CENTRAL IT COLLEGE -Guwahati

Centre Code-1729

Authorized under SIKKIM MANIPAL UNIVERSITY Of Health, Medical & Technological Sciences Gangtok-737102 A Project Report On A STUDY ON SALES OF ZEBRONICS UPS IN GUWAHATI For

TOP NOTCH INFOTRONIX (INDIA) PVT.LTD

By

IKBAL KHAN
Submitted in partial fulfillment for the award of the degree of Master of Business Administration (MBA) under Sikkim Manipal University

CENTRAL IT COLLEGE Dr. R.P. Road, Dispur, Guwahati-781006

CERTIFICATE
Certified that Mr. IKBAL KHAN is a student of MBA Final semester holding University Roll No.510919880 under the roll of my College, a University Study Centre of SIKKIM MANIPAL UNIVERSITY of Health, Medical & Technological Sciences, has completed his project entitled as A STUDY ON SALES OF ZEBRONICS UPS IN GUWAHATI Submitted in partial fulfillment of the award of the degree of Master of Business Administration (MBA) of the said University.

He has worked under the supervision of our Faculty Mrs. Kabita Dev Nath Dept of MANAGEMENT, Central IT College, Dispur. The Report submitted is genuine & no part of this report has been submitted anywhere for the award of any degree from any University.

He was sincere & obedient during his tenure of study having an amiable behavior & good character.

I wish him all the Best.

M. Hoque
Director

EXAMINERS CERTIFICATION

The project report of IKBAL KHAN entitled A STUDY ON SALES OF ZEBRONICS UPS IN GUWAHATI of Top Notch Infotronix (I) Pvt. Ltd is approved and is acceptable in quality and form.

Internal Examiner

External Examiner

Name:

Name:

STUDY CENTER CERTIFICATE

This is to certify that the project report entitled A STUDY ON SALES OF UPS OF ZEBRONICS (TOP NOTCH INFOTRONIX (I) PVT. LTD.) submitted in partial fulfillment of the requirement for the degree of Master of Business Administration of Sikkim Manipal University of Health Medical & Technological Science. IKBAL KHAN Registration No. 510919880 has worked under my guidance and that no part of this report has been submitted for the award of any other degree, diploma, fellowship or any other similar titles or prizes and that the work has not been published in any journal or magazine

Certified by

Kabita Dev Nath

Faculty of Management Science

DECLARATION
I hereby declare that the project report entitled A STUDY ON MARKETING STRATEGIES OF UPS OF ZEBRONICS (TOP NOTCH INFOTRONIX (I) PVT. LTD.) submitted in partial fulfillment of the degree of Master of Business Administration to SIKKIM MANIPAL UNIVERSITY, INDIA is my original work and not submitted for the award of any other degree, diploma, fellowship or any other similar titles or prizes.

Date: - 29 /11/2010 Place: - Guwahait

Ikbal Khan Roll no: 510919880

PREFACE
The submission of the project report is a part of the MBA Programme of the Department of Business Administration Central IT College (Dispur), under SIKKIM MANIPAL

UNIVERSITY of Health , Medical & Technological Sciences, India. This Project report of 60 days study conducted under -----Top Notch Infotronics Pvt Ltd The report has been prepared for the marketing Department of Top Notch Infotronics Pvt Ltd on a specially assigned Topic:
A STUDY ON SALES OF UPS OF ZEBRONICS

(TOP NOTCH INFOTRONIX (INDIA) PVT. LTD The Fact & Figure presented have been designed from primary data in the form of 1(one) Questionnaire. Some secondary information collects from articles in Journals & from Internet. All suggestion has been incorporated best on the findings of this report. Every effort has been made to present the information in a simplified from to present the information in a simplified from to aid corporation decision making.

ACKNOWLEDGEMENT
At the very beginning, I express my deep sense of gratitude to our college for giving me the opportunity to undergo project training in Top NOTCH INFOTRONIX (INDIA) PVT.LTD (ZEBRONICS). I am proudly obliged to Miss Kavita Dev Nath, the guide and faculty and Mrs. Reshmi Rekha Baruah HOD, Department of Management of Central IT College and to all our faculty members and staffs for imparting valuable guidance and enthusiastic encouragement during the course of the project without which it would be impossible for me to complete this project report. I am extremely grateful to the management of Top NOTCH INFOTRONIX (INDIA) PVT.LTD (ZEBRONICS) for giving the golden opportunity to conduct my project trainee in their organization. My heart will always remain grateful to Mr. Vinnet Dassani, Branch Manager and staff of the Top NOTCH INFOTRONIX (INDIA) PVT.LTD (ZEBRONICS) for the help, care and affection bestowed in spite of their busy schedule. I am also grateful to all the respondents who have spent their valuable time in responding to my queries.

