HCL INFOSYSTEMS LTD.Sales Management Assignment

Sales territory and sales quota of HCL INFOSYSTEMS LTD.

Submitted ByNidhi singh Nandini

Company overview

HCL Infosystems Ltd. is India’s Premier Distribution and IT Services and Solutions Company. HCL Infosystems’ has one of the largest sales & distribution network in the country and provides value added distribution for partners including last mile connect and support in marketing and promotions for Telecom, IT , Office Automation and Consumer Electronics products covering more than 15000 towns across 664 districts in India. Our distribution business has an unparallel network that reaches more than 100,000 retail outlets, over 800 Direct and Micro Distributors and over 12400 Channel Partners across India. In the services space the Company has robust services offerings such as a comprehensive portfolio of Infrastructure Managed Services, Enterprise Application Services, System Integration Services, Office Automation Services, Managed Print Services, Life Cycle Services and After-Sales Support Services. HCL Learning, the Company’s learning solutions business, serves the entire spectrum of education and training requirements across schools colleges, individuals and enterprises and offers Digital Content & Learning Solutions.

Hierarchy of management team

You can view name of Chairman, CEO, CFO, Management Team, Board of Directors and Key Executives of HCL Infosystems Ltd.

Management

Name Designation

Ajay Vohra Director

Dhirendra Singh Director

Dilip Kumar Srivastava Additional Director

Harsh Chitale CEO

Harsh Chitale Managing Director & CEO

Kaushik Dutta Independent Director

Nikhil Sinha Non Executive Chairman

Pawan Kumar Danwar Additional Director

Pradeep K Khosla Director

Premkumar Seshadri Executive Vice Chairman

Sandeep Kanwar Chief Financial Officer

Sangeeta Talwar Independent Director

Sanjeev Sharma Ind.& Non Exe.Director

Suresh Kumar Jain Co. Secretary & Compl. Officer

Suresh Kumar Jain Secretary

V N Koura Director

Company branches

Regional Offices

S.No

Zone Region Location Address

1 Central MP, Chattisgarh Bhopal

HCL Infosystems Ltd, Sf-3, 3rd floor, B-Block, Mansarovarcomplex, Opp. Habibganj Railway station, Bhopal-462016

2 North UP Lucknow8-B, Faizabad Road, Mahanagar, Opp. Dua Ka Ghar,Near Central Bank of India, Lucknow-226007

3 North Delhi NCR, Haryana NoidaB-26, Sector 8,Noida

S.No

Zone Region Location Address

4 NorthPunjab, Himachal Pradesh

ChandigarhHCL Infosystem LTD, ITC Plot No–3,Sector 67, Mohali, Punjab-160062

5 WestMumbai, Rest of Maharshtra, Ahmedabad

MumbaiHCL Learning, HCL Infosystems Ltd., HCL Tower,Marol-Military Road, Marol, Andheri-East, Mumbai–59

6 EastBihar, Jharkhand, Orissa

RanchiHCL Infosystems Ltd, 191-C, Vidyalaya Marg,Road No-2, Ashok Nagar, Ranchi-834002, (Jharkhand)

7 EastWest Bengal, North East

Kolkata

HCL Learning, HCL Infosystems Ltd., Infinity Benchmark, 14TH Floor,G-1, Block EP & amp GP, Sector-V, Salt Lake City, Kolkata-700091

8 South Tamil Nadu, Kerala ChennaiHCL Infosystems Ltd., Habeeb Towers No:196Vasan Avenue, Annasalai, Chennai-600002

9 South AP, Karnatka Bangalore

HCL Infosystems Ltd., I Floor, Langford Avenue No.14,Langford Garden, [Near Richmond Circle], Bangalore-560025

10 South AP Hyderabad

HCL infosystems Ltd., HCL Learning Division, HCL Towers No.44,Dwarakadas Colony, Chikoti gardens, Begumpet, Hyderabad–500016

