HCL INFOSYSTEMS LTD.

Sales Management Assignment

Sales territory and sales quota of HCL INFOSYSTEMS
LTD.
Submitted By
Nidhi singh
Nandini

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

Name

Designation

Ajay Vohra

Director

Dhirendra Singh

Director

Dilip Kumar Srivastava

Additional Director

Harsh Chitale

CEO

Harsh Chitale

Managing Director & CEO

Kaushik Dutta

Independent Director

Nikhil Sinha

Non Executive Chairman

Pawan Kumar Danwar

Additional Director

Pradeep K Khosla

Director

Premkumar Seshadri

Executive Vice Chairman

Sandeep Kanwar

Chief Financial Officer

Sangeeta Talwar

Independent Director

Sanjeev Sharma

Ind.& Non Exe.Director

Suresh Kumar Jain

Co. Secretary & Compl. Officer

Suresh Kumar Jain

Secretary

V N Koura

Director

Company branches
Regional Offices
S.NoZone

Region

Central MP, Chattisgarh

Location

Address

Bhopal

HCL Infosystems Ltd, Sf-3, 3rd floor, B-Block,

Mansarovar
complex, Opp. Habibganj Railway station, Bhopal462016

North

UP

Lucknow

8-B, Faizabad Road, Mahanagar, Opp. Dua Ka

Ghar,
Near Central Bank of India, Lucknow-226007

North

Delhi NCR, Haryana

Noida

B-26, Sector 8,

S.NoZone

Region

Location

Address
Noida

North

Punjab, Himachal
Pradesh

West

Mumbai, Rest of
Maharshtra,
Ahmedabad

East

Bihar, Jharkhand,
Orissa

Chandigarh

HCL Infosystem LTD, ITC Plot No3,

Sector 67, Mohali, Punjab-160062

Mumbai

HCL Learning, HCL Infosystems Ltd., HCL Tower,

Marol-Military Road, Marol, Andheri-East,
Mumbai59

Ranchi

HCL Infosystems Ltd, 191-C, Vidyalaya Marg,

Road No-2, Ashok Nagar, Ranchi-834002,
(Jharkhand)

East

West Bengal, North

East

Kolkata

HCL Learning, HCL Infosystems Ltd., Infinity

Benchmark, 14TH Floor,
G-1, Block EP & amp GP, Sector-V, Salt Lake City,
Kolkata-700091

South

Tamil Nadu, Kerala

Chennai

HCL Infosystems Ltd., Habeeb Towers No:196

Vasan Avenue, Annasalai, Chennai-600002

Bangalore

HCL Infosystems Ltd., I Floor, Langford Avenue

No.14,
Langford Garden, [Near Richmond Circle],
Bangalore-560025

Hyderabad

HCL infosystems Ltd., HCL Learning Division, HCL

Towers No.44,
Dwarakadas Colony, Chikoti gardens, Begumpet,
Hyderabad500016

South

10 South

AP, Karnatka

AP

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

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

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

Product

Description

Hand Held Terminal

A mobile Hand Held terminal for usage in Financial Inclusion

project with Biometric identification, online connectivity and
Smart card based transactions

Thin Client

A GUI based client for use in server based computing

environment; Cloud Ready Thin Clients A new series for
supporting Cloud Infrastructure

PC Projector

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

Kiosks

Touch screen based Self service Information and Transaction

kiosks

Video Display
Terminal (VDT)

Video terminal for users in Unix Machines; Motorola 68000

processor based design running at 10MHz.

Terminal Server

A product to connect serial devices on the LAN network; NetARM

processor based design running at 50 MHz.

Key Board
(Mechanical)

107 Mechanical Keyboard with switches with life of 50 Million

operations; Got Microsoft HWQL certificate

OSS Tefilla MAGNet

Manage and Monitors all elements in the GSM Network of any

Telecom Service provider like, BSNL, MTNL, Indian Air force,
only few MNC having this Software. Apart from revamping of
code additional features likes NGOSS compliance, Policy based
system SOA architecture, MPLS support, Static NE Modeling,
Report builder etc.