With my sincere thanks to all.

A STUDY ON SALES OF UPS OF ZEBRONIC

PLACE OF WORK

: GUWAHATI CITY

ORGANISATION

: TOP NOTCH INFOTRONIX (INDIA) PVT.LTD

FACULTY GUIDE

: MISS KAVITA DEV NATH

ORGANISATION GUIDE: Mr. AMITABHA ROY.

LISTS OF TABLES
Table no. Contents Age group Top Brands Factors influencing purchase Kinds of customers Purchasing products Information Best schemes Recommendation Best three schemes Modes of communication Magazines mostly read Visit websites mostly Attend meets Technical training attended After sale service Better After sale service Modes of affiliation Features Brands that sold most

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19.

LISTS OF FIGURES
Figure no. Contents Age group Top Brands Factors influencing purchase Kinds of customers Purchasing products Information Best schemes Recommendation Best three schemes Modes of communication Magazines mostly read Visit websites mostly Attend meets Technical training attended After sale service Better After sale service Modes of affiliation Features Brands that sold most

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19.

CONTENTS
PART I
INTRODUCTION AIMS & OBJECTIVES LITERATURE REVIEW METHODOLOGY DATA ANALYSIS RECOMMENDATION CONCLUSION LIMITATIONS SCOPE PART II APPENDIX BIBLOGRAPHY REFERENCES

INTRODUCTION
A sale is the pinnacle activity involved in the selling of products or services in return for money or other compensation. It is an act of completion of a commercial activity. The seller - the provider of the goods or services - completes a sale in response to an acquisition or to an appropriation or to a request. There follows the passing of title (property or ownership) in the item, and the application and due settlement of a price, the obligation for which arises due to the seller's requirement to pass ownership. Ideally, a seller agrees upon a price at which he willingly parts with ownership of or any claim upon the item. The purchaser, though a party to the sale does not execute the sale, only the seller does that. To be precise the sale completes prior to the payment and gives rise to the obligation of payment. If the seller completes the first two above stages (consent and passing ownership) of the sale prior to settlement of the price, the sale remains valid and gives rise to an obligation to pay. This section provides an introduction and overview of the basic concepts of Sales. The Sales field is broad, complex, and dynamic, so no document can claim to be absolute in capturing every possible issue, policy, or procedure and remain current. The concepts discussed in this, are common, basic elements of a Sales System.

Sales are one of the most crucial functions of an organization. It is the principal, and often, the only revenue generating function in the organization. Sales have formed an important part of business throughout history and will continue to do so. A constant evolution has been witnessed in the sales function from the early Stone Age, through the Iron ages and the middle Ages to sales in the twenty-first century. The evolution of the sales concept can also be studied in terms of seven generations. In addition to helping an organization achieve its business goals, the selling function performs various other roles such as enhancing knowledge pertaining to the internal and external environments, developing positive relationships with customers, suppliers and distributors, and negotiating with customers to sell the company's products profitably. Despite the crucial role the selling function plays in the growth of an organization, sales has a rather negative image associated with it.

This can be attributed more to the misconceptions in the minds of the people rather than actual knowledge of the profession. The major objectives of a sales organization are to increase sales volume, contribute to profits, and attain longterm growth. For an organization to be successful, it is essential to integrate the sales and marketing functions so that coordination of activities can be achieved. Over the years, substantial changes have taken place in the selling environment, sparking a change in the sales function too. The various trends that have shaped

the sales function include shorter product life cycle, longer, more complex sales cycle, reduced customer loyalty, intense competition among manufacturing firms, rising customer expectations, increasing buyer expertise, electronic revolution in communications, and the entry of women into the sales force. Sales management is about leading the people and process your company uses to sell prospects and service customers. Responsibilities include

Building the right sales strategy Hiring the right team Creating the right compensation plans, territories and quotas Setting the right projections Motivating your team Tracking revenue against goals Resolving conflicts Training and coaching sales reps Managing processes Getting the sale!

Why is there a sales management chapter in the Marketing Process?

Your sales team is the voice of your company. In fact, your reps may be the only people with direct customer interaction. They may be responsible for prospecting, selling and managing existing customers. They control the dialogue with your market, gather feedback, and deliver on your value proposition and brand promise.

