Project Report- FINAL

A PROJECT REPORT ON

ORGANIZATIONAL BUYING BEHAVIOR AND SALES PROCESS FOR

LAPTOPS

AT

HCL INFOSYSTEMS LTD

PRAVEEN KUMAR JHA

ROLL NO – 09234

BATCH XVII, 2009-2011

Project submitted in partial fulfillment for the award of

Post Graduate Diploma in Management

VIGNANA JYOTHI INSTITUTE OF MANAGEMENT

(APPROVED BY AICTE, MINISTRY OF HRD, GOVT OF INDIA)

BACHUPALLY, HYDERABAD

DECLARATION

I hereby declare that this project report entitled “Organizational buying behavior and Sales

process for Laptops” at HCL Infosystems Ltd Hyderabad submitted by me is a bonafide work

undertaken by me and it is not submitted to any other Institution or university for the award of

any degree/diploma certificate or published any time before.

Praveen Kumar Jha Signature of the Student

VIGNANA JYOTHI INSTITUTE OF MANAGEMENT, HYDERABAD

ACKNOWLEDGEMENT

I hereby convey my deep acknowledgement to all those who made it possible for me to complete

this project, by extending their support and continuous co-operation.

I would like to acknowledge the consistent encouragement extended by Dr. Kamal Ghosh Ray,

Director and Dr. Ch. S. Durga Prasad, Dean-Academic Planning of Vignana Jyothi Institute of

Management. I would also like to thank my faculty members and my guide Mr A. Ramesh.

I sincerely thank to Mr. Joby John (General Manager, HCL Info system) for giving me this

opportunity to work in their esteemed organization and helping me for completing the project in

a successful manner.

My sincere gratitude to my project guide Mr. Siva Rama Krishna, BDM, HCL Infosystems

Limited whose constant guidance, efforts, heartfelt support, suggestions and consideration

helped me in the successful completion of this project.

My sincere gratitude to Ms Shivani for her continuous support during my project work.

I also extend my humble thanks to all staff members of HCL for their full hearted support and

assistance during my stay at HCL.

Finally, I would like to thank all my friends, batch mates and staff members without whom this

dissertation work would not have been successfully completed.


EXECUTIVE SUMMARY

HCL Info systems, India's premier information enabling and integration company, has received

the ISO 9001:2000 certification specifies requirements for a quality management system where

an organization needs to demonstrate its ability to consistently provide product and services that

meets customer and applicable regulatory requirements. ISO 9001:2000 also aims to enhance

customer satisfaction through the effective application of the system, including processes for

continual improvement of the system and the assurance of conformity to customer and applicable

regulatory requirement.

HCL Info system has been able to provide services of international standard to customers across

India. This Certification will enable to further excel on the stiff service targets that we have set

for ourselves to achieve. HCL Info system completed acquisition of FEC Singapore Pvt. Ltd.

The Company’s acquisition strategy, too, maps into building a long-term and sustainable growth

path based on the high margin, high value-add IT services sector. HCL Info system has set up

five overseas subsidiaries in the US, the UK, Singapore, Australia and Malaysia. The menu of

HCL Info system global services broadly covers IT consulting and professional services in the

area of vertical applications, technology integration, ERP implementation and software

development. This also includes a complete portfolio of systems and network services for

development, for Facilities Management, Helpdesks, Systems Supports and network and Internet

Implementation.

This study has two parts.

(i) Organization to organization Sales report

(ii) Organizational buying behavior for Laptops

After engaging into 5 weeks of sales and getting good experience about the market and about

how sales happens in reality. As a project trainee my job was to visit clients belonging to

different verticals like International schools, Engineering Colleges, Pharmacy Colleges, MBA

Colleges, Multi Specialty Hospitals and Software Companies and getting to know requirements

of various products. A demonstration was given to explain various products of HCL Infosystems.

My main job over there was to generate sales lead to the company. To achieve the objective of


the study I met various people belonging to the organization centre (Gatekeeper, User, Initiator,

Influencer, Decider, Buyer, and Approver).

A buyer in the market goes through complex analysis and decision-making process before

making a purchase. The organization needs to comprehensively understand and appreciate the

subtle nuances of the buyer behavior to precisely target the prospects and hence increase the

sales. The analysis of the buyer behavior begins with the communication of customized product

message to the target audience. It is also imperative to identify the main decision-maker in the

purchasing process. The target market approach calls for targeting different customers with

different kinds of products. The main purpose of this study is to identify key features that

organizational customer is looking in a Laptop before buying Laptops for their organizations.

This study can help HCL Infosystems ltd because they are generating maximum amount of

business from organizations. Company should know that what configuration in Laptop

organizations is looking at before buying Laptops. The Methodology for this research includes

exploratory research and descriptive research. This research began by meeting the clients for

sales of HCL products and referring to some of the secondary data about buying behavior. These

Identified variables became basis for framing the questionnaire. These data analyzed based on

the percentage findings, mean and Standard deviation. The major findings from the research

include that some important features should be there in Laptops before approaching to

customers. Then suggestions and recommendation made about the buying behavior for Laptops.

In this report a comparison is made between the Software companies and educational institutes

about the buying behavior for buying Laptops. And a report is made after combining the both

organizations data to find out the buying behavior for organizations. After making a comparison

between Educational institutes and Software companies it came out that there is some difference

in the buying behavior between both types of organization but there is not much difference in

terms of features they want in their Laptops.

This study recommends companies to invest in technology through R&D and create

differentiation at utmost level. And service came out as one of the important issue in buying a

Laptop.


ContentsEXECUTIVE SUMMARY.........................................................................................................................3

1 Introduction:........................................................................................................................................7

2 Advantages of HCL:..............................................................................................................................9

2.1 Technology Leadership:..............................................................................................................9

2.2 HCL DNA:................................................................................................................................10

2.3 Company history:.......................................................................................................................11

2.4 The HCL of Today:...................................................................................................................14

2.5 Guiding Principle:......................................................................................................................15

2.6 Technology leadership:..............................................................................................................16

2.7 Support services:.......................................................................................................................16

2.8 Products & Solutions:................................................................................................................17

2.9 HCL Business Model:................................................................................................................19

2.10 Role of IT in Education Sector in India:....................................................................................19

2.11 Contribution of HCL in Education Sector:.................................................................................21

2.12 CSR of HCL Infosystems Ltd:...................................................................................................22

2.13 Investor Release:........................................................................................................................24

3 SALES REPORT:.............................................................................................................................26

3.1 OBJECTIVE:.............................................................................................................................26

3.2 SCOPE OF THE STUDY:.........................................................................................................26

3.3 SAMPLE CHARECTERISTICS:..............................................................................................26

3.4 LIMITATIONS OF THE STUDY:............................................................................................26

3.5 SALES PROCESS:....................................................................................................................27

3.5.1 PROSPECTING:...................................................................................................................27

3.5.2 THE INITIAL SALES CONTACT:.............................................................................................28

3.5.3 SALES PRESENTATION:.......................................................................................................29

3.5.4 QUOTATION:......................................................................................................................29

3.5.5 HANDLING OBJECTIONS:....................................................................................................30

3.6 LEARNING OUTCOMES:.......................................................................................................31

3.7 MY CONTRIBUTION TO THE COMPANY:.........................................................................31


3.8 RECOMMENDATIONS:..........................................................................................................32

3.9 CONCLUSION:........................................................................................................................32

4 ORGANIZATIONAL BUYING BEHAVIOR FOR LAPTOPS:.......................................................................34

4.1 Introduction:..............................................................................................................................34

4.2 Objectives of the study:.............................................................................................................35

4.3 Scope of the study:.....................................................................................................................35

4.4 Sample Characteristics:..............................................................................................................35

4.5 Limitations of the Study:...........................................................................................................35

4.6 Methodology:.............................................................................................................................36

4.6.1 Research Design:................................................................................................................36

4.6.2 Source of Data:..................................................................................................................36

4.6.3 Sample Design:...................................................................................................................36

4.6.4 Sampling Frame:................................................................................................................37

5 Data analysis and Interpretation:......................................................................................................38

5.1 The Features Influencing Laptop Purchase Decisions:...............................................................49

5.2 Factors Influencing Consumers’ Laptop Purchase Decisions:...................................................51

5.3 Differences among three Customer groups regarding the factors influencing Laptop purchases:51

5.4 Conclusion and Recommendations:...........................................................................................55

5.5 Suggestion for further study:.....................................................................................................56

6 APPENDIX:.........................................................................................................................................57

6.1 List of colleges visited to market HCL Infosystems Ltd products:..............................................60

6.2 List of International Schools covered to generate leads for HCL Infosystem Ltd:......................65

6.3 List of Software companies surveyed:.......................................................................................66

6.4 List of Educational institutes surveyed:.....................................................................................68

6.5 BIBLIOGRAPHY......................................................................................................................71


List of Tables:

Table 1: Statistics related to features affecting Laptop purchase decision................................................48Table 2: Consumer group and factors for choosing a Laptop...................................................................51

List of Pie Diagrams:

Pie Diagram 1: percentage of Laptops in Education institutions..................................................38Pie Diagram 2: Percentage of Laptops in Software companies.....................................................38Pie Diagram 3: Percentage of Laptops in both educational and software sector...........................39Pie Diagram 4: Reason for switching brands for Educational institutions....................................44Pie Diagram 5: Reason for switching brands for Software companies.........................................45Pie Diagram 6: Reason for switching brand for both sector..........................................................45Pie Diagram 7: Customer categories for Education institutions....................................................46Pie Diagram 8: Customer Categories for Software companies.....................................................47Pie Diagram 9: Customer Categories for both sector....................................................................47Pie Diagram 10: Future requirements of Laptops in Education institution...................................52Pie Diagram 11: Future requirement of Laptop in Software companies.......................................53Pie Diagram 12: Future requirement of Laptop in both sector......................................................53

List of Bar Diagrams:

Bar Diagram 1: Current Brand of Laptop used in Educational institutions..................................39Bar Diagram 2: Current Brand of Laptops used in software companies.......................................40Bar Diagram 3: Current Brand of Laptops used in both sector.....................................................41Bar Diagram 4: Laptop Brands that is previously used in Educational institutions......................42Bar Diagram 5: Laptop Brands that is previously used in Software companies...........................42Bar Diagram 6: Laptop Brands that is previously used in both sector..........................................43


1 Introduction:About HCL:

Shiv Nadir and five of his colleagues got together and in 1975 set up a new company

MICROCOMP to start with; they started to capitalize on their marketing skills. Micro comp

marketed calculators and within a few months of starting operation, the company was out selling

its major competitors. On 11th August, 1976 Hindustan Computers Limited was incorporated as

joint venture between the entrepreneurs and UPSCE, with an initial equity of Rs.1.83 Lakhs.