Distribution network

HCL Infosystems has one of the largest sales & distribution network in the country and provides value added distribution for our partners including last mile connect and support in marketing and promotions for Telecom, IT, Consumer Electronics and Home Appliances products covering more than 15000 towns across 664 districts in India. Our exhaustive distribution reach in rural markets and urban markets, makes us a preferred national distributor for many leading brands. Our distribution business has an

unparalleled network that reaches more than 80,000 retail outlets, over 800 Direct and Micro Distributors and over 400 Channel Partners across India. We have a team of more than 800 people across India to ensure the best service levels across Organized Trade and General Trade, our supply operations are supported by an extensive spread of 35 IT-enabled depots, more than 15 Organized Trade Enterprises, and reaches out to more than 2200 OT outlets across India, through dedicated Sales teams.We boast of partnerships with leading brands across various categories like Nokia in the Telecom space and Acer , Lenovo and Harman in the Mobility Space. In the IT space we have partnerships with Microsoft, Toshiba, Hitachi, Sandisk, Dell, ViewSonic, Lenovo, Delta, ADC, Karbonn, Lexmark, Tyco, Huawei, Molex and Datacard. In the Home Appliances (HA) and Consumer Electronics (CE) segment we are partners with brands like De Longhi.

Products

HCL Infosystems Ltd. is one of the pioneers in the Indian IT market, with its origins in 1976. For over quarter of a century, we have developed and implemented solutions for multiple market segments, across a range of technologies in India. We have been in the forefront in introducing new technologies and solutions. The highlights of the HCL saga are summarized below:

Distribution channel

HCL Infosystems Ltd, with revenue (LTM) of US$ 2.0 billion (Rs 10,840 crores) is India's premier hardware, services and ICT systems integration company offering a wide spectrum of ICT products that includes Computing,

Product Description

Hand Held TerminalA mobile Hand Held terminal for usage in Financial Inclusion project with Biometric identification, online connectivity and Smart card based transactions

Thin ClientA GUI based client for use in server based computing environment; Cloud Ready Thin Clients – A new series for supporting Cloud Infrastructure

PC Projector A PC cum Video projection unit for use in schools and colleges

KiosksTouch screen based Self service Information and Transaction kiosks

Video Display Terminal (VDT)

Video terminal for users in Unix Machines; Motorola 68000 processor based design running at 10MHz.

Terminal ServerA product to connect serial devices on the LAN network; NetARM processor based design running at 50 MHz.

Key Board (Mechanical)

107 Mechanical Keyboard with switches with life of 50 Million operations; Got Microsoft HWQL certificate

OSS Tefilla MAGNet

Manage and Monitors all elements in the GSM Network of any Telecom Service provider – like, BSNL, MTNL, Indian Air force, only few MNC having this Software. Apart from revamping of code additional features likes NGOSS compliance, Policy based system –SOA architecture, MPLS support, Static NE Modeling, Report builder etc.

NMS – Network Management Software (ITSM)

Manage and Monitors all elements of any IP network, OS, Data Base Neutral – Total IP will be Indian; additional features – Cloud enablement

HCL HPC

HPC is today's’ Supercomputer Solution using off the shelf components. Additional features: Infiniband, parallel file systems support which is must for Petaflop class supercomputers; Grid enablement etc.

FIT-Embedded Micro ATM S/W for Financial Inclusion

Handheld based Embedded Application capable of processing Financial Inclusion Transactions with secured biometric authentications, smart card, printer, made especially for Financial Inclusion and under RBI, IDRBT, UIDAI etc. guidelines

Disaster Recovery &

PCs and Servers are going through Continuous Technology changes and providing Newerv, Wider, Faster Solutions and Experiences. It is thus imperative for all Manufacturers to

Storage, Networking, Security, Telecom, Imaging and Retail. HCL is a one-stop-shop for all the ICT requirements of an organisation. India's leading System Integration and Infrastructure Management Services Organisation, HCL has specialised expertise across verticals including Telecom, BFSI, eGovernance & 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 Apple, Cisco, Ericsson, Kingston, Kodak, Konica Minolta, Microsoft, Nokia, Toshiba, 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.