The sales team will make or break your marketing efforts. Even if youre not personally responsible for the sales team, its important to understand their role and draw on that knowledge to create better marketing programs. Sales and marketing serve one purpose: to generate revenue. They should be completely aligned in their understanding of customer needs, their messages, and the process they use to identify prospects, sell, close and manage. They should work together as a unit, providing valuable feedback to improve all of their strategies. When departments arent aligned, your company wastes time and opportunity. For example, when salespeople rewrite literature and tools to their liking, your messages are diluted and salespeople are doing something other than selling.

Small improvements in your teams skills and processes can often produce substantial results. Even great salespeople can benefit from coaching; if your team is struggling, theres room for improvement. And with the right attention to your pipeline and goals, you can make sure youre on track to hit your numbers and make adjustments as needed. Sales techniques A beach salesman showing necklaces to a tourist in Mexico A sale can take place through

Direct sales, involving person to person contact Pro forma sales Agency-based

o o o o o o o o

Sales agents (for example in real estate or in manufacturing) Sales outsourcing through direct branded representation Transaction sales Consultative sales Complex sales Consignment Telemarketing or telesales Retail or consumer Door-to-door methods hawking

Traveling salesman
o o

Request for proposal An invitation for suppliers, through a bidding process, to submit a proposal on a specific product or service. An RFP usually represents part of a complex sales process, also known as "enterprise sales". Business-to-business Business-to-business sales are much more relationship-based owing to the lack of emotional attachment to the products in question. Industrial/professional sales involves selling from one business to another Electronic
o o

Web Business-to-business and business-to-consumer Electronic Data Interchange (EDI) A set of standard for structuring information to be electronically exchanged between and within businesses

Indirect, human-mediated but with indirect contact

o

Mail-order

vending machine Selling technique Consultative selling Sales enablement Solution selling Conceptual Selling Strategic Selling Transactional Selling Sales Negotiation Reverse Selling Paint-the-Picture The take away

Sales methods:
o o o o o o o o o o o

The relationships between sales and marketing Marketing and sales differ greatly, but have the same goal. Marketing improves the selling environment and plays a very important role in sales. If the marketing department generates a list of potential customers, that can benefit sales. A marketing department in an organization has the goal increasing the number of interactions between potential customers and the organization. Achieving this goal may involve the sales team using promotional techniques such as advertising, sales promotion, publicity, and public relations, creating new sales channels, or creating new products (new product development), among other things. It can also include bringing the potential customer to visit the organization's website(s) for more information, or to contact the organization for

more information, or to interact with the organization via social media such as Twitter, Facebook and blogs. The relatively new field of sales process engineering views "sales" as the output of a larger system, not just as the output of one department. The larger system includes many functional areas within an organization. From this perspective, "sales" and "marketing" (among others, such as "customer service") label for a number of processes whose inputs and outputs supply one another to varying degrees. In this context, improving an "output" (such as sales) involves studying and improving the broader sales process, as in any system, since the component functional areas interact and are interdependent. Most large corporations structure their marketing departments in a similar fashion to sales departments and the managers of these teams must coordinate efforts in order to drive profits and business success. For example, an "inbound" focused campaign seeks to drive more customers "through the door", giving the sales department a better chance of selling their product to the consumer. A good marketing program would address any potential downsides as well. The sales department would aim to improve the interaction between the customer and the sales facility or mechanism (example, web site) and/or salesperson. Sales management would break down the selling process and then increase the effectiveness of the discrete processes as well as the interaction between processes. For example, in many out-bound sales environments, the typical process includes out-bound calling, the sales pitch, handling objections, opportunity identification, and the close. Each step of the process has sales-

related issues, skills, and training needs, as well as marketing solutions to improve each discrete step, as well as the whole process. One further common complication of marketing involves the inability to measure results for a great deal of marketing initiatives. In essence, many marketing and advertising executives often lose sight of the objective of sales/revenue/profit, as they focus on establishing a creative/innovative program, without concern for the top or bottom lines - a fundamental pitfall of marketing for marketing's sake. Many companies find it challenging to get marketing and sales on the same page. The two departments, although different in nature, handle very similar concepts and have to work together for sales to be successful. Building a good relationship between the two that encourages communication can be the key to success - even in a down economy. The biggest mistake many salespeople make is treating a successful sale like it is a finish line. They close the deal, deliver the goods and pick up their check. By failing to acknowledge the client has other needs or will buy that product again, a salesperson can fall short (not only for the client, but ultimately themselves). When dealing with large accounts it is critical to keep the cycle in mind. Too many salespeople lose control of their accounts after the sale is complete. They assume their job is done and the client will contact them when they are ready to buy again. Big mistake. This is a killer of customer relationships.

A large account can have their business issues change in a hurry (sometimes weekly). They may be looking to cut costs. They may be on a growth and revenue grab. Maybe their marketplace is shrinking. Perhaps they are relocating.