NMS Network
Management
Software (ITSM)

Manage and Monitors all elements of any IP network, OS, Data

Base Neutral Total IP will be Indian; additional features Cloud
enablement

HCL HPC

HPC is today's Supercomputer Solution using off the shelf

components. Additional features: Infiniband, parallel file systems
support which is must for Petaflop class supercomputers; Grid
enablement etc.

FIT-Embedded Micro
ATM S/W for
Financial Inclusion

Handheld based Embedded Application capable of

processing Financial Inclusion Transactions with secured
biometric authentications, smart card, printer, made especially
for Financial Inclusion and under RBI, IDRBT, UIDAI etc.
guidelines

Disaster Recovery &

Management Soft
(PIDR, HDMS, ESMS,
HAMS)

PCs and Servers are going through Continuous Technology

changes and providing Newerv, Wider, Faster Solutions and
Experiences. It is thus imperative for all Manufacturers to
Continuously Research and adds New Features, Upgrade
Technology etc., so that we can successfully compete in market.
Also native Indian PCs with home grown software is of vital
importance to Security and Defense Establishments to Prevent
hacking.

Bilinguality

Bilingual, Tri-lingual software methodology to meet requirements

of OLA, 1968

Total Branch Automation, Centralized Banking software, Pension

Management system. Retail lending-score based, consolidation
BancMate TBA,CBS,
of Distributed and centralized CBS, Product for financial inclusion,
Pension, retail, SFMS, Primary agricultural cooperative society, SFMS management
RTGS, FCS, FI, NREGA system, RTGS management system, FCS management system,
national rural employment guarantee scheme, remote access
systems
Offmate, Offmate RTI Document Management System, RTI management system
HrMate (EmpSol)

Human Resource Management

mBanc

Mobile Banking

eVitran

Proposal Tracking System, Public distribution system

ezTax

Excise and Service Tax Management System

Cqure

Credit Quality Review and management audit review

BancScan

Enterprise wide MIS reporting system

TouchMate

Kiosk Management System

BancR

Banc reconciliation

iBanc

Internet Banking

iATM

ISO 8583 based Interface for ATM's

CallMate

Call Management Software

HCL ME UI

UI components for HCL ME Tablet Android Launcher, Widgets,

Boot Animation sequence, Live wallpapers, Themes

HCL ME Apps Suite

App for syncing content with Desktop, HCL Touch

HCL ME OS

Android 2.3 based OS supported on HCL ME Tablets (Telco

drivers, PC connectivity, Device updates, UI integration)

HCL Order & Billing

App

This app will allow tablet-based customer ordering and billing for
restaurants and shops

Phone Appliance for

Senior Citizens

To provide senior citizens with an easy-to-use phone interface

Medical Appliance

To help patients record medical readings such as blood pressure,

blood sugar

Ambulance
Appliance

To enable monitoring and reporting critical patient parameters

SFA Appliance for

BFSI

To enable Sales Force Automation for credit card agents, loan

agents, insurance agents

SFA Appliance for

Pharmacy

To enable Sales Force Automation for pharma sales

representatives
Distribution

channel
HCL Infosystems Ltd, with revenue (LTM) of US$ 2.0 billion (Rs 10,840 crores) is India's premier
hardware, services and ICT systems integration company offering a wide spectrum of ICT products that
includes Computing, Storage, Networking, Security, Telecom, Imaging and Retail. HCL is a one-stop-shop
for all the ICT requirements of an organisation. India's leading System Integration and Infrastructure
Management Services Organisation, HCL has specialised expertise across verticals including Telecom,
BFSI, eGovernance & Power. HCL has India's largest distribution and retail network, taking to market a
range of Digital Lifestyle products in partnership with leading global ICT brands, including Apple, Cisco,
Ericsson, Kingston, Kodak, Konica Minolta, Microsoft, Nokia, Toshiba, and many more. HCL today has
India's largest vertically integrated computer manufacturing facility with over three decades of
electronic manufacturing experience & HCL desktops is the largest selling brand into the enterprise
space. With India's largest ICT services network that reaches to every corner of India, HCL's award
winning Support Services makes it the preferred choice of enterprise and consumers, alike.

