A Project Report

Submitted for the partial fulfillment of the

DEGREE OF BACHELOR OF BUSINESS ADMINISTRATION
ON

“DIGITAL MARKETING STRATEGIES AND

BUSINESS DEVELOPMENT OF XIAOMI
CORPORATION”

Submitted By
SMITA SAMANTASINGHAR
(Roll No. –)

Under the Supervision of

Dr. Manjusmita Dash

CERTIFICATE
This is to certify that the work contained in the thesis entitled “Digital Marketing
Strategies and Development of XIAOMI Corporation”, submitted by Smita Samantasinghar
(Regd. No.: XXXXXXX) for the award of the degree of Bachelor of Business Administration
to the Utkal University , Bhubaneswar , is a record of bonafide research works carried out
by him under my direct supervision and guidance.

I considered that the Dissertation project has reached the standards and fulfilling
the requirements of the rules and regulations relating to the nature of the degree. The
contents embodied in the project have not been submitted for the award of any other
degree or diploma in this or any other university.

Dat
e: DR. MANJUSMITA
Pla DASH
ce: Project Guide
DECLARATION

I certify that

a. The work contained in the thesis is original and has been done by myself under the
supervision of my supervisor.

b. The work has not been submitted to any other Institute for any degree or diploma.

c. I have conformed to the norms and guidelines given in the Ethical Code of Conduct of
the Institute.

d. Whenever I have used materials (data, theoretical analysis, and text) from other
sources, I have given due credit to them by citing them in the text of the thesis and
giving their details in the references.

e. Whenever I have quoted written materials from other sources and due credit is given
to the sources by citing them.

f. From the plagiarism test, it is found that the similarity index of whole thesis within
25% and single paper is less than 10 % as per the university guidelines.

Date:

Place:

Name of the Student

Regd. No.:
ACKNOWLEDGEMENTS

I would like to express my special thanks of gratitude to my teacher Mrs. Manjusmita Dash. I
am highly indebted to her for her valuable guidance which has prompted my efforts in all the
stages of this project work. I would like to express my sincere gratitude to our Course
Coordinator Dr. Muna Kalyani and the deprtment for providing me with all the facilities
required by my project.

My thanks and appreciation go to my classmates and all the valuable members of our
department in developing my project and to the people who have willingly helped me out
with their abilities.

My sincere efforts have made me to accomplish the task of completing this project. I have
taken effort in this project. However it would not have been possible without the kind support
and help of many individuals.

Finally words are not sufficient to express gratitude my cherished department teachers for
supporting me without their encouragement and support I would have not reached this stage.

Smita Samantasinghar

4
ABSTRACT

Xiaomi Corporation is a Chinese electronics company headquartered in Beijing. Xiaomi makes and
invests in smartphones, mobile apps, laptops, and related consumer electronics.

In this study, we will analyze the perception of the consumers about Xiaomi products and the
company itself.

The Smartphone manufacturer from China has a very novel business model wherein they
manufacture cell phones in batches thereby keeping the inventory costs on a very low side. The
company has really challenged the brick and mortar model and sell online, thereby cutting down the
intermediaries and keeping the costs down for the company. The company sells smartphones almost
at the cost price. The profit margin is very thin, and the company believes that they will make money
by selling accessories and other complementary things. The problem which ascends now is that how
Xiaomi would be able to adjust to the increased competition from other players like Huawei and
ZUK from Lenovo who have imitated the same model. The second issue which has come to time
light is that would this business model be sustainable over the long period. The third issue is how the
company would react to the decline in smartphone sales in China which has been one of the main
driving forces responsible for the company’s growth. Keywords: Xiaomi, Company Analysis,
Business Model, Smartphone.

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LIST OF FIGURES
CHAPTER- 4
List of Figures Page
Figure 4.1: How do you aware about Xiaomi Corporation? ..................45

Figure 4.2: What is your perception about Xiaomi Corporation? …….46

Figure 4.3: Xiaomi Corporation have Good Quality? …………...……47

Figure 4.4: Do you think Xiaomi Corporation Services are more Quality &
beneficial than others? ..................................................…...48
Figure 4.5: On the basis of price and feature comparison, is Xiaomi Corporation

economical? …………………………………………..…49
Figure 4.6: What is the Selling scale System of Xiaomi Corporation? ..50

Figure 4.7: State the level of satisfaction for the Xiaomi Corporation Services?

……………………………………………………………….51
Figure 4.8: How many years have you been using Xiaomi Corporation?..52

Figure 4.9: Does advertisement influence your decision in choosing Xiaomi

Corporation Services? …………………………………………………53

Figure 4.10: Why do you use Xiaomi Corporation India Services? …….54

Figure 4.11: Which factor is most liked by you? ……………………….55

Figure 4.12: Is there any complain from customer? If yes then why? ….56

Figure 4.13: Distribution of Respondents According to Occupation. ……57

Figure 4.14: Distribution of Respondents According To Qualification ….58

Figure 4.15: Which of these marketing applications have you used in the present?

………………………………………………………………….59

Figure 4.16: For which of your digital communications do you use analytics to
track audience response and behavior? ……………………60
Figure 4.17: In what ways do you currently communicate with your Staff members?

………………………………………………………………61

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LIST OF GRAPHS
CHAPTER- 4
List of Graphs Page
Graphs 4.1: How do you aware about Xiaomi Corporation? ..................45

Graphs 4.2: What is your perception about Xiaomi Corporation? …….46

Graphs 4.3: Xiaomi Corporation have Good Quality? …………...……47

Graphs 4.4: Do you think Xiaomi Corporation Services are more Quality &
beneficial than others? ..................................................…...48
Graphs 4.5: On the basis of price and feature comparison, is Xiaomi Corporation

economical? …………………………………………..…49
Graphs 4.6: What is the Selling scale System of Xiaomi Corporation? ..50

Graphs 4.7: State the level of satisfaction for the Xiaomi Corporation Services?

……………………………………………………………….51
Graphs 4.8: How many years have you been using Xiaomi Corporation?..52

Graphs 4.9: Does advertisement influence your decision in choosing Xiaomi

Corporation Services? …………………………………………………53

Graphs 4.10: Why do you use Xiaomi Corporation India Services? …….54

Graphs 4.11: Which factor is most liked by you? ……………………….55

Graphs 4.12: Is there any complain from customer? If yes then why? ….56

Graphs 4.13: Distribution of Respondents According to Occupation. ……57Graphs

4.14: Distribution of Respondents According To Qualification ….58

Graphs 4.15: Which of these marketing applications have you used in the present?

………………………………………………………………….59

Graphs 4.16: For which of your digital communications do you use analytics to
track audience response and behavior? ……………………60
Graphs 4.17: In what ways do you currently communicate with your Staff members?

………………………………………………………………61

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TITLE OF THE PROJECT

A STUDY ON DIGITAL MARKETING STRATEGIES AND

BUSINESS DEVELOPMENT OF XIAOMI CORPORATION

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CHAPTER – 1
INTRODUCTION

1.1 INTRODUCTION TO THE TOPIC

Digital marketing activities are search engine optimization (SEO), search engine
marketing (SEM), content marketing, influencer marketing, content automation,
campaign marketing, and e-commerce marketing. , social media marketing, social
media optimization, e-mail direct marketing, display advertising, e–books, optical
disks and games, and any other form of digital media.

Business development entails tasks and processes to develop and implement growth
opportunities within and between organizations. It is a subset of the fields of
business, commerce and organizational theory.

Marketing strategy has the fundamental goal of increasing sales and achieving a
sustainable competitive advantage. Marketing strategies cover everything from Pay
per click, search engine marketing, public relations (PR), Engineering with
Marketing & the much more.

Xiaomi was founded in 2010 by serial entrepreneur Lei Jun, who believes that high-
quality technology doesn't need to cost a fortune. Create remarkable hardware,
software, and internet services for and with the help of our Mi fans. Xiaomi
incorporate Mi fans feedback into their product range, which currently includes the
Mi Note Pro, Mi Note, Mi 6, Redmi 5, Mix, Mi TV, Mi Band and other accessories.
With more than 100 million handsets sold in 2017, and products launched in Taiwan,
Hong Kong, Singapore, Malaysia, Philippines, India, Indonesia and Brazil, Xiaomi is
expanding its footprint across the world to become a global brand.