This doesnt mean you have to show up to your customer account on a weekly basis. But you had better be there enough to understand where their business is going. Monthly, quarterly or maybe just twice a year will be enough. You know your account better than anyone. You be the judge. The above diagram is an example of the sales flow. Each step is equally as important as the next. But keep in mind that each step can vary in complexity industry by industry. Weve been told that getting more sales is

all about your "activity," but is it? Our job as salespeople is to move as many qualified prospects through the sales funnel as quickly as possibleleading to more sales, better clients, and more income. The traditional sales funnel to attract new business has maintained the same structure for years. There's a wide opening at the top and a skinny tube at the bottom. The traditional prospecting method crams as many prospects into the top of the funnel as possible, hoping that new clients will magically pop out of the other end. The only thing that mattered was sheer activity.

COMPANYS PROFILE

INCEPTION Top Notch Infotronix India Pvt Ltd: established in 1997 with its head quarters based at Chennai, India has one of the Industrys widest lineup of products under Computers Peripherals and Consumer Electronics, encompassing a range that includes Computer Chassis, Power supply, Graphic Cards, LCD Monitors, UPS, Mouse, Keyboards, Headphones, Speakers, Portable Media Players, TV Tuners, Webcam, Accessories and Networking products under Brand "ZEBRONICS". Top Notch is also distributor for MSI Laptops, MSI Motherboard, MSI Graphic Cards and OCZ Memory Products.

PRESENT Over the years brand "ZEBRONICS" has grown into one of the leading & most trusted brand names in Computer Hardware & Peripherals and has become from 'OUR' to 'YOUR' Brand. Zebronics products are known for their "designer" aspect - Premium looks, Very Good Quality, at reasonable prices. In fact, the common thread that runs through the portfolio is Value for Money. The wide range of products is a big strength. For every product line, there are multiple options to choose from, whether in terms of features, designs or price. With a vast Network of Dealers and an ever growing number of Distributors in various parts of the Country "ZEBRONICS" has a diverse and ever growing product portfolio; which incidentally covers nearly the entire PC Component spectrum. We have set industry benchmarks for Indian companies by winning awards and raving reviews in many products like: Computer Chassis, Power supply, Graphic cards, Mouse, Headphones, Speakers and Portable Media Players. REACH Top Notch has considerably expanded its operations with regional offices in 27 major cities - Ahmadabad, Bangalore, Bhubaneswar, Cochin, Chandigarh, Chennai (Head Office), Coimbatore, Dehradun, Ghaziabad, Gurgaon, Guwahati, Indore, Jaipur, Kolkata, Ludhiana, Lucknow, Mumbai, Nagpur, New Delhi, Parwanoo, Patna, Panchkula, Pondicherry, Pune, Raipur, Secunderabad, and Surat. And we also have 50 Service centers covering the length and breadth of the country. These service centers provide support to consumers and more than 10000 Channel partners. We have not only covered almost every major city in India with our own brand Zebronics but have also brought renowned quality products to many small towns and villages in India.

INNOVATION Top Notch has an in-house Research and Development (R&D) Department, which monitors the latest developments in the field of technology and innovation and tests them to find the most suitable products and services for our market. Ensuring Quality of product & service, constant radical thought, our Dealers show faith in us as a brand and last but not the least our team's dedication has been the factor to our continuing success. Many innovative launches like Music for every pocket (our range of portable media players like MP3 DJ, Mupic, etc), Platinum Series, Diamond Series and Passion Series, there are no question about the innovative approach Top Notch has for Indian market. The product feedback from the Channel Partners & Consumers has always been preferred as a source of development. CORPORATE VISION Staying one step ahead of the market has always been our goal. Like other world-class companies, we are proud of our success, but we are never satisfied. At Top Notch, we are committed and working hard to deliver the innovative solutions our customer's need, building the framework for sustainable growth, going forward and staying "Always Ahead".

ABOUT THE TOPIC

Before starting any project work selection of the topic is very important. Because it shows the right path for running the project step. The name of my project topic is A STUDY ON SALES OF UPS OF ZEBRONICS (TOP NOTCH INFOTRONIX (INDIA) PVT. LTD Product preferences are likely to differ sharply across countries. E.g. same product of 3 brands with the strongest image present in the market and lack of awareness with any product preferences can lead a company into trouble

An insight into Vendors Preferences:- A survey of 50 sellers was done to

have an insight of the consumer preference. Most of the questions are briefly explained while the rest of the information are collected through the vendors is graphically shown so that it could be easily understood.

