacckk pbs

misoakxkm Bxa{jm >66 B*M* oacckk pbs sbim }a hk misoakxkm hy bj K}niavibj àb}nkxm pnask jbgk

pbs Lbemi Lbemi ja}iokm nis àb}s nbm gaxk kjkx`y bjm pkxk mbjoij` cxag snx{h }a snx{h kb}ij` }nk

onkxxyxkm hkxxiks }nb} oaj}bijkm }nk oacckk hkbj

Nk }xikm }nk hkbjs nigskec bjm saaj ca{jm nigskec cxaeiolij` pi}n nis ceaol

>


13/23


14/23

JKP VXAM[O] MKSKEAVGKJ]

VXAOK__4

2*IMKB@KJKXB]IAJ4

Jap oagk }a }nis vaij} cxag pnkxk }nis imkb nbs oagk* Bs i} is oaggajey ljapjbs }nb} }nkxk is b s}ig{e{s hknijm kkxy ijkj}iaj* _igiebxey% }nkxk g{s} hk sagk s}ig{e{s hknijm}nis imkb* Pk nbk mkoimkm }a gblk ki}nkx oacckk ax }kb hkob{sk }nksk bxk }nk vxam{o}s }nb} nbkni`n mkgbjm* Pk nbk ea}s ac imks xk`bxmij` }kb vxam{o}s eilk gblij` }kb ij xk`{ebx vbols%gblij` }kb hb`s ax }a gblk xkbmygbmk }kb hb`s }nb} piee ijoe{mk }kb% giel bjm s{`bx* _igiebxeyij a{x gijm pk nbk }nk imkb ac ?ij2 oacckk .xkbmygbmk) vxam{o} }nb} piee ijoe{mk oacckk% oacckkoxkbgkx # s{`bx bjm }nis imkb s}x{ol }a a{x gijm bs ajk ac a{x oagvk}i}axs nbs eb{jonkm }nis

vxam{o}*

8*IMKB_OXKKJIJ@4

Pk nbm gbjy a}nkx imks bha{} Oacckk bjm ]kb vxam{o} h{} skeko} xkbmygbmk ?ij2oacckk vxam{o} hkob{sk pk ljap }nb} paxem is vxa`xkssij` xbvimey bjm vkavek bxk ijm{eìj` ij}nkix eiks }aa g{on mby hy mby* ]nky pbj} kkxy }nij` vxkvbxkm* Eick ac }nis paxem is kxyc{xia{s }nb} ic sagk ajk pbj}s }a s{xik ij }nis nbs}y paxem nk nbs }a x{j pi}n }nk cbs} }igk*Pk pa{em eilk }a k~vebij }nb} pny }nk jkkm ac }nis vxam{o} {x`km ij a{x gijms*

Pnb} bxk }nk xkbsajs hknijm }nis1

Pny pk mkoimk }a vxam{ok }nis vxam{o}1

Pny pk pbj} }a hxij` }nis vxam{o} ij gbxlk}1

]nksk bxk sagk r{ks}iajs }nb} pk pa{em eilk }a k~vebij* B`bij }nk bjspkxs ac }nksk r{ks}iajs eikij }nk cbo} }nb} eick nbs hkoagk kxy g{on cbs} ij axmkx }a vxkbie }nk vekbs{xk ac eick% i} isjkokssbxy }a cijm pbys pnion obj c{eciee }nk xkr{ixkgkj}s* ]nis is besa b snax} b}}kgv} }xikm hy {s}a sbk }igk bjm ìk `xb}iciob}iaj ij ya{x eick }nxa{`n }nis vxam{o} pnion piee hk nkevc{e ijsbij` ya{x vxkoia{s }igk*

?*OAJOKV]MKSKEAVGKJ]BJM]K_]IJ@4]ks}ij` jkp vxam{o} pi}n }nk `xa{v ac }bx`k} oajs{gkxs }a cijm a{}% ic }nk oajokv}s

nbk s}xajèy oajs{gkxs bvvkbeIj axmkx }a onkol a{x oajokv} pnk}nkx i} is booaxmij` }a }nk mkgbjm bjm c{eciee }nk xkr{ixkgkj} acvkavek pk nbm }blkj a{x vxam{o} ij vnysiobe caxg }a sagk ac vkavek cax }nk oajokv} }ks}ij`*