In recent years, Xiaomi had made great success in China, at the same time, Xiaomi
had developing the India market actively, why the xiaomi company targeting at the
India market. and in different country, it faces different problem inevitably. So, this
passage further discus what cause those problems and how to solve them.

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Strengths analysis of Xiaomi

One of the Largest Smartphone maker – Xiaomi is one of the largest smartphone
makers in the world. It is said to be the 5th largest smartphone manufacturer as of
2017. Originating from China, the Smartphones are manufactured in huge quantities
and have wide acceptance across the world.

Highest selling Smartphone – The REDMI Note 4 became the highest selling
smartphone in India and China and practically in 50% of the Asian market. This
shows that Xiaomi is strongly rising in the smartphone market and has already beaten
several giants.

Huge China and Asia market available – Another benefit to Xiaomi is that the
whole Asian market is their playground. As China lies within Asia and as Chinese
mobile brands are highly penetrated in the Asian markets, Xiaomi still has a lot of
ground to explore.

Penetrative Pricing – Xiaomi has the strongest penetrative pricing advantage

because it generally uses direct marketing techniques and avoids dealer and
distributor margins.

Good Quality products – Even at such low prices, no one can doubt the quality of
Xiaomi phones. The smartphones are regularly rated high on all E-commerce portals
– a further proof that Xiaomi does not compromise on quality even if lowers the
price regularly.

Manufacturing Advantage – China has a huge manufacturing advantage because

the country in itself is known for manufacturing and exporting the products. China is
also one of the largest consumers in the Asian market.

Rising Brand Awareness – Xiaomi’s brand awareness is rising and more and more
people are getting to know about the brand thereby resulting in higher sales across
the globe.

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Growing year on year – The company which started manufacturing in 2011 has
grown by leaps and bounds and is regularly growing year on year.

E-commerce advantage – The Flash sale model is a very popular model which has
worked wonders for Xiaomi. In this model, the product is made available only in
limited quantities and sold at a very low price. This model made the consumers crazy

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and each Xiaomi looked like a price which was hard earned.

Specifications of the smartphones produced – Xiaomi smartphones are

technologically advanced as well and they give higher tech specs at lower price.

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Xiaomi phones are especially renowned for their camera which is said to be very
high resolution and gives excellent photos.

Research and Development – Xiaomi invests heavily in R&D and it is a market

follower but its major R&D expenses are towards cost advantage and not
differentiation advantage.

1.2 OBJECTIVE OF THE STUDY

The main objective of the study is as follows:-
 To maintain Social media interactions with customers.

 To study how to visits Website and leads the customers

 To establish factors influencing Brand Loyalty of Xiaomi Corporation.

 To find out the factors influencing Buying Behavior of a Consumer towards
Xiaomi Corporation.
 To find out the relationship between brand and market share towards Xiaomi
Corporation.
 To find out the brand perception of the consumer towards Xiaomi
Corporation.
 To know the attributes that customer keeps in the mind wile dealing Xiaomi
Corporation.
 To study new products or services which is launched.

 To study the different criteria of digital marketing services.

To analyze the approach which help them to get more business

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1.3 Organization of the Thesis
Xiaomi Corporation is a Chinese electronics company headquartered in Beijing.
Xiaomi makes and invests in smartphones, mobile apps, laptops, and related
consumer electronics.

Xiaomi released its first smartphone in August 2011 and rapidly gained market share
in China to become the country's largest smartphone company in 2014. At the start of
second quarter of 2018, Xiaomi was the world's fourth-largest smartphone
manufacturer, leading in both the largest market, China, and the second-largest
market, India. Xiaomi later developed a wider range of consumer electronics,
including a smart home (IoT) device ecosystem.

Xiaomi has 15,000 employees in China, India, Malaysia, Singapore and is expanding
to other countries including Indonesia, the Philippines, and South Africa. According
to Forbes magazine, Lei Jun, the founder and CEO, has an estimated net worth of
US$12.5 billion. He is China's 11th richest person and 118th in the world. Xiaomi is
the world's 4th most valuable technology start-up after receiving US$1.1 billion
funding from investors, making Xiaomi's valuation more than US$46 billion.

History
Xiaomi was founded in 2010. Xiaomi and MI are two different companies. However,
they produce MI and Redmi with collaboration with each other. Xiaomi's logo "MI"
is short for Mobile Internet since Xiaomi was founded to be a mobile-first
technology company. Xiaomi has a total of 15,222 full-time employees. Most are
based in Beijing, Mainland China, while the others are split between India, Taiwan,
Indonesia, and Hong Kong

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Products
Xiaomi produces many products. Notably, it produces smartphones which run on
their own version of Android MIUI firmware. Observers suggest that part of
Xiaomi's rapid success rests on its ability to differentiate itself within the Android
universe. The company has increased its range of products; its smartphones include:
Mi Series, Mi Note Series, Mi Max Series, Mi Mix Series and the Redmi Series.
Redmi Note and MI mobile phones are two different products of two different
[Link] well as mobile phones, Xiaomi has started selling wearables, mobile
accessories, and appliances such as television and speakers. In 2018 it was selling
tablets, laptops, and smart-home devices.

Xiaomi operates on a vertically-integrated model that enables the company to sell

hardware at cost or below in order to attract users and earn money by selling content.
Hugo Barra, a former Google executive who served Xiaomi's vice president from
2014 to 2017, characterized the organization as "an Internet and a software company
much more than a hardware ".

Xiaomi also keeps its prices low or close to "bill-of-material" by keeping most of its
products in the market longer, eighteen months rather than the six-month norm
followed by many smartphone companies. This strategy allows Xiaomi to take
advantage of price reductions in the prices of key components of its products. It
enables the company to sell hardware with specifications comparable to high-end
devices at a fraction of the cost.

The company's version of the Android operating system, the MIUI skin, with its
design, app marketplace, and functionalities, has established a community of users
who form a crucial part of Xiaomi's customer base and contribute to the company's
drive for market awareness. This ecosystem is a massive source of revenue as
indicated in 2015, when sales from the platform reached $750 million.

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Xiaomi's Redmi Note
The company focuses on India, the world's second-largest smartphone market.
Xiaomi announced on May 2, 2018, the launch of Mi Music and Mi Video to offer
"value-added internet services" in India. On March 22, 2017, Xiaomi announced that
it planned to set up a second manufacturing unit in India in partnership with contract
manufacturer Foxconn. On August 7, 2018, Xiaomi announced on its blog that
Holitech Technology Co. Ltd., Xiaomi's top supplier, would invest up to $200
million over the next three years to set up a major new plant in India.

Recently Xiaomi started to sell more simple goods such as sunglasses, caps, pillows,
glass lunchboxes, cups, filters, bags, backpacks, luggages, screwdrivers, umbrellas
and etc.

In 2019, researchers at Check Point found a security breach in Xiaomi phone apps.
The security flaw was reported preinstalled.

Xiaomi Redmi

Parent Company Xiaomi

Category Smartphones

Sector Mobile Handsets

Tagline/ Slogan “Accelerate your life”

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USP Low price tag

Xiaomi Redmi STP

Segment Smart touch phones

Target Group Middle and lower middle class people

Positioning Budget Smartphone

Xiaomi Redmi SWOT Analysis

Below is the Strengths, Weaknesses, Opportunities & Threats

(SWOT) Analysis of Xiaomi Redmi. Strengths are:

1. Budget Smartphone launched via flash sale model

2. Dual SIM 4G support , powered with 1GB RAM and 8GB

onboard storage

3. Special launch of limited edition 16 GB storage and 2GB

RAM phones

4. Offers sharpest and best display among its competitor

phones

5. Camera is one of the strongest features of Redmi

smartphones with sharp and crisp pictures

Strengths 6. Price has been a great strength for xiaomi models

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Here are the weaknesses of Xiaomi Redmi :

1. Perception of the brand is still not at par with samsung, lg

Weaknesses etc

Following are the Opportunities of Xiaomi Redmi :

1. Improve upon by increasing display size, and making

phone lighter as compared to competitors

Opportunities 2. Include latest OS with regular updates

The threats of Xiaomi Redmi are as mentioned :

1. Many competitors in same price tag segment

2. In terms of offering, similarity in storage space and

Threats connectivity options

Xiaomi Redmi Competition

Below are the 4 main Xiaomi Redmi competitors :