AIMS & OBJECTIVES

To analyze what factors mainly influence the consumer buying behavior To study the innovative things the organization can do to have a positive influence on ZEBRONICS. To conduct a market survey of ZEBRONICS. To study consumer perception regarding ZEBRONICS.

LITERATURE REVIEW
Author: Oskar Jerenius; [2010] Keywords: Finish printing industry; entering new markets; building net-works and relational theory; Abstract: The negative trend of newspapers reading gives the owner of several paper manufacturing companies in the West worries. Producers should be more concern to strengthen their market positions in order to maintain profitability in the paper mills. Holmen Paper is a medium sized paper mill company with all of their production in Europe. Sales are mainly made to printing companies operating in European countries. In order to strengthen their economic strength Holmen Paper needs to increase the market share in markets where they have the greatest profit margins. These markets are market near their production lines such as Sweden, Norway, Denmark and Finland. The Finnish paper market is one of Holmen Papers weakest markets and therefore the greatest potential to increase. The purpose of this study is to identify the potential for Holmen Paper to increase its market position in Finland. The work carried out by means of interviews of persons linked to paper purchase in a couple of Finnish printing companies. This is to investigate attitudes to change the paper supplier, what they think about the future of the company they work for and future of the sector in general. The literature review will discuss various theories of entering new markets that will be presented by three different approaches. The network theory is about how companies and individuals build and create networks that benefit the company and private persons. The relational theory has

been designed primarily to describe how the relationship works in various transactions. The competition theory explains tricks and ideas that create business advantage. This study shows that the Finnish printing industry is strongly linked to the domestic supply of paper grades from the Finnish paper manufacturers. Foreign companies must therefore work harder to gain market share and enter in the Finnish networks. Most Finnish printing companies have a positive view of their market segments. Holmen Paper has good prospects in the longer term, increasing its presence in Finland if the company is willing to invest more in personal meetings and competitive contracts. Author: Bobby Andersson; Aman Hailemariam; [2007] Abstract: Sales promotion has been in constantly growth since the 1960s and has today become one of the key factors in the promotional mix. The methods used have become more sophisticated and an increasing number of companies are realizing the importance of a well structured promotion strategy. The purpose of this thesis is to provide a better understanding on how sales promotion is used in B2B setting. In order to reach this purpose, research questions focusing on the objectives of sales promotion, as well as which sales promotion tools that were used were stated. Based on these research questions, a review of the relevant literature was conducted, resulting in a conceptual framework, which was used to guide this study's data collection. A qualitative, case study approach was used, using interviewing at an industrial company in Sweden as the primary data collection tool. The findings indicate that, although the individual objectives of the tools can be different they can still be used overall to lead to the same overall goal. It was also found that the focus

is not always on using sales promotion tools to generate sales, but to improve relationships. As for the tools used, it was found that there are commonly used sales promotional tools in B2B settings. More specifically, gift giving can be deemed inappropriate in certain contexts and should be used carefully.

METHODOLOGY
Research Design Sources of data
Research approach :

: :

Descriptive Primary/Secondary/Tertiary
Personal Observation and Interview

Research instruments : Sampling: Elements Extent : Sample size Duration Analysis of data : :

Questionnaires Greater Guwahati 50 Customers. 60 Days

: Analysis has been done on The basis of the

responses given by 50 retailers with the help of questionnaire

DATA ANALYSIS PART

1. Age group as under:A) 25yrs-35yrs B) 36yrs-45yrs C) 46yrs-55yrs D) 56yrs-above

SURVEY RESULT (Table 1)

25yrs-35yrs 36yrs-45yrs 46yrs-55yrs 56yrs- above 10 15 12 13

GRAPHICAL REPRESENTATION (Fig. 1)

25yrs-35yrs 36yrs-45yrs 46yrs-55yrs 56yrs- above

INTERPRETATION
The survey done from the sellers fall in the age in four slots i.e. 20% in 1st slot, 30% in 2nd slot, 24% in 3rd slot & 26% in 4th slot

2) What are the top 3 ups brands you recommend to customer? i) ____________ ii) ____________iii) __________ iv) __________

SURVEY RESULT (Table 2)

I Ball INTEX ZEBRONICS FRONTECH 10 12 11 15

GRAPHICAL REPRESENTATION (Fig. 2)

FRONTECH ZEBRONICS INTEX I Ball 0 2 4 6 8 10 12 14 16

INTERPRETATION
In my survey out of 50 respondents 20% sales I Ball 24% sales INTEX 11% sales ZEBRONICS and 30% sales FRONTECH.