Average Daily Sales Calculation at HCL:

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

Daily Sales :

Average Daily Sales = Annual Sales / 365

Average Daily Sales = Monthly Sales / 30

Total Sales Calls

Customer Size
Less than
20000
20000 - 50000
50000 - 70000
More than
70000

Call Frequency

Accounts Number of Calls / Year

1 call / month
2 call / month
3 call / month

100
400
700

1200
800
2100

1 call / quarter

1200

4800

Marketing strategy
Finally a quality, branded PC that was affordable. The launch of HCL ezeebee,revolutionized the Indian
PC market. A quality of PC available at just rupees 399/- per month. The advantage of owning an
HCLezeebee is its quality and reliable after salesservice. HCL with its service location all across the state
and country offers customersthe comfort of trouble free operation of its system, where ever they may
be. All the component used in HCL ezeebee are selected from the best manufactures in the world and
are tasted to make sure they work in tropical climates.

There are Product, Price, Place, Promotion, Process,Packaging and Personal. HCL concentrate on all
aspects, thats why HCL has very goodhold on Indian market. It understands the mindset of Indian
customer very well becauseof it is a India based company. Strategy only then success when it made to
according tocustomer need and preference.So an overview of marketing strategies, which HCL uses to
continue its way behind success, is discussed here.
1. For product planning:
[a] HCL take decision their existing product along with future products. This is thecontinuous process,
which is done by top management of HCL.[b] Then they research the product by research department.
Research & DevelopmentDepartment.[c] New product launching and product renovations is an activity
which takes placecontinuously here.
2. Management Information System

In this step they collect the details about competitors product. They saw the pricing, features, quality,
Advertisement, Packaging, and Promotion of those particular products. It is necessary to have a good
Information system to understand the consumer mind batter.
Market Segmentation
We know that market segmentation means dividing market into distinct group of buyers with deferent
needs characteristic is or behavior. Who might require separate 25 product or marketing mixes?It refers
to large heterogeneous market in to with smaller homogeneous parts inorder to select any one out than
in which the company thinks it can satisfy customer moreeffectively different product for different
segmentation. There are different classes peopleare living HCL, like....1.Lower middle
class2.Middle class family3.Upper middle class family4.Higher class family5.For larger the target is fulfill
by the help of advertisement and PromotionalEvents. Now HCL is targeting to those customers who use
to see dream about it bylaunching its new Computer at just Rs. 9999
Research and Development
Highlights

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

Carries out research leading to development of technologies to enhance mobile computing

experience and create new usage models of Tablet PCs

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

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

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

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

Factors to be considered when designing territories

In setting up or designing sales territories, these 4 steps must be followed:
1. Selecting a basic geographical unit
2. Determining sales potential in control unit
3. Combining control unit into tentative territories
4. Adjusting the coverage difficulties and reallocating tentative territories.

Assigning to territories
Some sales persons can handle large territories and the travel associated with them, some territories
require experienced salespeople, and some are best suited to new people. There are few factors a
manager needs to consider when assigning both new and experienced people to territories.
In todays complex selling situation, the presence of a well thought out daily and weekly route plan is
required for effective management. The following may considered basic route patterns of a territory.

The 7 Steps of the Sales Process

1. Product Knowledge
This step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person. When one is
extremely well versed in a particular product especially a technical one, it is easy to get caught up in a monologue of all the
great features it provides.