1. Motorola Moto
2. Oppo
3. Vivo
Competitors 4. Realme

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CHAPTER – 2
LITERATURE REVIEW

2.1 LITERATURE REVIEW

Internet usage history and intensity also affect online shopping potential.
Consumers with longer histories of Internet usage, educated and equipped with
better skills and perceptions of the Web environment have significantly higher
intensities of online shopping experiences and are better candidates to be
captured in the well- known concept of flow in the cyber world (Sisk, 2000;
Hoffman and Novak, 1996; Liao and Cheung, 2001). Those consumers using
the Internet for a longer time from various locations and for a higher variety of ser-
vices are considered to be more active users (Emmanouilides and Hammond,
2000).
As Bellman et al. (1999) mention, demographics are not so important
indetermining online purchasing potential. Whether the consumer has a wired
lifestyle and the time constraints the person has are much more influential.
Risk takingpropensity is also a powerful factor. E-shoppers have higher risk
taking tendencies. Consumers with high levels of privacy and security concerns
have lower purchasing rates in online markets but they balance this characteristic
with their quest for making use of the information advantage of the environment
(Kwak et al., 2002; Miyazaki and Fernandez, 2001). These educated individuals,
as more confident decision makers, are much more demanding and have greater
control over the purchasing process from initiation to completion (Rao et al.,
1998)

2.1.1 ABOUT THE TOPIC

Digital marketing is the promotion of your business, organization or brand using

channels such as the Internet, mobile devices, television and radio in addition to
using creative online advertising, video, podcasts and other such methods to
communicate your message. Internet marketing in particular plays a huge part in any
digital marketing strategy and is becoming the core of many organizations overall
marketing strategies, particularly with regard to social media and viral marketing.

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Digital marketing ecosystem is not only concerned with internet marketing and social
media marketing, in introduction we discussed that peoples have a belief that internet
or social media marketing are same but not same, be clear from beginning itself.
Digital marketing ecosystem consists of internet marketing and social media
marketing. They are just a channels for communication, digital ecosystem consist of
integrating channels and integrating services.

Digital Ecosystem

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Search Engine
Search engine optimization (SEO) is the art of getting a website to work better with
search engines (like Google, Bing & Yahoo), and to look for achievable, profitable,
ranking opportunities through keyword research. It is a quest for increased visibility
in search engines via relevant copy, quality links, domain trust, social popularity and
search engine connectivity.
Search engine marketing (SEM) is a broader term than SEO, and is used to
encompass different options available to use a search engine’s technology, including
paid ads. SEM is often used to describe acts associated with researching, submitting
and positioning a website within search engines. It includes things such as search
engine optimization, paid listings and other search-engine related services and
functions that will increase exposure and traffic to your Web site.

Displays
Display advertising is a type of advertising that typically contains text (i.e., copy),
logos, photographs or other images, location maps, and similar items. In periodicals,
display advertising can appear on the same page as, or on the page adjacent to,
general editorial content. Normal banners, Rich media banner, Interstitials and pops
are example of displays.
Mobile Marketing
Mobile marketing is used in reference to any marketing efforts on or with a mobile
device. It involves planning, creating, and implementing a mix of initiatives to bring
together sellers and buyers via mobile devices. Mobile ads, Mobile websites, Apps
and Games are some ofiexamples for mobile marketing

Social Media Marketing

Social Media refers to any software tool that enables and encourages engagement in
conversation or sharing. Popular forms of social media include Facebook, Twitter,
LinkedIn, YouTube, Pinterest, Google + and blogs. Now all days social media
become platform for marketer to make conversation with customers. Brands are
now engaging customers through social media.

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email Marketing
eMail Marketing is a type of direct marketing that involves sending personalized,
targeted messages to a specific audience. eMail Marketing is easy to use, low cost,
and effective. Most of the B2B business in present era in following email marketing,
but in B2C also email marketing is productive.

Video
Marketers are now use video to make customers aware of brands and to sharing the
experience of other customers. YouTube ads are too popular in video ads. In social
media platforms also brands are sharing video.

Analysis
Analytics is the practice of evaluating data, and the process by which a company
arrives at a most advantageous decision. Here marketer analysis the integrate channel
to understand the effectiveness of communication. Analysis may be based on
numbers of visitor or like in social media pages..Etc.

Content Management
After analysis the integrate channels marketer can able to understand the problems
with current contents. Later he can manage the content to increase the engagement
rate, content may be text in banners, images or websites.

Advanced Targeting
Advanced targeting are techniques involving the sending of targeted messages to a
specific audience. It is used to increase the effectiveness of a marketing campaign.
Behavioral targeting is also a part of advanced targeting, here marketer can target
the customer based on their past behavior in online. Marketer can put ads in other
webpage where customer is going.

Creative
Creative is the artistic component of an ad or website. It usually includes an image
and copy present in ads or website. Marketer can make those contents attractive to
customers. Marketer will sometimes change the entire design ofi websites, apps..Etc.

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Research and Planning
Marketer will do some research to understand the behavior-, taste and preference to
customers in digital platform. This research may be doing by using paid-tools like
ComScore...Etc. Through this research marketer can understanding where T.G is
present or what T.G would to do in online. After research marketer will plan new
campaigns based on those research reports. These campaigns are more effective to
reach the T.G properly.

Digital Strategy
Digital strategy is the process of specifying an organization's vision, goals,
opportunities and initiatives in order to maximize the business benefits through
digital media. Strategy will be different for each brand, it will base on the brand
objective and target groups interest. It is actual a plan formulated by the marketer to
explore the opportunities. Strategy may be short term or long term, but it need to be
fit with market situations.

2.1.2 PERONAL SELLING

Personal selling is when a company uses salespersons to build a relationship and

engage customers to determine their needs and attain a sales order that may not
otherwise have been placed. The personal selling process is a seven step approach:
prospecting, pre-approach, approach, presentation, objections, closing the sale, and
follow-up.

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Personal Sales Meeting:
Meeting the customer face-to-face to makes the sales process more personalized.

The sales cycle, more generally speaking, turns leads into prospects, suspects into
prospects and prospects customers.

Prospecting is the step salespeople determine leads or prospects. The pre-approach

is used for preparing for the presentation through customer research and goal
planning for the presentation. The approach is when the salesperson initially meets
with the customer and determines a customer’s wants and needs. Once the
salesperson knows the needs, he or she is ready for the presentation that will entice
the customer to commit. After the presentation, a salesperson must meet objections
or address customer concerns. Gaining commitment comes next. Finally, the
salesperson must remember to follow up after the sale is made.

The sales department would aim to improve the interaction between the customer
and the sales facility or mechanism and or salesperson. Sales management would
break down the selling process and then increase the effectiveness of the discrete
processes as well as the interaction between processes. For example, in many out-
bound sales environments, each step in the typical process outlined above has sales-
related issues, skills, and training needs, as well as marketing solutions to improve
each discrete step.

The Relationship of Sales & Marketing

Marketing and sales differ greatly, but have the same goal. Marketing improves the
selling environment and plays a very important role in sales. If the marketing
department generates a list of potential customers, sales will benefit. The goal of a
marketing department is to increase the number of interactions between potential
customers and the organization. Achieving this goal may involve the sales team
using promotional techniques such as advertising, sales promotion, publicity,
creating new sales channels, or creating new products.

The relatively new field of sales process engineering views “sales” as the output of a
larger system, not just as the output of one department. The larger system includes

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many functional areas within an organization. From this perspective, “sales” and
“marketing,” among others, represent a number of processes whose inputs and
outputs supply one another to varying degrees. In this context, improving an
“output” (such as sales) involves studying and improving the broader sales process,
as in any system, since the component functional areas interact and are
interdependent.

Most large corporations structure their marketing departments in a similar fashion to

sales departments and the managers of these teams must coordinate efforts in order
to drive profits and business success. For example, an “inbound” focused campaign
seeks to drive more customers “through the door”, giving the sales department a
better chance of selling their product to the consumer.

Many companies find it challenging to get marketing and sales on the same page.
The two departments, although different in nature, handle very similar concepts and
have to work together for sales to be successful. Building a good relationship
between the two that encourages communication can be the key to success – even in
a down economy.

2.1.3 LEAD GENERATION

Lead generation is the process of capturing the interest—and ideally the contact
information—of potential customers for your business. With the number of options
and resources available today, it is less likely now than ever before for a consumer
to make a purchase during their first encounter with a business.

