Brand Awareness of HCL Infosystem Ltd

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Table of Content

1. Executive Summary. 05
2. Introduction to Brand Awareness. 06

3. Introduction to HCL 08
3.1 Vision And Mision 11
3.2 Company Back ground 12
3.3 HCL Infosystem range of products 13
3.4 Training on Servers and surveillance. 18
4. Scope of Project 35
5. Analysis of market and Competition 35
6. The selling process 39
7. Experiences in the form of Conversation 41
8. Learnings
8.1 Learnings from Cold Calling 43
8.2 Learnings about industry 45
8.3 Learnings from company 46
9 Graphical Analysis 47
10 References 50
Executive Summary

The concept of brand awareness has been explained. I have tried to find out through
questionnaire where HCL stand as brand.

I have mentioned about company’s background, mission, vision.

HCL has range of products like desktop,laptop,servers,survelliance cameras etc I have tried to
cover these in detail.

The KRA allotted to me have also been mentioned.

Also the current market share enjoyed by HCL. The competition brands like HP, Dell, Acer
their market share has been covered. The competition faced by HCL.

Training on servers and surveillance helped me to understand the product that in turns helped to
understand customer.

Steps which I used to follow while for meeting the client have been mentioned in detail.

The problems which I faced while promoting the brand and meeting the client have been
mentioned in detail in the report.

The remarks they gave about HCL are mentioned in Daily Call Report.

I have tried to conclude from my the probable future of business in India. The growth of business
in laptop and desktop has been declining. And number of competitors has been increasing. I have
put my view on the same.

I have shared two of my experiences in the form of conversation. One of the experience was very
good and the second which was very quick.

I made set of question and asked at places where I made calls their answer have been analysed.

At the very last I have shown the analyse graphically.

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Introduction to Brand awareness

Brand awareness is a marketing concept that refers to a consumer knowing of a brand's
existence; at aggregate (brand) level it refers to the proportion of consumers who know of the
brand.

The advantages of branding are numerous. For one, you build a strong trusted reputation when a
good branding campaign is performed over time. Secondly, branding is advertising that
continues on far after an advertising campaign if done right. Branding is having future and
present customers remember your company name and/or logo .

Brand recognition - Either the brand name or both the brand name and category name are
presented to respondents.
Brand recall - the product category name is given to respondents who are asked to recall as many
brands as possible that are members of the category.
Top of mind brand awareness - as above, but only the first brand recalled is recorded (also
known as spontaneous brand recall).

Branding builds name recognition for your company or product.

Abrand will help you articulate your company’s values and explain why you are competing in
your market.
Astrong brand signals that you want to build customer loyalty, not just esll product. Astrong
branding campagin will also signals that you are serious about marketing and that you intend to
be around for a while.

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Activities

1. Identify the list of Management institutes and Parma Companies located out of Mumbai
territory (Adhere East)
2. Plan visit to those accounts meeting Students/ faculty members in Management colleges and
Admin,Purchase and HR persons in Parma companies.
3. Minimum 6-7 visits per day
4. Lead generation for Desktop and mobile computing (Mileap and Leaptop) from above visit
5. Giving demo and closure of mobile computing

Reporting

1. Journey Plan- Journey planning for the week & its compliance-daily reporting
2. V- series Demo to customer -daily/Weekly reporting
3-Cuctomer's feedback on HCL NB & Mileap – daily reporting
4.Leads generation in the given format

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Introduction to HCL
HCL Corporation (originally Hindustan Computers Limited), also known as HCL
Enterprise, is one of India's largest electronics, computing and information technology
company. Based in Noida, near Delhi, the company comprises two publicly listed Indian
companies, HCL Technologies and HCL Infosystems.
HCL was founded in 1976 by Shiv Nadar, Arjun Malhotra, Subhash Arora, Ajai Chowdhry, DS
Puri & Yogesh Vaidya. HCL was focused on addressing the IT hardware market in India for the
first two decades of its existence with some sporadic activity in the global market. In 1981, HCL
seeded a company focused on addressing the computer training industry, NIIT, though it has
currently divested its stake in the company. In 1991, HP took minority stake in the company
(26%) and the company was known as HCL HP for the five years of the joint venture. On
termination of the joint venture in 1996, HCL became an enterprise which comprises HCL
Technologies (to address the global IT services market) and HCL Infosystems (to address the
Indian and APAC IT hardware market). HCL has since then operated as a holding company.
In 1976, Shiv Nadar, quit an executive job with Delhi Cloth Mills (DCM) along with five of his
friends (Arjun Malhotra, Subhash Arora, Ajai Chowdhry, DS Puri & Yogesh Vaidya) to start a
new company, Microcomp Limited. The focus of the company was design and manufacturing of
scientific calculators. The venture provided its founders money to start a company that focused
on manufacturing computers. The company was renamed as Hindustan Computers Limited
(HCL) and received support from the Uttar Pradesh government to setup their manufacturing in
Noida. The founders put together Rs 2 million in the venture. In 1981, NIIT was started to cater
to the increasing demand in computer education. By early 2000s, Nadar divested his stake in this
venture.[2][3]
Government policy shaped HCL, as was the case with all Indian companies of those eras. In
1977, due to the policies of Indian industries minister George Fernandes , global giants like IBM
left India creating a major void in the computers industry (even Coca-Cola left India during this
timeframe as it opposed those policies ). HCL designed and shipped microcomputers to address
this gap (around the same time Apple Inc. introduced personal computers in USA). HCL had
many more accomplishments in the next half decade like introducing 16 bit processor computer
in 1981 and relational data based management system, networking operating system and client
server architecture solutions by 1983. In the last days of Indira Gandhi government, a radical
policy shift changed the landscape of the computer industry by permitting the import of
technology. HCL utilized the opportunity to launch its first brand of personal computers -
Busybee. By 1986, HCL became the largest IT company in India. When Manmohan Singh
opened the Indian economy in 1991 as the Finance minister, HCL entered into a partnership with
HP to form HCL HP Limited. HP picked up 26% stake in the company to leverage on HCL's
sales and distribution channels to sell its products in India as well as utilize the R&D team of
HCL to customize its products to the Indian environment. In 1994, HCL HP looked beyond PCs
and tied up with Nokia for mobile phone distribution and Ericsson for telephone switch
distribution.[3]
HCL had always tried to address the global market and initially with mixed results. In 1979, the
company set up a subsidiary in Singapore - Far East Computers focused on selling its computer
products in the APAC region. In 1989, on the basis of a joint study with McKinsey, HCL

