SUBMITTED BY

SARITA KESHARI

B.Com Final

SAI COLLEGE WAIDHAN

AFFILIATED TO APS UNIVERSITY
REWA
2019
 PREFACE

In the personnel scenario of globalization, it has become mandatory to acquire

practical training and knowledge to fit with the up gradation of the technology
level and increasing competition. One must have a practical view and experience
of various theories and concept of person conceptually but the operational
knowledge is gained by practical training and hence training not only prepares a
person to face the actual situation but also allows him to see the application of
theoretical concept. As a part of B.Com Final year course, it is required to make a
project report on "Marketing".
 ACKNOWLEDGEMENT

I take this opportunity to place on record my grateful thanks and sincere gratitude
to Kailash Sir & all those who gave us valuable advice and input for my study. My
study could not have been completed if I had not been able to get the reference
material from them.

I am thankful to sir for allowing me to undertake this study. I am deeply indebted

for his supervision and guidance without which this work would not possible.

Last but not least, I would also like to express my thanks to my family and all my
friends for their valuable suggestion at every point of the time.

SARITA KESHARI
B.Com Final
Sai College Waidhan
 DECLARATION

I, Sarita Keshari student of B.Com Final of Sai College Waidhan

hereby declare that the project report entitled “Marketing"is the
outcome of my own work and the same has not been submitted to
any university/institute for the award of any degree.

Date SARITA KESHARI

 CONTENTS
1. Introduction………………………………………………….6
1.1 Aims and Objectives…………………………………………………7
1.2 Structure of Report ……………………………………………….....8

2. Literature Review of Product……………………………….9

2.1 EPABX (Siemens HiPATH 3000)…………………………………
9
2.2 Video Conferencing system……………………………………….20
2.3 Wireless LAN………………………………………………………………….25

3. Data Collection & Research Methodology…. ……………26

4. Data Analysis & Interpretation…………………………...32

5. Conclusion ……………………………………….............45

6. Operational Effectiveness of Study……………………..47

7. Recommendations ……………………………………….48
 Introduction Chapter1
I Sarita Keshari, have the privilege of doing my project at Siemens ltd, which is a
very vital part of our curriculum, during the course of my training. I had the
opportunity to interact with many people of diverse fields, which have enriched my
knowledge quite further.

Here I declare that the project is my own and authentic attempt of Communication
Systems marketing. I have learnt the practical and experimental knowledge of
marketing which could have been possible with theoretical knowledge alone. I am
indebted to Siemens Communications Pvt. Ltd to give me a chance of marketing
experience. In my project I got operational knowledge which would be great help
to in my future career.

The report involves the analysis of data related to the communication systems in
Jabalpur territory with special reference to Siemens Communications Pvt. Ltd.
collected through survey method. I am fully satisfied with my research as it is my
serious attempt in the field of marketing. The data for analysis has been collected
through survey method from schools, colleges, hospitals, hotels, Government
offices, commercial organizations like banks, insurance companies, financial
houses etc. The data collected through survey has analyzed and the results have
reported in the graphical form in the data interpretation chapter for easy
understanding.
Further, the conclusion and suggestion are found out which have been report in the
conclusion and suggestion chapters.

1.1 Aims and Objectives

Aim : A market study of communication systems in Bhopal territory

with special reference to Siemens Limited.

Objectives :

1. To find product requirement in the market.

2. To find product life.

3. To find new technological aspect.

4. Service availability to the customer.

5. Local support

6. Competition status
1.2 Structure of Report

The report has been divided into chapters, the first one being the introduction
which gives brief information of the project report together with its aims and
objectives. The second chapter involves the literature survey related to EPABX,
video and audio conferencing systems, WLAN etc has been carried out which was
necessary for the accomplishment of the project. The third chapter deals research
methodology followed and tools adopted for data collection. The fourth deals with
the data analysis and interpretation. The fifth chapter is the conclusion of the
research work carried out. The sixth chapter is on operational effectiveness of
study. The seventh chapter is on the recommendations.