Lead generation is the first step in building a relationship with a potential client or
customer. When an interested prospect becomes a lead, they are not just expressing
interest in your business, but also inviting you to nurture that interest. By giving you
their contact information, they are giving you permission to further the conversation.

The goal ofiigenerating leads is to connect with people who could benefit from your
business so that you can show what you have to offer, build trust, and provide the

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information they need in order to make the purchase—thereby increasing the
chances that they do.

Lead generation takes many forms, and different strategies will work for different
businesses and audiences.

Inbound vs Outbound Lead Generation

As mentioned above, lead generation is obtaining permission from a prospective
customer to communicate further with them with regard to your business. There are
two ways of generating leads: inbound lead generation and outbound lead
generation.

Outbound Lead Generation

Outbound lead generation is when a business makes the first reach out to a potential
customer, such as through:

• Cold calling
• Going door to door
• Purchasing an email list
• Sending direct mail to all residents in your zip code

Outbound marketing is also referred to as “interruption marketing” because the

business is dictating the encounter with the potential customer and directly asking
them to engage. Outbound marketing is looked at by many as an old school
approach but is still highly effective for businesses today.

Inbound Lead Generation

Inbound lead generation is your business making customers and viewers want to
work with you. This may include:

• Subscribing to your blog

• Signing up for your email newsletter
• Downloading a piece of content

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With outbound lead generation, the business makes the first move. With inbound
lead generation, it’s the consumer. They decide if and when they want to engage
with your business. For this reason, it is also referred to as “permission marketing”.

The Core of Lead Generation

With both forms of lead generation, your prospects are offering up something that is
of value to them, such as their contact information, their time, or even their money.
This means that for the exchange to be worth it or beneficial to them, you must
provide something ofiivalue in return.

Whether you’re taking an inbound or outbound approach, the key to all lead
generation is the offer. Examples of quality offers include:
• Free eBook in exchange for email address.
• Free consultation in exchange for a phone number.
• Free demo on an item in exchange for an in-store purchase.

Remember, the focus of lead generation is to connect with potential customers, so

your offer should be something that is relevant to your business and of interest
and/or value to your ideal customers—not just anyone.

Online vs Offline Lead Generation

Both inbound and outbound lead generation can occur online and off. Online and
offline lead generation have the same goal but are different in the platforms they use
and ways they engage customers.

Online Lead Generation

Online lead generation is rising and getting easier with all the different ways you
can build your digital presence. Online lead generation targets potential customers
through digital platforms such as your website, email, webinars, and social media.

Offline Lead Generation

Offline lead generation uses traditional offline channels to build your audiences
such as newspapers, television, radio, and physical events.

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While they are exactly as they sound, online and offline lead generation aren’t
exactly as simple as they sound. These two methods of lead generation can
intertwine. For example, you may host a webinar (online), send out an email invite
with a link to signup (online), but also have a signup sheet in your store (offline).

Examples of Lead Generation

Now that you have a clear picture of the inbound and outbound approaches, as well
as the online and offline channels for lead generation, let’s put them together for
some realistic examples.

Offline Outbound Lead Generation

• A new fitness center sends a postcard out to all residents of the surrounding area
about an open house.

• An accountant produces a radio ad during tax season to call for a free

consultation.

Online Outbound Lead Generation

• That same fitness center runs a display ad that shows up in front of people
shopping online for workout clothes or equipment.

• A salon creates a Facebook Ad with a 20% promo code, that shows up in users’
News Feeds.

Offline Inbound Lead Generation

• An interior designer hosts a free workshop on DIY dining room decor.
• Photographer offers to do free headshots at a local professional networking event.

Online Inbound Lead Generation

• Personal trainer writes blog posts on health and wellness, accumulating traffic to
their website that has a contact us form.

• Local pastry chef uses SEO to show up first on directory searches such as Google
Maps.

28
Lead generation is crucial to your small business. Now that you understand and have
examples for the four key areas of lead generation: inbound, outbound, online, and
offline, you can put them to use to grow— your small business.

Online lead generation

Online lead generation is an Internet marketing term that refers to the generation of
prospective consumer interest or inquiry into a business' products or services
through the Internet. Leads, also known as contacts, can be generated for a variety
of purposes: list building, e-newsletter list acquisition, building out reward
programs, loyalty programs or for other member acquisition programs.

Social media
With growth of social networking websites, social media is used by organizations
and individuals to generate leads or gain business opportunities. Many companies
actively participate on social networks including LinkedIn, Twitter and Facebook to
find talent pools or market their new products and services.

Online advertising
There are three main pricing models in the online advertising market that marketers
can use to buy advertising and generate leads:

29
 Cost per thousand (e.g. CPM Group, [Link]), also known as cost
per mille (CPM), uses pricing models that charge advertisers for impressions
— i.e. the number of times people view an advertisement. Display
advertising is commonly sold on a CPM pricing model. The problem with
CPM advertising is that advertisers are charged even if the target audience
does not click on (or even view) the advertisement.
 Cost per click advertising (e.g. AdWords, Yahoo! Search Marketing)
overcomes this problem by charging advertisers only when the consumer
clicks on the advertisement. However, due to increased competition, search
keywords have become very expensive. A 2007 Doubleclick Performics
Search trends report shows that there were nearly six times as many
keywords with a cost per click (CPC) of more than $1 in January 2007 than
the prior year. The cost per keyword increased by 33% and the cost per click
rose by as much as 55%.
 Cost per acquisition advertising (e.g. TalkLocal, Thumbtack) addresses the
risk of CPM and CPC advertising by charging only by the lead. Like CPC,
the price per lead can be bid up by demand. Also, like CPC, there are ways
in which providers can commit fraud by manufacturing leads or blending
one source of lead with another (example: search-driven leads with co-
registration leads) to generate higher profits. For such marketers looking to
pay only for specific actions/acquisition, there are two options: CPL
advertising (or online lead generation) and CPA advertising (also referred to
as affiliate marketing). In CPL campaigns, advertisers pay for an interested
lead — i.e. the contact information of a person interested in the advertiser's
product or service. CPL campaigns are suitable for brand marketers and
direct response marketers looking to engage consumers at multiple
touchpoints — by building a newsletter list, community site, reward program
or member acquisition program. In CPA campaigns, the advertiser typically
pays for a completed sale involving a credit card transaction.

Recently, there has been a rapid increase in online lead generation: banner and direct
response advertising that works off a CPL pricing model. In a pay-per-acquisition
(PPA) pricing model, advertisers pay only for qualified leads resulting from those

30
actions, irrespective of the clicks or impressions that went into generating the lead.
PPA advertising is playing an active role in online lead generation.

PPA pricing models are more advertiser-friendly as they are less susceptible to fraud
and bots. With pay per click, providers can commit fraud by manufacturing leads or
blending one source of lead with another (example: search-driven leads with co-
registration leads) to generate higher profits for themselves.

A GP Bullhound research report stated that the online lead generation was growing
at 71% YTY— more than twice as fast as the online advertising market. The rapid
growth is primarily driven by the advertiser demand for ROI focused marketing, a
trend that is expected to accelerate during a recession.

Common types of opt-in ad units include:

 Co-registration advertising: The advertiser receives some or all of the

standard fields collected by a site during the site's registration process.
 Full page lead generation: The advertiser's offer appears as a full page ad in
an HTML format with relevant text and graphics. The advertiser receives the
standard fields and answers to as many as twenty custom questions that s/he
defines.
 Online surveys: Consumers are asked to complete a survey, including their
demographic information and product and lifestyle interests. This
information is used as a sales lead for advertisers, who purchase the
consumer's information if provided. The consumer may 'opt-in' to receive
correspondence from the advertiser and is therefore considered a qualified
lead.

A common advertising metric for lead generation is cost per lead. The formula is
Cost / Leads, for example if you created 100 leads and it cost $1000, the cost per
lead would be $10.

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5 Ways to Generate B2B Leads Online
In this section, we’ll cover the four strategies outlined above, as well as a strategy
that hasn’t been mentioned in any of the studies, yet it enabled one B2B company to
generate a 5,100% ROI from a $1 million investment.

First though, let’s talk about one of the oldest strategies in online marketing: email
marketing.