9


15/23

=*GBXLK]IJ@_]XB]K@YMKSKEAVGKJ]4

_K@GKJ]B]IAJ4

]nis jkp sae{}iaj is ajey cax oacckk eakxs* A{x gbij }bx`k} sk`gkj}s

bxk nkbe}n oajsoia{s bjm s}{ol ij paxl vkavek* (Oacckk is ajk ac }nk cbs}ks} `xapij` sk`gkj}s ij}nk hkkxb`ks gbxlk} bjm a{x vebj is }a obvi}beitk {vaj }nk xisij` nkbe}n oajsoia{sjkss bssaoib}kmpi}n oacckk bgaj` vkavek ij Vblis}bj*

Mkga`xbvnios4

B@K4 86;; ykbxs

@kjmkx4 Ha}n gbek bjm ckgbek

IJOAGK EKSKE4 [vvkx{vvkx bjm {vvkx gimmek oebss

KM[OB]IAJ EKSKE Km{ob}km

@ka`xbvnio4

Bee }nk bxkbs ac Vblis}bj pnkxk pk nbk s{vvey onbij ac a{x micckxkj} vxam{o}s*

Vsyona`xbvnios4

]igk oajsoia{s% nkbe}n oajsoia{s% cbsniajbhek% r{bei}y oajsoia{s % km{ob}km

Hknbiaxis}ios4

Hxbjm eaybe% ni`n {sb`k xb}k

GBXLK] ]BX@K]IJ@

Pk piee {sk gbss'gbxlk}ij` .{jmicckxkj}ib}km) s}xb}k`y bs pk bxk ìij` ajk acckx }a pnaekgbxlk}* Pk bsvixk }a obv}{xk b} ekbs} =6+ gbxlk} snbxk ac }bx`k} gbxlk} kbon ykbx hy k~vbjmijà{x apj kccax}s bjm ijoxkbsij` a{x acckxij` bssaoib}ks* Ijm{s}xy is jap aj }nk gb}{xi}y s}b`k*Ebx`k vebykxs nbs ks}bheisnkm }nkix hxbjms ij }nk gbxlk} bjm kjdaykm n{`k vxaci} gbxìjs* Jap}nky bxk eaalij` }apbxms vxam{o} micckxkj}ib}iaj bjm g{e}i sk`gkj}b}iaj hkob{sk oajs{gkxs bxkjap gaxk }bs}k oajsoia{s bjm eaalij` cax bxik}y bbiebhek }a }nkg ij b oacckk gbxlk}*

26


16/23

VXIOIJ@

Oagvbjiks {s{beey bmd{s} }nkix hbsio vxioks }a booa{j} cax bxia{s o{s}agkxmicckxkjoks bjm onbjìj` si}{b}iajs* Nkxk bxk micckxkj} bmd{s}gkj} s}xb}kìks*

Misoa{j} bjm Beeapbjok

_k`gkj}km Vxioij`

Vsyonaeaìobe Vxioij`

Vxaga}iajbe Vxioij`

@ka`xbvniobe Vxioij`

Pk nbk bjbeytkm }nis vxiok pniek gblij` vxiok s}xb}k`y cax oacckk sbonk}*]nk oas} ac xbp gb}kxibe

Nkxk is vxiok mis}xih{}iaj ij vxioij` s}xb}k`y*A}nkx Ij`xkmikj}s .Cebax) 7 Xs*6*26Vbolbìj` bjm K~vkjsk 7Xs* 2*66Gbxlk}ij` K~vkjsk 7Xs* 2*86Vxaci} 7 Xs*2*;6]a}be Xk}bie Vxiok 7Xs*>*66Ijokj}ik cax Xk}biekx 7 Xs*8*66Oajs{gkxs Vxiok 7 26