Despite HCL’s rapid success, the company faced many challenges in growing and expanding its

business. Before long, the company was able to secure a better financial position for itself and

opened two additional offices in Calcutta and Mumbai .After 8 years, HCL became the largest

computer system and services company in India.


2 Advantages of HCL:

HCL Infosystems (HCL) draws it’s strength from 30 years of experience in handling the ever

changing IT scenario, strong customer relationships, ability to provide the cutting edge

technology at best-value-for-money and on top of it, an excellent service and support

infrastructure.

Today HCL is country’s premier information enabling company. It offers one-stop-shop

convenience to its diverse customers having an equally diverse set of requirements. Be it a large

multi-location enterprise, or a small/medium enterprise, or a small office or a home, HCL has a

product range, sales and support capabilities to service the needs of the customers.

Strengths of HCL Infosystems Ltd can be summarized as:

Ability to understand customers business and offer right technology

Long standing relationship with customers

Pan India support and service infrastructure

Best-value-for-money offerings

2.1 Technology Leadership:

HCL Infosystems is known as to be the harbinger of technology in the country . Right from our

inception we have attempted to pioneer the technology introduction in the country either through

our R & D or through partnerships with the world technology leaders.

Using our own R&D we have:

Created our own UNIX & RDBMS capability(in80s)

Developed firewalls for enterprise & personal system security

Launched our own range of enterprise storage products

Launched our own range of networks products.

We strive to understand the technology from the view of supporting it post installation as well.

This is one of the key ingredients that go into our strategic advantage.

HCL Info systems have to its claim several technology pioneering initiatives. Some of them are:


Country’s first Desktop PC-Busy Bee in 1985

Country’s first branded home PC –Beanstalk in 1995

Country’s first Pentium 4 based PC at sub 40K price point

Country’s first Media centre PC

2.2 HCL DNA:

The TIME magazine has referred to HCL as an "intellectual clean room where its employees

could imagine endless possibilities". The fact is, over the last thirty years that HCL has been

operational; the company has stood by its values and core philosophy. Fueled by the

entrepreneurial zeal of its founders, HCL developed the first indigenous micro-computer in 1978,

at the same time as Apple. Since then, HCL has had a 3 decade rich history of inventions and

innovations. Entrepreneur is the term that best describes the HCL employees. Ever since HCL

entered into an alliance in 1970s, partnerships and HCL has been inseparable. Bonds have been

forged with partners to co create value. Strong inorganic growth is a testimony to the spirit of

partnerships. This entrepreneurial and win-win relationship driven culture continues to guide

HCL in all its endeavors.


2.3 Company history:

HCL Info systems Ltd is one of the pioneers in the Indian IT market, with its origins in 1976. For

over quarter of a century, HCL has developed and implemented solutions for multiple market

segments, across a range of technologies in India. HCL has been in the forefront in introducing

new technologies and solutions. The highlights of the HCL saga are summarized below:

1986: The Company was established on 17th April. The object of the company is manufacturing

of and leading in complete range of Mini Computers Micro processor based systems, Electronics

Instruments, Micrographic and reprographic equipment and manufacturing and marketing of

electronic EPABX systems and electronics Teleprinters.


1989: The Company entered into an agreement with Hewlett Packard of US for the sale and

leaving of the Super Mini and Mainframe computers to be manufactured by Hewlett in India.

1996: The performance was adversely affected due to rise in dollar exchange rate, tight liquidity

position in the market, political uncertainty coupled with deferment of capital expenditure by the

Government Departments.

1997: The Company commissioned its second state-of-the-art manufacturing facility at Sedarpet

near Pondicherry. The Company has the largest network of spare-stocking locations, supported

by Test and Repair Centers which reduces the inventory level and increases the spares

availability at any time. To meet critical requirements within 4-5 hours, the company has tied-up

with Indian Airlines to deliver spares in major metro cities.

1998: The Company tied-up with Intel Corporation for Server technology, resulting in the

introduction of the Infiniti Global Line range of PC Servers which incorporate building blocks

from Intel and are integrated and tested extensively for Indian condition.

1999: The Board of Directors unanimously appointed Mr. Ajay Chowdhary as Chairman and

Chief Executive Officer with effect from 5th November.

2000: HCL has launched a new range of PCs (Ultima and Elite models) under its Beanstalk

range of PC's at its Pondicherry plant. The Company entered into an agreement with US-based in

focus for distribution and technological support of the latter's data and video projection products

in the country. HCL Info systems Ltd. have launched the Nokia professional Centre (NPC) in

Chennai as part of the expansion program to open Nokia centers in India which will enable

customers to choose the right model and accessories suiting their life style. HCL Infinet, the

Internet start-up of HCL Info systems, and media group, Asian Age, have set up a joint venture

called Asian Age Infinet. HCL Info systems Ltd has launched in India the Swedish major

Ericsson's Generation X Business communication too, "Next Call Centre". HCL Infinet Ltd., the

Internet services subsidiary of HCL Info systems, has tied up with UBS Publishers' Distributors

Ltd., one of the largest distributors of books in the country, to sell books online through its soon

to-be-launched portal. - HCL Info systems have entered into a tie-up with Broad Vision for

providing personalized e-business applications to is clients.


2001: HCL Info systems and Intel have jointly launched an e-business solutions program,

targeting new market opportunities in segments such as Internet service providers, application

service providers, banking and finance. HCL InfiNet Ltd., the Internet services subsidiary of

HCL Info systems, has launched an authenticated payment gateway for its portal,

www.hclinfinet.com, in association with Citibank to enable customers to carry out secure

transactions online including buying Internet access. HCL Infosystems are setting up a managed

off-shore development centre at its NOKIA software development facility for Stretch Systems --

the Singapore-based IT systems and technology developer.

2002: HCL Info system joins hands with Sun Microsystems India to provide end-to-end

solutions to business. HCL Info system says it is the No.1 PC Co in India in 2001.

2003: HCL Info system receives the project to completely automate the Value Added Services

(VAT) of Andhra Pradesh.

2004: HCL Info system forays into digital entertainment sector HCL touches one lakh milestone

in desktop sales HCL Info system ties up with Union Bank.

2005: HCL Launches Micro Balanced Technology Extended (BTX) Form Factor for desktops in

India on February 10, 2005. HCL Info system unveils PC for Rs.12, 999.

2006: HCL inks 5 year pact with Dish TV.

-HCL Info sets up Enterprise Response Centre in Mumbai

2008: HCL Infosystems Ltd has announced that the Company has been awarded one of the most

prestigious contracts for establishing the Punjab State wide Area Network (PAWAN). HCL's

specialized expertise in the e-governance vertical made it the primary choice for setting up this

backbone infrastructure by Government of Punjab (GOP).

- HCL Infosystems has bagged a 23-million dollar deal to implement IT infrastructure for the

Pan-African e-Network Project, which provides tele-education and tele-medicine. The project

would connect 53 African countries into one network.


2009: HCL Infosystems Ltd has informed that Mr. Nikhil Sinha has been appointed as an

additional Director of the Board of the Company.

- HCL Infosystems announced its venture into partnership with BSNL for offering low-cost

broadband-enabled computers in rural areas.

2010: PC maker HCL Infosystems on March 26 unveiled its new 'ME Series 40' notebook,

priced at Rs. 41,500, on the occasion of Earth Hour 2010. The notebook has BFR concentrations

of less than 0.1 per cent, which makes the product 100 per cent recyclable and environment-

friendly.

2.4 The HCL of Today:Source: HCL Pioneers of Modern Computing, February 11, 2010.

IT industry is expected to grow by 20% over 2007, as per IDC, which is amongst the highest

rates of growth in the world. With employment to 2.13 crore households already in place, the

National e-Governance Plan (NEGP) is surging ahead with investments of Rs. 23,000 crores

planned for initial five years, for identified core projects. HCL Info systems Ltd, with annual

revenue of US$ 2.7 Bn (Rs.11,855 crores) is India’s premier information enabling and ICT

System Integration company offering a wide spectrum of ICT products that includes Computing,

Storage, Networking, Security, Telecom, Imaging and Retail. HCL is a one-stop-shop for all the

ICT requirements of an organization. India’s leading System Integration and Infrastructure

Management Services Organization, HCL has specialized expertise across verticals including

Telecom, BFSI, and E-Governance & Power. HCL has India’s largest distribution and retail

network, taking to market a range of Digital Lifestyle products in partnership with leading global

ICT brands, including Nokia, Apple, Casio, Kodak, Toshiba, and Bull, Ericsson, Cisco,

Microsoft, Konica Minolta and many more. HCL today has India’s largest vertically integrated

computer manufacturing facility with over three decades of electronic manufacturing experience

HCL desktops is the largest selling brand into the enterprise space. With India’s largest ICT

services network that reaches to every corner of India, HCL’s award winning Support Services

makes it the preferred choice of enterprise and consumers alike. HCL Enterprise is a leading

global technology and IT enterprise with annual revenues of US $4.1 Bn (Rs. 17,889 crores).

The HCL Enterprise comprises two companies listed in India - HCL Technologies & HCL Info


systems. The 3-decade-old enterprise, founded in 1976, is India’s original IT garage start-up. Its

range of offerings span Product Engineering, Technology and Application Services, BPO,

Infrastructure Services, IT Hardware, Systems Integration, and distribution of ICT products. The

HCL team comprises over 47,000 professionals of diverse nationalities, who operate from 17

countries including 360 points of presence in India. HCL has global partnerships with several

leading Fortune 1000 firms, including leading IT and Technology firms.

2.5 Guiding Principle:

MISSION AND VISION OF HCL:

VISION STATEMENT:

"Together we create the enterprises of tomorrow".

MISSION STATEMENT:

"To provide world-class information technology solutions and services to enable our customers

to serve their customers better"

Quality Policy:

“We shall deliver defect-free products, services and solutions to meet the requirements of our

external and internal customers, the first time and every time”.

Objectives:

Management Objectives:

To fuel initiative and foster activity but allowing individuals freedom of action innovation in

attaining defined objectives.

People Objectives:

To help people in HCL Infosystems Ltd. share in the company’s successes, which they make

possible; to provide job security based on their performance; to recognize their individual

achievements; and help them gain a sense of satisfaction and accomplishment from their work.


Core Values:

We shall uphold the dignity of the individual.

We shall honor all commitments.

We shall be committed to quality, innovation and growth in every endeavor

We shall be responsible corporate citizens.