1. Email Marketing
Email marketing is one of the few online marketing channels that has stood the test
of time. In fact, email is 23 years old this year, and it still trumps the top spot on
many B2B marketer’s lists of B2B lead generation strategies.

One of the biggest trends in email marketing at the moment, that has generated great
results for many B2B businesses, is marketing automation.

Not sure what the fuss about marketing automation is? Read this. In short,
marketing automation tools are effectively hybrid email marketing tools that connect
with your CRM to enable you to automatically send highly targeted emails to leads
that are personalised specifically to them.

When Thomson Reuters upgraded to a marketing automation solution, their revenue

increased by 172%. Another company increased their revenue by 832% (going from
$80,000 in debt to $2 million in revenue) in just three years.

While traditional newsletters and email marketing are still important, the ability to
capture more data on users and use behavioural-triggers has enabled B2B marketers
to get a lot smarter with how they target users in the inbox.

2. Content Marketing: From Blogging to Microsites

By creating a total of 48 infographics, videos, and Q&A blog posts targeting C-level
prospects of large market cap financial institutions, the public accounting firm
Crowe Horwath generated $250,000 in revenue attributed to content marketing.

32
If 6-figure growth doesn’t get you excited, perhaps 10-figures (a billion) will.

In 2012, Xerox created a microsite offering relevant tips to business owners. The
result? 70% of the companies targeted interacted with the microsite, adding 20,000
new contacts to their pipeline, 1,000+ of which scheduled appointments. The value
of those appointments exceeded $1.3 billion in pipeline revenue.

Given the broad scope of content marketing, a good question to ask is what type of
content should B2B companies be focusing on to generate leads?

Well, you could go by which tactics are most commonly used by other B2B
companies (displayed below). The risk of this approach is that, by definition, you’ll
be doing what everyone else is doing.

While there is some wisdom in following trends, there’s a good argument to do

exactly the opposite of what other marketers are focusing on.

“Whenever you find yourself on the side of the majority, it is time to pause and
reflect.” – Mark Twain

Whether you’re a contrarian marketer or prefer to stick to what’s working for others,
a good content marketing strategy requires a degree of diversity and
experimentation to understand where the biggest growth opportunities are for your
business.

So, by all means, experiment with the common and uncommon tactics. Whether you
use microsites, blogging, research reports, or infographics, the important thing is to
test what does and doesn’t work so that you can gradually refine your
lead generation over time.

3. Search Marketing
Organic search marketing is arguably one of the most valuable long-term strategies
for generating B2B leads.

33
About 5-6 years ago, I was working on the SEO campaign for a major business
stationery brand. It was one of my first ‘big campaigns’ that I was allowed to
manage in my previous job.

While I can’t take the credit (their in-house SEO team and previous agencies had
laid a great foundation for us), I watched the site’s revenue from SEO increase by
over £4 million, just from a handful of keywords reaching #1 on Google.

Getting to #1 in Google is a lot harder today than it was five or ten years ago, and it
can barely be summarised in a few sentences.

If I were to attempt it, though, I’d probably say that good SEO in 2015 is largely a
bi-product of doing things well in other areas e.g. design, conversion rate
optimisation, content marketing, and social. While there are exceptions, this is
increasingly looking like the rule.

4. Social Media
Calling social media an effective B2B lead generation strategy is a controversial
discussion to be starting.

While social media scored very well on both of the aforementioned ‘studies’, we can
just as easily find reports where social media channels are regarded as the least
effective lead generation strategies.

The bottom line is, social media isn’t inherently a poor channel for B2B lead
generation. The reason social media is sometimes rated poorly on these aggregate
studies is because most B2B companies have an ill-fitting social media strategy, to
put it politely.

While tens of thousands of companies blast out self-promotional drivel, a minority

of businesses use it generate and nurture millions of dollars worth of leads. In this
instance, it’s best to learn from the minority rather than the majority.

34
One of the most obvious ways to generate B2B leads from social media is using
LinkedIn. An commodity risk management company managed to generate over $2
million in pipeline value through their lead generation strategy.

Another consideration is that social media is an integral part of content marketing,

and to some extent, search marketing. How successful will your blogging or
infographics be if no one’s following your company’s updates on social media?

5. Integrating it all together

It’s said that success leaves clues. Well, when a $37 billion company generates a
5,100% return on investment on a million-dollar marketing campaign, it might be
a pretty good clue.

From a $1 million investment in an integrated marketing campaign that included

display ads, email marketing, campaign websites and content marketing, the
healthcare technology company Optum generated $52 million in new business.

So, what’s the clue?

I believe it’s this: exceptional lead generation results come from a relentless
willingness to experiment with different tactics, and to combine tactics across
multiple channels.

Only by experimenting, can you truly know what does and doesn’t work, and when
you know this, you can use your time and budget more effectively to generate
higher returns on your investment, and better lead generation results overall.

I hope this post has given you some inspiration on what’s possible with B2B lead
generation, and which areas are best to focus on. As always if you have any
questions, or are interested in getting touch, feel free to comment below or drop me
an email here.

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Avoiding the leaky bucket effect
Many B2B marketers spend a lot of time, metaphorically, pouring water into leaky
buckets. Rather than fixing the bucket (the marketing funnel), they pour more water
(traffic) into the bucket to keep it full.

This is a recipe for inflated acquisition costs and below-average results.

The biggest culprit here are landing pages and, in particular, your forms. Forms
separate your leads from non-leads, and have a huge impact on your conversion
rates and overall lead generation results. If you haven’t already, I’d recommend
optimising your forms – or using a tool like Leadformly to ensure that you’re not
leaving leads behind from your marketing campaigns.

Let’s say you send 1,000 visits to your landing page at a cost of $3 per visit. If your
form converts at 1% you’ll get 10 leads at a cost per lead of $300. If, on the other
hand, your form converted at 3%, you’d receive 30 leads at a cost per lead of $100.

That’s 3X more leads for one third of the cost per leads without spending a penny
extra – just by improving your lead generation form.

Once your funnel is well-optimized and you’re confident that there’s no more
opportunity to improve your landing pages / funnels, it’s time to acquire traffic – but
which channels or lead generation strategies should you use?

2.1.4 SOCIAL MEDIA MARKETING

Social media marketing is a powerful way for businesses of all sizes to reach
prospects and customers. Your customers are already interacting with brands
through social media, and if you're not speaking directly to your audience through
social platforms like Facebook, Twitter and Instagram you're missing out! Great
marketing on social media can bring remarkable success to your business, creating
devoted brand advocates and even driving leads and sales.

36
Social media marketing, or SMM, is a form of internet marketing that involves
creating and sharing content on social media networks in order to achieve your
marketing and branding goals. Social media marketing includes activities like
posting text and image updates, videos, and and other content that drives audience
engagement, as well as paid social media advertising.

We’ve created this guide to provide you with an introduction to social media
marketing and some starter social media marketing tips and training to improve your
business's social presence.

With these tips, you can begin developing your own social media marketing expert
plan.

Social Media and Marketing: Start With a Plan

Before you begin creating social media marketing campaigns, consider your
business’s goals. Starting a social media marketing campaign without a social
strategy in mind is like wandering around a forest without a map—you might have
fun, but you'll probably get lost.

Here are some questions to ask when defining your social media marketing goals:

37
 What are you hoping to achieve through social media marketing?
 Who is youri target audience?
 Where would your target audience hang out and how would they use social
media?
 What message do you want to send to your audience with social media
marketing?

Your business type should inform and drive your social media marketing strategy.

For example, an e-commerce or travel business, being highly visual, can get a lot of
value from a strong presence on Instagram or Pinterest. A business-to-business or
marketing company might find more leverage in Twitter or Linkedin.

How Social Media Marketing Can Help You Meet Your Marketing Goals
Social media marketing can help with a number of goals, such as:

 Increasing website traffic

 Building conversions
 Raising brand awareness
 Creating a brand identity and positive brand association
 Improving communication and interaction with key audiences

The bigger and more engaged your audience is on social media networks, the easier
it will be for you to achieve every other marketing goal on your list!

How to Choose the Best Social Media Platforms for Marketing

Here's a brief overview about how to use social media for marketing according to
each platform’s unique user base and environment. Different social media marketing
sites require different approaches, so develop a unique strategy tailored for each
platform.