_gbee vbolk} oaj}bijs 8; sbonk}s bjm xk}bie vxiok ac }nis vbolk} is Xs*296% Xs*26 is

xk}biekxs ijokj}ik bjm oajs{gkxs vxiok is Xs*8=6 }nkxk is Xs*26 ijokj}ik cax oajs{gkxs*Ebx`k vbolk} oaj}bijs ;6 sbonk}s bjm xk}bie vxiok ac }nis vbolk} is Xs*?>6% Xs *86 is xk}biekxsijokj}ik bjm oajs{gkxs vxiok is Xs*=>6 }nkxk is Xs*86 ijokj}ik cax oajs{gkxs*

22

Ij`xkmikj}s Oas}

.ij x{vkks vkx l`)

Jk} Pki`n} vkxsbonk}.ij `xbgs)

Oas} vkx

sbonk}

.ij x{vkks)

Oacckk oxkbgkx ?66 3 2*>6

Oacckk 8;6 > 8*66

_{`bx >6 ; 6*=6

]a}be 3?6 29 =*86


17/23

JKP VXAM[O] VXIOIJ@ _]XB]K@Y

Pk bxk caeeapij` }nk gbxlk}'vkjk}xb}iaj vxioij` s}xb}k`y ij axmkx }a b}}xbo}ebx`k j{ghkx ac gbxlk} snbxk hy lkkvij` eap vxiok cax jkp vxam{o}*

MI_]XIH[]IAJ

Oagvbjy Xk}biekx Pnaeksbekx O{s}agkx

Pk piee caeeap }nk vxam{o}iaj oajokv} cax a{x vxam{o} gkbjs }nb} pk piee caeeap ij}kjsikmis}xih{}iaj bjm vebok }nk vxam{o} ij bee sax}s ac s}axk xbj`ij` cxag s{vkx gbxlk}s }a sij`eksnav* Ij s{vkx gbxlk} pk vebok b skvbxb}k xbol cax a{x vxam{o}*Bjbeytij` oajs{gkx jkkms4

Bs a{x }bx`k} oajs{gkxs bxk gas}ey oaggaj vkavek bjm }nky piee s{xkey pbj} }nk vxam{o}

bbiebhiei}y b} }nkix bxg mis}bjok # piee ja} }xbke gaxk }a v{xonbsk }nk vxam{o} sa pk vebok a{x

vxam{o} ij oajkjikjok s}axks*

C{x}nkxgaxk% bs a{x }bx`k} gbxlk} is kxy ebx`k sa pk xkbon }nk o{s}agkxs }nxa{`n pnaeksbekxshkob{sk i} is gaxk oajkjikj} cax oagvbjy }a mkbe pi}n = ax ; pnaeksbekxs ijs}kbm ac mkbeij`pi}n eabms ac o{s}agkxs*

VXAGA]IAJBE _]XB]K@Y

Bs pk bxk acckxij` a{x vxam{o} }nxa{`n pnaeksbekxs bjm xk}biekxs }a o{s}agkxs sa% pk bxk {sij`}nkv{sn s}xb}k`yij axmkx }a bor{ixk a{x gbij ahdko}iks ac ebx`k gbxlk} snbxk

VXAGA]IAJBE ]AAE_

]nk vxaga}iaj s}xb}k`y ac a{x vxam{o} is hbskm {vaj }x{}n bha{} }nk vxam{o} bs i} is }nkvxam{o} bbiebhek ij }nk gbxlk} pnion is gaxk oajkjikj} ij gblij` oacckk* Ya{ d{s} nbk }amxav }nk sbonk} ij na} pb}kx bjm kjday }nk sigvey xkcxksnij` oacckk* Ij vxaga}iaj pk piee caeeap}nksk s}kvs42* Bmkx}isij`

B svkoicio oagg{jiob}iaj }bsl is }a hk booagveisnkm pi}n b svkoicio }bx`k} b{mikjokm{xij` svkoicio vkxiam ac }igk*

28


18/23

i* Ijcaxgb}ik Bmkx}isij`

Bs a{x vxam{o} is }a}beey b jkp ajk v{heio maj} nbk g{on bpbxkjkss

bha{} i}* _a cixs} ac bee pk sk} }nk bmkx}iskgkj} ijcaxgb}ik* ]kee }nk v{heio }nb} nap a{x vxam{o}paxls bjm nap }nky obj `k} }nk cxksn oacckk ij eap oas}*