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ventured into the US computer market after roping in SCI as its manufacturing partner. HCL
America was born, but in the words of the founder, "the project fell flat on its face". HCL had
failed to follow a very crucial step necessary to enter the US market, the computers didn't get
environmental clearances. By 1996, Nadar realized that fellow Indian companies, TCS, Wipro
and Infosys, had successfully entered the global software services market. When the partnership
of HCL and HP ended in 1996, HCL became an enterprise which comprises two companies
listed in India, HCL Technologies (www.hcltech.com) and HCL Infosystems
(www.hclinfosystems.com).HCL Technologies was created from the R&D division of erstwhile
HCL HP and focused on providing third party engineering and software services to global
companies while HCL Infosystems focused on manufacture and sale of computer hardware in
the Indian market.[3]
In July 2009, Shiv Nadar's daughter Roshni Nadar was appointed CEO and executive director at
HCL Corp, the HCL group's holding company.[1]

HCL is a leading global Technology and IT Enterprise with annual revenues of US$ 5 billion.
The HCL Enterprise comprises two companies listed in India, HCL Technologies (
www.hcltech.com ) and HCL Infosystems (www.hclinfosystems.in)
The 3 decade old enterprise, founded in 1976, is one of India's original IT garage start ups. Its
range of offerings span R&D and Technology Services, Enterprise and Applications Consulting,
Remote Infrastructure Management, BPO services, IT Hardware, Systems Integration and
Distribution of Technology and Telecom products in India. The HCL team comprises 60,000
professionals of diverse nationalities, operating across 23 countries including 500 points of
presence in India. HCL has global partnerships with several leading Fortune 1000 firms,
including several IT and Technology majors.

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VISION AND MISSION

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, every time"

OUR OBJECTIVES
OUR MANAGEMENT OBJECTIVES
To fuel initiative and foster activity by allowing individuals freedom of action and innovation in
attaining defined objectives.
OUR 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 honour all commitments.
We shall be committed to Quality, Innovation and Growth in every endeavour.
We shall be responsible corporate citizens.

Alliance & Partnership

To provide world-class solutions and services to all our customers, we have formed Alliances
and Partnerships with leading IT companies worldwide.

HCL Infosystems has alliances with global technology leaders like Intel, AMD, Microsoft, IBM,
Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, NVIDIA, SAP, Scansoft, SCO, EMC,
Veritas, Citrix, CISCO, Oracle, Computer Associates, RedHat, Infocus, Duplo, Samsung and
Novell,fujitsu.
These alliances on one hand give us access to best technology & products as well enhancing our
understanding of the latest in technology. On the other hand they enhance our product portfolio,
and enable us to be one stop shop for our customers.

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Corporate:
This site provides comprehensive information on HCL Infosystems - one of the premier IT
Products and Services Company, was incorporated in 1976.

HCL Infosystems Ltd. is single-window-shop for products & Infrastructure Solutions in the areas
of IT, Communication, Office Automation, Enterprise Networking & VPN Services. HCL
Infosystems products are backed by HCL's service support infrastructure – the largest in India.

HCL Infosystems has bagged a number of awards and accolades in its name, like :

Telecommunications.

& Commercial Terms from DQ Channels, based on an IDC channel satisfaction survey.
– 2006’ award by Institute of Marketing Management
(IMM) in recognition of its innovation in marketing management.
ategory.

HCL Infosystems products and services portfolio includes -
- Portfolio of products & services covers the entire spectrum of IT.
– Through HCL service center.
atisfaction - Strive to exceed previous standards.
– Incorporated new and better quality standards.
- State of the art manufacturing plant at Pondichery.
Products and Solutions portfolio includes -
- Business PCs, Home PCs and Infiniti Powerlite Notebooks.
- Infiniti Challenger Workstationsa and SUN Workstations.
- Intel Servers, Infiniti Entry Level Servers, Infiniti True Enterprise Servers, Infiniti
Blades Servers, Infiniti Itanium Servers, Infiniti Solutions and Infiniti Xcel Line Servers.
- Infiniti Xcel Line 1200 PR with nVIDIA geforce 6150 chipset, Infiniti Xcel Line
2200 YA with nVIDIA MCP 55 Pro chipset, Infiniti Xcel Line 2200AT with AMD 8131/8111
chipset, Infiniti Xcel Line 2200SY with Nvidia nForce Proffesional 2200 chipset and Infiniti
Xcel Line 4200TL with AMD 8131/8111 chipset

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HCL Products :-
Computing Products:-
Consumer / Home & Home Office
Home PCs
Home Notebooks

Small and Medium Business & Education
Business Desktops

Business Leaptops

Atom PC

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Workstations

Servers

Fujitsu

Enterprise Business / Public Sector, Health & Education
Business PCs
Business Notebooks
Business Workstations
Servers
Thin Clients

HCL Peripherals

Keyboards, display products, Technology products,
Networking products & Racks and Kiosks

Office Automation Imaging & Printing Solutions
Presentation product Solution

Projectors

Plasma/LCD

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POS, KIOSK, Customer Service

Counter Products

POS Product

HUTS and TERMINALS

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KIOSKS

Digital Lifestyle Products & Solutions

The range of HCL digital lifestyle products encompass:

Apple

HCL IT Peripherals

Software Solutions
BancMate - India's first & only bi-lingual banking software
BancMate is based on the concept that Customer orientedness heightens with communication in
his language. BancMate works in the language of the user and account holder and meets the
mandatory requirements of Official Languages Act, 1963. Brochure | more...
BancMate CBS
BancMate CBS India's first and only multi-lingual web based Core Banking Solution that
communicates with users and account holders in their local language and meets all requirements
of the mandatory Official Language Act, 1963. Brochure | more...
OfficeMate
OfficeMate is India's first multilingual office documentation software in conformity to The
Official Language Act 1963 and RTI Act 2005... Brochure | more...
BancScan
BancScan is an end to end Business Intelligence solution in Banking right from data extraction,
integration to delivering actionable, collaborative and web based reports to multiple business
users across the whole enterprise. more...

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HRMate
HRMate is bilingual web based solution that cater the need of Human Resource and Payroll
Department of any organization for maintaing the personal information of an employee,
processing of payroll, for maintaing Leave, Attendance.. more...
Proposal Tracking System
Proposal Tracking System, is a full featured, web based proposal management system to ease the
difficulty faced by the banks to track a particular credit proposal and arrive at the time spent for
clearance of a proposal. more...
Easiest
Provide on line (Centralized) transmission of data & funds in respect of Excise & service Tax
collections by the authorized branches of various banks as it might be the appreciate. more...
BancR
Inter Branch Reconciliation System helps Bank Head office to detect those remittance
documents that are fraud in nature i.e. those remittance documents that are either not issued by
any branch, or not paid by any branch, and many more reconciliation like this. more...
We were given training on Servers and on surveillance

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Training On Servers:

A server is any combination of hardware or software designed to provide services to clients.
When used alone, the term typically refers to a computer which may be running a server
operating system, but is commonly used to refer to any software or dedicated hardware capable
of providing services.

