sales services of hcl infosystem

8/20/2019 Sales Services of Hcl Infosystem

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PROJECT REPORT

ON

“SALES SERVICES OF HCL INFOSYSTEM”

SUBMITTED IN THE PARTIAL FULFILLMENT FOR THE AWARD OF

THE DEGREE OF BACHELOR IN BUSINESS ADMINISTRATION

(BANKING & INSURANCE) 202!20"

UNDER THE GUIDANCE OF#

M$% I'$*+ S,-.

(A//,/* P$1//1$3 M%A%I%M%S)

SUBMITTED BY#

A4/.,* G1+

R1++ N1%# 05678092

C1:$/# BBA (B&I)3 5. S;/$3 / S.,

B*


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T*>+ 1 C 1/

Ac&no'ledg(ent i

Student)s declaration ii

*ertificate fro( the guide iii

+ecutive su((ary iv

P*- 1%

C.*$ I

Plan of the Study

1.1 Introduction to topic -------------------.

1. b/ective of the study------------------...

1.0 iterature revie' and2or 3heoretical 4ac&ground-------..

C.*$ II

*o(pany Profile 2 Industry profile or details-------------

C.*$ III

!esearch 5ethodology--------------------

0.1 !esearch design-------------------..----.

0. 3ypes of !esearch ----------------------

0.0 !esearch Area------------------------..

0.6 Scope of study-----------------..............................

0.7 i(itation of study-----------------------

0.% 3heoretical bac&ground of study----------------........


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C.*$ IV

Data Analysis and Interpretation -----------------......

6.1 Analysis 8 Interpretation ------------------

C.*$ V

9indings 8 *onclusions----------------------..

C.*$ VI

Suggestion2 !eco((endation------------------

4I4IG!AP:; -----------------ANN+


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ACKNOWLEDGEMENT

I offer (y sincere than&s and hu(ble regards to 5ahara/a Agrasen Institute f

5anage(ent Studies, Ne' Delhi for i(parting us very valuable professional training in

44A.

I pay (y gratitude and sincere regards to “M$% I'$*+ S,-.”3 (y pro/ect Guide for

giving (e the crea( of his &no'ledge. I a( than&ful to hi( as he has been a constant

source of advice, (otivation and inspiration. I a( also than&ful to her for giving

suggestions and encourage(ent throughout the pro/ect 'or&.

I ta&e the opportunity to epress (y gratitude and than&s to our co(puter ab staff and

library staff for providing (e opportunity to utili=e their resources for the co(pletion of

the pro/ect.

I a( also than&ful to (y fa(ily and friends for constantly (otivating (e to co(plete the

pro/ect and providing (e an environ(ent 'hich enhanced (y &no'ledge.

AKSHITA GOEL

5.

S;/$3 /

S.,

R1++ N1%# #%>16?#1$1


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STUDENT DECLARATION

3his is to certify that I have co(pleted the Pro/ect titled “S*+/ /$?,16?#1$1


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CERTIFICATE FROM THE GUIDE

3his is to certify that the pro/ect 'or& title S*+/ /$?,16?#1$1E is an authentic 'or& carried out by her

under (y guidance and supervision in the 4achelor of 4usiness Ad(inistration4an&ing 8

InsuranceE depart(ent of 5ahara/a Agrasen Institute of 5anage(ent Studies.

3o the best of (y &no'ledge and belief, the data 8 infor(ation presented by her in the

pro/ect has not been sub(itted earlier.

MR% INDERPAL SINGH

Assistant ProfessorE

5.A.I.5.S


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EECUTIVE SUMMARY

A sale is the act of selling a product or service in return for (oney or other co(pensation.

Signalling co(pletion of the prospective stage, it is the beginning of an engage(ent bet'een

custo(er and vendor or the etension of that engage(ent. Selling your products to a global

audience presents a nu(ber of challenges, not least the fact that increasing sales in different

countries re@uires local (ar&et &no'ledge and language capabilities. 3hat)s 'hy *o(panies

developed their Sales services, 'hich are there to help to epand sales activities by utili=ing

their vast net'or& of contacts and their international tea( of talented sales representatives.

3he long ter( relationship cannot auto(atically be assu(ed due to the initial sale they are

never static often after a first purchase, the custo(er doesn)t see( to have i((ediate

additionalF buying potential. Unsuccessful sales people si(ply play a 'aiting ga(e

(aintaining good relationship 'hile passively 'aiting until circu(stance changeB.‟

Successful sales people, on the other hand, ta&e an active and dyna(ic approach by using

their initial successful sale to penetrate or develop the custo(er accountB.‟

:* Infosyste(s td is one of the pioneers in the Indian I3 (ar&et , 'ith its origins in 1>$1.

9or over @uarter of a century, 'e have developed and i(ple(ented solutions for (ultiple(ar&et seg(ents, across a range of technologies in India. e have been in the forefront in

introducing ne' technologies and solutions. !esearch (ethodology is considered as the nerve

of the pro/ect. ithout a proper 'ell"organi=ed research plan, it is i(possible to co(plete the

pro/ect and reach to any conclusion. 3he pro/ect 'as based on the survey plan. 3he (ain

ob/ective of survey 'as to collect appropriate data, 'hich 'or& as a base for dra'ing

conclusion and getting result. Pri(ary Data is data 'ere collected by personal intervie'. 9or

this purpose @uestionnaires 'ere prepared in such that all necessary data 'ould be collected.

Secondary Data is Infor(ation regarding the pro/ect, secondary data 'as also re@uired. 3hese

data 'ere collected fro( various past studies and other sources of the co(pany. Secondary

data analysis saves ti(e that 'ould other'ise be spent collecting data and, particularly in the

case of @uantitative data, provides larger and higher"@uality databases that 'ould be

unfeasible for any individual researcher to collect on their o'n. 3oday for des&top P*, :*

has (ore than $ la&h units installed. It en/oy considerable (ar&et share in seg(ents li&e

Govern(ent, 4an&ing 8 9inance and +ducation 8 research. :* has rate contracts 'ith

"NI*, PN4, DGS 8 D, NI*SI , NG* , Pun/ab 8 Sind 4an&.

http://en.wikipedia.org/wiki/Sellinghttp://en.wikipedia.org/wiki/Quantitative_datahttp://en.wikipedia.org/wiki/Databasehttp://en.wikipedia.org/wiki/Quantitative_datahttp://en.wikipedia.org/wiki/Databasehttp://en.wikipedia.org/wiki/Selling


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CHAPTER

PLAN OF THE STUDY


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% INTRODUCTION

SALE

A /*+ is the act of selling a product or service in return for (oney or other co(pensation. H1

Signalling co(pletion of the prospective stage, it is the beginning of an engage(ent bet'een

custo(er and vendor or the etension of that engage(ent.