3) What are the factors influencing your purchasing of branded products from the Supplier? i) User demand ii) Brand name iii) Margins iv. After sales support v) Quality vi) Price vii) Volume sales viii) Incentive ix) Feature

SURVEY RESULT (Table 3)

User demand Brand name Margins

After sales support

Quality

Price

Volume sales

Incentive Feature

GRAPHICAL REPRESENTATION (Fig. 3)

9 8 7 6 5 4 3 2 1 0

INTERPRETATION
In my survey out of 50 respondents 18% in User demand, 14% in Brand name 12%, in Margins, 14% in after sales support, 10% in Quality 10% in Price, 8% in Volume sales 4% in Incentive and 10% in features.

4) What are the kinds of customer who purchase products from you? ( ) Retailer ( ) Assembler ( ) End User ( ) System Integrator

SURVEY RESULT (Table 4)

Retailer 20 Assembler 7 End User 18 System Integrator 5

GRAPHICAL REPRESENTATION (Fig.4)

Retailer Assembler End User System Integrator

INTERPRETATION
In my survey out 50 respondents 40% customers are retailers, 14% are assemblers, 36% are end user and 10% are system integrator.

5) From whom do you buy your products from? I) Company ii) Distributors

SURVEY RESULT (Table 5)

Distributors 28 Dealer 22

GRAPHICAL REPRESENTATION (Fig. 6)

30 25 20 15 10 5 0 Distributors Dealer

INTERPRETATION
In my survey out 50 respondents 56% buy their product from Distributors and 44% buy their product Dealer.

6) How do you get the information for new product launches, Tech. Details / Commercial details?

i.) Advertising ii.) Websites iii.)Interaction with Distributors /Dealers/sales employee iv.) Mails v.) Any other_________

SURVEY RESULT (Table 6)

Advertising 15 Websites 10 Interaction with business people Mails 16 5 others 4

GRAPHICAL REPRESENTATION (Fig. 7)

Advertising Websites Interaction with Distributors Mails other

INTERPRETATION
From the diagram I found that 30% came to know from advertisement, 20% from websites, 32% from friends, 10% from mail & 8% by other means.

7) What kinds of intensive are best for you? i.) Cash Discount ( ) v.) Dinners ( ) ii.)Cash Prize ( ) iii.) White Goods ( ) iv.) Family Tours ( )

vi.)Other

SURVEY RESULT (Table 7)

Cash Discount 18 Cash Prize 10 White Goods 5 Family Tours 5 Dinners 3 Other 9

GRAPHICAL REPRESENTATION (Fig. 7)

Cash Discount Cash Prize White Goods Family Tours Dinners Other

INTERPRETATION
From the diagram. I found that 36% of the people like cash discount, 20% like cash price, and 10% likes white goods family tours, 6% like dinner treats and 18% like some other schemes

8.) According to you, which ups brands run major channel i.)_________ ii.)________ iii.)________

schemes?

SURVEY RESULT (Table 8)

IBOLL 10 NUMERIC 15 ZEBRONICS 25

GRAPHICAL REPRESENTATION (Fig. 8)

IBOLL NUMERIC ZEBRONICS

INTERPRETATION
From the diagram out 50 respondents 20% says IBOLL, 30% says NUMERIC
and 50% says ZEBRONICS gives major channel schemes.

9.) Can you name best 3 schemes run in the market with the vendor names? i.)________ ii.)__________ iii.)_________

SURVEY RESULT (Table 9)

Tours 15 Gifts 5 Cash discounts 30

GRAPHICAL REPRESENTATION (Fig. 9)

Tours Gifts Cash discounts

INTERPRETATION
From the diagram out 50 respondents, 60% like cash discounts, 30% like tours
packages & 10% like gifts.

10.) According to you, which is the best mode of communication for the schemes? i.) Flyers ii.) Advertising iii.) Mailers iv.) Direct Communications

SURVEY RESULT (Table 10)

Flyers 5 Advertising 5 Mailers 15 Direct Communications 25

GRAPHICAL REPRESENTATION (Fig. 10)

25 20 15 10 5 0 Flyers Advertising Mailers Direct Communications Series 1

INTERPRETATION
From the diagram out 50 respondents, 10% like Flyers, 10% like Advertising, 30% like
Mails & 50% like Direct Communications

11.) What are the different Magazines/ Papers you read? i.) CRN ii.) VAR India iii.) ITPV iv.) Compo bar v) DQ Week v) any other.

SURVEY RESULT (Table 11)

CRN 4 VAR India 5 ITPV 12 Compobar 19 DQ Week 4 6 Any Other

GRAPHICAL REPRESENTATION (Fig. 11)

CRN VAR India ITPV Compubar DQ Week Other

INTERPRETATION
From my survey I found that 8% read CRN and among them ITBP & Compubar are mostly read i.e. 24% & 38%.