Components of a Server Computer
The hardware components that a typical server computer comprises are similar to the
components used in less expensive client computers. However, server computers are usually
built from higher-grade components than client computers. The following paragraphs describe
the typical components of a server computer.
Motherboard
The motherboard is the computer's main electronic circuit board to which all the other
components of your computer are connected. More than any other component, the motherboard
is the computer. All other components attach to the motherboard.
The major components on the motherboard include the processor (or CPU), supporting circuitry
called the chipset, memory, expansion slots, a standard IDE hard drive controller, and
input/output (I/O) ports for devices such as keyboards, mice, and printers. Some motherboards
also include additional built-in features such as a graphics adapter, SCSI disk controller, or a
network interface.
Processor
The processor, or CPU, is the brain of the computer. Although the processor isn't the only
component that affects overall system performance, it is the one that most people think of first
when deciding what type of server to purchase. At the time of this writing, Intel had four
processor models designed for use in server computers:
Itanium 2: 1.60GHz clock speed; 1–2 processor cores
Xeon: 1.83–2.33GHz clock speed; 1–4 processor cores
Pentium D: 2.66-3.6GHz clock speed; 2 processor cores
Pentium 4: 2.4-3.6GHz clock speed; 1 processor core
Each motherboard is designed to support a particular type of processor. CPUs come in two basic
mounting styles: slot or socket. However, you can choose from several types of slots and sockets,
so you have to make sure that the motherboard supports the specific slot or socket style used by
the CPU. Some server motherboards have two or more slots or sockets to hold two or more
CPUs.
The term clock speed refers to how fast the basic clock that drives the processor's operation ticks.
In theory, the faster the clock speed, the faster the processor.
However, clock speed alone is reliable only for comparing processors within the same family. In
fact, the Itanium processors are faster than Xeon processors at the same clock speed. The same
holds true for Xeon processors compared with Pentium D processors. That's because the newer
processor models contain more advanced circuitry than the older models, so they can accomplish
more work with each tick of the clock.

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The number of processor cores also has a dramatic effect on performance. Each processor core
acts as if it's a separate processor. Most server computers use dual-core (two processor cores) or
quad-core (four cores) chips.
Level 1 (Primary) Cache:

Level 1 or primary cache is the fastest memory on the PC and is referred to as
'internal' cache. It is built directly into the processor itself. This cache is very small,
ranging from 8 KB to 64 KB, but it is extremely fast; it runs at the same speed as
the processor. If the processor requests information and can find it in the level 1
caches that is the best case, because the information is there immediately and the
system does not have to wait.

Level 2(Secondary) Cache:

The level 2 caches is a secondary cache to the level 1 cache, is referred to as
'external' cache and is larger and slightly slower. It is used to catch recent accesses
that is not caught by level 1 cache, and is usually 64 KB to 2 MB in size. A level 2
caches is usually found either on the motherboard or a daughter board that inserts
into the motherboard. Pentium Pro processors actually have the level 2 cache in the
same package as the processor itself (it isn't in the same circuit where the processor
and level 1 cache are) which means it runs much faster than level 2 cache that is
separate and residues on the motherboard.

Memory
Don't scrimp on memory. People rarely complain about servers having too much memory. Many
different types of memory are available, so you have to pick the right type of memory to match
the memory supported by your motherboard. The total memory capacity of the server depends on
the motherboard. Most new servers can support at least 12GB of memory, and some can handle
up to 32GB.
Hard drives
Most desktop computers use inexpensive hard drives called IDE drives (sometimes also called
ATA). These drives are adequate for individual users, but because performance is more important
for servers, another type of drive known as SCSI is usually used instead. For the best
performance, use the SCSI drives along with a high-performance SCSI controller card.
Recently, a new type of inexpensive drive called SATA has been appearing in desktop computers.
SATA drives are also being used more and more in server computers as well due to their
reliability and performance.

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Hot swappable hard disk.

Patented shock absorption rail provides excellent protection and stability

Network connection
The network connection is one of the most important parts of any server. Many servers have
network adapters built into the motherboard. If your server isn't equipped as such, you'll need to
add a separate network adapter card.
Video
Fancy graphics aren't that important for a server computer. You can equip your servers with
inexpensive generic video cards and monitors without affecting network performance. (This is
one of the few areas where it's acceptable to cut costs on a server.)
Power supply
Because a server usually has more devices than a typical desktop computer, it requires a larger
power supply (300 watts is typical). If the server houses a large number of hard drives, it may
require an even larger power supply.
Chipset
In computing, the term chipset is commonly used to refer to a set of specialized chips on a
computer's motherboard or an expansion card. .

In computing, the term chipset is commonly used to refer to a set of specialized chips on a
computer's motherboard or an expansion card. In personal computers the first chipset for the
IBM PC AT was the NEAT chipset by Chips and Technologies for the Intel 80286 CPU. Based
on Intel Pentium-class microprocessors, the term chipset often refers to a specific pair of chips
on the motherboard: the northbridge and the southbridge. The northbridge links the CPU to very
high-speed devices, especially main memory and graphics controllers, and the southbridge
connects to lower-speed peripheral buses (such as PCI or ISA). In many modern chipsets, the
southbridge actually contains some on-chip integrated peripherals, such as Ethernet, USB, and
audio devices. A chipset is usually designed to work with a specific family of microprocessors.
Because it controls communications between the processor and external devices, the chipset
plays a crucial role in determining system performance
The manufacturer of a chipset often is independent from the manufacturer of the motherboard.
Current manufacturers of chipsets for PC-compatible motherboards include NVIDIA, AMD,
VIA Technologies, SiS, Intel and Broadcom. Apple computers and Unix workstations from Sun,
NeXT, SGI, and others have traditionally used custom-designed chipsets; now that Sun and
Apple both have x86 processors in at least some of their lines of products, they have begun to
use standard PC chipsets in some of their computers. Some server manufacturers also develop
custom chipsets for their products.
Chipset used on servers 3XXX,5XXX applicaion softare like SAP , DB2,VB, SQL can be used.
To be more specific

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3120 and 3220 1cpu
5002 and 5000 requires 2 CPU.
8420 requires 4 CPU.

Ethernet Card
The system that helps connect a computer to an Ethernet network is called an Ethernet card.
Another name for such a card is Network Interface Card (NIC). It can be inserted into one of the
slots provided on the motherboard of the computer. Each of these cards has a unique
identification number, known as the MAC address.
Ever since their inception by the Xerox Company, Ethernet cards have managed to find their way
into nearly every single computer in the world.
The Ethernet Card – An Easier Alternative for Data Transfer
The Ethernet card was created to build a Local Area Network (LAN). Once Ethernet cable is
connected to the Ethernet cards of two or more computers over the LAN, one can transfer files
and data. This can be carried out for external hardware such as printers and scanners when
information from one computer needs to be transferred to another computer.
Since technology has advanced greatly, there are wireless Ethernet cards also available, which
make use of radio waves for data transmission. In case such connections are used, there will be a
small antenna for transmitting data and carrying out requests from one machine to the other.
These are prone to security breaches and so information security systems need to be kept up to
date in computers that use them.
.