My training is from period of June- July 2008

 Training period.
 Classroom training.
 Market survey.
 Survey analysis.
 Literature Review of Product Chapter 2
Siemens AG (Berlin and Munich) is a global powerhouse in electronics and electrical
engineering, operating in the industry, energy and healthcare sectors. The company has
around 400,000 employees (in continuing operations) working to develop and
manufacture products, design and install complex systems and projects, and tailor a wide
range of solutions for individual requirements. For over 160 years, Siemens has stood for
technical achievements, innovation, quality, reliability and internationality.

In India, Siemens Ltd was established in 1928. There are about 4500 employees in India.
It has got branches in Aurangabad, Goa, Joka, Mumbai, and Nashik. It has got annual
turnover of Rupees 14245 crores. The company is manufacturing and exporting products
like electric products, systems, services, mobile devices, telephone/epbx, telephones,
software development products etc.

The scope of this report is limited of market survey of communication systems like
telephones, EPABX (Electronic Private Automatic Branch Exchange), video and audio
conferencing systems data products and wireless LAN (WLAN). The literature review
has done on the products involved in the market survey of communication products like
EPABX.
EPABX
PBX (Private Branch Exchange) is a privately owned telephone switching system
for handling multiple telephone lines without having to pay the phone company to
lease each line separately.

Normally a telephone line is connected to the phone company’s local central office
through “a trunk”. The central office is responsible for routing incoming and
outgoing calls. It also provides others services like voice mail, call forwarding,
caller ID and so on. For this service the phone company receives a monthly fee. A
company requiring dioxins or even hundreds of phones would quickly incur a very
large phone bill.

A PBX essentially takes the place of the phone company’s central office within the
company by acting as the exchange point, routing calls. With a PBX in place, each phone
only needs an extension, not a phone number, and the PBX handles all calls made from
desk-to-desk within the company.

When an outside call is required, an access number is dialed first, usually a “9”(in the
united states). The PBX then transfers the call too the phone company’s central office.
From there the call is routed normally.

A PBX reduced cost because the company only pays for the number of lines liable to be
connected at any given time to the outside. If a company has 100 telephones, it’s unlikely
everyone will be making an outside call at once. Perhaps only 10% will require an
outside line at any given time. Therefore the company would lease 10 lines from the
phone company rather than 100.
PBX systems can be bare bones or feature-rich, depending on what the customer is
willing to pay. Voice mail, call forwarding, conferencing, inter coming, and transferring
are just some of the options available.

A significant feature of a PBX is control over the numbers that can and cannot be dialed
from within the system. This can prevent calls abroad, to 900 numbers, or to other costly
numbers that would be available without the system in place.
Small PBXs that can be used in a home or small business can be purchased for about
$100-$1,000USD, depending on features. Larger PBXs handling 5 to 75 lines start at
about $1,000 and can go as high as $10,000 robust systems handling up to 20,000 lines
are also available. These systems start at about $10,000 and can range up to ten times that
amount. Asterisk, a promising free and open source version of PBX software is currently
being developed; running Asterisk on a dedicated computer along with switching to VoIP
can save you even more on your monthly phone costs.

Well known PBX systems include Avaya’s definite series (System 75 and system 85) and
Noerhwen Telecom Meridian systems. Mitel, Siemens and NEC are among other popular
PBX manufacturers.

The terms “PBX” and “Key” both refer to hardware that enables several telephones to be
connected to a smaller number of telephone lines. The term “Key” is originally used to
describe the manual keys or push buttons on systems like the 1A series key telephone.
The key telephone system is a direct evolution from having multiple phone sons the desk.
The earliest system had a series of “keys” (switches) mounted in a box, which allowed
one to choose which of several lines was connected to the phone. One position of the key
“hung up” the line while another connected it to the phone.
Private Branch Exchange (PBX) is a private telephone network used within a company.
Users of such network share a certain number of external lines for making outside calls.
This is typically less expensive than connecting an external telephone line with every
telephone in an office.

A PBX consists of a switch box and punch block located where their telephone lines
come into the building. Usually this PBX system is device tucked away in an obscure
closet together with rest of telephone infrastructure. PBX telephones have an identity of
their own. They are extensions with a unique extension number. Each has access to the
PBX. The PBX actually switches calls through itself based on the users demands, not
based on a pre-configured wiring plan. Station-to-station calls as well as station-to-trunk
calls are possible.