B ?ij2 vxam{o}% oacckk oxkbgkx% s{`bx bjm oacckk bee ij ajk sbonk}* Jap ya{ maj} nbk }a a}nkxbha{} }blij` obxk ac oacckk oxkbgkx bjm s{`bx% d{s} mxav }nk bee ij`xkmikj}s ij na} pb}kx o{v bjm

kjday }nk kjkxìtij` bjm }bs}kc{e oacckk*

8* _beks Vxaga}iaj

_beks vxaga}iaj oajsis}s ac snax} }kxg ijokj}iks }a kjoa{xb`k v{xonbsk ax sbeks*Pk piee {sk }pa micckxkj} bvvxabonks ij sbeks vxaga}iaj*

i* Oajs{gkx vxaga}iaj

ii* ]xbmk vxaga}iaj

i* Oajs{gkx Vxaga}iaj

Ij oajs{gkx vxaga}iaj pk vxaga}k a{x vxam{o} sbek hy acckxij` vxkgi{g bjmsbgveks ij }nk kxy s}bx} ac mkkeavgkj}*

_bgveks

_bgveks bxk b sax} ac cxkk }xibe ac }nk vxam{o}*Ij axmkx }a ij}xam{ok a{x vxam{o} }a o{s}agkxs bjm }a snap i}s oajkjikjok pk piee ma cxkksbgveij` ajey ij }nk {jikxsi}y bjm cbo}axy obck}kxibs*

ii* ]xbmk Vxaga}iaj

Ij }nis sax} ac vxaga}iaj pk piee mixko}ey ìk ijokj}iks }a xk}biekxs bjmpnaeksbekxs* Pk acckx b svkoibe vbolb`k cax }nk xk}biekxs pna piee h{y a{x vxam{o} i*k* pk acckx}nkg }a mksi`j }nkix si`j habxm ic }nky xkskxk b xbol cax a{x vxam{o}*

?* Bmkx}isij` Gkmib

A{x àbe is }a cbgieibxitk 36+ }bx`k} gbxlk}s ij cixs} ? gaj}ns* _a ij axmkx }a bonikk}nb} àbe pk mkoimk }nk gkmib pnion ijoe{mks4

]kekisiaj

Xbmia

Jkpsvbvkxs

_i`j habxms

=* Mixko} Gbxlk}ij`

Pk piee besa {sk mixko} gbxlk}ij` cax }nis v{xvask a{x svkoibeey mksi`jkm bjs gak }amicckxkj} bxkbs bjm snap mixko}ey }a o{s}agkxs nap }a gblk xkcxksnij` oacckk ij ja} gaxk }nbj 8gij{}ks*

2?


19/23

;* Ajeijk Gbxlk}ij`

]nk xaek ac ij}kxjk} objja} hk mkjikm ij }nk vxkskj} kxb* A{x bms piee `ik }nk sae{}iaj }ahk xkcxksnij` b`bij* Pk besa {sk mixko} gbie gbxlk}ij`*

;*H[_IJK__BJBEY_I_4

Caeeapij` bxk }nk vxkmio}km sbeks # vxaci} ac }nk vxam{o} cax }nk cixs} ykbx*

_beks._bonk})

Gieeiajs

_beks.Xs*)

Gieeiajs

Oas}.Xs*)

Gieeiajs

Ijokj}ik cax

Xk}biekx.Xs*)

Gieeiajs

Vxaci}.Xs*)

Gieeiajs

=66 =66$267=%666 =66$3*;678366 =66$87>66 =66$2*;67366

A{x ajey oagvk}i}ax isJks}eks vxam{o} Jksobck ?ij2* Pk bsvixk }a `k} b} ekbs} =6+ acgbxlk} snbxk bc}kx ajk ykbx ac eb{jon*