Different types of Ethernet card

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Server operating systems
Some popular operating systems for servers — such as FreeBSD, Solaris, and Linux — are
derived from or are similar to UNIX. UNIX was originally a minicomputer operating system,
and as servers gradually replaced traditional minicomputers, UNIX was a logical and efficient
choice of operating system for the servers. UNIX-based operating systems, many of which are
free in both senses, are popular.
Server-oriented operating systems tend to have certain features in common that make them more
suitable for the server environment, such as
GUI not available or optional,
ability to reconfigure and update both hardware and software to some extent without restart,
advanced backup facilities to permit regular and frequent online backups of critical data,
transparent data transfer between different volumes or devices,
flexible and advanced networking capabilities,
automation capabilities such as daemons in UNIX and services in Windows, and
tight system security, with advanced user, resource, data, and memory protection.
Server-oriented operating systems can in many cases interact with hardware sensors to detect
conditions such as overheating, processor and disk failure, and consequently alert an operator
and/or take remedial measures itself.
Because servers must supply a restricted range of services to perhaps many users while a desktop
computer must carry out a wide range of functions required by its user, the requirements of an
operating system for a server are different from those of a desktop machine. While it is possible
for an operating system to make a machine both provide services and respond quickly to the
requirements of a user, it is usual to use different operating systems on servers and desktop
machines. Some operating systems are supplied in both server and desktop versions with similar
user interface.
The desktop versions of the Windows and Mac OS X operating systems are deployed on a
minority of servers, as are some proprietary mainframe operating systems, such as z/OS. The
dominant operating systems among servers are UNIX-based and open source kernel
distributions.[citation needed]
The rise of the microprocessor-based server was facilitated by the development of Unix to run on
the x86 microprocessor architecture. The Microsoft Windows family of operating systems also
runs on x86 hardware, and since Windows NT have been available in versions suitable for server
use.
While the role of server and desktop operating systems remains distinct, improvements in the
reliability of both hardware and operating systems have blurred the distinction between the two

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classes. Today, many desktop and server operating systems share similar code bases, differing
mostly in configuration. The shift towards web applications and middleware platforms has also
lessened the demand for specialist application servers.

Servers in daily life
Any computer or device serving out applications or services can technically be called a server. In
an office or enterprise environment, the network server is easy to identify. A DSL/Cable modem
router qualifies as a server because it provides a computer with application services like IP
address assignment (via DHCP) and NAT, which is the firewall that helps protect a computer
from external threats.[citation needed] iTunes software implements a music server to stream music
between computers. Many home users create shared folders and printers. Another example are
the many servers for such hosting online games such as Everquest, World of Warcraft, Counter-
Strike and EVE-Online.

RAID CARD:-
There are many applications , particularly in a business environment, where there are needs beyond what can be
fulfilled by a single hard disk, regardless of its size, performance or quality level. Many businesses can't afford to
have their systems go down for even an hour in the event of a disk failure; they need large storage subsystems with
capacities in the terabytes; and they want to be able to insulate themselves from hardware failures to any extent
possible. Some people working with multimedia files need fast data transfer exceeding what current drives can
deliver, without spending a fortune on specialty drives. These situations require that the traditional "one hard disk
per system" model be set aside and a new system employed. This technique is called Redundant Arrays of
Inexpensive Disks or RAID. ("Inexpensive" is sometimes replaced with "Independent", but the former term is
the one that was used when the term "RAID" was first coined by the researchers at the University of California at
Berkeley, who first investigated the use of multiple-drive arrays in 1987.)
The fundamental principle behind RAID is the use of multiple hard disk drives in an array that behaves in most
respects like a single large, fast one. There are a number of ways that this can be done, depending on the needs of
the application, but in every case the use of multiple drives allows the resulting storage subsystem to exceed the
capacity, data security, and performance of the drives that make up the system, to one extent or another. The
tradeoffs--remember, there's no free lunch--are usually in cost and complexity.

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There are many different ways to implement a RAID array, using some combination of mirroring, striping,
duplexing and parity technologies. Several standardized methods were defined in the 1988 Berkeley research
publication that is credited with starting the RAID phenomenon; for some (unfortunate) reason, the researchers
decided to call these different techniques levels. This was a poor choice of words in my opinion because the word
"level" implies hierarchy or revision, or that the different RAID levels are somehow "built upon each other", when
in fact, that is not the case. The word "level" implies to some people that "RAID level N+1" is better somehow than
"RAID level N". In fact, this isn't really true--the various levels are independent and different, and no strict hierarchy
should be inferred from the specific number attached to a RAID level. A given RAID level that is "better" for one
person may be "worse" for another.
RAID Levels:-

The original 1988 paper defined RAID levels 1 through 5; since then, single RAID levels 0 and 6 have been added
to the mix, and other extensions such as the proprietary RAID 7 have shown up as well. Beyond these single-level
RAID designs, a number of multiple RAID levels have been defined, which use two or more of the single RAID
levels in combination to create new array types with new capabilities (and limitations). Most of these different
RAID levels are in use today in different systems, a testament to the different needs of various RAID users. Some
have largely disappeared from the market as experience over time has shown them to be inferior to other levels
without advantages to compensate
In this section I take a detailed look at RAID levels. I start with a discussion of some of the key technical factors that
differentiate RAID levels; these are then used to frame the coverage of the RAID levels themselves. I discuss the
eight single-level RAID designs, and take a look at several common multiple-level RAID types as well. Each RAID
level is discussed in detail and information is provided about over a dozen of its various characteristics, with general
recommendations provided for typical uses of each level. Finally, I show a summary comparison table that contrasts
the different levels in terms of their benefits and costs.

Mirroring is one of the two data redundancy techniques used in RAID (the other being parity). In a RAID system
using mirroring, all data in the system is written simultaneously to two hard disks instead of one; thus the "mirror"
concept. The principle behind mirroring is that this 100% data redundancy provides full protection against the
failure of either of the disks containing the duplicated data. Mirroring setups always require an even number of
drives for obvious reasons.
The chief advantage of mirroring is that it provides not only complete redundancy of data, but also reasonably fast
recovery from a disk failure. Since all the data is on the second drive, it is ready to use if the first one fails.
Mirroring also improves some forms of read performance (though it actually hurts write performance.) The chief
disadvantage of RAID 1 is expense: that data duplication means half the space in the RAID is "wasted" so you must
buy twice the capacity that you want to end up with in the array. Performance is also not as good as some RAID
levels.

Block diagram of a RAID mirroring configuration. The RAID controller
duplicates the same information onto each of two hard disks. Note that

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the RAID controller is represented as a "logical black box" since its functions
can be implemented in software, or several different types of hardware
(integrated controller, bus-based add-in card, stand-alone RAID hardware.)
Mirroring is used in RAID 1, as well as multiple-level RAID involving RAID 1 (RAID 01 or RAID 10). It is related
in concept to duplexing. Very high-end mirroring solutions even include such fancy technologies as remote
mirroring, where data is configured in a RAID 1 array with the pairs split between physical locations to protect
against physical disaster! You won't typically find support for anything that fancy in a PC RAID card. :^)
Duplexing is an extension of mirroring that is based on the same principle as that technique. Like in
mirroring, all data is duplicated onto two distinct physical hard drives
. Duplexing goes one step beyond mirroring, however, in that it also duplicates the hardware that controls the two
hard drives (or sets of hard drives). So if you were doing mirroring on two hard disks, they would both be connected
to a single host adapter or RAID controller. If you were doing duplexing, one of the drives would be connected to
one adapter and the other to a second adapter.