Modern business telephone systems cab still generally is categorized as key systems or
PBXs. Note that the advanced features available on many modern key systems cab blur
the difference unless one looks carefully. Electronic PBX wiring form PBX to phones is
typically 4 to 8 wires using RJ-45 modular telephone jacks.

These are not usually standard telephone wires (can be similar to normal lines in some
systems). Even alien from a simple analog PBX is typically referred to as a dry pair. Dry
refers to the lack of DC current or ring voltage found on regular phone lines. In additions
to this there can be another pair that carries the control information and power to
telephone.

On an electronic PBX telephone, two wires are often used as control lines, which send
key press data to the PBX, and ringer and LED data back to the phone. This control
information is required to set up or answer a call. On a digital PBX, your voice is
 converted to data right in the base of the phone. This kind of specialized digital handsets
in either case is not possible to use normal POTS telephone or normal telephones
recording accessories with PBX lines. You need special phones supplies by PBX
manufacturers. If you want to record the calls, you need to do it through the handset cord
of your telephone. There are also some PBX systems, which provide normal analogue
line connection to the lines form the PBX Network PBXs now generally support standard
analog telephones, rather than requiring specialized digital units. Whenever working with
PBX system lines, make sure you know what kind of phones are used in this particular
system. There are different kinds of PBX systems in use. The most well known acronyms
you might encounter are:
PABX (Private Automatic Branch Exchange): is a telephone exchange operated within an
organization, used for switching calls between internal lines and between internal and
PSTN can route calls without manual intervention, based entirely on the number dialed.

 EPABX (Electronics Private Automatic Branch Exchange): EPABX is a PABX

system which is built using electronic controlling and signal switching (to differentiate
them from some old relay based designs)
 PNX (Packet Network Exchange): A communication-switching platform that
combines PBX and VoIP functionalities.
 PMBX (Private Manual Branch Exchange): In some old companies the might still
be PMBX, which involves company-employed operations manually switching each call
using a manual switchboard.

FEATURES LIST OF THE NEW EPABX (SIEMENS HIPATH 3000)

Quality of customer care is key to the success of the business. One wants to be constantly
available for the customers and the phone is the core means of communication. Therefore
one needs an economical solution with sufficient flexibility to grow with the business.
With HiPath 3000, Siemens offers you a range of high performance communications
systems that fit perfectly to your communications requirements.

A whole host of convenient features supports all phone-based communications processes

– at every workstation and in every working environment. Hipath 3000 systems enable
the full performance spectrum of ISDN to be put to use regardless of company size.
Integrated call distribution is already prepared for statistical evaluation. Should an
individual extension are temporarily unoccupied, both the team function and the
integrated voicemail, with up to 24 mail boxes, ensure that no call is lost. Hipath 3000
ensures trouble free call management. All of which serves to make telephony not only
more convenient, but also more efficient.

A huge array of of solutions means that the full performance range of the HiPath 3000
communications systems can be individually tailored to suit the specific communication
needs. The relevant applications must be installed only once in order to be available at
every workstation throughout the entire company. In addition HiPath 3000 series
telephone systems offer interfaces for the full usage spectrum, be it phone or telematic
services or data connection. Branch offices, teleworkers and field operatives can also be
easily connected to the communication system.

As HiPath 3000 communication systems already meet all the pre-conditions for IP-
supported communications, one can be sure one is best equipped for the future, should
the company grows or the communication needs change. This means that telephony no
longer requires its on network, but instead shares the IP- based data network
infrastructure. Voice is integrated seamlessly into other communications process, turning
your PC into a phone and PDAs, Laptops, mobiles and IP phones are connected to
business application or portal software – completely free of media breaks.

The best way to achieve the maximum performance potential from HiPath 3000
communications system is to use the innovative range of optiPoint phones and terminals,
packed with wide range of convenient features.

HiPath Comscendo is the software suite that facilitates comprehensive communications

features not only for telephones, but also for the HiPath 3000Real time IP system,
whether one uses IP, TDM phones or PC clients. HiPath ComScendo can be adapted to
best suit the varying communications needs throughout the company, equipping you, of
course with the appropriate software components for each situation. HiPath ComScedo’s
wide ranging resilience functions ensure secure and robust communication, meaning that
business processes involving data and voice transmission always maintain top levels of
availability.