3he /++$ or /*+/$/1 J the provider of the goods or services J co(pletes a sale in

response to an ac@uisition or to an appropriation or to a re@uest. 3here follo's the passing of

title property or o'nershipE in the ite(, and the application and due settle(ent of a price, the

obligation for 'hich arises due to the sellerKs re@uire(ent to pass o'nership. Ideally, a seller

agrees upon a price at 'hich he 'illingly parts 'ith o'nership of or any clai( upon the ite(.

3he purchaser, though a party to the sale, does not eecute the sale, only the seller does that.

3o be precise the sale co(pletes prior to the pay(ent and gives rise to the obligation of

pay(ent. If the seller co(pletes the first t'o above stages consent and passing o'nershipE

of the sale prior to settle(ent of the price, the sale re(ains valid and gives rise to an

obligation to pay.

SALES SERVICES

Selling your products to a global audience presents a nu(ber of challenges, not least the fact

that increasing sales in different countries re@uires local (ar&et &no'ledge and language

capabilities.

3hat)s 'hy *o(panies developed their Sales services, 'hich are there to help to epand sales

activities by utili=ing their vast net'or& of contacts and their international tea( of talented

sales representatives.

C:/1;$ /$?,


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Another ea(ple of auto(ated custo(er service is by touch"tone phone, 'hich usually

involves a (ain (enu, and the use of the &eypad as options i.e. LPress 1 for +nglish, Press

for SpanishL, etc.E

:o'ever, in the Internet era, a challenge has been to (aintain and2or enhance the personal

eperience 'hile (a&ing use of the efficiencies of online co((erce. Lnline custo(ers are

literally invisible to you and you to the(E

so itKs easy to shortchange the( e(otionally. 4ut this lac& of visual and tactile presence

(a&es it even (ore crucial to create a sense of personal, hu(an"to"hu(an connection in the

online arena.L

Auto(ated (eans can be based entirely on self service, but (ay also be based on service by

(ore or less (eans of artificial intelligence.

+a(ples of custo(er service by artificial (eans are auto(ated online assistants that can be

seen as avatars on 'ebsites. It can avail for enterprises to reduce their operating and training

cost. 3hese are driven by chatterbots, and a (a/or underlying technology to such syste(s is

natural language processing.

AFTER SALES SERVICES

3he long ter( relationship cannot auto(atically be assu(ed due to the initial sale they are

never static often after a first purchase, the custo(er doesn)t see( to have i((ediate

additionalF buying potential. Unsuccessful salespeople si(ply play a 'aiting ga(e

(aintaining good relationship 'hile passively 'aiting until circu(stance change.‟

Successful sales people, on the other hand, ta&e an active and dyna(ic approach by using

their initial successful sale to penetrate or Mdevelop the custo(er account. 3hey loo& for ‟

(ore areas 'ithin the account 'here their product2service (ay offer a solution.

http://en.wikipedia.org/wiki/Push-button_telephonehttp://en.wikipedia.org/wiki/Self_servicehttp://en.wikipedia.org/wiki/Self_servicehttp://en.wikipedia.org/wiki/Artificial_intelligencehttp://en.wikipedia.org/wiki/Automated_online_assistanthttp://en.wikipedia.org/wiki/Avatar_(computing)#Artificial_intelligencehttp://en.wikipedia.org/wiki/Avatar_(computing)#Artificial_intelligencehttp://en.wikipedia.org/wiki/Chatterbothttp://en.wikipedia.org/wiki/Natural_language_processinghttp://en.wikipedia.org/wiki/Push-button_telephonehttp://en.wikipedia.org/wiki/Self_servicehttp://en.wikipedia.org/wiki/Artificial_intelligencehttp://en.wikipedia.org/wiki/Automated_online_assistanthttp://en.wikipedia.org/wiki/Avatar_(computing)#Artificial_intelligencehttp://en.wikipedia.org/wiki/Chatterbothttp://en.wikipedia.org/wiki/Natural_language_processing


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“A$ /*+ /$?,:,+' +1- $; $+*,1/., ,. :/,// & $$$*+%”

STRATEGIES THAT SUCCESSFUL PEOPLE DEVELOP FOR REPEAT SALES

FROM AFTER SALES SERVICE#

% NEW OPPORTUNITIES

Successful salespeople not only (aintain their eisting custo(er accounts, they actively loo&

for ne' opportunities to penetrate 'ithin these accounts. 3heir ob/ective is not to protectB

but to pro/ectB or to sellB. 4y having an ob/ective of developingB during the course of

(aintainingB their eisting custo(ers, successful sales people not only 'ill protect the

account but also 'ill obtain (ore sales fro( the account.

. DOCUMENT THE GOOD NEWS.

Salespeople can (a&e !e(inder Sales *all.B5ost of the ti(e, the salesperson is in contact

'ith the custo(er 'hen things are going 'rong. A better strategy is to re(ind the custo(er

of the benefits that have co(e fro( the sales that stay in contact 'ith custo(er 'hen thing

are going right. !e(e(ber that custo(er &eep a file on correspondence 'ith the selling

co(pany. I(agine 'hat a file 'ould loo& li&e to a ne' decision (a&er at the custo(er

co(pany reading a file full of bad ne's shouldn)t the good ne's be recorded. Good ne's

such as other satisfied custo(er can be for'arded 9;IB Hfor your interest to your eisting


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custo(er. Additionally, the salesperson can 'rite to the custo(er outlining the positive and

assistance. hen it)s ti(e for repurchase, the seeing co(pany is in a stronger position.