Block diagram of a RAID duplexing configuration. Two controllers are used
to send the same information to two different hard disks. The controllers are
often regular host adapters or disk controllers with the mirroring done by the
system. Contrast this diagram with the one for straight mirroring.
Stripping
The main performance-limiting issues with disk storage relate to the slow mechanical components that are used for
positioning and transferring data. Since a RAID array has many drives in it, an opportunity presents itself to improve
performance by using the hardware in all these drives in parallel. For example, if we need to read a large file,
instead of pulling it all from a single hard disk, it is much faster to chop it up into pieces, store some of the pieces on
each of the drives in an array, and then use all the disks to read back the file when needed. This technique is called
striping, after the pattern that might be visible if you could see these "chopped up pieces" on the various drives
with a different color used for each file. It is similar in concept to the memory performance-enhancing technique
called interleaving.
Striping can be done at the byte level, or in blocks. Byte-level striping means that the file is broken into "byte-sized
pieces" (hee hee, sorry about that, I just couldn't resist. ;^) ) The first byte of the file is sent to the first drive, then the
second to the second drive, and so on. (See the discussion of RAID level 3 for more on byte-level striping.)
Sometimes byte-level striping is done as a sector of 512 bytes. Block-level striping means that each file is split into
blocks of a certain size and those are distributed to the various drives. The size of the blocks used is also called the
stripe size (or block size, or several other names), and can be selected from a variety of choices when the array is
set up; see here for more details.

22
Block diagram of a RAID striping configuration. One controller (which again
can be hardware or software) splits files into blocks or bytes and distributes
them across several hard disks. The block size determines how many "pieces" files
will be split into. In this example, the first block of file 1 is sent to disk #1, then the
second block to disk #2, etc. When all four disks have one block of file 1, the
fifth block goes back to disk #1, and this continues until the file is completed. Note
that file 3 is only on one disk; this means it was smaller than the block size in this case.
Striping is used in the implementation of most of the basic, single RAID levels (and by extension, any multiple
RAID levels that use those single RAID levels). However, the actual way striping is set up, and how it is used,
varies greatly from level to level. RAID 0 uses block-level striping without parity; RAID 3 and RAID 7 use byte-
level striping with parity; and RAID 4, RAID 5 and RAID 6 use block-level striping with parity. Note the distinction
between striping with and without parity: striping by itself involves no redundancy, and therefore, provides no
data protection. Also see the discussion of RAID 2 for a look at the oddball bit-level striping with ECC defined
by that RAID type.

SMPS
switched-mode power supply (also switching-mode power supply, SMPS, or simply
switcher) is an electronic power supply unit (PSU) that incorporates a switching regulator in
order to provide the required dc output voltage.

23
Cabinet
Pedestal

Pedestal Server
Back
Servers that can span from Entry Basic to Entry Performance

With the latest Intel® Xeon™ Dual/Quad Core
CPU support up to 1333 MHz FSB and 6
SATA ports (value) (performance + value) with
dual processor capability, HCL Net Manager
2700 SO Server is the best suited and an ideal
server giving high-end performance and
flexibility at a lower cost.

With easy setup and manageability features,
HCL Net Manager 2700 SO is an ideal
platform providing ideal solution for building
managing, supporting and running
departmental security, enterprise class
computing and small databases.
Supports up to Two Intel® Xeon™ Dual/Quad
Core 5000 Sequence CPU (Bensely Series) at
HCL Net Manager 2700 up to 3.73 GHz with 12MB L2 Cache
SO Sever (SATA/SAS Intel® 5000V Chipset
Models) Fast Throughput up to 1333 MHz FSB
Up to 16GB of DDR2 667 FBDIMM Memory
Value XeonT 5000 Sequence on 8 FBDIMM Slots
Dual/Quad Core Server 5 I/O Slots including PCI-e slots
SATA Controller with HOST RAID 0,1,10 &
optional SAS Controller Support
IPMI Compliant with on-board BMC
(Baseboard Management Controller) which
seamlessly interacts with Management software
to give timely status reporting & health
monitoring.

24
Virtualization Support – Intel® VT

With the latest Intel® Xeon™ Dual/Quad Core
CPU support up to 1333 MHz FSB and 4 Ports
SAS with dual processor capability, HCL Net
Manager 2700 ST Server is a mainstream
server with high-end features as advanced
memory protection & KVM over IP remote
manageability features.

With easy setup and remote manageability
features, , HCL Net Manager 2700 ST Server
is an ideal platform providing ideal solution for
building managing, supporting and running
departmental security, reliable enterprise class
computing and databases.
Supports up to Two Intel® Xeon™ Dual/Quad
Core 5000 Sequence CPU, supports complete
range of 5300 Series Quad Core Xeon
processors
HCL Net Manager 2700 Intel® 5000P Chipset
ST Server Fast Throughput up to 1333 MHz FSB
Up to 32GB of DDR2 667 FBDIMM Memory
Performance XeonT 5000 on 8 FBDIMM Slots
Sequence Dual/Quad Core 6 I/O Slots including PCI-e slots
Server 6 SATA Ports with HOST RAID & optional
SAS Controller Support
Advanced memory protections features as
Memory Mirroring & Sparing supported
IPMI Compliant with Remote manageability
features – KVM over IP, Media redirection,
etc. through add-on options.
Available in Pedestal, 5U & 2U form factors.
Virtualization Support – Intel® VT

25
Rack

Back
With the latest Intel® Xeon™ Dual/Quad Core CPU
technology, 1333 MHz FSB and SATA Controller, Infiniti
Global Line 2700 CA is the best suited for dense
environments and an ideal server giving high-end
performance in a dense form factor.
Supports up to Dual Intel® Xeon™ Multi-core CPU at
frequencies up to 3.3 GHz with 12 MB L2 cache
Fast Throughput up to 1333 MHz FSB
Up to 12GB of DDR2 667 FBDIMM Memory with 6
HCL Net Manager 2700 CA DIMM slots
Two I/O Slots including PCI-e slots
Value 1U Optimized Dense Dual Two NHS SATA Ports
XeonT Multi Core CPU Support Inbuilt Management Features
Available in 1U Dense Rack Optimized Form factor

With the latest Intel® Xeon™ Dual / Quad Core CPU
technology, 1333 MHz FSB and SATA / SAS Controller,
Infiniti Global Line 2700 AO is the best suited for
Businesses that require I/O flexibility and performance in
a dense IT environment or when footprint really matters.