2.6 Technology leadership:

HCL Infosystems is known to be the harbinger of technology in the country. Right from its

inception we have attempted to pioneer the technology introductions in the country either

through its R&D or through partnerships with the world technology leaders. Using their own

R&D they have - Created their own UNIX & RDBMS capability (in 80s) - developed firewalls

for enterprise & personal system security - launched their own range of enterprise storage

products - launched their own range of networking products

HCL strives to understand the technology from the view of supporting its post installation as

well. This is one of the key ingredients that go into HCL’s strategic advantage. HCL Infosystems

has to its claim several technology pioneering initiatives. Some of them are: - Country's first

Desktop PC - Busy Bee in 1985 - Country's first branded home PC - Beanstalk in 1995 -

Country's first Pentium 4 based PC at sub 40k price point - Country's first Media Centre PC.

2.7 Support services:

HCL Infosystems' Service Support infrastructure is one of the widest in the country. No matter

where you are, there's an HCL Service Centre near by. Its Products are backed by an extensive

direct support infrastructure spread across 170 locations nationwide which offer 24 x7 supports

offering for critical sites. Its channel strength is a balanced mix of retail outlets, resellers &

distributors. It was strong focus on distribution network that led HCL in devoting few brands

exclusively for channel. They are - Beanstalk, Busy Bee, Net manager (servers), and recently

launched Ezeebee. Today their distribution network helps them take a varied product range to

customers in every nook & corner of the country .The product range includes Desktop PCs,

Servers, and Laptops & Pocket PCs.


2.8 Products & Solutions:

HCL Infosystems' portfolio of products covers the entire spectrum of the information technology

needs of its customers.

By virtue of the immense diversity of markets and customers that it addresses, HCL Infosystems'

products offerings include everything from high end enterprise level servers for mission critical

applications to multimedia home computers.

You may be a large multi-location company exploring solutions to e-enable your organization or

you may be a new born rising star looking for someone for IT planning or setting up your IT

Infrastructure, HCL Infosystems has a solution tailor-made for you.

Desktops & Notebooks:

• Business PCs

• Home PCs

• Infiniti Power lite Notebooks

Workstations:

• Infiniti Challenger Workstations

• SUN Workstations

Servers Intel Servers:

• Infiniti GL Servers


• Infiniti Solutions Infiniti Xcel Line Servers

• Infiniti Xcel Line 2200 Series SUN Servers HP Risc Servers & Workstations

Thin Clients:

• Win bee Thin Clients

• SUN Thin Clients

Display Products:

• 710 LSA

• 700 LSA

• 700 LS

• 500 LSA


2.9 HCL Business Model:

2.10 Role of IT in Education Sector in India:

Use of ICT in the Education sector in India, though recent, has picked up fast, and the benefits are already

starting to show. Thanks to Rajiv Gandhi's doctrines backed by his technical advisor Sam

Pitroda, the personal computer arrived in India in the early 1990s. Suddenly we witnessed a

flood of computer classes in the metros with everyone signing on for courses in DOS, Word star,

dBase III and Lotus 1-2-3. Most of these institutes have long closed shop, or evolved into ‘Learn

English’ institutes. Others cater to professionals with specialized training for animation,

graphics, game development, Java, .Net, Oracle, BPO, management etc. When cable television

arrived in the 1990s, enterprising coaching classes set up dedicated channels for distance

learning. Then VSAT technology extended this to remote regions. Now it is digital television

with service providers beaming Educational programs for school children into homes and

schools. And that was how ICT (Information and Communications Technology) saw its roots in


Indian Education. In recent years we witnessed many radical changes and rapid growth in the

Education sector. This is due to several factors, and the one factor that needs to be mentioned

first is India’s telecom success story. Thanks to extensive telecom coverage and affordable rates,

bandwidth and Internet access is available pan India. The Internet offers many free tools for

audio-visual instruction. State governments too have got their act together and are joining hands

with private solutions providers and NGOs to use ICT for Education.

Another driver is the high level of PC penetration among students, especially in the metros,

thanks to a significant reduction in hardware costs, and the increased usage of open source

applications. With the introduction of new Education policies and the opening of the Indian

Education sector, we are seeing increased participation from overseas universities, many of

whom are setting up operations in India. It’s only a matter of time before Yale, Harvard, Oxford,

etc. are here. Meanwhile, the demand for business degrees or skills-oriented courses is soaring.

Distance Education courses are popular once again, thanks to the Internet.

Success Stories:

While universities and private institutes are using ICT to set new standards for Education, it has

been observed that the fastest pace of change is happening in rural India. Thanks to a partnership

between the government, private sector and NGOs, we see many successful examples of village

schools using ICT to spread Education. Later in this story, we tell you about audio-visual

lectures beamed to students in satellite towns in Madhya Pradesh - using Web collaboration

tools. What’s praiseworthy here is the sheer enthusiasm among these students and the support

received from certain state governments. The government is doing a commendable job of getting

the network infrastructure to the grassroots levels. After the connectivity, you also need to put

security in place. The connectivity also has to be regulated for productive usage. You should be

able to control how the bandwidth is used, perhaps at the application layer itself. And there needs

to be accounting for usage of the bandwidth.

The ASCII Group of Companies has been conducting rural training activities in Gujarat since

1990. Its Director, Piran Doctor says, “We see higher levels of appreciation for technology tools

and more enthusiasm in rural areas. From technology, it is now moving to products, which are


becoming more affordable. For instance, projectors, which used to cost upwards of Rs 2 lakh, are

now available for Rs 40,000 or less. With state government support, schools across Gujarat have

widely adopted audio-visual aids like projectors. They will next move to the network model

which is where each classroom is equipped with digital infrastructure and is connected to a

campus-wide network and content server.”

2.11 Contribution of HCL in Education Sector:

HCL Infosystems Limited, India’s premier information enabling company has announced an

alliance between its ICT Education venture, HCL Career Development Center and JKC. Under

The alliance, students across academic streams will be offered special career programs in IT

hardware, software and networking. The first campus to implement this will be Government

College For Women Begumpet Hyderabad.

HCL CDCs have been launched by India’s pioneering ICT Company HCL, as an initiative to

bridge the gap between the demand and supply of industry-ready ICT professionals by creating a

skilled workforce and making them available to organizations deploying ICT. Today, HCL

CDCs are present in more than twenty cities across India, including one in Hyderabad.

HCL CDC courses have been designed to transform young students into industry-ready

professionals, who are ready to take on ICT deployment responsibilities without the need for any

further training. We are glad to offer the same courses to the students of the prestigious

Government College for Women, which will prepare them for a rewarding career in the IT

industry.”

Jawahar Knowledge Centre (JKC) is a scheme, initiated by the Commissioner of Collegiate

Education, under the Government of Andhra Pradesh, for setting up labs and infrastructure in

various government-run colleges in A.P. JKC and HCL Infosystems will jointly select the faculty

for the special courses, while HCL will subsequently train them. JKC will provide the necessary

infrastructure for the courses with recommendations from HCL. Qualifying students at the end of

curriculum will be awarded a certificate and given placement assistance by HCL.


2.12 CSR of HCL Infosystems Ltd:

HCL - BSNL National Broadband Penetration Program A nation wide initiative to bridge

the rural-urban digital divide by accelerating ICT penetration in rural and remote areas

One of India's largest telecom companies, BSNL, and HCL Info systems, one of India's premier

information enabling ICT System Integration companies are working together on the National

Broadband Penetration Program (NBPP), a nationwide initiative to accelerate IT proliferation in

rural India. The project aims to accelerate PC and broadband penetration by offering a complete

solution in the interiors of the country.

The NBPP project, believed to be the largest government program to promote rural connectivity

till date, aims to break through the affordability barrier. The project aims to power the next

million PC+ Broadband connections in untapped market space through the Universal Services

Obligation Fund (USOF) under DOT which has granted a subsidy to BSNL for providing wire

line broadband connectivity in rural and remote areas. USOF will be providing a subsidy of Rs.

4500/- per broadband connection that BSNL will be rolling out through their existing 27,789

rural exchanges.

Key Highlights:

Joint Initiative of BSNL and HCL.

USOF under DOT offering subsidy to consumers for Rs. 4500 per Computer and Broadband

connection.

Initial down Payment Just Rs.2250:**/-and Balance installments as below Rs. 300/- up to 60

Months, or Rs.455/- up to 36 Months.

Offer limited to 24 Computers per Rural Exchange for Consumer segment and 6 computers per

Rural Exchange for Institutional/Govt. Segment.

HCL Brand Computer with PAN India Support.

Support for 3 years and 5 years as per Plan.


BSNL Broadband @512KBPS at a highly subsidized rate of Rs 99 and Rs 150 per month

package.

With this ambitious program, HCL and BSNL aim to address the significant untapped demand in

rural markets by providing a complete solution to the customer.

Eligibility:

Must be existing BSNL landline customer for 6 month.

Must not be defaulted on payment to BSNL for at least 6 months.

Customer must own the household/dwelling.

ACO/Order Form with particulars must be attested by panchayat/Bank.

Site readiness should be declared by the customer.

Offer Limited to 30 connections per rural exchange (24 for consumers & 6 for

institutional customers).


2.13 Investor Release:Quarterly Highlights:

Consolidated Revenue at Rs 3130.4 crores, up 11% Y-o-Y.

Profit before tax at Rs 105.6 crores up 13% Y-o-Y.

Profit after tax at Rs 72.1 crores up 8% Y-o-Y.

Computer systems Revenue at Rs 764.6 crores up 36% Y-o-Y . PBIT at 51.9 crores up

66% Y-o-Y.

Telecommunications & office Automation Revenue at Rs 2365.7 crores PBIT at Rs 66.9.

Interim dividend of Rs 2/- per share declared for the quarter.

Achievements of the Company:

Became the first Indian company to break the one terabyte storage barrier in PCs with the

launch of HCL 1 TB PB.

Launched first Quad-socket High – End Enterprises server.HCL IGL 4700 FC based on

Intel’s latest 7300 series of Quad core Xeon MP Processors.

ICT Educations & Training : Announced strategic tie ups with leading international IT

training giants as their authorized training partner to deliver the training for their

certification programs.

Ranked among the top two IT companies in the annual Dataquest –IDC Best Employers

Survey 2007.

Recognized as the ‘Most Preferred PC Brand’ at the prestigious CNBC Awaaz Consumer

awards 2007.

Digilife retail chain won the most admired retailer of the year award in consumer

Durables and Electronics category at the 2007 Imgaes Retail Awards.