% EDUCATE THE CUSTOMER ON NEW DEVELOPMENT%

Salespeople can (a&e Infor(ative Sales *all.B!elated to developing the custo(er

accountB the salesperson infor(s the custo(er of ne' product2 service and changes the

industry or selling co(pany. 3he long"ter( relationship bet'een the custo(er and seller is

further strengthened in this open sharing of infor(ation that affects both custo(er and seller.

7% GENERATE REFFERALS

Salespeople can (a&e ead"Generations sales *alls.B Ironically, the (ore that the

salesperson has satisfied the custo(er)s needs, the less there is a need for an i((ediate

repeat business fro( the eisting custo(er. As (entioned above, the custo(er account can be

further penetrated and also can be a source of referrals both internal and eternal custo(er.

Satisfied custo(ers are often delighted to help the salesperson. 3hey can give contacts and

introductions. !e(e(ber that the 5otivation dipB occurs during the second stage earning

StageB of the i(ple(entation step, so referrals (ust be obtained early in the Novelty StageB

or late in the +ffectiveness Stage.B

"% RETHINK THE UNDERSTANDING OF CUSTOMER NEEDS%

Salespeople can (a&e Needs Assess(ent Sales *alls.B *usto(er needs changes. 3he

salesperson should (a&e periodic calls on the custo(er to reassess

then understanding of the custo(er s needs. !e(e(ber that co(petitors are atte(pting to or ‟

are regularly assessing your custo(er s needs. 3hey can ta&e your eisting as neglected.‟

After all, didn t the salesperson also obtain or ta&e this eisting custo(er fro( so(eone‟

5% INFLUENCE FUTURE DECISION CRITERIA%

Salespeople can (a&e Decisions *riteria Sales *alls.B Salespeople can help educate or

refine the process by 'hich the custo(er (a&es decision. Perhaps the custo(er)s level of sophistication is relatively lo'. :ere the salesperson cans facilities the custo(er)s learning of


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(ethodologies that help decide on opti(al product2service solutions. If the custo(er is

sophisticated, the salesperson can openly discuss decision criteria. 3his (ay be infor(ation

glea(ed that is useful to the salesperson and2or serve as a Msounding"board and idea‟

refine(ent for the custo(er. In all cases, the custo(er 'ill see salesperson as a consultant

and partner in the relationships. 3his bond should to a stronger long"ter( relationship and

increased repeat business, referrals and custo(er account develop(ent.

M*, $*/1 1 P$1?,',- *$ S*+/ S$?,


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THE SERVICES INFOSTRUCTURE SERVICES

In the e(erging net econo(y, I3 infrastructure Plays the role of a Po'erful business

enabler to i(prove your business processes, to help you focus on your goals and

strategies and (ore i(portantly, to help you serve your custo(ers better. I3

Infrastructure de(ands constant change latest technology, reliable operations and high

availability. eaders li&e you, in the process of selecting the best of breed in

technology, re@uire integrating different solutions fro( various vendors.3hus a

situation 'here you need a strong reliable and trusted partner co((itted to deliver

beyond /ust services.

HCL ADVANTAGE

Staying co(petitive in today)s dyna(ic business environ(ent (eans finding ne' 'ays

to reduce costs 'hile (ai(i=ing the value of your technology and personal resources.

5ore than ever, your ability to Ldo (ore 'ith lessL deter(ines ho' successful your

organi=ation 'ill be. 3hatKs 'hy :* Infosyste( helps you achieve. 4y channelling

our in"depth epertise gained fro( over $ years of I3 Do(ain eperience. e provide

a full band'idth of services specifically designed to (eet your co(plete I3 needs. And

as a single 'indo' for co(pleting business solutions 'herever you are located.......

e (a&e I3 possible to save (oney......+ 3+ ;U :+!+

as 'ell as ti(e ......+ S: ;U : fferings for 4usiness +(po'er(ent to

the po'er nE

•

SOLUTIONS#3he one stop shop solution centre for all your I3 needs, custo(i=ed to (eet

and scale 'ith your uni@ue 4usiness Needs.

• SERVICES#

A range of value added services in I3 infrastructure operations and

(anage(ent.


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• SUPPORT#

Pan"India footprint of support and logistics locations. ver %# Direct

service support locations. 3echnically sound 'or&force of over 1?##

certified professionals.

• STANDARDS#

orld *lass uality standards (aintained for PPP People, Processes 8

Perfor(anceE.Alliance 'ith global technology leaders.

• SAVINGS#

e help you find ne' 'ays to reduce costs 8 Ldo (ore 'ith lessL by

(ai(i=ing the value of your technology and personal resources, thereby

reducing your total cost of o'nership3*E.

• SATISFACTION#

*o(plete Satisfaction for the custo(ers through the :* %S offering that

enables one to (ai(i=e syste( upti(e through rapid

response and resolution services, thereby opti(i=ing

your I3 invest(ents.

• Net'or&s are (ultiplying day by day in every

organi=ation. Syste(s are beco(ing (ore 8 (ore

dependent on the availability of data resources of

various depart(ents 2 divisions 2 locations of an

organi=ation and thereby increasing the load and re@uire(ents of Net'or&s.

3he 'ell &no'n net'or&ed applications such as +(ail, Internet 2 Intranet,

Groupare solution, !elational Databases render the users co(pletely in"effective services, in the event of net'or& shutdo'ns.

• Net'or& 5anage(ent involves Net'or& 5onitoring of 4and'idth

Utili=ation, Net'or& +rrors 2 *ollisions, Net'or& 3roubleshooting, Day"to"

day Net'or& perations, Net'or& perfor(ance (onitoring, 3uning Net'or&

perating Syste( and advice action plan.


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SERVICE OFFERINGS

• Liaison with networking hardware support provider for all

hardware related problems.

• Use the NMS (Network Management Software) tool available

with the customer (if not, then to be made available) to monitor

the functioning of Network.

• Use the special devicesoftware tool for monitoring the

portnetwork tra!c and take appropriate action or recommend

preventive actions. ("evice Software tool to be made available

b# the customer.)

• $o%ordinate with cabling warrant# providers for repair of fault#

points cables and other related issues.

• Setup Network &ile S#stem % N&S % $on'guration of 'les and

folders for sharing across the network.