IGL 2700 AO is an affordable and reliable family of
Rack-Optimized, Highly Integrated Server Systems
Designed for Flexible, High-Density Server Solutions.
Supports up to Dual Intel® Xeon™ Multi-core CPU at
frequencies up to 3.16 GHz with 12MB L2 Cache
Fast Throughput 1333 MHz FSB
HCL Net Manager 2700 AO Up to 32GB of DDR2 667 FBDIMM Memory
Five I/O Slots including PCI-e slots
1U/2U Rack Optimized Dual XeonT Six SATA Ports
Multi Core Server Memory Mirroring & Sparing supported
IPMI Compliant with Remote manageability features –
KVM over IP, Media redirection, etc. through add-on
options
Available in 1U/2U Rack Optimized Form factor

Any pedestal server can be converted to rack.

This type of server cabinet is available in 600mm & 800mm width and 900mm & 1000mm
depth. Each server cabinet features a lockable and removable side panel, lockable front and rear
doors (front glass) with vented top cover and 4x 19" adjustable profiles. Comms-Express offers a
high-quality server cabinet range which comes in highly functional designs

26
Application of racks

A 23-inch rack is used for housing telephone (primarily), computer, audio and other equipment
though is less common than the 19-inch rack. The size notes the width of the faceplate for the
installed equipment. The rack unit is a measure of vertical spacing and is common to both the 19
and 23-inch (580 mm) racks.
Hole spacing is the same as for 19-inch (480 mm) racks.
Another name for this type of racks is "ETSI rack", relating to a standards body in
telecommunications.

Rack:-

27
4U

28
CCTV Based Solution:-

Digital Video Monitor
Recorder

4
1 2 3

The cable used for connection between cameras (1,2,3,4) and digital video recorder is BNC
connector.
The connector for pluging in is called RJ45.
Cost of coaxial cable for 4 core is Rs 400 per metre.
Cost of coaxial cable for 6 core is Rs 600 per metre.

29
Diffirent types of cameras which can be used for survelliance are give
below.

Dome type camera

Box type Camera

IR camera

30
Tdome camera

31
Scope of Project

A. Creating awareness of the brand HCL.
B. Marketing and selling Of HCL products.

Future Of Desktops And Laptops:-

PC Sales in India has jumped 20% since last year and the sales figure currently stands at 6.5
million (5.4 million in 2006)
Notebook PC sales surged to 1.8 million, from 980,000, as prices that fell below 20,000 rupees
(500 dollars) made laptops the favoured choice of young first-time buyers.
Sales of notebook PCs grew the most, by 81% as compared to 7% growth in the desktop PC
segment.
Consumer PC sales grew by 23% in 2007, outpacing commercial client PC sales, which
expanded by 19%.
HP is the market leader (23%), while HCL (13%) and Lenovo follow (10%)
Servers registered a growth of 50 percent over the first half of last fiscal year.
Growth of white box sales (assembled PCs) is almost stagnant, growing at 1-2 per cent y-o-y
The customised PC market is growing and consumers are shifting from CRT to TFT or LCD
monitors
Market for printers actually shrank, with 82 percent decline for line printers, 24 percent for dot
matrix, 9 percent for lasers and 2 percent for inkjets.

The falling laptop prices is a major catalyst in the soaring sales and notebook/laptops sales is
expected to grow further- and corner 40 % of the overall client PC sales in India by 2010.
What’s really interesting to note is the dent laptops have caused in the peripheral market. This
will directly impact the third party who sell bundled products, while OEMs will still rake
moolahs.
India PC market shipments flat in CY 2008 at 7.98 million units
Over 1.56 million PCs shipped in 4Q 2008, a 22.7% year-on-year drop
Home and SMB sectors hold out a ‘ray of hope’ for hardware industry
Government and Public Sector to remain ‘bright spots’ in the
commercial PC market
Mumbai, March 26, 2009 – The overall India Client PC market shipments remained flat at 7.98
million during January-December 2008 against 8.06 million in 2007. For CY 2008, desktop PC
shipments dropped 10.1%* while notebook PC shipments recorded a growth of 31.5%* on a
year-on-year basis.
Table 1: India PC Shipments and Growth by Form Factor: CY 2008 over CY 2007*
Form Factor CY 2007 in ’000s CY 2008 in ’000s Growth 2008 over CY

32
2007
Desktop PCs 6,303 5,664 -10.1%
Notebook PCs 1,760 2,315 +31.5%
Total Client PC 8,063 7,979 -1.0%
*According to IDC’s India Quarterly PC Tracker 2008, 4Q 2008, March 2009 release
During the October-December 2008 quarter (4Q 2008) the overall India Client PC
shipments were 1.56 million units, a drop of 22.7%* over the same period previous year.
The desktop PC shipments dropped 24.7%*, while notebook PC shipments recorded a 17.4%*
degrowth (4Q 2008 over 4Q 2007).
Table 2: India PC Shipments and Growth by Form Factor: 4Q 2008 vs. 4Q 2007*
Form Factor 4Q 2007 in ’000s 4Q 2008 in ’000s Growth (4Q ’08 over
4Q ’07)
Desktop PCs 1,473 1,109 -24.7%
Notebook PCs 549 454 -17.4%
Total Client PC 2,023 1,563 -22.7%
*According to IDC’s India Quarterly PC Tracker 2008, 4Q 2008, March 2009 release
During the fourth quarter Hewlett-Packard retained the top spot in the overall India Client PC
(Notebooks and Desktops combined) market with a market share* of 15.6% by unit
shipments. Dell dislodged HCL from the second spot with an 10.9% share, while HCL was third
with 9.6% of total PC shipments.

In terms of desktop PC shipments during 4Q 2008, HP and HCL were tied at first position
with a market share* of 10.6% each, while Dell ranked third. In terms of notebook PC
shipments during 4Q 2008, HP retained the top spot with a reduced market share* of 27.6%
followed by Dell at the second spot while Acer came in third.
Table 3: India Client PC (Desktop + Notebook) Shipments: Top 3 Vendor Market Shares
(% of units), 4Q 2008 vs. 4Q 2007*
4Q ’07 Client PC Shipments 4Q ’08 Client PC Shipments
(Notebook PCs + Desktop PCs) (Notebook PCs + Desktop PCs)
Vendor Market Share Vendor Market Share
Hewlett-Packard 17.6% Hewlett-Packard 15.6%
HCL 10.8% Dell 10.9%
Lenovo 8.9% HCL 9.6%
*According to IDC’s India Quarterly PC Tracker 2008, 4Q 2008 quarter, March 2009 release
“The Home and SMB segments recorded the lowest drop (in percentage terms) in CY 2008 vis-
à-vis CY 2007. The measures announced by the RBI to free up credit are expected to revive
demand from these segments and a moderate recovery in shipments may result during the second
half of CY 2009,” said Sumanta Mukherjee, Lead Analyst, Computing Products Research, IDC
India.

“The industry is also resting its hopes on the infrastructure, public sector spending and e-
Governance and development projects,” Sumanta added.