3*VXAM[O] MKSKEAVGKJ]4

Bc}kx }nk bjbeytij` h{sijkss% pk kj}kx ij mkkeavgkj} vnbsk* %

oacckk sbonk} is ij kx}iobe snbvk bjm i}s ekj`}n is 2;og bjm pim}n is ?og*]nk pki`n} ac }nk

sbonk} is 86 `xbgs* Ij }nksk 86 `xbgs% 3`xbg is oacckk oxkbgkx% ;`xbg is s{`bx %>`xbg is

oacckk bjm 2`xbg is cebax*]nk sbonk}s bxk bbiebhek ij 8 vbolk}s*_gbeekx ajk oaj}bijs 8; oacckk sbonk}s bjm ebx`kx ajk oaj}bijs ;6 oacckk sbonk}s*

2=

Ij`xkmikj}s Jk} Pki`n} vkx

_bonk}.ij `xbgs)

Oacckk oxkbgkx 3

Oacckk >

_{`bx ;

A}nkx Ij`xkmikj}s 2

]a}be 86


20/23

VXAM[O]

i* Vxam{o} B}}xih{}ks

.b) R{bei}y

Bs }nkxk bxk bepbys x{gaxs bha{} jkp vxam{o}s }nb} }nkix r{bei}y piee ja} hk bs àam bs}nk k~is}ij` vxam{o}s h{} a{x gissiaj is }a onbj`k }nis oajokv} bha{} jkp vxam{o}s hy mkeikxij`ni`n r{bei}y oacckk }a a{x o{s}agkxs* A{x oebig is }a vxaimk {jir{k }bs}k }nxa{`n ni`n r{bei}yoacckk*

.h) Ckb}{xks

A{x vaij} ac micckxkjok is }nb} pk bxk vxaimij` bee }nk ij`xkmikj}s jkokssbxy cax gblijòacckk% ij ajk sbonk}* I} is kxy kbsy }a s}axk bjm kbsy }a {sk* Ya{ maj} jkkm }a s}axk beeij`xkmikj}s skvbxb}key* Pk bxk vxaij` bee ij`xkmikj}s ajey ij ajk sbonk} cax }nk oajkjikjok aca{x o{s}agkxs*_agk}igk ya{ pbj} }a }blk oacckk h{} onbj`k ya{x gijm hkob{sk ac }nk ckbx ac }igk pbs}b`k* H{}pi}n a{x }nkxk bxk ja gaxk ckbxs ac s{on }yvk*

.o) _}yek # Mksi`jij`

% oacckk sbonk} is ij kx}iobe snbvk bjm i}s ekj`}n is 2;og bjm pim}n is

?og ]nk pki`n} ac }nk sbonk} is 86 `xbgs* Ij }nksk 86 `xbgs% 3`xbg is oacckk oxkbgkx% ;`xbg iss{`bx %>`xbg is oacckk bjm 2`xbg is cebax* ]nk oacckk sbonk}s bxk bbiebhek ij 8 vbolk}s* _gbeekxajk oaj}bijs 8; oacckk sbonk}s bjm ebx`kx ajk oaj}bijs ;6 oacckk sbonk}s* ]nk ajey }nij` ya{nbk }a ma is }a v{} bee }nk ij`xkmikj}s ac oacckk sbonk} ij b o{v ac na} pb}kx bjm snblk i} cax b

gagkj} bjm ya{x oacckk o{v is xkbmy*

.ii) Vbolbìj`

]nk vbolk}s pnion bxk gbmk cax oacckk sbonk}s bxk kxy kbsy }a obxxy bjm vxa}ko} }nkoacckk sbonk}s cxag mbgb`k eilk vxkss{xk* Ijsimk }nk k~}kxjbe vbolbìj`% }nk oacckk sbonk}s bxkc{x}nkx oakxkm ij vebs}io snkk}s }a sbk sbonk}s cxag pkb}nkx oajmi}iajs bjm gais}{xk

.iii) Hxbjmij`

Jap mbys% o{s}agkxs ikp hxbjm bs bj igvax}bj} vbx} ac vxam{o} bjm hxbjmij` obj bmm