Selected system features:

 Absentee text messages

 Announcement/message facility
 Automatic redial (Expanded)
 Authorization classes
 Call cost logging
 Call destination & call source display in the event of call diversion and call
pick up
 Call forwarding- no answer after time out; immediately if busy
 Call forwarding from the extension
 Call intercept
 Call number suppression
 Call pickup
 Call signaling
 Call transfer (internally/externally)]
 Consultation
 Display Languages (can be specified individually)
 Do not disturb
 Door intercom and lock system
 External music source (optional)
 Group call
 Hunt group
 Integrated voicemail
 Line keys
 Lock telephone
 Parking
 Project code
 Recall
 Speed dialing
 Telephone book (internal central)
 Text messages

EPABX an Enhancement to Business Solution

Today EPABX is most enhancing tool for business solution, though earlier
introduced only as voice switch that automatically route & switch calls between
company’s internal and PSTN lines, however due to emerging technologies, the
EPABX is not restricted to voice switching only, apart from voice it facilitates data
and voice communication EPABX is typically less expensive than connecting an
external telephone lines with every telephone in the office.

A PBX consists of a switch box and punch block located where telephone lines
come in to the building. Usually PBX systems are device tucked away in the
obscure closest together with rest of the telephone infrastructure. PBX telephones
have identity of their own. They are extensions with a unique extension number.
Each has access to the PBX. The PBX has trunks to the phone company. The PBX
actually switches calls through itself based on the users demand, not based on a
pre-configures wiring plan station calls as well as station to trunk calls are
possible. Modern business telephone system can still generally be categorized key
systems or PBXs. There is also some PBX system, which provides normal analog
line connection to the line from the PBX network PBXs now generally. Supports
standard analog telephones, rather than requiring specialized digital units.

There are different kinds of PBX system in use. The most well known acronyms
you might encounter are:

PABX (Private automatic branch exchange): is a telephone exchange operated

within an organization, used for switching calls between internal lines and between
internal and PSTN lines. A PABX can route calls without manual intervention,
based entirely on the number dialed.
EPABX: EPABX is a PABX system, which built using electronic controlling and
signal switching.
PNX (Packet Network Exchange): a communication-switching platform that
combines PBX and VOLP functionalities.

PMBX (private manual branch exchange): on some old companies there might still
be PMBX, which involves company employed operators manually switching each
call using a manual switchboard.

KTS (key telephone system): KTS are generally smaller versions of a PBX that
provides direct access to telephones lines.

Current Market Scenario

Whether it is an Indian or international market, PBXs continues to be important

components of enterprise networks. While e-mail and Internet continue to grow.
Voice still remains the preferred means of communication. PBXs have been
handling this job for decades, and that too with a proud track record, but within
next few years see if gateways for voice-over-IP can match PBX technology
whether customers want to change from telephone instruments to PCs/IP phone for
voice communication “says Avanti Mishra. The new trends is going IP based
EPABX where the existing LAN network will be used as EPABX Shiv Sinha of
crystal digital concept reveals that increase competition and the reduction in price
of vital Ice have resulted in a steep reduction in the price of EPABX the low price
in turn has been a catalyst in the growth of the market for EPABX. The
technological advance and with the introduction of HYBIRD EPABX system the
gap between EPABX and KTS no longer exists. These hybrid systems offer the
price advantages of EPABX as well as function of both KTS & PBX systems when
it comes to volume that is traditionally measured in number of ports sold/ installed,
the industry is growing at rate of 20-25%, at matrix, we proudly say” our PBX and
KTS connects over 10 million calls every day” say Sagar Gosalia internationally in
advance countries this industry is much matured. Due to competition amongst
organized players, the end result is not always price reduction.

Technologies Adopted

EPABX system are of two types analog and digital switching both have their own
advantage and disadvantage like analog is best suitable for small capacity whereas
for bigger capacity digital is the only suitable choice. Some companies are making
bigger capacity in analog design but they are not very successful says Ajay
Sharma Sagar C. Gosalia, Director, matrix telecom reveals that most products are
designed using surface mount technology(SMT) components, also instead of using
discrete components, they use application specific integrated circuits(ASIC) and
complimentary programmable logic device(CPLD) based design, which results in
lower real-estate requirement resulting in reduction of size of PCB while
technologies adopted by “crystal”.