Durables and Electronics category at the 2007 Images Retail Awards Survey 2007

Launched first Quad- socket High –End Enterprise server, HCL IGL4700 FC based on

Intel’s latest 7300 series of Quad core Xeon MP Processors.


3 SALES REPORT:

3.1 OBJECTIVE:

To know about the various steps involved in the sales process.

To generate leads for the company (HCL Infosystems Ltd) by meeting prospective

customers.

To understand the sales process in various sectors.

3.2 SCOPE OF THE STUDY:

The study mainly deals with an in depth understanding of the various steps involved in the

process of selling in HCL Infosystems Ltd. It also deals with how a sales call will be attended.

The approach what HCL Infosystems Ltd will make in the case of a sales call. As a project

trainee I used to go to clients belonging to different verticals like International schools,

Engineering Colleges, Pharmacy Colleges, MBA Colleges, Multi Specialty Hospitals and

Software Companies. I used to give them a demo about the products what HCL Infosystems

deals with. I used to explain the configurations of the latest laptops and desktops of HCL. I used

to find out if there is any requirement there and I had collected the information regarding what

the client want. My main job over there is to give sales lead to the company.

3.3 SAMPLE CHARECTERISTICS:

I met IT managers and Computer In charge in the verticals I covered. In some colleges and in

corporate we were successful in getting the permission for a canopy for displaying our products.


3.4 LIMITATIONS OF THE STUDY:

The project time is for a period of two months so I was confined with the International

schools, Engineering colleges, Hospitals and Software companies which are there in

Hyderabad.

Some of the addresses that were given in the data base were incorrect because some

software companies did not exist now at that address.

3.5 SALES PROCESS:

A sales process is a systematic approach to selling a product or service. The selling process has

six key steps. Virtually every sales interaction will follow these steps, whether it lasts several

minutes or several months:

Prospecting

Initial Contact

Sales Presentation

Handling Objections

Closing the Sale

Follow-Up and Service after the Sale

Let us discuss these steps in detail

3.5.1 PROSPECTING:

Finding qualified prospects for our products or services is a necessary first step in the sales

process. We need to have someone to sell to before we make a sale. But, making certain that

there is a good possibility that they will buy is what makes them "qualified prospects."

Once we've identified prospects, we will want to learn all we can before we approach them.

Contacting each prospect takes a lot of time and energy so look at each potential prospect

carefully to:

Determine our sales approach and plan your sales calls.


http://www.smallbusinessnotes.com/operating/marketing/salesprocess/prospects.html

http://www.smallbusinessnotes.com/operating/marketing/salesprocess/prospecting.html

http://www.smallbusinessnotes.com/operating/marketing/salesprocess/service.html

http://www.smallbusinessnotes.com/operating/marketing/salesprocess/closing.html

http://www.smallbusinessnotes.com/operating/marketing/salesprocess/objections.html

http://www.smallbusinessnotes.com/operating/marketing/salesprocess/presentation.html

http://www.smallbusinessnotes.com/operating/marketing/salesprocess/contact.html

http://www.smallbusinessnotes.com/operating/marketing/salesprocess/prospecting.html

Determine which products and services best suit particular prospects.

Uncover reasons why you should not pursue some prospects, saving you valuable time

and resources.

HOW IT WENT ON IN HCL INFOSYSTEMS:

I used to surf the internet to know the qualified prospects for the products of HCL Infosystems. I

used to sort down the database what I have depending on area wise. I have covered five verticals

starting with Education Sector (International schools, Engineering Colleges, Pharmacy colleges,

MBA Colleges), Multi specialty Hospitals and Software companies.

I used to plan which type of products I have to explain to the customer depending on the vertical

he belongs to. For example when I went to Educational Institutions I mainly concentrated on

Desktops, Laptops, Printers and Servers. When I went to Software companies I concentrated

mainly on Desktops and Laptops.

When I spoke to some customers I observed they are not interested to make a deal with HCL. I

didn’t waste my time by calling them again.

3.5.2 THE INITIAL SALES CONTACT:

One of the most common initial contacts is a "cold call" conducted by phone or in person. A cold

call refers to a contact made with prospects who have not indicated they desire the call. It's

obviously much more efficient - and most say more successful - to conduct cold calls on the

telephone rather than to drive around town, but you might have a reason that warrants an in-

person cold call on occasion.

Make an appointment, giving them choices of appointment times and meeting locations.

Here are some ideas to help turn cold calls into warm prospects:

First, determine your objective and the purpose of your call. Your purpose may be to

make an appointment, to inform, to question, to talk to a certain person, and to sell.


Additionally, determine if you want to close the sale on the first call or simply pave the

way for a later call or sales presentation.

Try to do a little homework before the call. If you know someone who may have insight

or information about the prospect, call them.

When you're ready to make the call, make sure you have all the materials you need at

hand. For example, if the purpose of your call is to make an appointment, have your

appointment book open and a working pen or pencil in front of you.

State your purpose quickly - within 15 seconds.

Get prospects interested by asking questions that make them think.

Make statements that build rapport and confidence.

Use humor - people love to laugh.

Be sincere.

Be friendly - people like to buy from people they like.

Keep your eye on the prize - never lose sight of your objective, regardless of the outcome

of the call.


Before going to the customer directly I used to call them to take prior appointment especially in

the case of Media, Software companies and Multi Specialty Hospitals. I used to call the IT

Manager or the concerned Computer Head and I used to say that I am from HCL Infosystems

and I want to talk on the models launched by HCL. I tried to explain what are the benefits that

customer can get if he is opting for HCL products. I used to fix the appointment with the

customer at his feasible time.

3.5.3 SALES PRESENTATION:

Many sales people feel the most exciting part of the sales process is presenting products or

services to prospects. Finally, the vast amount of knowledge you have about your products,

services and your company comes into play.



At the time of sales presentation I used to carry the brochures, pamphlets and quotations

given by the company. The brochures and pamphlets will have the information regarding

what are the products the company is giving and what are the unique features those products

are having. The company used to give us quotations also.

3.5.4 QUOTATION:

A quotation is a formal proposal which carries information regarding the price of the product,

Configuration of the product, Delivery time, Payment mode. In the quotation what we carried

it used to have the configurations of laptops and desktops.

In some colleges I used to give demo to the Chairman, Director or Principal about the unique

features what the product is offering. I used to listen what the customer requires and used to

note down them.

3.5.5 HANDLING OBJECTIONS:

During the sales process, you will most likely meet objections. Objections are prospects'

comments about the reasons why they don't plan to buy your product or service. It may be

something like "I already buy those products from ABC Company and am happy with their

product."


When I met some customers who are already the clients of HCL, they used to complain about the

services or the quality of the product. Some people complained that the service of HCL is not

good and the service executives are not responding properly. I handled this situation by giving

the examples of some people who are well satisfied with the services of HCL. I convinced them

at last and was able to bring some deal for the company.

2.5.5 CLOSING THE SALE:


Although we should never be shy about asking for business, prospects will probably give us

some signals when they are ready to become customers. Here are some signals that suggest they

are ready to buy:

Asking about availability.

Asking specific questions about rates, prices or affordability.

Asking about features, options, quality, guarantees or warranties.

Asking positive questions about your business.

Asking for something to be repeated.


When I met customers some customers got impressed and they used to ask me about the price of

the product if they are taking in bulk and about the price if they are taking one or two. They used

to enquire about the payment mode and about how much time it will take for the company to

deliver the goods.

Some customers asked to give a demo in their institution so that they can get a better

understanding about the product.

3.6 LEARNING OUTCOMES:

I came to know what a customer looks in for a product like laptop or a desktop. From the

customers I met they mainly focused on the price and the discount offers what the

company is going to give.

Service is very important in case of a product like laptop. Service is what that

differentiates our brand with that of the brand of a competitor.

A sales man should be a good listener. He should not boost about his product all the time.

He should listen to what the customer says and what the customer needs.

A sales person should have an in depth knowledge about the product he is dealing with so

that he can explain batter about the unique features what the product is having.


A sales person should be sympathetic but not empathetic.

A sales person should try to build as much contact as he can.

A sales person should try to say the strength of his company but he should not say so

many negative things about his competitor it may go against him.

3.7 MY CONTRIBUTION TO THE COMPANY:

Generated a lead of 130 Laptops from St. Peters engineering college, Hyderabad.

Generated a lead of 120 Laptops from Sri Chitanya techno schools, Hyderabad.

Generated a lead of 2000 desktops from Sri Chitanya techno schools, Hyderabad.

Generated a lead of 300 desktop from Avanthi group of colleges, Hyderabad.

Generated a lead of 150 desktop from RVR College of engineering & technology,

Hyderabad.

Generated a lead of 50 desktop from Kesava memorial degree & Pg College, Hyderabad.

Generated a lead of 30-60 desktop from Nrupatunga degree & PG college, Hyderabad.

Generated a lead of 8 desktop from Global Institute of Hotel management, Hyderabad.

Generated a lead of 10 desktop from Basaveshwara Institute of IT, Hyderabad.

Generated a lead of 350 desktops from St.Francis Xavier degree college, Hyderabad.

Generated so many information that requirement is there in this college either in June or

July.

Generated so many leads of server, printer, LCD projectors, Monitors from educational

institute, Hospital and Software companies.

Some director and principals wanted Laptops for their personal use so they gave their

requirement also.

3.8 RECOMMENDATIONS: The sales team in HCL should effectively convert the sales lead into sale without

negating it.

If there is any requirement the sales team should try to grab the deal as soon as possible

because the customer has many options available in the market.

The sales team should work as a team in trying to build up the company image. They

should not look for individual targets.


The sales team should be motivated enough to work in any condition like bad weather

and heat at day time.

Some new B-Schools are going to recently open in Hyderabad, HCL marketing and sales

team try to catch those colleges.

3.9 CONCLUSION:

Sales management is attainment of an organization's sales goals in an effective & efficient

manner through planning, staffing, training, leading & controlling organizational resources.

Revenue, sales, and sources of funds fuel organizations and the management of that process is

the most important function. In these five weeks of organization to organization sales I met

various kind of people to market HCL Infosystems products and I got good experience how to

talk to people, how to effectively market the products, how to convince people to buy our

product not competitor’s products. I could able to generate good amount of leads for HCL Info

system Ltd. I felt that it is necessary for a sales person to remain motivated because it is not a

easy job to do. Sales people are the face of any company so they should try to create relationship

with customers and this relationship will help them in building their own career. I got good

experience in learning how to sell products, how to deal with the customers, how to satisfy an

unsatisfied customer, how to generate leads, how to maintain relation with the existing

customers, how to get the references from the references from the existing customers. HCL has

good corporate culture and the summer project in HCL has given me a great experience. HCL is

a 33 year old company and the employees in HCL are having a lot of experience. By interacting

them I have gained so many practical exposures which will be helpful in my career.