• Setup Network nformation Service % NS

• Setup "omain Name Service % "NS

• Setup eterogeneous Networking

• Setup "#namic ost $on'guration *rotocol % "$*

• *rovide detail documentation for all the above%mentioned

activities.

SERVICES !! F*


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critical to the operation of your business, do'nti(e can have a disastrous i(pact on

production, custo(er satisfaction and revenues.

e are in the business of helping custo(ers to use their e@uip(ent

better. ur 9acilities 5anage(ent Services are a co(prehensive set of

services that helps custo(ers to fully utili=e their I3 invest(ents by

i(proving availability, reliability and perfor(ance. e achieve this by

offering a co(plete portfolio of custo(i=ed services and epertise, fro( planning and

design to procure(ent, installation, integration, (igration assistance to syste(

(anage(ent, telephone support and on"site hard'are and soft'are fies.

3hrough our 3otal 9acilities 5anage(ent Solution, 'e offer a range of serviceoptions, custo(i=ed to the specific re@uire(ents of yours. 3hese includeQ

" 0%76? Support for (ission critical sites

" Oalue added Support Services

" Syste( Ad(inistration

" :elpdes& Services

" Net'or& *onsulting

" Net'or& I(ple(entation and 5anage(ent

" Asset 5anage(ent etc.

All this helps custo(er in deriving (ai(u( value fro( the invest(ent in I3

hard'are and soft'are. ur longstanding association 'ith Global leaders li&e Intel,

5icrosoft, :e'lett"Pac&ard, *isco, ucent, Novell, racle, SAP etc. has helped us

gain i((ense technical &no'ledge allo'ing us to offer direct support to large

installation across diverse platfor(s, through its co((itted professionals, even inthe re(otest of locations.


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%2 OBJECTIVE OF THE STUDY

% 3o &no' about the various aspects related to the (ar&eting strategy of :*

Infosyste(s and to (a&e further suggestions for its better(ent.

2% 3o &no' about the :* Products and their features.

% 3o &no' about *usto(er Preference for :* Products.7% 3o study *usto(er Satisfaction evel to'ards the usage of :* products.

"% 3o identify the sources through 'hich the custo(ers 'ere a'are of :* products.

5% 3o analyse the reasons 'hich financing (ethod used for the purchase of :*

products.

8% 3o find the (ar&et share of :* in I3 products.

9% 3o co(pare the use of I3 products in institutes and business houses.

6% 3o eplore the uneplored potential (ar&et of :*.

% LITERATURE REVIEW

3he history of structured @uality i(ple(entation in :* Infosyste(s began in the late 1>$#s

'ith the focus on i(proving @uality of its products by using basis * tools and 9ailure

!eporting and *orrective Active Syste(s 9!A*ASE. e also e(ployed concurrent

engineering practices including design revie's, and rigorous reliability tests to uncover latent

design defects.

In the early >#s, the focus 'as not (erely on the @uality of products but also the process

@uality syste(s. ur (anufacturing unit at NIDA 'as certified initially to IS >##Q1>>6

by 4OI in 1>>6 and later on to IS >##1Q1>>6 in 1>>?. As of no', all our (anufacturing

units are certified by 4OI as per IS >##1Q###

In early 1>>7, a (a/or @uality initiative 'as launched across the co(pany based on Philip 4.

*rosbyKs (ethodology of IP5 uality I(prove(ent Process 5anage(entE. 3his (odel

'as selected to because it considered the need and co((it(ent by an organi=ation to

http://www.hclinfosystems.com/iso9001.pdfhttp://www.hclinfosystems.com/iso9001.pdf


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i(prove but (ore i(portantly, the individualKs need to'ards better @uality in his personal

life.

Under our uality +ducation Syste( progra(, 'e train our e(ployees on the basic concepts

and tools of @uality. A nu(ber of i(prove(ent pro/ects have been underta&en by our

e(ployees, 'hereby process deficiencies and bottlenec&s are identified, and *orrective

Action Pro/ects *APsE are underta&en. 3his reduces defect rates and i(proves cycle ti(es in

various processes, including personal @uality.

e have received 5AI3Ks Kevel II recognition for 4usiness +cellenceK for our initiatives in

the Infor(ation 3echnology Industry, adding another co((endation to our fold. 5AI3Ks

evel II recognition is based on the K+uropean 9oundation for uality 5anage(entK +95E,

for gaining @uality leadership and business co(petitiveness.

:* certifications 2 a'ards in ##0 include IS >##1"### by 4OI for our InfoStructure

Services and a'ard of 9irst Pri=e by +*INA +lectronic *o(ponent Industries AssociationE

for uality, ##%"#0. 3he +*INA a'ard criteria consider t'o aspects. 1E +nablers

eadership 8 5anage(ent co((it(ent, !esource 5anage(ent, Product !ealisation,

5easure(ent Analysis 8 I(prove(entE and !esults Product uality, *usto(er 2 Sta&e

holder satisfaction , 4usiness resultsE.

3he trust for continuous @uality i(prove(ent is never"ending in :* Infosyste(s. e

al'ays strive to (aintain high @uality standards, 'hich help us fulfil our (ission to provide

'orld"class infor(ation technology solutions and services, to enable our custo(ers to serve

their custo(ers better.

http://www.hclinfosystems.com/mait.htmhttp://www.hclinfosystems.com/iso-info-ss.pdfhttp://www.hclinfosystems.com/iso-info-ss.pdfhttp://www.hclinfosystems.com/trophy.htmhttp://www.hclinfosystems.com/mait.htmhttp://www.hclinfosystems.com/iso-info-ss.pdfhttp://www.hclinfosystems.com/iso-info-ss.pdfhttp://www.hclinfosystems.com/trophy.htm


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CHAPTER 2

COMPANY PROFILE


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:* Infosyste(s td is one of the pioneers in the Indian I3 (ar&et , 'ith its origins in 1>$1.