38
Using Facebook for Social Media Marketing

Facebook’s casual, friendly environment requires an active social media marketing

strategy. Start by creating a Facebook Business Fan Page. You will want to pay
careful attention to layout, as the visual component is a key aspect of the Facebook
experience.

Facebook is a place people go to relax and chat with friends, so keep your tone light
and friendly. And remember, organic reach on Facebook can be extremely limited, so
consider a cost-effective Facebook ad strategy, which can have a big impact on your
organic Facebook presence as well!

39
Using Twitter for Social Media Marketing

Twitter is the social media marketing tool that lets you broadcast your updates across
the web. Follow tweeters in your industry or related fields, and you should gain a
steady stream of followers in return.

Mix up your official tweets about specials, discounts, and news with fun, brand-
building tweets . Be sure to retweet when a customer has something nice to say about
you, and don’t forget to answer people’s questions when possible. Using Twitter as a
social media marketing tool revolves around dialog and communication, so be sure to
interact as much as possible to nurture and build your following.

Using LinkedIn for Social Media Marketing

LinkedIn is one of the more professional social media marketing sites. LinkedIn
Groups is a great venue for entering into a professional dialog with people in similar
industries and provides a place to share content with like-minded individuals. It's also
great for posting jobs and general employee networking.

Encourage customers or clients to give your business a recommendation on your

LinkedIn profile. Recommendations makes your business appear more credible and
reliable for new customers. Also browse the Questions section of LinkedIn;
providing answers helps you get established as a thought leader and earns trust.

40
Using YouTube for Social Media Marketing

YouTube is the number one place for creating and sharing video content, and it can
also be an incredibly powerful social media marketing tool. Many businesses try to
create video content with the aim of having their video “go viral,” but in reality those
chances are pretty slim. Instead, focus on creating useful, instructive “how-to”
videos. These how-to videos also have the added benefit of ranking on the video
search results of Google, so don't under-estimate the power of video content!

41
CHAPTER -3

MATERIALS AND EXPERIMENTAL

TECHNIQUES/METHODOLOGY

3.1 INTRODUCTION
Methodology is the systematic, theoretical analysis of the methods applied to a field
of study. It comprises the theoretical analysis of the body of methods and principles
associated with a branch of knowledge. Typically, it encompasses concepts such as
paradigm, theoretical model, phases and quantitative or qualitative techniques.
A methodology does not set out to provide solutions - it is, therefore, not the same
thing as a method. Instead, it offers the theoretical underpinning for understanding
which method, set of methods or so called “best practices” can be applied to specific
case, for example, to calculate a specific result.

It has been defined also as follows:

1. "the analysis of the principles of methods, rules, and postulates employed by

a discipline"
2. "the systematic study of methods that are, can be, or have been applied within
a discipline"
3. "the study or description of methods”

RESEARCH DESIGN: – The research design used in this study was both
‘Descriptive’ and ‘exploratory’.

SAMPLING TECHNIQUE:–

The selection ofi respondents will be doing on the basis of convenience sampling
(Non- Probability). Basically I will use random sampling method.

STASTICAL TOOLS:

MS-EXCEL will use to prepare pie- charts and graphs and MS-WORD will use to
prepare or write the whole project report.
42
LIKERT SCALES:

Likert scales are the four, five, six, point scales much used in various fields of
research. Often the scale is used as a semantic differential.

RESEARCH DESIGN
The research design is purely and simply the framework of plan for a study that
guides the collection and analysis of data. Types of Research Design:
 Exploratory Research – The main purpose of such studies is that of
formulating a problem for more precise investigation or of developing the
working hypotheses from an operational point of view.
 Descriptive Research – Those studies which are concerned with describing
the characteristics of a particular individual, or of a group.
 Hypothesis Testing Research – They are those where the researchers tests
the hypotheses of casual relationships between variables.

3.2 SUMMARY

SAMPLE SIZE
Detail:
Size of Data : 80
Area : BHUBANESWAR

Sampling Technique
Sampling techniques can be broadly classified in to two types:
 Probability Sampling.
 Non Probability Sampling.

Methods of Data Collection - Testing Of Questionnaire

Primary Data:
Primary data is basically the live data which I collected on field while doing cold
calls with the customers and Ii shown them list of question for which I had required
their responses.

43
Source: Main source for the primary data for the project was questionnaires which I
got filled by the customers or sometimes filled myself on the basis of discussion
with the customers.

Secondary Data
Secondary data for the base of the project I collected from intranet and from
internet, magazines, newspapers etc.
Statistical Analysis
In this segment I will show my findings in the form of graphs and charts. All the
data which I got form the market will not be disclosed over here but extract of that in
the form of information will definitely be here.

TOOLS AND TECHNIQUES OF ANALYSIS

Tools for analysis

 Bar chart (Bar charts will be used for comparing two or more values that will be
taken over time or on different conditions, usually on small data set )
 Pie-chart (Circular chart divided in to sectors, illustrating relative magnitudes or
frequencies)
Tools and Techniques
As no study could be successfully completed without proper tools and techniques,
sames with my project. For the better presentation and right explanation I used tools
of statistics and computer very frequently. And I am very thankful to all those tools
for helping me a lot. Basic tools which I used for project from statistics are-
- Bar Charts
- Pie charts
- Tables
Bar charts and pie charts are really useful tools for every research to show the result
in a well clear, ease and simple way. Because I used bar charts and pie cahrts in
project fori showing data in a systematic way, so it need not necessary for any
observer to read all the theoretical detail, simple on seeing the charts any body could
know that what is being said.

44
Technological Tools
Ms - Excel
Ms- Acess
Ms- Word
Above application software of Microsoft helped me a lot in making project more
interactive and productive.

45
CHAPTER – 4
ANALYSIS AND INTERPRETATION

1. How do you aware about Xiaomi Corporation?

TABLE NO. 1:
Option No. of Respondents Percentage
TV Ads 16 20%

Existing customers 15 18.75%

Magazines 1 1.25%

Friends 25 31.25%

Internet 23 28.75%
Total 80 100%

GRAPH NO. 1:

25

20

15
25
23

10
16 15

1
0
TV Ads Exixting Customer Magazines Friends Internet

Interpretation: From the above graph it shows that 20% of the respondents came to know about
Xiaomi Corporation through TV Ads, 18.75% of the respondents are existing customer,
1.25% of the respondents through Magazines, 31.25% of respondents from their Friends and 28.75%

46
of the respondents through Internet. The above graph explained that majority of respondents came to
know from Friends and Internet.

2. What is your perception about Xiaomi Corporation?

TABLE NO. 2:

Particulars No. of Respondents Percentage

Good 63 78.75%
Ordinary 9 11.25%
No comment 6 7.5%
Poor 2 2.5%
Total 80 100%

GRAPH NO. 2:

70

60

50

40
63
30

20

10 9 6
2
0
Food Ordinary Poor No comments

Interpretation: The above graph reveals that Good perception comes from 78.75%, 11.25% have
Ordinary perception about Xiaomi Corporation and rest by 2.5% have poor perception and 7.5% have
No comments.

47
3. Xiaomi Corporation have Good Quality?

TABLE NO. 3:

Particulars Number of Respondent Percentage

Strongly agree 16 20%

Agree 58 72.50%

Neither agree 1 1.25%

Disagree 5 6.25%%

TOTAL 80 100%

GRAPH NO. 3:

60

50

40

58
30

20

16
10
5
1
0
Strongly agree Agree Neither agree Disagree

Interpretation: The above graph shows that 20% of the respondents Strongly agree Xiaomi
Corporation have good quality, 72.50% Agree, 1.25% Neither agree and 6.25% of the respondents
don’t agree.

48
4. Do you think Xiaomi Corporation Services are more Quality &
beneficial than others?
TABLE NO. 4:

Product No. of Respondent Percentage

Yes 57 71.25%
No 23 28.75%
Total 80 100%

GRAPH NO. 4:

23

57

Yes No

Interpretation: The above graph showing is 71.25% of respondents says Xiaomi

Corporation are more quality and beneficial than others. Only 28.75% of respondents
Says No.