4 ORGANIZATIONAL BUYING BEHAVIOR FOR LAPTOPS:

4.1 Introduction:

A buyer in the market goes through complex analysis and decision-making process before

making a purchase. The organization needs to comprehensively understand and appreciate the

subtle nuances of the buyer behavior to precisely target the prospects and hence increase the

sales. The analysis of the buyer behavior begins with the communication of customized product

message to the target audience. It is also imperative to identify the main decision-maker in the

purchasing process.

The buying situation has long been recognized as a determinant of the structure of the buying

centre as well as of the information needs and the decision process associated with the purchase.

Robinson and Faris have suggested a classification of buying situations into new buy, modified

rebuy and straight rebuy situations. In addition, the composition of the buying centre and its

buying process is affected by four sets of factors: personal, interpersonal, and organizational and

Inter organizational. A somewhat different perspective on the nature of the organizational buying

process is what is known as the Interaction Approach. This approach posits that the key to

understanding industrial product marketing and purchasing lies in the interaction process

between individuals within functional departments and hierarchical levels in supplier and

customer firms. That interaction process can be described in terms of: (1) the elements of

interactions (product exchanges, information exchanges, etc); (2) the parties involved

(organization, individuals, product technology, etc); (3) the environment (market structure,


cultural/geographica1 distance) and (4) the atmosphere (the power/dependence relationships that

characterize the long-term interaction process). This approach has been extensively applied by

the International Marketing and Purchasing (IMP) group via an extensive program of parallel,

multi-country research studies. Several research methods including the Network Approach and

Decision System Analysis have been shown to be useful in understanding these relationships and

the buying process.

Our knowledge of organizational buying is clearly rudimentary at the moment, however, and

some important areas of potential progress include: (1) how can the variables and the

relationships in models such as Webster and Wind's and Sheth's be put into equation form and

used? (2) What does purchase influence mean? How can we establish, validly and reliably, who

is involved (or likely to be involved) in a decision process and what influence these individuals

are likely to exert? (3) How do individuals in organizations become aware and knowledgeable

about product information? (4) What product, market and environmental characteristics can

predict the structure of the buying process across industries? (5) What measurement instruments

(decision matrices? buying panels? protocol studies? gaming/laboratory procedures? network

analysis? decision systems analysis?) can be developed for industrial buying situations?

4.2 Objectives of the study:

To find out the organization buying behavior for Laptops.

To compare the difference in buying behaviors between Educational institutions and

Software companies for Laptops.

4.3 Scope of the study:

This study mainly deals about organizational buying behavior for Laptops in software companies

and education sector. The study was conducted by taking responses from software companies

and colleges in and around Hyderabad city.

4.4 Sample Characteristics:

It is apparent from the sample characteristics that in most of the colleges interaction was limited

to mostly Head of Department (HOD) of IT department, principal and director. I visited Software

companies where I met IT managers and collected the responses through questionnaire.


4.5 Limitations of the Study:

Sample size taken to do this study can not represent the all Software companies and

Educational institutions because sample size is comparatively less compare to number

of number of Software companies and Educational institutes exist in Hyderabad.

The report has to be prepared with in a short period of two months. So it is not

possible for me to cover other colleges and software companies of Hyderabad and

Secunderabad.

The study is limited to Software companies and colleges of Hyderabad and

Secunderabad only.

In some colleges and in some Companies due to lack of prior appointment I could not

able to meet the concerned person.

Due to the exams and inspections some colleges are reluctant to give appointment to

me.

The addresses that are given in data base were some time wrong because some

Companies and colleges does not exists now at that address.

4.6 Methodology:

4.6.1 Research Design:

The study was conducted with the help of two research methods viz., Exploratory and

Descriptive methods. Exploratory research provided insights regarding customers buying

behavior for the Laptops, which was conducted in the form of interviews with the customers. A

questionnaire was prepared based on the insights gained through the exploratory research. As a

part of descriptive research, a survey was conducted by administrating questionnaires to the

concerned authorities who were responsible for purchasing Laptops in their organizations.

4.6.2 Source of Data:

Primary Data: The primary data was collected by meeting the customers directly and with

the help of questionnaire.


Secondary Data: The secondary data was collected through web sites, magazines, articles

and journals.

4.6.3 Sample Design:

4.6.3.1 Target Population:

All the organizations who uses Laptops in their organization in and around Hyderabad and

Secunderabad.

Sampling technique:

Judgmental Sampling:

I selected Judgmental sampling technique. Judgmental sampling is a form of convenience

sampling in which the population elements are purposely selected based on the Judgment of the

researcher. I being a student choose Judgmental sampling as it is low cost, convenient, and

quick. From my target population I choose Software companies and educational institute as they

are one most of the major users of Laptops and it was not possible to cover all type of

organizations in a short period of time.

Simple Random Sampling:

After selecting software companies and educational institutions as my respondent, Simple

random sampling method is being chosen to short out the educational institutes and Software

companies available in the database.

4.6.4 Sampling Frame:

Addresses of the Software companies and Colleges those were available in company’s database.

Sampling Size: 60

Sampling Unit: Engineering Colleges, M.C.A., M.B.A, Pharmacy, and Medical, Degree and

PG colleges and Software companies were found out as Sampling Units.


Extent: In and around colleges and Software companies of Hyderabad and Secunderabad.

5 Data analysis and Interpretation:

Number of Laptops available in the organization:

This category is divided into two parts because it came out after the survey that many chosen respondent organization have less than fifty Laptops. So the two groups are:

(1) Less than 50.(2) More than 50.

<5050%

>5050%

Purcentage of Laptops in Education institu-tions

Pie Diagram 1: percentage of Laptops in Education institutions

Out of 30 respondents, 15 colleges have more than 50 Laptops and 15 Laptops have less than 50 Laptop.


<5073%

>5027%

Percentage of Laptops in Software companies

Pie Diagram 2: Percentage of Laptops in Software companies

Out of 30 companies only 27% companies have more than 50 Laptops. And 73% companies have less than 50 Laptops.

<5062%

>5038%

Percentage of Laptops in both educational and software sector

Pie Diagram 3: Percentage of Laptops in both educational and software sector

60% organizations have less than 62% Laptops and only 38% organization have more

than 50 laptops in their organization.

Question 7: Which brand of Laptop you are currently using in your organization?


Dell HPHCL

Acer

Apple

Sony

Compa

q

Samsu

ng

Lenov

o

Toshib

a

Zenith

wipro

others

0

1

2

3

4

5

6

7

Current Brand of Laptop used in Educational institutions

Series1

Bar Diagram 1: Current Brand of Laptop used in Educational institutions

30 colleges is using only 30 brands of Laptops, it means one Laptop brand per institute.

HCL is leading with 23% in education; HP is at second position with 17% of Laptops.

Dell and Acer are sharing third position with 10% of market share in education.

Samsung is not used by any institution.

Zenith is improving their market share in education sector because they are able to

provide Laptops at much economical rate compare to their competitors, main reason for

this is because they don’t have any service centre in Hyderabad and they are providing

on-site warranty and they are ready to provide two month credit also.


Dell HPHCL

Acer

Apple

Sony

Compa

q

Samsu

ng

Lenov

o

Toshib

a

Zenith

wipro

others

0

4

8

12

16

Current Brand of Laptops used in software companies

Series1

Bar Diagram 2: Current Brand of Laptops used in software companies

HP is used by maximum number of organizations out of 30 software companies

surveyed. HP is the market leader also.

Dell is at second position with 21% in software companies.

HCL is at third position.

Wipro is not used by any companies.


Dell HPHCL

Acer

Apple

Sony

Compa

q

Samsu

ng

Lenov

o

Toshib

a

Zenith

wipro

others

02468

101214161820

Current Brand of Laptops used in both sector

Series1

Bar Diagram 3: Current Brand of Laptops used in both sector

HP came out at number one position out of total 60 organizations I surveyed. HP is also

market leader in Laptop in A.P.

Dell is at second position.

HCL is at third position.

One college is using assembled computers because of financial crisis.

Question 8: Which brand of Laptop you had been using previously in your organization?

Here I found out that these organizations had used so many brands in the past so the no.

of brand that used previously came much more than 60.

For education the total number was 55 and for software companies it came as 34.


Dell HPHCL

Acer

Apple

Sony

Compa

q

Samsu

ng

Lenov

o

Toshib

a

Zenith

wipro

others

0

2

4

6

8

10

12

14

Laptop Brands that is previously used in Educa-tional institutions

Series1

Bar Diagram 4: Laptop Brands that is previously used in Educational institutions

In education, HCL came as leading brand with 25% of market share.

HP is at second position with 20% and Lenovo with 15% at third position.

Zenith, Wipro, Apple are not used by any of the institution surveyed.

Dell HPHCL

Acer

Apple

Sony

Compa

q

Samsu

ng

Lenov

o

Toshib

a

Zenith

wipro

others

0

1

2

3

4

5

6

7

8

Laptop Brands that is previously used in Software companies

Series1

Bar Diagram 5: Laptop Brands that is previously used in Software companies

In software companies Dell is leading with 23% market share.


HP is at second spot with 20% market share and HCL is at third position.

Zenith, Wipro is not used by any of the companies surveyed.

Dell HPHCL

Acer

Apple

Sony

Compa

q

Samsu

ng

Lenov

o

Toshib

a

Zenith

wipro

others

02468

101214161820

Laptop Brands that is previously used in both sec-tor

Series1

Bar Diagram 6: Laptop Brands that is previously used in both sector

The no of brand used by 60 organization surveyed is 89.

HCL is leading with 21% of market share.

HP is at second position with 20% of market share.

Question 9: Reason(s) for switching to the current brand?

Overall dissatisfaction: If customer is dissatisfied with two or more than two options given in the

option they are classified under over all dissatisfaction.


Dissatisfaction3%

Price37%

service20%

Brand image

7%

Stayer23%

Any other10%

Reason for switching brands for Educational institutions

Pie Diagram 4: Reason for switching brands for Educational institutions

In education the price is the first and for most criteria for switching.

20% customers are dissatisfied with service provided by the company and for this reason

they are switching.

Only 20% customers are staying with the previous brand used by the organization.

The overall dissatisfaction level is low is education sector.

Brand image do not matter much in education sector.