9or over @uarter of a century, 'e have developed and i(ple(ented solutions for (ultiple

(ar&et seg(ents, across a range of technologies in India. e have been in the forefront in

introducing ne' technologies and solutions. 3he highlights of the :* saga are su((arised

belo'Q


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Y E A R H I G H L I G H T S

69

" 9oundation of the *o(pany laid

" Introduces (icroco(puter"based progra((able calculators 'ith 'ide

acceptance in the scientific 2 education co((unity

690

" aunch of the first (icroco(puter"based co((ercial co(puter 'ith a

!5 "based 4asic interpreter

" Unavailability of progra((ing s&ills 'ith custo(ers results in :*

developing bespo&e applications for their custo(ers

69" Initiation of application develop(ent in diverse seg(ents such as

tetiles, sugar, paper, ce(ent , transport

692

" 9or(ation of 9ar +ast *o(puters td., a pioneer in the Singapore I3

(ar&et, for SI Syste( IntegrationE solutions

69" Soft'are +port Division for(ed at *hennai to support the bespo&e

application develop(ent needs of Singapore

697

" :* launches an aggressive advertise(ent ca(paign 'ith the the(e K

even a typist can operateK to (a&e the usage of co(puters popular in the

S5+ S(all 8 5ediu( +nterprisesE seg(ent. 3his proposition involved

(enu"based applications for the first ti(e, to increase ease of operations.

3he response to the advertise(ent 'as pheno(enal.

" :* develops special progra( generators to speed up the develop(ent

of applications

69"

" 4an& trade unions allo' co(puterisation in ban&s . :o'ever , a

co(puter can only run one application such as Savings 4an&, *urrent

account , oans etc.

" :* sets up core tea( to develop the re@uired soft'are J AP5

Advanced edger Posting 5achines E . 3he tea( uses reusable code to

reduce develop(ent efforts and produce (ore reliable code . AP5

beco(es the largest selling soft'are product in Indian ban&s

" :* designs and launches Uni" based co(puters and I45 P* clones

" :* pro(otes 0rd party P* applications nationally

695

" Ronal offices of ban&s and general insurance co(panies adopt

co(puteri=ation

" Purchase specifications de(and the availability of !D45S products

on the supplied solution Unify, racleE. :* arranges for such products


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PRODUCTS AND SERVICE GALLERY OF HCL

• H* Infosyste(sK portfolio of products covers the entire spectru( of the infor(ation

technology needs of its custo(ers.

• 4y virtue of the i((ense diversity of (ar&ets and custo(ers that it addresses, :*

Infosyste(sK products offerings include everything fro( high end enterprise level

servers for (ission critical applications to (ulti(edia ho(e co(puters.

• ;ou (ay be a large (ulti"location co(pany eploring solutions to e"enable your

organi=ation or you (ay be a ne' born rising star loo&ing for so(eone for I3

Planning or setting up your I3 Infrastructure, :* Infosyste(s has a solution tailor"

(ade for you.

PRODUCTS & STORAGE SOLUTIONS

PRODUCT SOLUTIONS

DESKTOPS & NOTEBOOKS

4usiness P*s

:o(e P*s

:* laptops

http://www.hclinfosystems.com/pd_bus.htmhttp://www.hclinfosystems.com/pd_home.htmhttp://www.hclinfosystems.com/pd_home.htmhttp://www.hclinfosystems.com/ip_notebook.htmhttp://www.hclinfosystems.com/pd_bus.htmhttp://www.hclinfosystems.com/pd_home.htmhttp://www.hclinfosystems.com/ip_notebook.htm


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I+ WORKSTATIONS

Infiniti *hallenger or&stations

SUN or&stations

AMD WORKSTATIONS

Infiniti


26/54

O.$ S$?$/

SUN Servers

:P !isc Servers 8 or&stations

THIN CLIENTS

inbee 3hin *lients

SUN 3hin *lients

DISPLAY PRODUCTS

SUN 3hin *lients

NETWORKING PRODUCTS

vervie'

inS(art S'itch

SN5P 5anaged S'itch

SECURITY PRODUCTS

:* Infoall

:* InfoSecuAccess

:* InfoOPNe

:* InfoSecu5on

:* InfoNet5on

:* InfoSurveillance

:* InfoSecuDes& " 4io(etric ogon

http://www.hclinfosystems.com/pd_sunserv.htmhttp://www.hclinfosystems.com/ps_risc.htmhttp://www.hclinfosystems.com/winbee.htmhttp://www.hclinfosystems.com/pd_sunthin.htmhttp://www.hclinfosystems.com/display.htmhttp://www.hclinfosystems.com/nw-product-overview.pdfhttp://www.hclinfosystems.com/winsmart.pdfhttp://www.hclinfosystems.com/snmp.pdfhttp://www.hclinfosystems.com/hcl-infowall.pdfhttp://www.hclinfosystems.com/hcl-infosecuaccess.pdfhttp://www.hclinfosystems.com/hcl-infovpne.pdfhttp://www.hclinfosystems.com/hcl-infosecumon.pdfhttp://www.hclinfosystems.com/hcl-infonetmon.pdfhttp://www.hclinfosystems.com/hcl-infosurveillance.pdfhttp://www.hclinfosystems.com/hcl-infosecudesk-biometric-logon.pdfhttp://www.hclinfosystems.com/pd_sunserv.htmhttp://www.hclinfosystems.com/ps_risc.htmhttp://www.hclinfosystems.com/winbee.htmhttp://www.hclinfosystems.com/pd_sunthin.htmhttp://www.hclinfosystems.com/display.htmhttp://www.hclinfosystems.com/nw-product-overview.pdfhttp://www.hclinfosystems.com/winsmart.pdfhttp://www.hclinfosystems.com/snmp.pdfhttp://www.hclinfosystems.com/hcl-infowall.pdfhttp://www.hclinfosystems.com/hcl-infosecuaccess.pdfhttp://www.hclinfosystems.com/hcl-infovpne.pdfhttp://www.hclinfosystems.com/hcl-infosecumon.pdfhttp://www.hclinfosystems.com/hcl-infonetmon.pdfhttp://www.hclinfosystems.com/hcl-infosurveillance.pdfhttp://www.hclinfosystems.com/hcl-infosecudesk-biometric-logon.pdf


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:* InfoSecuDes& " S(art*ard ogon