49
5. On the basis of price and feature comparison, is Xiaomi Corporation
economical?
TABLE NO. 5:

Option No. of respondents Percentage

Extremely Agreed 11 13.75%
Highly agreed 20 25%
Agreed 41 51.25%
No Comments 3 3.75%
Disagreed 5 6.25%
Total 80 100%

GRAPH NO. 5:

45

40

35

30

25
41
20

15
20
10
11
5 5
3
0
Extremely Highly agreed Agreed No comment Disagreed
agreed

Interpretation: The above graph is showing that Xiaomi Corporation are economical. 13.75% of
respondents are Extremely agreed , 25% is Highly agreed, 51.25% is Agreed, 3.75% people have No
comments and 6.25% people Disagreed on this.

50
6. What is the Selling scale System of Xiaomi Corporation?

TABLE NO. 6:

Option No. of Respondents Percentage

Excellent 27 33.75%
Good 39 48.75%
Fair 10 12.50%
Poor 2 2.50%
Very poor 2 2.50%
Total 80 100%

GRAPH NO. 6:

2
Very poor

2
Poor

10
Fair

39
Good

27
Excellent

0 5 10 15 20 25 30 35 40

Interpretation: In the above graph it shows that 39 respondents out of 80 says Good about selling
scale system of Xiaomi Corporation, 27 say Excellent, 10 say Fair, 2 say Poor and 2 say Very poor .

51
7. State the level of satisfaction for the Xiaomi Corporation Services?

TABLE NO. 7:

Option No. of Respondents Percentage

Satisfied 66 82.50%
Dissatisfied 2 2.50%
Not at all satisfied 3 3.75%
Neither Satisfied nor 9 11.25%
dissatisfied

Total 80 100%

GRAPH NO. 7:

70

60

50

40
66

30

20

10
9
2 3
0
Satisfied Dissatisfied Not at all satisfied Neither satisfied
nor dissatisfied

Interpretation: The above graph shows that 66 respondents out of 80 satisfied with Xiaomi
Corporation services, 2 are dissatisfied, 3 are not at all satisfied and 9 of them are neither satisfied nor
dissatisfied.

52
8. How many years have you been using Xiaomi Corporation?

TABLE NO. 8:

Years No. of Respondent Percentage

1-2 Years 34 42.50%
2-3 Years 17 21.25%
3-4 Years 12 15%
More than 4 Years 17 21.25%

Total 80 100%

GRAPH NO. 8:

more than 4 17
years

12
3-4 years

17
2-3 years

34
1-2 years

0 5 10 15 20 25 30 35

Interpretation: In the above graph it shows that 34 respondent using Xiaomi products 1-2 years, 17
using 2-3 years, 12 using 3-4 years and 17 people using it more than 4 years.

53
9. Does advertisement influence your decision in choosing Xiaomi
Corporation Services?
TABLE NO. 9:

Particulars No. of Respondents Percentage

Yes 47 58.75%

No 20 25%

Can’t Say 13 16.25%

Total 80 100%

GRAPH NO. 9:

Can't say
13

No Yes Yes
20 47 No
Can't say

Interpretation: In the above pie chart it is seen that 47 people out of 80 say that yes, advertisement
influence them while buying Xiaomi products.

54
10. Why do you use Xiaomi Corporation India Services?

TABLE NO. 10:

Particulars No. of Respondents Percentage

Good Price 35 43.75%

Better Quality 17 21.25%

Easily Available 21 16.25%

Diversified categories 7 8.75

of products
Total 80 100%

GRAPH NO. 10:

35

30

25

20 35

15
21
10 17

5 7

0
Good Price Better Quality Easily available Diversified categories
of products

Interpretation: From the above bar diagram we can see that 35 respondents out of 80 use Xiaomi
services for Good pricing, 17 use for Better quality, 21 use for easily availability and 7 use it for
Diversified categories of products.

55
11. Which factor is most liked by you?

TABLE NO. 11:

Option No of Respondents Percentage

Pricing 36 45%

Advertisement 11 13.75%

Quality 26 32.50%

Stylish 7 8.75%

Total 80 100%

GRAPH NO. 11:

7
Stylish

26
Quality

11
Advertisiment

36
Pricing

0 5 10 15 20 25 30 35 40

Interpretation: The above graph showing that 11 customer is attract towards Xiaomi Corporation product
due to Advertisement. 36 customer says that pricing is good, 26 use it for quality and 7 for the style of
the product out of 80 respondents.

56
12. Is there any complain from customer? If yes then why?

TABLE NO. 12:

Option No of Respondents Percentage

Price 10 12.50%
Product 11 13.75%
Quality 19 23.75%
Other 13 16.25%
No 27 33.75%
Total 80 100%

Graph No. 12:

Price; 10

No; 27 Prod-
uct; 11

Qual-
Other; ity; 19
13

Interpretation: The above chart shows that out of 80 people 19 wants to complain for quality issue,
11 for product, 10 for price, 13 for other reasons and 27 have no complaints.

57
13. Distribution of Respondents According to Occupation.

TABLE NO. 13:

OCCUPATION RESPONDENTS PERCENTAGE

RETIRED 1 1.25%
PRIVATE JOB 10 12.50%
GOVT JOB 2 2.50%
STUDENT 61 76.25%
BUSINESS 6 7.50%
TOTAL 100 100

GRAPH NO. 13:

Business Retired Private

8% 1% job
13% Govt.
job
3%

Student
76%

Interpretation: It can be seen that out of 80 respondents 1 is retired, 10 are private job holders, 2 are
govt. servant, 61 students and 6have business.

58
14. Distribution of Respondents According To Qualification

TABLE NO. 14

QUALIFICATION RESPONDENTS PERCENTAGE

MATRICULATE 2 2.50%
10+2 11 13.75%
GRADUATE 47 58.75%
POST GRADUATE 20 25%
TOTAL 80 100%

GRAPH NO. 14:

Matriculation
3% 10+2
Post Graduate 14%
25%

Graduate
59%

Matriculation 10+2 Graduate Post Graduate

Interpretation: Out of 80 respondents 2 are matriculate, 11 are 10+2, 47 graduates and 20 post
graduates are there.

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15. Which of these marketing applications have you used in the present?

TABLE NO. 15:

Particulars No. of Respondents Percentage

Facebook Business 12 24%

Pages

Free Webs 18 36%

Google AdWords 8 16%

SMS Marketing 12 24%

Total 50 100%

GRAPH NO. 15:

18

16

14

12

10 18

8
12 12
6
8
4

0
Facbook business Free webs Google AdWords SMS Marketing
pages

Interpretation: It reveals that Facebook Business Pages (24%), Free Webs (36%),
Google AdWords (16%) & SMS Marketing use 24% marketing applications in
present.

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16. For which of your digital communications do you use analytics
to track audience response and behavior?
TABLE NO. 16

Particulars No. of Respondents Percentage

Company Website 18 36%

Facebook Pages 12 24%

Email Campaigns 7 14%

SMS Marketing 13 26%

Total 50 100%

GRAPH NO. 16:

Series 1

18

16

14

12

10 18

8 13
12
6
7
4

0
Company website Facebook pages Email campaigns SMS marketing

Interpretation: It is observed that approx. 36% of respondents use company

website & 26% use SMS Marketing to track audience response and behavior.

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17. In what ways do you currently communicate with your Staff members?

TABLE NO. 17:

Particulars No. of Respondents Percentage

e-mail newsletter 8 16%

Facebook 12 24%

Mobile device 15 30%

application

Text message 8 16%

marketing

Blogging updates 4 8%

Others 3 6%

Total 50 100%

GRAPH NO. 17:

3
Others

4
Blogging updates

8
Text message marketing

15
Mobile device application

12
Facebook

8
e-mail newsletter

0 2 4 6 8 10 12 14 16

Interpretation: In the above chart it is observed that mobile device application is the more
convenience way to communicate with staffs.

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CHAPTER - 4.2

RSULTS AND DISCUSSION

4.2.1
It reveals that 31.25% respondents came to know about Xiaomi Corporation through Friends, 1.25%
of the respondents through magazines, 18.75% of the respondents through the existing customers and
20% of respondents from TV Ads, 28.75% of respondents through internet. The above graph
explained that majority of respondents are from Friends and internet.

4.2.2
It also can be seen from the above graph no. 2 that 78.75% respondents having good perception
towards Xiaomi Corporation, 11.25% respondents having ordinary perception and 7.5%, 2.5%
respondents having No comment and poor perception on Xiaomi products.

4.2.3
When the question was asked that how do you agree about good quality of Xiaomi products then
77.5% respondents agreed on this , 20% people strongly agreed, 1.25% people neither agree and
6.25% people disagree on this. It can be seen that maximum people says that they have good product
qualities.