Dissatisfaction23%

Price20%

service20%

Stayer30%

Any other7%

Reason for switching brands for Software companies

Pie Diagram 5: Reason for switching brands for Software companies

30% of the customers are staying with the previous brand used by the organization.

Overall dissatisfaction is more for software companies compare to educational institutes.

Price and service got the same percentage and it is also a main reason for switching.

No software company is making a switching decision on the basis of brand image.

Dissatisfac-tion13%

Price28%

service20%

Brand image

3%

Stayer27%

Any other8%

Reason for switching brand for both sector

Pie Diagram 6: Reason for switching brand for both sector

Price is the main reason for switching.


27% customers are retaining their brands.

Service is also a main issue for making switching decision.

From question number 7,8,9 the customers were classified into three categories:

a) Stayer: Those who are staying with the brand of Laptops used, i.e.; they are not

switching.

b) Satisfied switcher: Those customer who are satisfied but then also they are switching

brands fully or partially because of some issues with companies or may be they want to

try out some other brands.

c) Dissatisfied switcher: Those customer who had some issue with the company and they

are not using that particular brand in their brand right now.

stayer23%

satisfied switcher

47%

Dissatisfied switcher

30%

Customer categories for Education institu-tions

Pie Diagram 7: Customer categories for Education institutions

In education only 23% are staying with the previous brand used in their institute.

No. of satisfied switcher is 47%, they are switching mainly because of price.

30% of customers are dissatisfied and they are making switching decision.


stayer30%

satisfied switcher

43%


27%

Customer Categories for Software companies

Pie Diagram 8: Customer Categories for Software companies

30% of customers are staying with the brand used previously.

Compare to educational institutions percentage of satisfied switcher is less but then also it

is more with 43%.

27% customers are dissatisfied with previous brand and they are making switching

decision.

stayer27%

satisfied switcher45%


28%

Customer Categories for both sector

Pie Diagram 9: Customer Categories for both sector


27% of total customers are staying with the brand.

45% are satisfied switchers and 28% are dissatisfied switchers.

Question9. Which of the following factors do you think is more important before making a

decision for purchasing Laptop(s)?

5.1 The Features Influencing Laptop Purchase Decisions:

Customers, who participated to this survey, were given a list of features related with laptops and

then they were asked to show how important these features for them while purchasing a laptop.

Respondents who found a feature “very important” gave “4” to that item while others who found

it “unimportant” gave “1”. Processor speed and type, memory and hard disk capacity, technical

support, guarantee and warranty conditions, and display resolution quality became the top five

features for combined Educational institutes and Software companies which had the following

highest mean values respectively: 3.82, 3.65, 3.65, 3.62, 3.58. It was also noteworthy to mention

that all the features listed in the survey were considered important by the respondents since the

lowest mean value was 2.63 for the feature of wireless Internet.

Table 1: Statistics related to features affecting Laptop purchase decision

S. No. Factors Mean (Educat

ion)

Mean (Softw

are)

Mean (Total)

Std dev (Educati

on)

Std dev (Software

)

Std dev (Total)

A Processor speed and type

3.77 3.87 3.82 0.50 0.35 0.43

B Memory and hard disk

capacity

3.43 3.87 3.65 0.63 0.35 0.55

C Technical support 3.43 3.87 3.65 0.63 0.35 0.55

D Guarantee and warranty

condition

3.50 3.73 3.62 0.51 0.45 0.49

E Display resolution

quality

3.47 3.73 3.58 0.51 0.47 0.50

F Maintenance and repair 3.43 3.70 3.57 0.51 0.47 0.50

G Price 3.63 3.70 3.55 0.63 0.51 0.57


H Prevalence of technical

service network

3.37 3.47 3.50 0.49 0.49 0.65

I Ease of use 3.13 3.63 3.47 0.61 0.41 0.72

J DVD-CD player 3.70 3.80 3.43 0.68 0.83 0.58

K Speakers/Amplifiers 3.43 3.17 3.38 0.47 0.66 0.56

L Weight and dimensions 3.27 3.33 3.38 0.50 0.51 0.49

M Stand-by duration 3.30 3.50 3.37 0.58 0.50 0.48

N Modem/Ethernet 3.43 3.43 3.35 0.47 0.45 0.64

O Durability of chasis 3.17 3.27 3.28 0.50 0.40 0.72

P Spill resistant keyboard 2.97 3.40 3.23 0.75 0.50 0.69

Q Number of USB ports 3.47 3.50 3.22 0.81 0.51 0.58

R Payment conditions

and campaigns

3.23 2.97 3.20 0.57 0.72 0.84

S Bluetooth 3.20 3.17 3.10 0.50 0.65 0.88

T Security solutions 3.03 3.00 3.12 0.89 0.79 0.72

U Design and color 3.00 3.20 3.05 0.93 0.85 0.84

V Brand image 3.13 3.10 2.97 0.69 0.76 0.72

W Infrared technology 2.93 2.80 2.94 0.90 0.76 0.84

X Variety of accessories 2.83 2.90 2.93 0.98 0.80 0.89

Y TV/Audio connection 2.77 3.03 2.64 0.91 0.93 0.92

Z Wireless Internet 2.53 2.50 2.63 0.82 0.86 0.84

For Education sector highest mean was for processor speed and type (3.77) and the second

highest mean was for DVD writer (3.70) and lowest mean came for wireless internet (2.53). The

main reason may be because the educational institution surveyed in the study were not had wi-fi

connectivity in their campus so they don’t want to invest for wireless connectivity.

For Software companies’ highest mean came for Processor speed and type, Memory and hard

disk capacity, Technical support as 3.82. The main reason for this is because in software

companies they require good processing speed, high memory capacity and as they have to work

on Laptops every time they can not wait for more time if service issues came in Laptop. For


software companies also wireless connectivity is not much important, as mean came for wireless

connectivity is lowest (2.50).

Standard deviation for Processor speed and type is lowest for both software and education sector.

But for software companies it is much more less. It means almost all the organization surveyed

gives processor speed and type more priority. Highest Standard deviation is there for TV/Audio

connectivity as 0.92. As it is clear from the above table that standard deviation is more for both

organizations and mean is low. So it means that TV/Audio connectivity is not preferred in the

organizations.

5.2 Factors Influencing Consumers’ Laptop Purchase Decisions:

These 26 variables can be grouped into seven type of factors based on the similarity among the

variables. The first factor was composed of TV/Audio connection, Bluetooth, infrared

technology, and wireless Internet features; this factor was named as “Connectivity & Mobility

Feature”. Spill resistant keyboard, ease of usage, durability of chassis, brand image, security

solutions, and variety of accessories were the variables that constituted the second factor and

were called as “Value Added Features”. Prevalence of technical service network, maintenance

and repair, guarantee and warranty conditions, and technical support were grouped under the

third factor, which was named as “Post Purchase Services”. The fourth factor was made up of

stand-by duration, modem/Ethernet, and number of USB ports, speakers/amplifiers, and

DVD/CD player features; hence this factor was named as “Peripheral Specifications”. On the

other hand, “Core Technical Features” factor was composed of the following variables:

processor speed and type, memory and hard disk capacity, and display resolution. In the sixth

factor, “Physical Appearance” related features (weight and dimensions, and design and color)

were grouped together. Finally, the seventh factor, namely “Price and Payment Conditions”,

was comprised of price, and payment conditions and campaigns.

5.3 Differences among three Customer groups regarding the factors influencing

Laptop purchases:

The mean importance scores for three groups of consumers with respect to factors influencing

laptop purchase decisions are presented in Table. According to this table, dissatisfied switchers

gave less importance to “price and payment conditions” when compared to stayers and


satisfied switchers. Furthermore, stayers found “price and payment conditions” factor more

important than satisfied switchers. In addition, it has to be noted that “connectivity & mobility

feature” has the lowest mean score across all groups of consumers. On the other hand, “core

technical features” has the highest mean score for all consumer groups (stayers: 3.68, satisfied

switchers: 3.66, and dissatisfied switchers: 3.69) which means that stayers, satisfied switchers,

and dissatisfied switchers gave the highest importance to this factor among all factors, and the

three consumer groups did not show any difference with respect to core technical features. On

the other hand, the second most important factor was found to be “post purchase services” for all

three groups of consumers.

Table 2: Consumer group and factors for choosing a Laptop

Customer groups Stayers Satisfied switcher Dissatisfied

switcherTotal

Mean N Mean N Mean N Mean N

Connectivity & Mobility Feature

2.79 16 2.85 27 3.83 17 2.82 60

Value Added Features

3.2 16 3.06 27 3.2 17 3.17 60

Post Purchase Services

3.59 16 3.56 27 3.59 17 3.58 60

Peripheral Specifications

3.6 16 3.31 27 3.36 17 3.35 60

Core Technical Features

3.68 16 3.66 27 3.69 17 3.68 60

Physical Appearance

3.23 16 3.19 27 3.24 17 3.22 60

Price and Payment Conditions

3.44 16 3.32 27 3.14 17 3.38 60


Question 10: Do you have any requirement of Laptops in near future?

Yes60%No

17%

Cant say23%

Future requirements of Laptops in Education institution

Pie Diagram 10: Future requirements of Laptops in Education institution

It is clear from above diagram huge requirement is there in education sector, main reason

for this is because every year new batch is coming up and they are giving Laptops to new

student.

17% educational institutes don’t have requirement in this year.

23% educational institutes are not sure about their requirement of Laptops this year or

they don’t want to disclose it.

Yes33%

No27%

Cant say40%

Future requirement of Laptop in Software companies

Pie Diagram 11: Future requirement of Laptop in Software companies


Compare to educational institute future requirement for Laptops is less in software

companies. Only 33% software companies require Laptops this year.

40% software companies are not sure about their requirement about Laptops in this year

or they don’t want to disclose it.

27% software companies don’t require Laptop this year.

Yes47%

No22%

Cant say32%

Future requirement of Laptop in both sector

Pie Diagram 12: Future requirement of Laptop in both sector

Out of 60 organizations surveyed 46% have requirement of Laptops.

22% organization don’t have requirement of Laptops.

32% organizations are not sure about the requirement about the Laptops.

5.4 Conclusion and Recommendations:

Customers’ desire for portable and attractively designed Desktops forces the companies to

produce laptops/notebooks. In addition, extended battery life, price cuts, prevalence of home-

offices, and integrated wireless networking also cause to the increased sales of laptops. On the

supply side of the market, the companies try to make profit and even survive in a highly

competitive environment. Furthermore, the rapid development in technology, particularly in

nano-technology, leads companies to make huge amounts of investments in R&D. Moreover, the

acquisitions and mergers in the sector and new players in the market also influence the


companies operating in IT industry. In such a volatile industry, it becomes extremely important

to learn the factors that are influencing customers’ purchase decisions. The customer base of a

company is comprised of its current customers and those customers who are attracted from

competitors. In addition, the customers who are acquired from competitors can be either satisfied

switchers or dissatisfied switchers. Hence, it is equally crucial to learn about whether there is a

difference among stayers, satisfied switchers and dissatisfied switchers with respect to their

laptop purchase decision factors. This issue becomes exceptionally vital when the consumers

decide to upgrade/change their laptops.