33
“Despite these measures, CY 2009 could still see a drop in overall India Client PC shipments.
Judicious inventory management, coupled with marketing initiatives to explore the hitherto
untapped ‘long tail’ of customers in the Indian heartland could be the key to survival in a tough
year,” opined Kapil Dev Singh, Country Manager, IDC India.

In a subdued India PC market, Hewlett-Packard (HP) held the largest share, HCL Infosystems
grew and Dell saw a decline in its share during 1Q 2009 (January–March 2009), according to
technology research firm IDC India’s latest study*..

HP maintained its lead and gained share in PCs (desktops and notebooks) to capture 18.2% of
the India PC market in terms of unit shipments. HCL Infosystems with a market share of 9.8% of
overall PC shipments regained the second spot. Dell, which jumped to second position for the
first time in the Oct-Dec 2008 quarter, slipped back to the third spot in 1Q 2009.

While Acer’s market share dipped marginally (7.7% in 4Q 2008 to 7.3% in 1Q 2009), Lenovo’s
share showed a more pronounced drop of 1.9 points (6.6% in 4Q 2008 to 4.7% in 1Q 2009), says
the IDC India study*.
Table 1: India PC Shipments: Top 5 Vendor Shares (% of units),
1Q 2009 vs. 4Q 2008*
2008 PC Shipments 2009 PC Shipments
(Desktop PCs + Notebook PCs) (Desktop PCs + Notebook PCs)
Vendor Market Share Vendor Market Share
Hewlett-Packard 15.6% Hewlett-Packard 18.2%
Dell 11.0% HCL Infosystems 9.8%
HCL Infosystems 9.6% Dell 9.7%
Acer 7.7% Acer 7.3%
Lenovo 6.6% Lenovo 4.7%
*According to IDC’s Asia/Pacific Quarterly PC Tracker 2009, 1Q 2009 quarter, May 2009
release
HP has been numero uno in the India PC market consistently every quarter over the last four
years (2005, 2006, 2007 and 2008). At the global level as well, HP dethroned Dell to claim the
No. 1 spot in the US PC market, while Dell faced a tough quarter across the board according to
IDC’s Worldwide Quarterly PC Tracker, April 15, 2009 release)

“Moving forward, hardware in general and PC shipments in particular will continue to
remain under pressure. Winners would gain market share and improve profitability
through the right price/volume mix and optimal exploitation of supply chain efficiencies,
stated Kapil Dev Singh, Country Manager, IDC India.

“With the twin forces of market de-growth and loss of share, those vendors who do not

34
occupy a clear niche in customers’ minds would be under pressure”, Kapil added.

In the short term, over the next two quarters, vendor positions in the India PC market would be
largely determined by how well they are able to exploit the opportunities presented by the
Consumer, Education and Government segments, the IDC India report added.

The India PC market witnessed a 7% quarter-on-quarter (QoQ) growth in shipments in 1Q 2009
(first quarter of calendar year 2009) over 4Q 2008 (fourth quarter of calendar 2008), according to
IDC’s Asia/Pacific Quarterly PC Tracker, May 2009 release.

A total of 16,79,000 units of Client PCs (desktops and notebooks) were shipped during the
January-March quarter of 2009. Desktop PC shipments of 12,13,000 units registered a sequential
growth* of 9% QoQ while notebook PC shipments of 4,66,000 units recorded a growth* of 3%
QoQ.

Table 2: India PC Shipments and Growth by Form Factor: 1Q 2009 over 1Q 2008*
Growth 1Q
Growth 1Q 2009
Form Factor 1Q 2008 4Q 2008 1Q 2009 2009 over 4Q
over 1Q 2008
2008
Desktop PCs 14,81,000 11,09,000 12,13,000 -18% 9%
Notebook PCs 5,90,000 4,54,000 4,66,000 -21% 3%
Total Client PC 20,72,000 15,63,000 16,79,000 -19% 7%
*According to IDC’s Asia/Pacific Quarterly PC Tracker 2009, 1Q 2009, May 2009 release
In spite of the overall subdued market, the total installed base of PCs in India surged past the 36
million units mark.

35
The marketing process
Task alloted

1. Identify the list of Management institutes and Parma Companies located out of Mumbai
territory (Andheri East )
2. Plan visit to those accounts meeting Students/ faculty members in Management colleges and
Admin, Mktg, Purchase and HR persons in Parma companies.
3. Minimum 6-7 visits per day
4. Lead generation for Desktop and mobile computing (Mileap and Leaptop) from above visit
5. Giving demo and closure of mobile computing

Marketing Strategy

Initallly from 7th of may to 24th of may joint call were made with senior buddies.
Approximately 90 calls were done in span of two months. Some of the calls were joint calls and
most of them were individual calls.
I was required to collect following information about company visited
Name of purchase manager:-
Email Id:-
Telephone No:-
Requirement about Laptops/desktop:-
If the company is existing user is there any problem.

Steps adopted for getting an appointment and Problems Faced

1. We were not given any data about companies. We were on our own from identifying
which companies to visit , getting data like name of purcahse manager, telephone number
etc.
2. The very first visit to every school or institution or any company was alwaya a cold call.
3. The very first problem was getting through the security guard. Asking him the name of
purchase person, getting the board line number. In most of the cases I was not told the
name of purchase person and was not entertained. If
4. I used to stress upon getting the board line number and the name of purchase person.
5. If I could get that then I used to call on board line number and talk to person and ask for
appointment.
6. In that also many would deny giving appointment.

36
7. If person is not showing interest I used to tell them that HCL is doing survey for it
customers, if they have any problem they can share with me through this meeting.
8. After all this there were some who used to say I that they had meeting ,please come
afterwards.
9. If I got to meet the person I used to explain different products of HCL and get filled a
questionnaire to know what they feel about HCL as a brand.
10. The questionnaire is so designed that it would reflect awareness of HCL as a brand.

37
Experience in the form of Conversation

(I was in Marol industrial estate for cold calling I entered into a company called Parikh
engineering works the security guard stopped me)
SG -Security Guard, KB-Kanu Bhai the purchase manager
Me: I am Abhijit Deshmane from HCL want to purchase manager of yours (in Hindi).
SG: whom do you want to meet name that person?
Me: (since I did not know the name ) I said repeated I from HCL we are doing survey about
companies and I would like to name of your purchase manager.( I gave him my card).
SG: Kanu Bhai looks after the purchase manager but I cannot let you in.
Me: I said let me talk to him on intercom.
SG: he agreed.(dialed the phone number and handed phone to me)
Me: hello, this is Abhijit Deshmane form HCL, if I could have some time of yours, I would like
to share about HCL and its products.
KB:I cannot give my time to you like this. This is the most unprofessional way of doing calls.
You should have taken appointment.
Me: can we meet tomorrow sir? Same time.
KB: fine

The next day
I entered the premises greeted the security guard . told him that I have appointment with Kanu
Bhai.