4.2.4
It reveals that 71.25% of respondents says Xiaomi Corporation. are more quality and
beneficial than others. Only 28.75% of respondents Says No.

4.2.5
On the basis of pricing and feature comparison than other companies 51.25% people said
that it is economical, 13.75% people extremely agreed on this, 25% people highly agreed,
3.75% people had no comments and 6.25% people disagreed on this statement.

4.2.6
From the survey it revealed that 33.75% people says excellent about selling scale of Xiaomi
Corporation , 48.75% respondents said good, 12.50% people said fair, 2.5% people said
poor and 2.5% people also said that it is very poor.

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4.2.7
82.5% respondents are satisfied on the service system of this company, 2.5% people are
dissatisfied, 3.75% people are not satisfied at all, 11.25% people are neither satisfied nor
dissatisfied.

4.2.8
It is observed that 42.5% people are using Xiaomi Products from 1-2 years, 21.25% people
are using from 2-3 years , 15% people are using it from 3-4 years and 21.25% people are
using it for more than 4 years.

4.2.9
It is observed that 58.75 % people got influenced in their buying behavior by advertising,
25% people said no on this and 16.25% can’t say anything on this.

4.2.10
From the above survey question, why do you use Xiaomi products it has recorded that
43.75% respondents use it for good price, 22.25% for better quality, 16.25% use it for
easily availability and 8.75% respondents use it for various products categories.

4.2.11
45% respondents told they liked the pricing system of this company, 13.75% people like
advertisement, 32.50% for quality and 8.75% for stylish looking.

4.2.12
From the above survey it is recorded that 12.5% respondents have problems on pricing,
13.75% on product, 23.75% for quality issues, 16.25% respondents have problems for other
reasons and 33.75% people have no problem.

4.2.13
Among all the respondents 1.25% are retired, 12.5% are private job holders, 2.5% are govt.
Servant, 76.25% are students and 7.5% respondents are business person.

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4.2.14
Among all the respondents 2.5% are matriculated, inters are 13.75%, 58.75% are graduates
and 25% are post graduates.

4.2.15
The survey from the employees of the company it is observed that 24% of them use
Facebook business Page for their marketing, 36% from free webs, 16% from Google
AdWords and 24% from SMS marketing.

4.2.16
To track audience response and behavior and to analyses that the company 36% use
Company website, 24% use Facebook page, 14% use Email campaign and 26% use SMS
marketing.

4.2.17
This is the data below by which the company reach its customers
Email newsletter -16%, 24% from Facebook, 30% by mobile application, 16% by text
message marketing, 8% by blogging updates and 6% from other resources.

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CHAPTER-5
CONCLUSION AND SUGGESTION

5.1 CONCLUSION

Xiaomi is a new company compare to Apple or Samsung such popular companies.

However, its development shocks the world. And according to its development and
company’s history, we can notice that it is possible that Xiaomi will overpass these
companies. Even some people think that Xiaomi copies the techniques from other
companies, such as Apple. But, we should not that they did have their advantages,
their products are coming into people’s life. And since the media, electronic
product, even some technologies are relevant to our life, thus Xiaomi will have very
large region to improve and keep continue their development.

 Digital Marketing is not only concerned with placing ads in portals, it

consists of integrated services and integrated channels. Marketers want to
use these components in an effective way to reach target groups and to build
a brand. In this digital era marketer is not the custodian for a brand, people
who are connected across the digital platforms are the custodians.
 The ability to interact with the customers of the company should be viewed
as a very positive aspect by any business. It offers very real insight into how
the companies are viewed.
 The feedback shared on the review social networking sites such as Facebook,
LinkedIn, Twitter, Google+, [Link] & TripAdvisor is an opportunity
to improve the service offering.
 Measuring the affects that reviews, Wall-posting, Blog, Photo Video, Pop-up,
tweets and posts can directly have on bookings could be quite difficult.
 Digital Media creates a real Connection between companies and customers;
that connection creates a trend for purchase intensity.
 Digital Networking provide ample ofi opportunities for interacting with any
industries partners.

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 Digital Marketing provides a platform to innovative advertising to be
effectively used for business growth of any industries.
 Industry with use of Social Networking Sites can gain competitive advantage
by reducing advertising cost , create awareness, capture large market, able to
transact globally , can improve customer service quality and acquire new
customers.

5.2 SUGGESTIONS

 Budget Smartphone launched via flash sale model

 Dual SIM 4G support , powered with 1GB RAM and 8GB onboard storage
 Special launch of limited edition 16 GB storage and 2GB RAM phones
 Offers sharpest and best display among its competitor phones
 Camera is one of the strongest features of Redmi smartphones with sharp
and crisp pictures
 Price has been a great strength for xiaomi models
 The digital networking strategy should sufficiently flexible to allow it to
adapt to new developments and to determine what works and what does not
work.
 A dedicated social media co-ordinator is recommended to monitor the
impact of any changes implemented. A dedicated coordinator would also
allow for consistency in communication. At the very least a profession
agency experienced in digital media marketing should be consulted at from
the earliest planning stages.
 The reviews and complaints raised by the customers on the SNS should be
effectively managed and proper actions should be taken by the management
and the action taken should also be communicated to the customer.
 The promotional offers during season on should be displayed on the Social
Network Site on regular basis, so that large number of customers is captured.

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CHAPTER 6

LIMITATIONS OF THE STUDY

As said a basic research was conducted at the company to enable the company to
assess how far the customers are satisfied with product and services of XIAOMI
CORPORATION. During the course of the study the following limitations were
observed:

 The method will be unsuitable if the number of persons to be surveyed is

very less as it will be difficult to draw logical conclusions regarding the
satisfaction level of customers.
 Interpretation ofi data may vary from individual depending on the individual
understanding the product features and services of the company.
 The method lacks flexibility. In case of inadequate or incomplete
information the result may deviate.
 It is very difficult to check the accuracy of the information provided.

 Since all the Services and services are not widely used by all the customers it
is difficult to draw realistic conclusions based on the survey.

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BIBLIOGRAPHY

Website:
 [Link]
 [Link]
 [Link]
social-media-to-target-indian-consumers/
 [Link]
 [Link]
 [Link]

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ANNEXTURE

1. How you aware about Xiaomi Corporation Services?

a) TV Ads b) Existing customers
c) Magazines d) Friends
e) Internet
2. What is your Perception about Xiaomi Corporation Services?
a) Good b) Ordinary
c) No Comments d) Poor
3. Xiaomi Corporation Services has Good Quality?
a) Strongly agree b) Agree
c) Neither agree d) Disagree
4. Do you think Xiaomi Corporation Services are more Quality & beneficial
than others?
a) Yes b) No
5. On the basis of price and feature comparison, is Xiaomi Corporation Services
economical?
a) Extremely Agreed b) Highly agreed
c) Agreed d) No Comment e) Disagreed
6. What is the selling scale System of Xiaomi Corporation Services?
a) Excellent b) Good c) Fair
d) Poor e) Very poor
7. State the level of satisfaction for the Xiaomi Corporation Services?
a) Satisfied b) Dissatisfied
c) Not al all satisfied d) neither satisfied nor dissatisfied

8. Does Advertisement Influence your decision in choosing a Xiaomi

Corporation Services?
a) Yes b) No c) Can’t Say
9. Why do you use Xiaomi Corporation India services?
a) Good price b) Better Quality

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c) Easily available d) Diversified categories of product
10. How many years have you been using Xiaomi Corporation India?
a) 1-2 yrs b) 2-3 yrs
c) 3-4 yrs d) More than 4 years
11. What is the selling scale System of Xiaomi Corporation India?
a) Excellent b) Good
c) Fair d) Poor
e) Very Poor
12. Which factor is most liked by you?
a) Pricing b) Advertisement
c) Quality d) Stylish
13. Which of these marketing applications have you used in the present?
a) Facebook Business Pages b) Free Webs
c) Google Adwords d) Others

14. For which of your digital communications do you use analytics

to track audience response and behavior?
a) Company Website b) Facebook Pages
c) Email campaigns d) SMS Marketing
15. In what ways do you currently communicate with your chamber members?
a) E-Mail Newsletter b) Facebook
c) Mobile Device Application d) Text message marketing
e) Blogging Updates f) Others

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