In this study, it has been found that there are seven factors which influence customers’

laptop purchase decisions. These factors can be stated as follows: core technical features, post

purchase services, price and payment conditions, peripheral specifications, physical appearance,

value added features, and connectivity and mobility. On the other hand, stayers, satisfied

switchers and dissatisfied switchers demonstrate a significant difference only in one factor: price

and payment conditions. The results show that when compared to stayers and satisfied switchers,

dissatisfied switchers give less importance to price and payment conditions related factor.

From the managerial perspective, the findings of this study imply that when a customer

of a company decides to buy new laptop or in technical terms to upgrade his laptop, the company

should consider which customer base he belongs to. For instance, if the customer is a stayer, the

company can offer price discounts when he decides buy next time. Likewise, the company can

give special promotions to stayers when they bring their former laptop and exchange it with a

recent model of the company’s laptops. It is also seen that among all factors, mobility and

connectivity factor has received the lowest importance, from three groups of customers. This can

be attributed to the fact that due to the nature of laptops, being mobile is an expected feature.

Another explanation to this result can be that consumers usually do not like to use technological

words such as infrared and Bluetooth, they prefer to say connecting to Internet or mobile phone,

sending pictures and documents to printer, and etc. Hence, it will not be sufficient and efficient

to merely underlie this feature in advertisements. If this feature has to be mentioned in ads then

the tone and the words used should be plain and explanatory. However, since all customer

groups find core technical features and post purchase services extremely important, these

features should be emphasized in advertisements. It has to be also noted that post purchase


services factor is tremendously important since it is directly related with customers’ brand

loyalty.

After making a comparison between educational institutes and Software companies the

finding was that there is some difference in the buying behavior between both types of

organization but there is not much difference in terms of features they want in their Laptops.

Future requirement is huge in the educational institutes so company should try to grab this

market as much as they can. Price and services also came out as influential factor in making a

purchase decision.

This study recommends companies to invest in technology through R&D and create

differentiation at utmost level. This research has been limited to laptop/notebook sector and the

factors influencing customers’ purchase decisions in this market, since sectoral differences play a

vital role, it is also recommended to replicate this study in distinct sectors.

5.5 Suggestion for further study:

This project report has been prepared in a short time of two month so all type of organization

could not be covered; it covers only two types of organizations, i.e.; Software companies and

Educational sector. Sample size is only 30 each for both type of organization. It can not replicate

the whole Software and Education sector, so sample size should be more.

6 APPENDIX:Questionnaire

Organization buying behavior- Laptops

1. Name of organization:

2. Type of organization:

a) Software Company b) Educational Institute c) Any other (please specify)……….

3. Designation of the respondent:


4. Contact No:

5. Are you using Laptop(s) in your organization?

a) Yes b) No

6. Number (approx) of Laptops in your organization:

a) <50 b) <100 c) <250 d) <500 e) >500

7. Which brand of Laptop you are currently using in your organization?

a) HP b) Dell c) Acer d) HCL e) Wipro f) Sony g) Lenovo

h) Toshiba i) Apple j) Compaq k) others (please specify)……………………….

8. Which brand of Laptop you had been using previously in your organization?

a) HP b) Dell c) Acer d) HCL e) Wipro f) Sony g) Lenovo

h) Toshiba i) Apple j) Compaq k) others (please specify)………………………

9. Reason(s) for switching to the current brand? (Answer only if answer of question 7 and 8

varies).

a) Price b) Service c) Brand Image d) overall dissatisfaction

e) Others (please specify)……………..

10. Which of the following factors do you think is more important before making a decision

for purchasing Laptop(s)? (Rate 4 for very important and 1 for least important).

S.No

.

Factors Rating

A Processor speed and type

B Memory and hard disk capacity

C Technical support

D Guarantee and warranty condition

E Display resolution quality


F Maintenance and repair

G Price

H Prevalence of technical service network

I Ease of use

J DVD-CD player

K Speakers/Amplifiers

L Weight and dimensions

M Stand-by duration

N Modem/Ethernet

O Durability of chassis

P Spill resistant keyboard

Q Number of USB ports

R Payment conditions and campaigns

S Bluetooth

T Security solutions

U Design and color

V Brand image

W Infrared technology

X Variety of accessories

Y TV/Audio connection

Z Wireless Internet

11. Do you have any requirement of Laptops in near future?

a) Yes b) No c) Can’t say

12. If yes which brand you may prefer (Reasons may please be specified).

____________________________________________________________________


Thank you for your valuable time.

6.1 List of colleges visited to market HCL Infosystems Ltd products:Name of the Organization

contact person details

Lead Generated Final Status

Vivekananda school of PG studies

Principal/ Director- Dr. P.V.Rao

(Approver & Buyer)No

requirement Not in this year

Shadhan group of institutions

Computer incharge- Md. Ghoush (Initiator

& Influencer)

Got call back from them to

meet Have dealership of Wipro

Muffakamjah college of engineering technology

V.P. adminstration- Sayed ferhathullah

( Initiator & Influencer)

Next session requirement

is there. Next year


Villa marie school of PG college for womens Indira ( Influencer)

No requirement Not in this year

Amzed ali khan college of business adminstration

Mrs Teenat fathima (office supritendent)

(Initiator & User)1 PC, 2 monitor Quotation sent

S.U. College of pharmacyPr. J. Venkateshwara

(Initiator)No


Badruka College of Foreign Trade

Rakesh Shrma(computer

incharge) (Initator) june/july In July

Badruka College of ITRoy(computer

incharge) (Initator)

LCD projectors in may last, 120

Laptops In processBharat Degree& PG college for women

Venkatnarayan(pricipal) (Decider) No Not in this year

St.Francis Xavier degree college

Dr. Y. Bhujanga Rao (Gatekeeper)

350 PC in may last In process

Nava chitanya Jr college, Barkatpura

Dr.Chndrashekar(pricipal) (Influencer) in june In june

Basaveshwara Institute of IT

Ravishankar(principal) (Influencer),

B.V.Ramana(Director) (Decider)

10 pc in may last In process

R.B.V.R.R Women's College

P.Vanaja(Pricipal) (Influencer) no Not in this year

Global Institute of Hotel management

chandan(director) (Influencer & Decider) 8 pc In process

B.R. Ambedkar Institute of Mgnt & Tech

Rama (correspondent) (Influencer & Decider) in june In June

Nrupatunga degree & PG college

DR.A. purushotham Rao(pricipal) Decider)

30-60 pc in june

In June

Gurunank group of Institutions

R.K. Singh(vice principal), K.S. Rao(principal)

(Decider) in june In june or july

Sree indu college of engg &technology

Dr. Ashok babu(HOD) (Initiator

& Influencer)Already tie

up with HCL Already tie up with HCLRVR college of engg &

technologyDR. Ganghadhar

(pricipal) (Decider) 150 pc In process

Chaitanya college of engg & Technology

Dr.Ravindra babu(director)

(Decider) no Not in this yearG. Pulla Reddy college

of Pharmacyp.rajeshwara reddy(A.O) in june/july In june or july


(Gatekeeper), B.Madhava

Reddy(pricipal) (Decider)

St.Ann's college for women

Radhai (HOD of CSE) (Initiator & Influencer)

pcs, cameras, softwares Quotation sent

Bhaskara group of institutions Shabbir (Gatekeeper) June / july In june or july

JBIET - school of mgnt

rajesh pershad(HOD of MBA) (Initiator &

Influencer)one note

book(urgent)

JBREC

ajay kumar(IT-HOD) (Initiator & Influencer) 600 Laptops

Organized one event, In process

PRRM group of institutions

surya prakash reddy(director)

(Decider) in june/july In june or julySri chitanya techno

schoolspratap(pricipal)

(Decider) 2000 pcs In processAvanthi group of

collegessairam (computer

incharge) (Influencer) 300 pcs In processNarayana e-techno

schoolssrilatha(pricipal)

(Decider)No


Gowtham Model school

Praveen (purchase dept) (Influencer), Srikanth (director)

(Decider) visit again In June

Sri chitanya techno schools(H.O)

kiran kumar(system administrator) (Influencer) 120 laptops In June, In process

St. Martin's institute of business management

P.D.Diana David (Decider)


St. Martin engineering college

B.P.Singh (principal) (Decider)


Narsimha reddy engineering college

Srinivas Rao (principal) (Decider) PC in june In Process

Malla Reddy college of Engineering Technology

V.Shivkumar reddy (principal)

(Influencer) No Not in this year

Malla reddy Head block

R. Madan Mohan (director academics)

(Decider) No Not in this year

St. peters engineering college

Dr. K.V.J. Rao (principal) (Influencer

& Decider) 100-130 In June


B.R. Ambedkar education society

Smt G. Rama ( Joint secretary) (Decider) No Not in this year

Keshav memorial inst of tech

Sudarsan murthy( Dirctor-

MCA) (Influencer & Decider)

In June for PC In June

Shahjehan coll of business mang

Dr. Syed mazaher hussain (Principal)

(Decider & Approver) 1 laptop In June, ME 45 SeriesSister Nivedita school of

professional studiesShama parveen (Vice president) (Influencer)


Hyderabad school of business

Appan Kumar (Director) (Decider)


CMR college of engineering and tech

Dr. M. Ramalinga reddy (Director)

(Decider)No- Using

HCL Not in this year

CMR college of Pharmacy

Dr. B. Chandra shekhar (Principal)

(Initiator)No- Using

HCL Not in this year

CMR college for ITDr. M. Janga reddy

( Principal) (Initator)No- Using

HCL Not in this yearVMR institute of tech

and mang sciencesN Ramesh (Principal)

(Decider)Desktop in june or july June or July

Amina institute of techE. Venkat reddy

(Principal) (Decider)Next year for

Desktop Have to contact next year

MLR institute of technology

Dr. P. Bhaskara reddy (Influencer &

Decider) 450 DesktopZenith got the purchase

offer.