2. Prospecting
Prospecting, just as the word implies, is about searching for new customers. Like product knowledge, this step may seem fairly
straight forward but upon closer examination it becomes more complex. The key to prospecting effectively is knowing where to
dig and what to look for. Its also important to distinguish between a lead, a prospect, and a qualified prospect. The most
important element in this step is to create a profile of existing customers. This may have been done at your company, but have
approach tactics (step3) been tailored to match each profile. For instance, you may have identified the following major market
segments: State Governments, County Governments, Consulting Firms, Federal Agencies, Utilities, Universities, but have you
fully profiled each of these in order to adjust marketing tactics appropriately? A direct mail, seminar invitation might work well
to generate State Government leads, but will it be effective in developing Consulting Firm leads? For each market segment do
you really know what the ideal customer looks like? These questions should be answered fully in the Tactics portion of a
marketing plan.
3. The Approach
This is where the rubber meets the road in the sales process. For our present purposes lets consider the approach in the
context of a sales call rather than lead generation (i.e. the difference between a mass mailing and a telephone call). This is the
step where you begin to build a relationship and the intelligence gathering continues (it started with prospecting). A good
approach is crucial to sales success because it will either identify you as a bothersome salesperson and cause a prospects guard
to go up, or it will identify you as an obliging salesperson with something of value to offer.
4. The Needs Assessment
This is arguably the most important step of the sales process because it allows you to determine how you can truly be of
service. To be a highly effective salesperson, that is to sell to the prospects needs, you first have to understand what those
needs are. This means you must think in terms of solving a prospects problem. The only way to do that is by asking lots of
questions.
5. The Presentation
Remember the discussion in step one, focus on benefits rather than features? If you consider your product/service in terms of
how it benefits the customer, your presentation will be a focused and relevant dialogue rather than a self aggrandizing
monologue. Nothing is worse than a sales presentation which proceeds from the sellers perspective. This is why the needs

assessment is so important and why it will ideally flow in and out of this step. A good needs assessment allows you to tailor
your presentation to your audience, and keep it interactive.
6. The Close
Eighty percent of sales are lost because a salesperson fails to close. Closing is about advancing the sales process to ultimately
get an order. What you are trying to sell at each stage may be different. For example, a close early in the sales process may be
to get an appointment to discuss your product/service, in that case you are selling an appointment not a widget. In a later stage
you might need to meet with a committee, in that case what you are selling is a meeting. Seeing the sale process in this light
takes a little pressure off of each encounter and makes things a bit more manageable. But dont be lulled into complacency, you
must ultimately ask for the order and no sales conversation should ever end without an agreement to some next step
7. Follow-up
Good follow up will double your closing ratio. When a sales person makes contact with a prospect a relationship has been built,
and follow up is how it is nurtured. Staying at the forefront of a prospects mind requires persistence and should not be
confused with being bothersome. This is why its important to get agreement on some next step each time there is contact.
Follow up therefore should never end. The pace may slow but it will never end. When a sale is made, then a new type of follow
up begins.

Calls and Meetings

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

Your big objective here is to not let the person youre contacting forget about you. The way you do this
is by merely stating that you havent heard from them lately. You can compliment them on their
business or simply suggest that the two of you should talk later.
Opening the Sales Call
Always start off a sales call by covering three things: 1. Gain a clear understanding of the amount of time
the call will take. 2. Make sure the customer knows what the objective of the call is. 3. Relate the reason
for the current sales call to the previous sales call you had with the person, or to information you may
have sent them.
Connecting the current sales call to something previous gives the customer the comfort of knowing you
remember fully everything that may have already occurred. This also gives the customer the comfort of
knowing you respect their time and that whatever is decided in this current meeting will be acted upon
by you

Recommendations:
The only solution to the hurdles is that the Sales person either plan or forecast their jobs to
ensure that the right type of materials are available with them well in advance or ensure that
they stock a substantial amount of stock of all the various consumable that they anticipate to be
consumed by them for the future jobs. Both these solutions are not possible for various practical
and financial reasons. This is where HCL infosystem ltd. comes in to play a major role in
providing a concrete and financially viable solution to its customers.

Conclusion of the Visit:

Hcl infosystem ltd. adopts key marketing strategies where the products are well received in the
market basically because of the quality and the pricing factor. Further the company has been
able to develop products which can directly compete with imported products available in the
market.
Hence the twin advantage of economical cost with equivalent quality to imported products has
made many reputed customers to switch over to Hcl.