Average Daily Sales Calculation at HCL:

Sales growth rate: (Current month's sales - last month's sales) / last month sales) x 100

Daily Sales : Average Daily Sales = Annual Sales / 365

Average Daily Sales = Monthly Sales / 30

Total Sales Calls

Customer Size Call FrequencyAccounts Number of Calls / Year

Less than 20000 1 call / month 100 120020000 - 50000 2 call / month 400 80050000 - 70000 3 call / month 700 2100More than 70000 1 call / quarter 1200 4800

Marketing strategy

Finally a quality, branded PC that was affordable. The launch of HCL ezeebee,revolutionized the Indian PC market. A quality of PC available at just rupees 399/- per month. The advantage of owning an HCLezeebee is its quality and reliable after salesservice. HCL with its service location all across the state and country offers customersthe comfort of trouble free operation of its system, where ever they may

be. All the component used in HCL ezeebee are selected from the best manufactures in the world and are tasted to make sure they work in tropical climates.

There are Product, Price, Place, Promotion, Process,Packaging and Personal. HCL concentrate on all aspects, that’s why HCL has very goodhold on Indian market. It understands the mindset of Indian customer very well becauseof it is a India based company. Strategy only then success when it made to according tocustomer need and preference.So an overview of marketing strategies, which HCL uses to continue its way behind success, is discussed here.

1. For product planning:

[a] HCL take decision their existing product along with future products. This is thecontinuous process, which is done by top management of HCL.[b] Then they research the product by research department. Research & DevelopmentDepartment.[c] New product launching and product renovations is an activity which takes placecontinuously here.

2. Management Information System

In this step they collect the details about competitor’s product. They saw the pricing, features, quality, Advertisement, Packaging, and Promotion of those particular products. It is necessary to have a good Information system to understand the consumer mind batter.

Market Segmentation

We know that market segmentation means dividing market into distinct group of buyers with deferent needs characteristic is or behavior. Who might require separate 25 product or marketing mixes?It refers to large heterogeneous market in to with smaller homogeneous parts inorder to select any one out than in which the company thinks it can satisfy customer moreeffectively different product for different segmentation. There are different classes peopleare living HCL, like....1.Lower middle class2.Middle class family3.Upper middle class family4.Higher class family5.For larger the target is fulfill by the help of advertisement and PromotionalEvents. Now HCL is targeting to those customers who use to see dream about it bylaunching its new Computer at just Rs. 9999

Research and Development

Highlights

Centre is responsible for research in mobility products including Tablet PCs and appliances

Carries out research leading to development of technologies to enhance mobile computing experience and create new usage models of Tablet PCs

Research in UI, Apps and OS for HCL ME Tablet PCs

Design and development of UI, Apps and OS for HCL ME Tablet PCs

Sales territory:

A sales territory comprises of a group of customers or a geographical area assigned to a sales unit. The territory may or may not have geographical boundaries. A sales territory represents group of customer accounts, an industry, a market or specific geographical area. Territory includes the market potential, no. of customer accounts, the firms experience and market share in the in the territory, the capability of the salesperson assigned and the frequency of sales calls made.

Designing territories

in addition to recruiting, training, and motivating a sales force to achive the company’s goals , sales managers at most small business must decide how to designate sales territories and allocate the efforts of the sales team . Territories are geographic areas assigned to individual sales people. The advantages of establishing territories are that they improve coverage of the market, reduce wasteful overlap of sales efforts and allow each sales person to define personal responsibility and judge individual success.

Factors to be considered when designing territories

In setting up or designing sales territories, these 4 steps must be followed:

1. Selecting a basic geographical unit

2. Determining sales potential in control unit

3. Combining control unit into tentative territories

4. Adjusting the coverage difficulties and reallocating tentative territories.

Assigning to territories

Some sales persons can handle large territories and the travel associated with them, some territories require experienced salespeople, and some are best suited to new people. There are few factors a manager needs to consider when assigning both new and experienced people to territories.

In today’s complex selling situation, the presence of a well thought out daily and weekly route plan is required for effective management. The following may considered basic route patterns of a territory.

The 7 Steps of the Sales Process

1. Product Knowledge

This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. When one is

extremely well versed in a particular product especially a technical one, it is easy to get caught up in a monologue of all the

great features it provides.

2. ProspectingProspecting, just as the word implies, is about searching for new customers. Like product knowledge, this step may seem fairly straight forward but upon closer examination it becomes more complex. The key to prospecting effectively is knowing where to dig and what to look for. It’s also important to distinguish between a lead, a prospect, and a qualified prospect. The most important element in this step is to create a profile of existing customers. This may have been done at your company, but have approach tactics (step3) been tailored to match each profile. For instance, you may have identified the following major market segments: State Governments, County Governments, Consulting Firms, Federal Agencies, Utilities, Universities, but have you fully profiled each of these in order to adjust marketing tactics appropriately? A direct mail, seminar invitation might work well to generate State Government leads, but will it be effective in developing Consulting Firm leads? For each market segment do you really know what the ideal customer looks like? These questions should be answered fully in the “Tactics” portion of a marketing plan.