Current EPABX Trends

One of the latest trends in PBX development is the VoIP PBX, also known
as an IP-PBX or IPBX, which uses the Internet Protocol to carry calls. Most
modern PBXs support VoIP. ISDN PBX systems also replaced some
traditional PBXs in the 1990s, as ISDN offers features such as conference
calling, call forwarding, and programmable caller ID. However, recent
open source projects combined with cheap modern hardware are sharply
reducing the cost of PBX ownership.

For some users, the private branch exchange has gone full circle as a term.
Originally having started as an organization's manual switchboard or
attendant console operated by a telephone operator or just simply the
operator, they have evolved into VoIP centres that are hosted by the
operators or even hardware manufacturers. These modern IP Centrex
systems offer essentially the same service, but they have moved so far from
the original concept of the PBX that the term hardly applies at all. Even
though VoIP gets a great deal of press, the old circuit switched network is
alive and well, and the already bought PBX's are very competitive in
services with modern IP Centrexes. Currently, there are four distinct
scenarios in use:

 PBX (Private and Circuit Switched)

 Hosted/Virtual PBX (Hosted and Circuit Switched) or traditional
Centrex
 IP PBX (Private and Packet Switched)
 IP Centrex or Hosted/Virtual IP (Hosted and Packet Switched)

Since in reality people want to call from the IP side to the circuit switched
PSTN (SS7/ISUP), the hosted solutions usually have to maneuver in both
realms in one way or another. The distinctions are seldom visible to the end
user.
 2.2 Video Conference

A videoconference (also known as a videoteleconference) is a set of

interactive telecommunication technologies which allow two or more
locations to interact via two-way video and audio transmissions
simultaneously. It has also been called visual collaboration and is a type of
groupware. It differs from videophone in that it is designed to serve a
conference rather than individuals.

Videoconferencing uses telecommunications of audio and video to bring

people at different sites together for a meeting. This can be as simple as a
conversation between two people in private offices (point-to-point) or
involve several sites (multi-point) with more than one person in large rooms
at different sites. Besides the audio and visual transmission of meeting
activities, videoconferencing can be used to share documents, computer-
displayed information, and whiteboards.

Technology Adopted

The core technology used in a videoteleconference (VTC) system is digital

compression of audio and video streams in real time. The hardware or
software that performs compression is called a codec (coder/decoder).
Compression rates of up to 1:500 can be achieved. The resulting digital
stream of 1s and 0s is subdivided into labelled packets, which are then
transmitted through a digital network of some kind (usually ISDN or IP).
The use of audio modems in the transmission line allow for the use of
POTS, or the Plain Old Telephone System, in some low-speed applications,
such as videotelephony, because they convert the digital pulses to/from
analog waves in the audio spectrum range.

The other components required for a VTC system include:

 Video input : video camera or webcam

 Video output: computer monitor , television or projector
 Audio input: microphones
 Audio output: usually loudspeakers associated with the display
device or telephone
 Data transfer: analog or digital telephone network, LAN or Internet

There are basically two kinds of VTC systems:

1. Dedicated systems (manufactured by companies such as Polycom,

Sony, Tandberg, and Radvision Ltd.) have all required components
packaged into a single piece of equipment, usually a console with a
high quality remote controlled video camera. These cameras can be
controlled at a distance to pan left and right, tilt up and down, and
zoom. They are known as PTZ cameras. The console contains all
electrical interfaces, the control computer, and the software or
hardware-based codec. Omnidirectional microphones are connected to
the console, as well as a TV monitor with loudspeakers and/or a video
projector. There are several types of dedicated VTC devices:
1. Large group VTC are non-portable, large, more expensive
devices used for large rooms and auditoriums.
 2. Small group VTC are non-portable or portable, smaller, less
expensive devices used for small meeting rooms.
3. Individual VTC are usually portable devices, meant for single
users, have fixed cameras, microphones and loudspeakers
integrated into the console.

2. Desktop systems are add-ons (hardware boards, usually) to normal

PCs, transforming them into VTC devices. A range of different
cameras and microphones can be used with the board, which contains
the necessary codec and transmission interfaces. Most of the desktops
systems work with the H.323 standard. Videoconferences carried out
via dispersed PCs are also known as e-meetings.