:* InfoS(art*ard

:* Infooad4alancer

STORAGE SOLUTIONS

HCL STORAGE SOLUTIONS

:* Infiniti SAN A!!A; 7#9*

:* IG NAS Servers

IG NAS 16## 43

IG NAS ?## SP

IG NAS ?## 4D

SUN Storage Solutions

+5* Storage Solutions

TOSHIBA NOTEBOOKS

Product ine"up

SOLUTIONS

Infostructure Services

Net'or&ing Services

Security Services

9acilities 5anage(ent Services

Do(estic :ard'are Services

http://www.hclinfosystems.com/hcl-infosecudesk-smartcard-logon.pdfhttp://www.hclinfosystems.com/hcl-infosmartcard.pdfhttp://www.hclinfosystems.com/hcl-infoloadbalancer.pdfhttp://www.hclinfosystems.com/san%20array%20fc2502.pdfhttp://www.hclinfosystems.com/igl-nas1400bt.pdfhttp://www.hclinfosystems.com/igl-nas2700sp.pdfhttp://www.hclinfosystems.com/igl-nas2700bd.pdfhttp://www.hclinfosystems.com/sun_store.htmhttp://www.hclinfosystems.com/pst_emc.htmhttp://www.hclinfosystems.com/p_note.htmhttp://www.hclinfosystems.com/pse_infra.htmhttp://www.hclinfosystems.com/pse_infra.htmhttp://www.hclinfosystems.com/pse_net.htmhttp://www.hclinfosystems.com/pse_sec.htmhttp://www.hclinfosystems.com/pse_sec.htmhttp://www.hclinfosystems.com/pse_fac.htmhttp://www.hclinfosystems.com/pse_dom.htmhttp://www.hclinfosystems.com/hcl-infosecudesk-smartcard-logon.pdfhttp://www.hclinfosystems.com/hcl-infosmartcard.pdfhttp://www.hclinfosystems.com/hcl-infoloadbalancer.pdfhttp://www.hclinfosystems.com/san%20array%20fc2502.pdfhttp://www.hclinfosystems.com/igl-nas1400bt.pdfhttp://www.hclinfosystems.com/igl-nas2700sp.pdfhttp://www.hclinfosystems.com/igl-nas2700bd.pdfhttp://www.hclinfosystems.com/sun_store.htmhttp://www.hclinfosystems.com/pst_emc.htmhttp://www.hclinfosystems.com/p_note.htmhttp://www.hclinfosystems.com/pse_infra.htmhttp://www.hclinfosystems.com/pse_net.htmhttp://www.hclinfosystems.com/pse_sec.htmhttp://www.hclinfosystems.com/pse_fac.htmhttp://www.hclinfosystems.com/pse_dom.htm


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SOFTWARE LICENSES

vervie'

OBJECTIVES OF HCL

MANAGEMENT OBJECTIVES

• 3o fuel initiative and foster activity by allo'ing individuals freedo( of action and

innovation in attaining defined ob/ectives.

PEOPLE OBJECTIVES

• 3o help people in :* Infosyste(s td. share in the co(panyKs successes, 'hich they

(a&e possibleF to provide /ob security based on their perfor(anceF to recogni=e their

individual achieve(entsF and help the( gain a sense of satisfaction and

acco(plish(ent fro( their 'or&.

• e shall uphold the dignity of the individual

• e shall honor all co((it(ents

• e shall be co((itted to uality, Innovation and Gro'th in every endeavor

• e shall be responsible corporate citi=ens

HCL = ADVANTAGES AND EDGE OVER ITS COMPETITORS

• HCL I1/@/;/ :*IE dra's itKs strength fro( > years of eperience in

handling the ever changing I3 scenario , strong custo(er relationships , ability to

provide the cutting edge technology at best"value"for"(oney and on top of

it , an ecellent service 8 support infrastructure. 3oday :* is

countryKs pre(ier infor(ation enabling co(pany.

http://www.hclinfosystems.com/psoft.htmhttp://www.hclinfosystems.com/psoft.htm


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• It offers one"stop"shop convenience to its diverse custo(ers having an HCL

I1/@/;/ :*IE dra's itKs strength fro( > years of eperience in handling the

ever changing I3 scenario , strong custo(er relationships , ability to provide the

cutting edge technology at best"value"for"(oney and on top of it , an ecellent service8 support infrastructure. 3oday :* is countryKs pre(ier infor(ation enabling

co(pany. It offers one"stop"shop convenience to its diverse custo(ers having an

e@ually diverse set of re@uire(ents. 4e it a large (ulti"location enterprise, or a

s(all2(ediu( enterprise, or a s(all office or a ho(e, :*I has a product range, sales

8 support capability to service the needs of the custo(er. ast > years apart fro(

&no'ledge 8 eperience have also given us continuity in relationship 'ith the

custo(ers, thereby increasing the custo(er confidence in us.

STRENGTHS CAN BE SUMMARIED AS#

" Ability to understand custo(erKs business and offer right technology

" ong standing relationship 'ith custo(ers

" Pan India support 8 service infrastructure

" 4est"vale"for"(oney offerings

TECHNOLOGY LEADERSHIP

• :* Infosyste(s is &no'n to be the harbinger of technology in the country. !ight

fro( our inception 'e have atte(pted to pioneer the technology introductions in the

country either through our !8D or through partnerships 'ith the 'orld technology

leaders.

USING OWN R&D HCL HAVE

" *reated our o'n UNI< 8 !D45S capability in $#sE

" developed fire'alls for enterprise 8 personal syste( security

" launched our o'n range of enterprise storage products

" launched our o'n range of net'or&ing products

• e strive to understand the technology fro( the vie' of supporting it post installation

as 'ell. 3his is one of the &ey ingredients that go into our strategic advantage.


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:* Infosyste(s has to its clai( several technology pioneering initiatives. So(e of

the( areQ

" *ountryKs first Des&top P* J 4usy 4ee in 1>$7

" *ountryKs first branded ho(e P* " 4eanstal& in 1>>7

" *ountryKs first Pentiu( 6 based P* at sub 6#& price point

" *ountryKs first 5edia *entre P*

CHAPTER

RESEARCH

METHODOLOGY


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RESEARCH METHODOLOGY

!esearch (ethodology is considered as the nerve of the pro/ect. ithout a proper 'ell"

organi=ed research plan, it is i(possible to co(plete the pro/ect and reach to any conclusion.

3he pro/ect 'as based on the survey plan. 3he (ain ob/ective of survey 'as to collect

appropriate data, 'hich 'or& as a base for dra'ing conclusion and getting result.