S.S. College of IT

Mohan Krishna (computer Incharge)

(Initiator)

120 DesktopMore than

500 Desktop In processHyderabad inst of tech

and mangMr. Rajeshwar (CSE-

HOD) (Initiator, Influencer & Decider)

Urgent printer and Scanner,

already gave order to HCL for 80 Thin

clients

Bought HP, Thin clients got delivered

DRK college of eng and tech

Mr. Rajsekhar (CSE- HOD) (Influencer)

No Requirment

Have more than 500 desktops in college, HCL

should try to get this customer

DRK inst of Science and tech

Pr. Shareef (Influencer)

No Requirement

Have more than 500 desktops in college, HCL

should try to get this customer


Marri Laxman reddy institue of tech and mang

Dr. R. Kotaial (Decider)

Desktop in july

In Process

Institute of aeronanutical engineering

Ramana Murthy (CSE-HOD) (Influencer)

10 Desktop for staff

In process in July

Malla reddy engineering coll for woman

Mr. Ramchandra (Principal) (Decider)

Desktop(purchase

can be done by group)

In process

Total number of colleges covered: 55.

2 List of Hospitals to generate leads for HCL Infosystems Ltd:

Name of the Organization contact person details Lead generated Final Status

Star hospitals

Aanjaneyulu mandava (cordinator- EDP) (Initiator & Influencer) No No requirement

Mahavir hospitals

Virender reddy- Computer incharge

(Initiator & Influencer) LCD projectorQuotation dropped

Matrik hospitalsShiva- Small hospital

(Initiator & Influencer) No No requirement

Yashoda hospitals

Kiran rao- Computer incharge (Initiator &

Influencer)Desktop-

configuration gave No requirement


NIMS

Rao mohan rao- purchase manager

(Decider) No No requirement

CARE hospitalsSumanth- Head of IT

devision (Decider) No No requirement

Global HospitalsMr. Chaudhary

(Initiator & Influencer) No No requirement

Kamineni hospitals

Krishna rao r v- manager IT (Initiator &

Influencer) No No requirement

Medwin Hospitals

A.Ravindra- IT manager (Initiator &

Influencer)Recently purchased

from HCLRecently

Purchased

Mediciti HospitalsHarinatha babu k-

Incharge IT (Decider) 1 desktopMedinova Hospitals

Krishna Prasad (Initiator & Influencer) No No requirement

Total number of hospitals covered: 11.

6.2 List of International Schools covered to generate leads for HCL Infosystem Ltd:

Name of the

Organization contact person details

Lead

generated Final Status

Iris international

school

Fathima (Director)

(decider)

LCD

projector Quotation dropped

orchid International

school

Vishal (compter

incharge) (Initiator &

Influencer) Server In process

Rockwell International

school

Jeveni(Receptionist)

(Gatekeeper) No No requirement

Meridian School

Asha( Receptionist)

(Gatekeeper) 1 laptop HP


Meridian School

Rama krishna( computer



jubli hills public school

Geetha (computer



Total number of International schools covered: 6.

6.3 List of Software companies surveyed:

S.No. Name of the organization Respondent contact no.

1 KeamePrernanand- SE & IT

(Influencer) 9052003612

2 BirlasoftAtul shukla- Manager IT

( Influencer) 9949350746

3Metia sodtware solution pvt

ltdKrishna veni- HR

executive (Initiator) 64559009

4 Chetan mid info solutionP. Balaram raju


5 Caspian technologiessuman- HR manager

(Initiator) 9849706399

6 Cybersoft techprabhu-adminstration

( Influencer) Didn’t mentioned

7 Anion technologies limited

Murli krishna yadav- system admin ( Influencer) 9705275118


8 VedicsoftSubba Rao- Manager projects ( Influencer)

9440333550 / 23302030

9 GAP minersDayakar- Admin

manager ( Influencer) 23311563

10 G. LentureG.Chiranjeevi-Senior

consultant ( Influencer) 23321166

11 COSS

P. kalyan kumar- Technical consultant


12 WiproGangadhere- IT team leader ( Influencer) 9959553429

13 VRA infotechGangadhar T- Project manager ( Influencer) 9700375743

14chevalnoir technologies pvt

ltdB. sunil kumar- Director

(Decider) 66023346


15Synergy computer solutions

int ltdBalaji J- HR Executive


16 First hile solutions pvt ltdMuzaffar kamal


17 LA multi info systemsRaghu- IT manager


18 Dhanush infotech pvt ltd

V Radhakrishna raju- Network admin

(Influencer) 30722112 / 3 / 5

19 Tarantula. Net

Ajay chitnis- Sr. system administrator (Influencer) 9989926791

20SMS Country Networks pvt

ltdT. Rajes- B.D.M.


21 Aitura solutionsPreethi_ Team leader

(Influencer)) 9666648660

22 7 seas technolgiesGaurav- B.D.M.


23 Intergraph technolgies Gautam- IT manager 40402000


(Influencer)

24 Softonics

Manish- System administrator (Influencer) 30615555

25AppLabs Technologies Pvt

LtdRahul-Network admin

(Influencer) 040-23558000

26 Artech Infosystems pvt ltdVidya sagar- Manager projects (Influencer) 9848889179

27 CMC LtdRaushan- IT manager


28 Keane India LtdAmanpreet- HR manager


29 KLG Systel LtdArvind- System analyst


30 C1 India Pvt LtdPankaj- manager IT


6.4 List of Educational institutes surveyed:


31B.R. Ambedkar Institute of

Mgnt & TechRama (correspondent)

(Initiator) 27670675/27634006

32Nrupatunga degree & PG

collegeDr.A. purushotham

Rao(pricipal) (Decider) 9849587775/27568964

33 Jagruti degree & PG college

D.Josephine Reddy(Vice-principal)

(Decider) 9949900887/24758275

34Marc college of mgnt &

technology

G.Hanumantha Reddy(pricipal)

(decider), Vardhana(Co-ordinator) (Initiator) 24751965/66361976

35kesava memorial inst of

techDr. Asthana(pricipal)

(Decider) 23261407

36kesava memorial degree &

Pg college

M.V. Subba Reddy(Pricipal)

(Decider)


37Shajahan college of

business mgntDr. Syed Hussain

(pricipal) (Decider) 23240428/23340093

38 St. Joseph pg college

Dr. Vidya Sagar(placement

incharge) (Initiator) 9391025897

39 mesco college of pharmacy

A.R.Sofi (director) (Decider), Sohail

(computer incharge) (Influencer) 9440210126/24828434

40Deccan college of eng &

tech Dr.malik (Influencer) 24802634

41Osmania college for

Women

y.laxminarayan (computer incharge) (Influencer), gopal reddy (principal)

(Decider)9246589355/2465813/2

4737692

42R.B.V.R.R College of

Pharmacy

Madhukumarreddy (IT-HOD) (Influencer), Y.

Rajashekar Reddy(A.O) (Gatekeeper) 9908973330


43methodist college of eng &

technologyS.V. Venkateshwar (pricipal) (Decider)

9989048853 / 9493326999

44 spoorthy engg collegeSyed s. basha(pricipal)

(Decider) 9392119560

45bharat college of engg &

technology

Dr. P. Padmanabhan (principal/director)

(Decider) 8414252313

46 bharat college of pgsaraswathi(pricipal)

(Decider) 9949033461

47sree datta group of

institutionsMd. Sameer

khan(director) (Decider) 9393808081

48Gurunank group of

InstitutionsK.S. Rao (principal)

(Decider)9949673059/08414202

120

49Sree indu college of engg

&technologyDr. Ashok babu (HOD)

(Decider) 9347054999

50RVR college of engg &

technologyDR. Ganghadhar

(pricipal) (Decider)9347187999/08414321

999


51Hi-point college of

engineering

Dr. azib rasool khan(secretary)

(Influencer), lateef khan(pricipal) (Decider) 9912103523

52Vidya jyothi institute of

engg & technologyDr. B.S. Reddy(pricipal)

(Decider)9848841233/08413235

300

53Vif college of engg &

technology

Dr.Mir Nassaer Hussain(pricipal)

(Decider), Mr.Azhar(system admn)

(Initiator)9395150330/08413235

328/9


S.No.Name of the organization Respondent contact no.

54Geetanjali college of engg

& technologyDr.M.Y. Ali(principal)

(Decider)9490350424/08413235

628

55Hi-tech colg of engg &

technology

Abishek(system administrator) (Initiator

& Influencer) 9849103666

56Ayan college of engg &

technology

Wajida(HOD-CSE) (Influencer), S.S. Akbar(pricipal)

(Decider) 9949138965

57K.S. Raju inst of engg &

technology

Dr. Niraj Upadhayaya(pricipal)

(Decider)9908213890/93947538

73

58Azad college of engg &

technology

Syed.Mustafa(HOD-CSE) (Initiator &

Influencer), Dr. zaheer ahmed(pricipal)

(Decider) 9866843856

59M.N.Rao college of engg

& technology

Veeranna(System administrator) (Initiator & Influencer), Dr.uday

kiran (pricipal) (Decider) 9866843856

60 Sagar business schoolDr.K. Pratap Reddy (Director) (Decider)

9959558191/9703931264


6.5 BIBLIOGRAPHY

Text Books:

Joseph F. Hair, Rolph E. Anderson, Rajiv Mehta, Barry J. Babin, “Sales Management”.

Naresh K.Malhotra, Satyabhushan Dask, “Marketing Research – An Applied

Orientation” , Pearson Education, New Delhi.

Philip Kotler, Kevin Lane Keller, Abraham Koshy, Mithileshwar Jha, “Marketing

Management”.

Magazines/journals/newspapers/articles:

Dr. V. Aslıhan Nasır, Sema Yoruker, Figen Güneş and Yeliz Ozdemir, “FACTORS INFLUENCING CONSUMERS’ LAPTOP PURCHASES,” Bogazici University, Istanbul, Turkey.

Gary L. Lilien, “Business Marketing: Present and Future,” Pennsylvania State University, USA.

Gerald L. Lohse, Research Director, Steven Bellman, Eric J. Johnson, “Consumer buying behavior on the Internet: Findings from panel data,” Wharton Forum on Electronic Commerce, The Wharton School, University of Pennsylvania.

Websites:

http://managementhelp.org/sales/sales.htm

Sales-techniques.industrialego.com

http://communication.howstuffworks.com/sales-technique.htm

www.hcl.in

www.hclinfosystems.in


http://www.hclinfosystems.in/

http://www.hcl.in/

http://communication.howstuffworks.com/sales-technique.htm

http://managementhelp.org/sales/sales.htm

www.hclmeforyou.com www.google.com


http://www.hclmeforyou.com/

Project Report- FINAL

Documents

Transcript of Project Report- FINAL