3. The ApproachThis is where the rubber meets the road in the sales process. For our present purposes lets consider the approach in the context of a sales call rather than lead generation (i.e. the difference between a mass mailing and a telephone call). This is the step where you begin to build a relationship and the intelligence gathering continues (it started with prospecting). A good approach is crucial to sales success because it will either identify you as a bothersome salesperson and cause a prospect’s guard to go up, or it will identify you as an obliging salesperson with something of value to offer.

4. The Needs AssessmentThis is arguably the most important step of the sales process because it allows you to determine how you can truly be of service. To be a highly effective salesperson, that is to sell to the prospect’s needs, you first have to understand what those needs are. This means you must think in terms of solving a prospects problem. The only way to do that is by asking lots of questions.

5. The Presentation

Remember the discussion in step one, focus on benefits rather than features? If you consider your product/service in terms of

how it benefits the customer, your presentation will be a focused and relevant dialogue rather than a self aggrandizing

monologue. Nothing is worse than a sales presentation which proceeds from the sellers perspective. This is why the needs

assessment is so important and why it will ideally flow in and out of this step. A good needs assessment allows you to tailor

your presentation to your audience, and keep it interactive.

6. The Close

Eighty percent of sales are lost because a salesperson fails to close. Closing is about advancing the sales process to ultimately

get an order. What you are trying to sell at each stage may be different. For example, a close early in the sales process may be

to get an appointment to discuss your product/service, in that case you are selling an appointment not a widget. In a later stage

you might need to meet with a committee, in that case what you are selling is a meeting. Seeing the sale process in this light

takes a little pressure off of each encounter and makes things a bit more manageable. But don’t be lulled into complacency, you

must ultimately ask for the order and no sales conversation should ever end without an agreement to some next step

7. Follow-up

Good follow up will double your closing ratio. When a sales person makes contact with a prospect a relationship has been built,

and follow up is how it is nurtured. Staying at the forefront of a prospect’s mind requires persistence and should not be

confused with being bothersome. This is why it’s important to get agreement on some next step each time there is contact.

Follow up therefore should never end. The pace may slow but it will never end. When a sale is made, then a new type of follow

up begins.

Calls and Meetings

The entire process takes less than 5 minutes per day, preferably between 6:45 a.m. and 8 a.m. Calling people at this time shows you are driven. Understandably, people are often away from their desk at this time, so you would be able to make 3-5 calls in the span of only 5 minutes. Great way to build momentum for the day.

Your big objective here is to not let the person you’re contacting forget about you. The way you do this is by merely stating that you haven’t heard from them lately. You can compliment them on their business or simply suggest that the two of you should talk later.

Opening the Sales Call

Always start off a sales call by covering three things: 1. Gain a clear understanding of the amount of time the call will take. 2. Make sure the customer knows what the objective of the call is. 3. Relate the reason for the current sales call to the previous sales call you had with the person, or to information you may have sent them.

Connecting the current sales call to something previous gives the customer the comfort of knowing you remember fully everything that may have already occurred. This also gives the customer the comfort of knowing you respect their time and that whatever is decided in this current meeting will be acted upon by you

Recommendations:

The only solution to the hurdles is that the Sales person either plan or forecast their jobs to ensure that the right type of materials are available with them well in advance or ensure that they stock a substantial amount of stock of all the various consumable that they anticipate to be consumed by them for the future jobs. Both these solutions are not possible for various practical

and financial reasons. This is where HCL infosystem ltd. comes in to play a major role in providing a concrete and financially viable solution to its customers.

Conclusion of the Visit:

Hcl infosystem ltd. adopts key marketing strategies where the products are well received in the market basically because of the quality and the pricing factor. Further the company has been able to develop products which can directly compete with imported products available in the market.

Hence the twin advantage of economical cost with equivalent quality to imported products has made many reputed customers to switch over to Hcl.