3herefore, research (ethodology is the 'ay to syste(atically solve the research proble(.

!esearch (ethodology not only tal&s of the (ethods but also logic behind the (ethods used

in the contet of a research study and it eplains 'hy a particular (ethod has been used in the

preference of the other (ethods.

% RESEARCH DESIGN

!esearch design is i(portant pri(arily because of the increased co(pleity in the (ar&et as

'ell as (ar&eting approaches available to the researchers. In fact, it is the &ey to the

evolution of successful (ar&eting strategies and progra((ers. It is an i(portant tool to study

buyer)s behavior, consu(ption pattern, brand loyalty, and focus (ar&et changes. A researchdesign specifies the (ethods and procedures for conducting a particular study. According to

Cerlinger, !esearch Design is a plan, conceptual structure, and strategy of investigation

conceived as to obtain ans'ers to research @uestions and to control variance.

!esearch design specifies (ethods and procedures for study. In this study the co(pany 'as

interested to &no' the satisfaction of custo(ers for the :* products.

%2 TYPES OF RESEARCH

3he basic types of research are as follo'sQ

iE D/


33/54


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can ans'er the e(pirical @uestions that should be clearly defined and ans'erable 'ith the

evidences collected dataE.

“I HAVE USED AN EPLORATORY RESEARCH”

• 3his &ind of research has the pri(ary ob/ective of develop(ent of insights into the

proble(. It studies the (ain area 'here the proble( lies and also tries to evaluate so(e

appropriate courses of action.

• 3he research (ethodology for the present study has been adopted to reflect these realties

and help reach the logical conclusion in an ob/ective and scientific (anner.

P$,;*$@ D**#

3hese data 'ere collected by personal intervie'. 9or this purpose @uestionnaires 'ere

prepared in such that all necessary data 'ould be collected. It can be acco(plished through

various (ethods, including @uestionnaires and telephone intervie's in (ar&et research, or

eperi(ents and direct observations in the physical sciences, a(ongst others.

S1. $,;*$@ '** *' /


35/54

S


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%7 SCOPE OF THE STUDY

3he scope of (y study begins 'ith the study of history of :* Infosyste(s and it further

etends to various issues related to (ar&eting strategy of the co(pany.

%" LIMITATION OF STUDY

Although I tried (y best in preparation of this pro/ect, but this study has so(e li(itationQ

1. 3he period of the pro/ect 'as not sufficient to study all the factors in deep.

. Oisiting various places for the study consu(ed a lot of ti(e.

0. e cannot say that 'hat the consu(er have revealed 'ill be right for each and every

situation because their perception is influenced by (any factors.

6. 5any consu(er and dealers2retailers sho'ed less interest in providing infor(ation and

haven)t cooperated.

7. So(e of confidential infor(ation vi=. credit period, sche(es, policies and sales figure

'ere not disclosed by the co(petitors.

%5 THEORETICAL BACKGROUND OF THE STUDY

S


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During the last t'o decades, 'e have 'itnessed dra(atic changes in the business

environ(ent. +(erging fro( a historically econo(ic role, the business organi=ation has

evolved in response to the social and political (andates of national public policy, eplosive

technology gro'th, and continuing innovations in global co((unications. 3hese changes

have created ne' &no'ledge needs for the (anager. ther &no'ledge de(ands have arisen

fro( proble(s 'ith (ergers, trade policies, protected (ar&ets, technology transfers, and

(acroecono(ic savings J invest(ent issues.

3he trend to'ard co(pleity has increased the ris&s associated 'ith business decisions,

(a&ing it (ore i(portant to have a sound infor(ation base. Increased co(pleity (eans

there are (ore variables to consider. 3he co(petition is (ore vigorous, 'ith (any business

do'nsi=ing to (a&e co(petitive gains. or&ers, shareholders, custo(ers, and the public are

better infor(ed and (ore sensitive to their self"interest. Govern(ent continues to sho'

concern 'ith all aspects of society. +ach of these factors de(ands that (anagers have (ore

and better infor(ation upon 'hich to base decisions.

3o do 'ell in such an environ(ent, you 'ill need to be e@uipped 'ith an understanding of

scientific (ethods and a (eans of incorporating the( into decision (a&ing. ;ou 'ill need to

&no' ho' to identify good research and ho' to conduct it. 3his boo& addresses these needs.

As the co(pleity of the business environ(ent has increased, there has been a

co((ensurate, increase in the nu(ber and po'er of the tools to conduct research. 3here is

vastly (ore &no'ledge in all fields of (anage(ent. e have begun to build better theories.

3he co(puter has given us a @uantu( leap in the ability to deal 'ith proble(s. Ne'

techni@ues of @uantitative analysis ta&e advantage of this po'er. *o((unication and

(easure(ent techni@ues have also been enhanced. 3hese trends reinforce each other and are

having a (assive i(pact on business (anage(ent.

S1:$


38/54

Internal sources of organi=ational data are so varied that it is difficult to provide

generali=ations about their use. Accounting and (anage(ent infor(ation syste(s create and

store (uch of the internal data. !esearch and develop(ent, planning, and (ar&eting

contribute functions also. +a(ples are depart(ental reports, production su((aries,

financial and accounting reports, and (ar&eting and sales studies. 3he collection (ethods

used are uni@ue to the specific situation, and collection success depends on &no'ing /ust

'here and ho' to loo&. So(eti(es the infor(ation (ay eist in central files i.e., at

head@uartersE, in co(puter database, or in depart(ental chronological files.

In other organi=ations, a central library &eeps all relevant infor(ation. Syste(atic searches

should be (ade through eploratory intervie's 'ith everyone 'ho handles the infor(ation.

ften co(pany librarians, 5IS. P!2co((unications or depart(ental secretaries can help in

pinpointing critical data sources. Internal data sources (ay be the only source of infor(ation

for (any studies.

+ternal Sources

+ternal sources are created outside the organi-ation and are more varied

than internal sources. here are also better de'ned methods for 'nding

them. his discussion is restricted to published sources, although othersources of information ma# be useful.