Echo cancellation

A fundamental feature of professional VTC systems is acoustic echo

cancellation (AEC). AEC is an algorithm which is able to detect when
sounds or utterances reenter the audio input of the VTC codec, which came
from the audio output of the same system, after some time delay. If
unchecked, this can lead to several problems including 1) the remote party
hearing their own voice coming back at them (usually significantly delayed)
2) strong reverberation, rendering the voice channel useless as it becomes
hard to understand and 3) howling created by feedback. Echo cancellation is
a processor-intensive task that usually works over a narrow range of sound
delays.
Multipoint videoconferencing

Simultaneous videoconferencing among three or more remote points is

possible by means of a Multipoint Control Unit (MCU). This is a bridge that
interconnects calls from several sources (in a similar way to the audio
conference call). All parties call the MCU unit, or the MCU unit can also
call the parties which are going to participate, in sequence. There are MCU
bridges for IP and ISDN-based videoconferencing. There are MCUs which
are pure software, and others which are a combination of hardware and
software. An MCU is characterised according to the number of simultaneous
calls it can handle, its ability to conduct transposing of data rates and
protocols, and features such as Continuous Presence, in which multiple
parties can be seen onscreen at once.

MCUs can be stand-alone hardware devices, or they can be embedded into

dedicated VTC units.

Some systems are capable of multipoint conferencing with no MCU, stand-

alone, embedded or otherwise. These use a standards-based H.323 technique
known as "decentralized multipoint", where each station in a multipoint call
exchanges video and audio directly with the other stations with no central
"manager" or other bottleneck. The advantages of this technique are that the
video and audio will generally be of higher quality because they don't have
to be relayed through a central point. Also, users can make ad-hoc multipoint
calls without any concern for the availability or control of an MCU. This
added convenience and quality comes at the expense of some increased
network bandwidth, because every station must transmit to every other
station directly
Audio Conferencing Services

No matter what type of meeting you need to hold, InterCall's audio

conferencing services give you a variety of features supported by expert
service. From having access to an instant conference to working with the
knowledgeable staff who help you plan and conduct an investor relations
call, you can count on InterCall to offer you easy-to-use audio conferencing
solutions

2.3 Wireless LAN

A wireless LAN or WLAN is a wireless local area network, which is the

linking of two or more computers or devices without using wires. WLAN
uses spread-spectrum or OFDM modulation technology based on radio
waves to enable communication between devices in a limited area, also
known as the basic service set. This gives users the mobility to move around
within a broad coverage area and still be connected to the network.

For the home user, wireless has become popular due to ease of installation,
and location freedom with the gaining popularity of laptops. Public
businesses such as coffee shops or malls have begun to offer wireless access
to their customers; some are even provided as a free service. Large wireless
network projects are being put up in many major cities. Google is even
providing a free service to Mountain View, California and has entered a bid
to do the same for San Francisco. New York City has also begun a pilot
program to cover all five boroughs of the city with wireless Internet access.
Data Collection & Research Methodology Chapter 3

RESEARCH METHODOLOGY

Research refers a systematic and objective investigation of a subject or problem in

order to discover relevant information. It is a method of discovering new facts of
verifying old facts their sequences, inter-relationships and natural laws, which
govern them.

Verifying old facts

Problem/ Discovery of
Subject Discovering new new facts/
facts modification
of old facts

Social Phenomena
The problem for this research was non-operating in nature, different awareness of
communications systems users. The data is only primary data but theoretical
knowledge is secondary. The source was 700 respondents. The data for analysis
has been collected through survey method from schools, colleges, hospitals, hotels,
Government offices, commercial organizations like banks, insurance companies,
financial houses etc.
The steps involved in the research project are shown by flow chart

Wish to do Research

Formulating and clarifying research problem

Review of literature

Hypothesis Formulation

Design Research

Looking at ethical and access issues

Data Collection
Sampling
Secondary data
Observation
Interview
Questionnaire
 Data Analysis
Quantitative methods
Qualitative methods

Generalization

Report Writing

For the proper analysis of data Presentation simple statistical technical such
as percentage is used. It helped in making more acceptable generalization from the
data available. The data, which is collected from a sample of population. The data
is collected from various organizations using communication systems of various
companies, educational institutes, financial organization etc.