12.) Do you visit/surf any of the websites for channel news if yes, which of these? i.) channeltimes.com ii.) Techtree.com iii.) ItVARnews.net iv.) others.

SURVEY RESULT (Table 12)

Channeltimes.com 12 Techtree.com 15 ItVARnews.net 8 Others. 15

GRAPHICAL REPRESENTATION (Fig. 12)

30 25 20 15 10 5 0 Channeltimes.com Techtree.com ItVARnews.net Others.

INTERPRETATION
From my survey I found that seller surfing 24% in channeltimes.com, 30% Techtree.com, 16% in ItVARnews.net & 30% in others

13.) Do you attend meets/gatherings like YATRA, CARE etc. or any multi vendor program organized by different media? Yes No

SURVEY RESULT (Table 13)

YES 20 NO 30

GRAPHICAL REPRESENTATION (Fig. 3)

Yes No

INTERPRETATION
From my survey I found that 40% says yes & 60% says no.

14.) Do you attend technical training organized by the principal companies? Yes____ No____

SURVEY RESULT (Table 14)

YES NO 20 30

GRAPHICAL REPRESENTATION (Fig. 14)

60 50 40 30 20 10 0 yes no Series 1

INTERPRETATION
From my survey I found that only 40% are taking positive response & 60% are not taking positive response

15.) What should be the lead time for after sales service (repairs etc?) ___Days?

SURVEY RESULT (Table 15)

7 days 0 15 days 0 21 days 0 1 month 3months 6months 1 year 0 5 15 30

GRAPHICAL REPRESENTATION (Fig. 15)

7 days 15 days 21 days 1 month 3 months 6 months 1 year

INTERPRETATION
From my survey I found that 60% demands1 year, 30% demands 6 months & only 10% demands 3 months for after sales service.

16.) What are the best modes of affiliations that you have received from vendor? i.) Certificates Endorsements ii.) Trophies iii.) Mementos iv.) Sign Boards/ Hoarding

v.) Advertising with vendors in local Media

SURVEY RESULT (Table 16)

Certificates Trophies 20 10 Mementos 5 Sign Boards etc 11 Advertising with vendors in local Media 4

GRAPHICAL REPRESENTATION (Fig. 16)

40 30 20 10 0 Certificates Trophies Mementos Sign Boards etc Advertising withvendors in local Media Series 1 Series 1

INTERPRETATION
From my survey report, I found that is 40% in Certificates, 20% in Trophies, 10% in Mementos, 22% in Sign Boards/ Hoarding Endorsements & 8% in Advertising with vendors in local Media

17.) What are the favorite features of different ups brands that you know? i.) Surge Protection ii.) Power Fluctuation leveling iii.) Network Transient and Phone Line Protection

SURVEY RESULT (Table 17)

Surge Protection 17 Power Fluctuation level 25 Network Transient 8

GRAPHICAL REPRESENTATION (Fig. 17)

Surge Protection Power Fluctuation level Network Transient

INTERPRETATION
From my survey report, I found that 34% knows about surge protection, 50% knows about power fluctuation and Very less people know about network transient.

18.) What are the main ups brands that you have sold in the past three months? (In %)

SURVEY RESULT (Table 18)

Tech com

Numeric

Microtech

Zebronics

Frontech

Intex

10

10

GRAPHICAL REPRESENTATION (Fig. 18)

10 8 6 4 2 0 Tec com Numeric Microtech Zebronics Frontech Intex

INTERPRETATION
From my survey report, I found that 16% sold techcom,18% sold numeric, 12 %microtech,16% zebronics sold, 20% sold frontech and 20% sold intex in past three months.

19). which vendors offer better after sale service?

SURVEY RESULT (Table 19)

NUMERIC 12 FRONTECH 14 ZEBRONICS 10 INEX 14

GRAPHICAL REPRESENTATION (Fig. 19)

NUMERIC FRONTECH ZEBRONICS INEX

INTERPRETATION
From my survey report, I found that out of 50 says Numeric 24%, says 28%, says 20%, says 28%

QUESTIONNARIE ON RESEARCH WORK

I Mr. Ikbal Khan, a final year student with specialization in Marketing Management (MM) of CITC doing a project titled: Study on sales of UPS of ZEBRONIC in partial fulfillment of the requirements of MASTER OF BUSINESS ADMINISTRATION of SIKKIM MANIPAL UNIVERSITY India. So, I am requesting you to fill up this questionnaire. The information you provide will be completely anonymous.
Name: Company: E-mail ID: Age:

1.) What are the top 3 ups brands you recommend to customer? i.)_________________ ii.)_________________ iii.)__________________ 2.) What are the factors influencing your purchasing of UPS from the Supplier? i.) User demand ii.) Brand name iii.) Margins iv.) After sales support v.) Quality vi.) Price vii.) Volume sales viii.) Incentives ix.) Any other (feature) ___________

3.) What are the kinds of customer who purchase products from you? And the corresponding Revenue contribution by different customer profile in terms of percentage? ( ) Retailer ( ) Assembler ( ) End User ( ) System Integrator

4.) What are the kinds of customer who purchase products from you? ( ) Retailer ( ) Assembler ( ) End User ( ) System Integrator

5.) How do you get the information for new product launches, Tech. Details / Commercial details? i.) Advertising Distributors Any other_________ ii.) Websites iii.)Interaction /Dealers/sales employee iv.) Mails with v.)

6) What kinds of schemes are best for you? i.) Cash Discount ( ) iv.) Family Tours ( ) Specify) ii.)Cash Prize ( ) v.) Dinners ( ) iii.) White Goods vi.)Other (Please

7.) What kinds of intensive are best for you? i.) Cash Discount ( ) ii.)Cash Prize ( ) iii.) White Goods ( ) iv.) Family Tours v.) Dinners ( ) vi.)Other

8.) According to you, which ups brands run major channel schemes? i.)_________ ii.)________ iii.)________

9.) Can you name best 3 schemes run in the market with the vendor names? i.)________ ii.)__________

10) What are the different Magazines/ Papers you read? i.) CRN channel connect vi.)PC Quest ii.) VAR India vii.) DQ Week iii.) Express Computers iv.) Chip v) Digit vii.) Any Others_____

11) Do you visit/surf any of the websites for channel news if yes, which of these? i.) channeltimes.com others______ ii.) Techtree.com iii.) ItVARnews.net iv.)

12) Do you attend meets/gatherings like YATRA, CARE etc. or any multi vendor program organized by different media? i) Yes ii) No

13) Do you attend technical training organized by the principal companies? Yes____ No____

14) Do you attend technical training organized by the principal companies? Yes____ No____ ___Days?

15.) What should be the lead time for after sales service (repairs etc?)

16.) What are the best modes of affiliations that you have received from vendor? i.) Certificates Endorsements ii.) Trophies iii.) Mementos v.) Advertising with media iv.) Sign Boards/ Hoarding

17) What are the favorite features of different ups brands that you know? i.) Surge Protection ii.) Power Fluctuation leveling iii.) Network Transient and Phone Line Protection 18.) What are the main ups brands that you have sold in the past three months? (In %)

19). which vendors offer better after sale service? NUMERIC FRONTECH ZEBRONICS INEX

MAJOR FINDINGS
o Promotional works are more introduced e.g. more advertisement. o Sellers is mainly durability conscious o Maximum customers preferred low cost maintenance & less consumption

electricity o Incase of IT products 60% of customers want branded brands. o According to my survey report almost i.e. 80% of the seller likes

after

sale service of our company o Promotional means is done very less in our company and so the company

is lacking i.e. appoint a brand ambassador. o Very less vendors have brand awareness as they do not attend companys

training program. o Company should improve the after sale service to satisfy vendors.

RECOMMENDATION

Incentives & Discounts should be given to resellers so that the direct marketing can be increased. Although quality ranked middle in the factor of influence, yet emphasis should be laid on good quality. Schemes like Cash Discount, Cash Prize, White Good, Family Tours and Dinners should be provided to potential sellers.

Seller should be given a grace period for payment.

Durability plays a very important role, so the products should be designed attractively to attract customers. The training should be given to all the sellers at their own convenience.

Promotional means like appoint a Brand Ambassador, Ads in T.V etc should be done to promote companys product image.

CONCLUSION

Doing project is a well establish IT product is not a difficult task. During the entire project, it brought into light many unknown, unseen an ignore aspect of Zebronic. It also found that Zebronic is well known to the seller in the competitive market. Though it has face competition with FRONTECH, INEX, TECHCOM even then, they have able to attract the large numbers of customers. And to my knowledge if the company goes through the findings and recommendation they can improve their sales and position.

SCOPE OF THE STUDY

1. The Project was conducted within geographical area of Guwahti city. 2. Sample was conducted from 50 samples.

3. The Random sampling technique was chosen form IT vendors

BIBLOGRAPHY
Marketing Management.......................... Philip Kotlar

Marketing Management Ramaswami Namakumari

www.goggle.com

www.zebronics.net

http://www.bizmanualz.com/sales_marketing_process/sales_marketing_tactics_intr o.html.