Published sources of data can be classified into five categories. 3he ne'est and fastest

gro'ing one is co(puteri=ed database. 3hey are co(posed of interrelated data files. 3he files

are sets of records grouped together for storage on so(e (ediu(. Access (ay be through

online search or *D"!5. nline databases are often speciali=ed and focus on infor(ation

about a particular field.

5a/or source of published infor(ation consists of diverse (aterials fro( special collections.

ithin this category there are (any reference boo&s, each a co(pendiu( of a range of

infor(ation. A second group includes university publications, of 'hich there are (aster)s

theses, doctoral dissertations, and research records. A third group includes co(pany

publications such as financial reports, co(pany policy state(ents and speeches by pro(inent

eecutives, sales literature, product specifications, and (any others. 3here are (iscellaneous

infor(ation sources consisting of the productions of various trades, professional and other


39/54

associations. 3hese organi=ations often publish statistical co(pilation, research report, and

proceeding of (eeting.

CHAPTER!7

DATA ANALYSIS ANDINTERPRETATION


40/54

7% DATA ANALYSIS AND INTERPRETATION

% T,; P$,1' , S*+/ 1 C1;:$/

0-5 Years; 44%

6-10 Years; 44%

More than 10 Years; 11%

Time Period in Sales of Computers

0-5 Years 6-10 Years More than 10 Years

C1;;/# It is very (uch evident fro( the chart that 67 of the people are selling

co(puters fro( last 7 years. :ence 'e (ay conclude that co(pany should increase the no of

channel partners in order to serve the need of the consu(er and to be 'ith the co(petition.


41/54

2% B$*'/ .,


42/54

C1;;/# 3his can be straight said that :* is (ost *usto(er oriented brand but if 'e

ta&e :P *o(pa@ co(bined it is the second largest (ost custo(er oriented brand in the

(ar&et.


43/54

% M*$4 1,*+ 1$ EEEBEE

C1;;/# According to %? of *hannel Partners there is tre(endously high (ar&et

potential for :* +=ee4ee in the (ar&et. 3his can be interpreted fro( the graph that this

product is fairly popular as 'ell but the co(pany should add so(e innovations to this product

and (ar&et it then after this product can be a great success.


44/54

7% M*$4 P1,*+ 1 B*/*+4

$omments/ 0ccording to 123 of $hannel *artners there is

tremendousl# high market potential for $L 4eanStalk. his shows that

if $L 4eanStalk has a ver# good market potential if utili-ed properl#

can #ield ecellent results for $ompan#.


45/54

1. $onsumers *reference for +-eebee

44%

33%

22%

Consumers Preference for CELEBAE EzeeBee

H"h Me#$m Lo

$omments/ 0ccording to $hannel *artners 513 of customers prefer

+-ee4ee than the *$s b# other competitors in the same segment. he

chart above shows that consumers know about the product and prefer

this product fairl# well, hence, it can be stated that this product is agood product but a few changes or innovations in the product can

make it a ecellent product to target a particular segment at a

reasonable price.


46/54

CHAPTER "

FINDINGS AND

CONCLUSION


47/54

FINDINGS

INVESTORS R1$/ (C:$$) F,*


48/54

• ne of the cornerstones of :* strategy has been a very strong custo(er focus. ?

years of eperience in servicing a varied range of custo(er re@uire(ents has given

:* do(ain &no'ledge of :* custo(erKs business. As a result of this :* is able

to provide eact solution to custo(ersK needs. During these years :* has been able

to ce(ent relationship 'ith custo(ers and gaining their trust and confidence as 'ell.

• 3oday for des&top P*, :* has (ore than $ la&h units installed. It en/oy considerable

(ar&et share in seg(ents li&e Govern(ent, 4an&ing 8 9inance and +ducation 8

research.

• :* has rate contracts 'ith "NI*, PN4, DGS 8 D, NI*SI , NG* , Pun/ab 8 Sind

4an&.


49/54

CHAPTER! 5

SUGGESTIONRECOMMENDATION

SUGGESTIONRECOMMENDATIONS


50/54

3o Give Suggestions are very easyF but I(ple(entation is very difficult.

3here is al'ays scope for i(prove(ent.

• 3he aspects that 'ere not ta&en into consideration or 'ere avoided or 'ere left by

(ista&e 'hile (a&ing the soft'are 'ould be ta&en into consideration in 5aintenance

phase.

• Any other *hange !e@uest, corresponding to (odule, sent by the *lient after the

delivery of that particular (odule 'ill be considered as 9uture +nhance(ent.

• 3he co(pany)s advertise(ent should be (ore in ocal 3O channel and Ne's Papers.

• 3he co(pany should be developed (ore attractive products and services.

• Attractive gift pac&ages should be given by, co(pany to custo(er, on the basis of

lottery syste( in every year.

• 3ransparency should be their if a co(pany 'ants to create a good i(age in the eyes of

its custo(er.

BIBLIOGRAPHY & WEBLIOGRAPHY


51/54

9inancial press release of :* Infosyste(s.

9ast 9actsB. :* Infosyste(s. !etrieved 1st 9ebruary #16.

About :* 3echnologiesB. 3he 'orld)s biggest public co(paniesB. 9orbes. 5ay #10.

3he :* 'ayB.

5aga=ines2 Ne'spapers2 Vournals

Philip Cotler, 10th +dition, pp ##" 6Ps 4usiness standard 7$.

3i(es f India

httpQ22'''.hcltech.co(

httpQ22'''.teas6##.co(

httpQ22publib.boulder.ib(.co(

'''.hcl.in

'''.hclinfosyste(s.co(

'''.hclstore.in2contactus.ht(l

ANNEURE

N*; 1 C.*+ P*$$

http://www.hcltech.com/http://www.texas400.com/http://publib.boulder.ibm.com/http://www.hcl.in/http://www.hcl.in/http://www.hclinfosystems.com/http://www.hclstore.in/contactus.htmlhttp://www.hcltech.com/http://www.texas400.com/http://publib.boulder.ibm.com/http://www.hcl.in/http://www.hclinfosystems.com/http://www.hclstore.in/contactus.html


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L1


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o' *an)t Say

5 H1 1:+' @1: $*


54/54

Direct 5ar&eting Insertions

+PP *an)t Say

W.* *$ . ?*$,1:/ $1>+;/ *

sales services of hcl infosystem

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