The study conducted is a conclusive, descriptive statistical study. Conclusive

because after conducting the study the researcher comes to a decision, this is
precise and rational. The study is descriptive because it in the descriptive study.
That the data is collected for a definite purpose and here the purpose to find out
the satisfactions of the customer with the brand which they are using. The study is
conclusive because after doing the study the researcher comes to a conclusion
regarding the position of the brand in the mind of respondent of different groups.
The study is statistical because through the study all the similar sample responses
are taken together as one and their percentage are calculated.
Thus this conclusive descriptive statistical study is the best study for this purpose
as it provides the necessary information, which utilized to arrive at a concrete
decision.

The data collected are both primary and secondary

Source of data collection

Primary data Secondary data

Private organization
Internet
Central Govt. Offices
Magazine
State Govt. Offices
Books
Hotels

Hospitals/college/institute/school

PSU
 Companies

Industries

TOOLS USED

To know the response, we have used the questionnaire method in sample survey. If
one wish to find what people think or knows the logical procedure is to ask them.
This has led marketing research to use the questionnaire technical for collecting
data more then other method.

In this method questionnaire were distributed to the respondent and they were
asked to answer of question in questionnaire. This questionnaire were structure
non-designed questionnaire because the question which the questionnaire
contained were arranged in a specific order beside every question were logical
relevant.

The questionnaire was simple because the questionnaire was made so that the
objective is clear to the respondent the respondent. They knew why they were
asked to fill the questionnaire.

Some important tools, which are used: -

1. Questionnaire method.

2. Bar graph.
3. Percentage.

4. Statistical tools.

5. Average.

SAMPLE DESIGN
The sample size has to decide for a meaningful conclusion. Considering the
constraint, it was decided the study based on sample size of 700 organizations of
person in specific, age, and group. Scientific method was not adapted in this study
because of lack of time, also the basic aim of doing the research were academic
hence most convenient way was selected.

The 700 sample were taken from different areas of Bhopal like

1. M.P. Nagar 8.Shamla Hills

2. New Market 9.Mandideep

3. Govindpura 10. Arera Colony

4. Hamidia Road 11.Hoshangabad Road

5. Sehore 12. Idgah Hills

6. Koh-e-Fiza 13 Arera Hills

7. Lalghati 14. Bhadbhada Road

Data Analysis & Interpretation Chapter 4
The data analysis has been carried out and bar graphs have been used for the
purpose. Year wise comparison has been done for EPABX systems and then other
comparisons have been made for systematic interpretation of data.

Interpretation

According to the graph BPL has been the market leader with installations of
35 systems and market share of about 43% with matrix on second position
and Siemens showing its presence in the market with only one system
installed up to year 2011.
Total number of installed Systems 82 up to 2011 (Source: As per the survey.)

Market share 2012-13

Interpretation

According to the graph in the year 2012-13Matrix emerged as market leader

with 13 installations in the year and market share of 29%, BPL being the
second with 8 installations. Only one system of Siemens was installed in the
year. Total no. of installations in the year 45 (Source: As per the survey).
Market share 2013-14

Interpretation

According to the graph in the year 2013-14 BPL and Matrix both were
market leaders with 18 and 17 installations respectively. Again only one
system of Siemens was installed in the year. Accord and Telepax were on
third position with 5 installations in the year. Total no. of installations in the
year 73 (Source: As per the survey).
Market share 2015-16

Interpretation

According to the graph in the year 2015-16 Matrix emerged as market leader
with 24 installations in the year and market share of about 28% leaving
behind BPL. BPL being the second with 18 installations. Only one system of
Siemens was installed in the year. The third player was Alpha with 9
installations in the year. Total no. of installations in the year 97 (Source: As
per the survey).

Market share 2017-18

Interpretation

According to the graph in the year 2017-18. Matrix again emerged as market
leader with 31 installations in the year and market share of about 32%. BPL
being the second with 24 installations. Siemens emerged as the third
competitor with 10 installations in the year. The market share of Siemens
increased up to 10 times as compared to previous years. Total no. of
installations in the year 98 (Source: As per the survey).