Me: hello Sir. I am Abhijit

KB: hi, Abhijit I have only 5 min for you. So what you have for me?
Me :( the moment I heard 5 min, I skipped all formalities) you might be aware of our products
like desktop, laptops. We have range of products for surveillance needs (I was showing him the
broucher) baggage screener, server so on…..
KB: Abhijit, you do one thing keep these broucher with me and give your card , if I need any
thing I will give you a call.
Me: (I handed my card to him) may I have your card?
KB: yes off course (gave his card) thank you. It was nice meeting you.
Me: Thank you very much for your time.

I walked form office. In less than two minutes I was on my way.
I realized that I could not create an impact on MR.KANU BHAI and he knew that I was there for
selling him some thing. And I did not have any product which would attract his attention.

After this I made a questionnaire for making a good start and I decide to ask questions that would
be of interest to front person and also help the HCL. And also I could get an easy entry into
premises when in would say that I am doing survey.

38
One of better experiences that I have to share us the following
I made a cold call at Rajiv Gandhi Memorial School high school.
Till this time I had learnt to be confident.
I walked into school and and asked for principal room to a person inside.
M-Principal of School Mr.Mishra
I entered into principal room.
Me: I Am Abhijit Deshmane form HCL.
M: hello.
Me: We are doing a survey of schools for HCL, may I have some time of yours?
M: I have an important meeting to be attended please wait for 15 min and I will address your
question.
Me: No problem.
M: Arrange for cup of tea for gentleman. he said
(I waited there in the mean time I was offered a cup of tea I drank. I was looked on his table I
saw some school forms it was the month of june, since school were starting I thought this is guy
is really busy )
After 15 min he was back
M: yes ,what can I do for you.

Rather than getting straight o point
Me: you must be very busy these days because of school is reopening.
M:yes, (he got excited he told me how much busy he was in process and he was working very
hard and late in school. Though not interested in his talk I was listening )
Me: As I told you we are doing survey and I want you to fill this questionnaire for me.
Me: Instead giving him the question set istarted asking him question from the question set I hae
preapared )
Some of question he answered very instantly some were not in his authority.
Than I started telling him about HCL products he was listening to patiently. he wondered about
the range of products HCL has .
We had a chat of 25 min.
Me:may I have your card ?
M: yes, I will let you know if any requirement arises.

This was the better experience I had in these two months.

39
Learning’s from Cold Calling:-

The obituary for cold calling is premature. While in the perfect world, your phone would be
ringing off the hook all day with clients offering you business, the reality is that if you want
business, you need to go after it, and cold calling is an effective sales tactic if it's done properly.

But many small business people would rather spend an entire day in a dentist's chair than go cold
calling. Does the thought of cold calling makes your stomach drop to your toes? These cold
calling tips won't eliminate your fear, but they will help you make cold calling a more successful
experience.

1) Focus on the goal when cold calling.

Cold calling is not about making the sale. It's about getting the chance to make the sale.
Specifically, the purpose of a cold call is to set an appointment to make the pitch.

2) Research your markets and prospects.

You need to target your cold calling to the right audience. Use market research to focus on your
target market. Then find out as much as you possibly can about the company or individual
you're going to cold call in advance. This gives you the huge advantage of being able to talk
about their business and their needs when you call them.

3) Prepare an opening statement for your cold call.

This lets you organize your thoughts before cold calling, and helps you avoid common mistakes
in the cold call opening that would give the person you're calling the chance to terminate the
conversation.

4) What should be in the opening statement of your cold call?

This organizational scheme works well: "Include a greeting and an introduction, a reference
point (something about the prospect), the benefits of your product or service, and a transition to a
question or dialogue..'"

5) Prepare a script for the rest of your cold call.

Lay out the benefits of your product or service and the reasons your prospect should buy. Write
out possible objections and your answer to them. Without a script, it's too easy to leave
something out or meander. Once again, it's not that you'll be reading your script word for word
when you call, but that you've prepared the framework of the cold call in advance.

40
6) Ask for an appointment at a specific time when cold calling.

Say, "Would Wednesday at 11 a.m. be a good time to meet?" instead of saying, "Can I meet with
you to discuss this next week?"

7) Remember that gatekeepers are your allies not your foes.

Be pleasant to whoever picks up the phone or is guarding the inner sanctum when cold calling.
Develop strategies to get the gatekeeper on your side. Sometimes asking, "I wonder if you could
help me?" will help you get the information you need, such as the name of the right person to
talk to or when the best time to contact the prospect is. Learning the names of gatekeepers and
being friendly when cold calling helps, too.

8) Do your cold calling early in the morning, if possible.

That's the best time to reach the decision maker directly, and for most people, the time that
they're most energized.

41
Learnings from Industry:-
1. The market for desktop computers is declining.
2. The market for notebook computers is on boom.
3. The competition for market has increased in india as players like Dell has come. In a very
short span of time dell has achieved 11% share of total desktop and notebook market in
india in 2008. Dell’s branding and advertising has been amazing.
4. HCL major share comes from selling desktop computers and share from laptop is less. I
have mentioned that market for desktop is declining therefore laptops should be promoted
by HCL.

5. When asked on personal basis the following question

What brand of laptop would you purchase if given an opportunity?
74% of the people preferred dell as their notebook.

42
Learning’s about company As brand :-
1. HCL has significance present in public sector.
2. The awareness of HCL products in the private sector and small and medium business is
less.
3. Customers really used to wonder when I used to put range of products HCL has in front
of them. People are not aware of all the brand of the products of HCL.

43
For understanding customer and knowing more about HCL as a brand I had prepared the
following questionnaire.I used to ask customer the following questionnaire.

The following questionnaire was approved by Mr. K Basu email dated 3rd of June 2009 marked
cc to Mr.sunil gera and Mr. chandan motwani

Name of Institute/Company:-
Name of the concern person:-

Questionnaire

1)Which brand of desktop / laptop you are using in the institute?
A)dell B)HP C)HCL D) spefify if any other

2)Why are you using the above brand?

3)Number of desktops using right now (approximately)?

4)Is their any requirement of desktop/laptop in near future in institute?

5)What brand of laptop/dektop would you purchase if given an opportunity for personal use ?
A)dell B)HP C)HCL D) spefify if any other

6)Rank the following from 1 to 5 1 being top proirity. Things which you look for before
buying equipement ?
Price
After sales service
Looks of equipment
Featutes
Life of equipment
Specify if any other.

7)Are you satisfied with brand you are using right now in institute?
A)Yes B)No

8)What extra qualites you are looking in now?

9)Will you shift the brand to HCL if the above mentioned qualities are prvided to you ?
A)Yes B)No

44
1)Which brand of desktop / laptop you are using in the institute?
A)dell B)HP C)HCL D) spefify if any other

Which brand of desktop / laptop you are using in the institute?

18%
Dell
40%
HP
HCL
23%
Specify if any other
19%

2)Why are you using the above brand?

Why are you using the above brand?

50
40
30
20
10
0
management
equipment
service

other
Good

cost of

decision