{v be{k }a }nk vxam{o}* Hxbjmij` is sa s}xaj` }nb} }amby nbxmey bjy}nij` àks {jhxbjmkm* _a pknbk onaask }nk jbgk ac a{x vxam{o} pnion oeiols ij gijm kxy snbxvey bjm nbk b àam bjmkjkx`k}io igvxkssiaj% IJKJ_K OACCKK* IJ]KJ_Kgkbjs K~}xkgk ax hkij` svkoicio b ea}

ac Bo}iaj ij b snax} vkxiam ac }igk* _a }nk hxbjm jbgk }x{ey xkvxkskj}s }nk c{jo}iajs ac a{xvxam{o} bjm besa `k}s b}}xbo}iaj*

2;


21/23

.i)Ebhkeij`

23


22/23

.S) Vxam{o} _{vvax} _kxioks4

Ajok }nk oagvbjy nbs bssksskm }nk r{bei}y ac bxia{s vxam{o}s skxioks }a o{s}agkxs% i}obj }blk s}kvs }a ci~ vxahekgs bjm bmm jkp skxioks }nb} piee ha}n mkei`n} o{s}agkxs bjm yikemvxaci}s }a }nk oagvbjy*

A{x oagvbjy is {sij` }nk savnis}iob}km gi~ ac vnajk% kgbie% ij}kxjk}% bjm ij}kxbo}ikaiok bjm mb}b }konjaea`iks }a vxaimk s{vvax} skxioks }nb} pkxk ja} vassihek hkcaxk*

0*OAGGKXOIBEITB]IAJ4

Pk piee oaggkxoibeitk a{x vxam{o} ij vxkmkcijkm bxkbs* Bc}kx }nb}% pk piee vxavkxeygbjb`k a{x eb{jonij` s}xb}k`y sa }nb} a{x vxam{o} gby obv}{xk k~vko}km gbxlk} snbxk*D{s} oaggkxoibeitb}iaj is ja} kja{`n h{} gbjb`ij` }nk gbxlk} vxavkxey% is jkokssbxy hkob{skgbjy vxam{o}s cbie m{k }a vaax gbjb`kgkj} xk`bxmij` gbxlk} si}{b}iajs

20


23/23

_PA]BJBEY_I_

Bjy ax`bjitb}iaj pnion is pkee bpbxk ac i}s pkbljkssks

bjm avvax}{ji}iks obj vxkbie ij xbvimey onbj`ij` gbxlk}* _bgk is }nk obsk ac pi}n a{x vxam{o} bsa{x vxam{o} is jkp ij gbxlk} bjm b jkp }nij` bepbys nbs sagk xaag cax igvxakgkj}* _a ijaxmkx }a lkkv bj kyk aj a{x vxam{o}s pkbljkssks bjm s}xkj`}n pk nbk majk _PA] bjbeysis*

_]XKJ@]N_4 A{x s}xkj`}n is a{x vaij} ac micckxkjok i*k* i} is gaxk oajkjikj} cax gblij` oacckk

]igk sbij`

Vxiok is besa a{x s}xkj`}n bs i} oaj}bijs jkokssbxy cax gblij` bjm is bccaxmbhek*

Booaxmij` }a Gx* Bei Blhbx% Mixko}ax Gbxlk}ij` KCE%Ij axmkx }a s{ookkm% ya{ sna{em BEPBY_ obvi}beitk aj ya{x _]XKJ@N]_ bjm JKSKX aj ya{x

OAGVK]I]AX_ PKBLJK__"

PKBLJK__K_4 Bs b jkp vxam{o} i} nbs b eap gbxlk} snbxk*

Bs i} is jkp vxam{o} }a gbxlk} bjm vkavek nbk ja} }nk imkb bha{} }nis vxam{o} sa i} piee}blk }igk cax xkoa`ji}iaj*

AVVAX][JI]IK_4 Pk piee }xbij a{x sbeks caxok*

Pk gby bmm hxapj s{`bx ij oacckk }a gblk i} mxijlbhek cax s{`bx vb}ikj}s*

]NXKB]_4 Vkavek bxk ja} cbgieibx pi}n }nis vxam{o} sa n{`k ijks}gkj} is jkokssbxy cax }nk

gbxlk}ij` bjm bmkx}iskgkj} obgvbi`j*

2>

Documents

Engros' New Product marketing Management