EPABX overall Market Share

Interpretation

The above graph shows the overall market share of various competitors
since 2000 upwards. The market leader being BPL with 103 systems
installed over the years with market share of about 27%. Matrix being
second in the list with 96 systems installed overall and market share of about
25%. Siemens and Accord are at third position with 14 system installations
each. The no. installations of Siemens are quite less as compared to first and
second competitions. Total no. of installations over the years are 385.
(Source: As per the survey)
Year wise % installation

Interpretation

The above graph gives information about installations of EPABX systems

yearwise of all the different competitors. Up to 2000 the percentage
installations of EPABX was 21.2% which dipped in the year 2011-12 to
11.7% installations. After the year 2001-02 there is an increase in percentage
of EPABX installations every year with maximum of 25.5% installations in
the year 2007-08. (Source: As per the survey)

Overall market share

Interpretation

The above graph shows the overall no. different systems installed viz:
EPABX, Centrex and telephone. The no. of EPABX is greatest among the
three with 385. The number of EPABX is increasing every with expansion of
business and opening of new organizations. (Source: As per the survey)

Warranty & AMC

Interpretation

The above graph shows the percentage of the systems of various companies
under warranty, annual maintenance contract (AMC) and systems having
neither warranty nor AMC. (Source: As per the survey)

Technology awareness
Interpretation

The above graph shows the percentage of awareness of the different

technologies among the respondents in the survey. (Source: As per the
survey)

System satisfaction
 Interpretation

The above graph shows the satisfaction level of various respondents in the
survey of the installed EPABX systems. (Source as per the survey)

Installed features in the system

Interpretation

The above graph shows in percentage of installed features in various systems

in different places as answered by respondents. (Source: As per the survey)
Extensions

Interpretation

The above graph shows the percentage of extensions with EPABX systems
installed. (Source: As per the survey)

Conclusion Chapter 5
The project has been carried out in order to find the market share of
communication systems of Siemens Communications Pvt. Ltd. in
Bhopal territory. The study has been carried out to find product
requirement in the market, product life, new technological aspect,
service availability, local support and competition status in the market
of communication systems.

New requirements of EAPBX have been identified during the survey of

worth Rs.75, 00,000 in banks, commercial organizations and
educational institutes and this has reported to the Siemens office at
Bhopal.

Awareness of the new technology and product life have also been found out
and discussed in data interpretation. Many respondents knew about the latest
trends and technologies and those not knowing were informed.

During the survey, information related to service availability and local

support has also been gathered. There have been problems in Siemens
systems in some places where the systems were installed; this information
has also been conveyed to the Siemens office at Bhopal.

The main competitors in EPABX system market are BPL and Matrix; these
two are market leaders in EPABX systems and Siemens being at the third
position in the year 2007-08 as per the survey. The other competitors are
Alpha, Telepax, Panasonic etc.
It has been found the maximum people tend to buy Siemens EPABX system
but they step back and go for some other player due to price to sound
system & feature and performance. Together with EPABX centrex
have also been installed by BSNL and Airtel in big Govt.
organisations and commercial houses. The market of EPABX systems
are increasing every year due to business expansion and opening of
new institutions.

The market of video and audio conferencing systems is also increasing.

There are some organizations where Siemens audio and video conferencing
systems have been installed and the customers are satisfied with the systems.
New requirements have also been found out and reported to the Siemens
office at Bhopal.

In spite of some limitation like samples, less time and finance I could
accomplish my objectives which have been predefined.

This project helped me tremendously in knowing how marketing activities

are carried out in a real situation. In classroom lectures I was able to
understand only the theoretical work. I have got the practical experience
about the marketing activities from the training.
Operational Effectiveness of Study

 While designing the questionnaire it was kept in mind to gather more & more
information from each respondent. For the purpose descriptive question could
have served the purpose, therefore questionnaire contained open-ended
questions.

 The sample size was of 700 organizations/institutions (respondents). To get

more accurate results number of respondents should be increased.

 The study is based on the information gathered from the customer. In such case
it is possible that the information supplied might be biased because of
inclination of the customer towards the product organization might be using.
 Recommendation Chapter 7

 Company must advertise more for capturing more market.

 Siemens systems have market price a bit high as compared to its competitors.
Consideration should be done to make price more competitive.

 Free gift offer might also be a good option to increase sales.

 Improvement should be done in after sales service.

 Attempts should be made to take annual maintenance contract of the systems.