Sales Culture of Hc1

8/8/2019 Sales Culture of Hc1

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SALES AND DISTRIBUTION

Project on

HINDUSTAN COMPUTER LIMITED

Submitted to:

Mr. Mukesh Malik

Submitted by:



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Table of Contents

Vision Statement ...................................................................................................................................... 3

Mission Statement ................................................................................................................................... 3

Quality Policy Statement .......................................................................................................................... 3

ACKNOWLEDGEMENT ............................................................................................................................ 4

History of HCL.......................................................................................................................................... 5

HCL Advantage ........................................................................................................................................ 7

Sales and Distribution ........................................................................................................................ 12



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V ision Statement

"Together we create the enterprises of tomorrow"

Mission Statement

"To provide world-class information technology solutions and services to

enable our customers to serve their customers better"

Quality Policy Statement

³We deliver defect-free products, services and solutions to meet the

requirements of our external and internal customers, the first time, every

time"



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ACKNOWLEDGE M ENT

Preservation, inspiration, and motivation have always played a key role in the success of

any venture. Any attempt at any level cannot be satisfactorily completed without the

support and guidance of learned people. In the present world of competition and success,

project is like a bridge between theoretical and practical working.

We would like to express an immense gratitude to Mr. Mukesh Malik for the constant

support and motivation that have encouraged us to come up with this kind of research

work.

We express our whole-hearted thanks to you ma¶am for giving us the opportunity to work

on this topic and thanks for guiding and giving valuable suggestions time to time

regarding the topic.

Finally we extend our thanks to the various people who have shared their opinions and

experiences through which we received the required information crucial for the report.

Our friends also rendered their whole hearted support at all times and co-operated with

us for the successful completion of this project.



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H istory of H CL

HCL Info systems 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.

HCL strongly believes in the power of relationships and partnership

No matter the size of your business, partnering with HCL Infosystems will help you succeed.

Leveraging over three decades of experience in total technology solutions, it¶s our commitmentto help you be as successful as possible.

We provide you access to HCL¶s innovative technologies, marketing strategies and value added

services. By working on every aspect of the ICT industry, we have the experience to create worldclass products and services to help you give the best to your customers.

Advantage HCL

y HCL's labs - Pioneers in design, development and building ICT productsy India's largest Hardware, System Integration, Networking Solutions & Distribution

Companyy 3 decades of expertise in technology solutions

y Partners with leading global players to provide the best of solutions to end usersy The largest manufacturer of PCs and Laptops in India

y Largest direct sales, digital lifestyle product distribution and retail network y Extensive service network that reach out to 4,000 towns

Benefits from a Proven Commitment from HCL Infosystems

At HCL Infosystems, partnerships are lifelong relationships that mutually benefit each other. We

can help to enhance your business and reap the rewards of our mutual success.

We offer differentiated technology and dedicated service support infrastructure as per the needsand requirements of your customers. We provide technology specializations that map to areas of

significant business growth for your business and your customers.



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R eliable IT Backbone

In a world where the right technology infrastructure is a prerequisite, we offer a reliable IT

backbone to our partners.HCL

combines technical innovation with built-in reliability to keepyour business running. We provide a one stop shop for meeting end-to-end IT requirements, thus

offering a smooth ICT management.

Additionally, we offer industry leading technology, designed to deliver a price to performanceadvantage to help you provide increased benefits to your customers. Our high-quality products

and services give you means to work in a smarter way and be more productive and competitive.

Differentiated Product Access

At HCL we understand that different customers have different needs. We have constantlyinnovated to offer a range of products to cater to different requirements of the customers.

We have pioneered the home PC market of India - we designed India¶s first Multimedia-enabled

Beanstalk Media Centre PC for home users; we have developed Ezeebee and Busybee PCs andME Laptops for personal productivity. Whether gaming, enjoying music or movies or connecting

to the Internet, these systems offer ease of use that transcends to greater performance and moresatisfaction for the individual user be for work or home.

We bring this exciting range of Desktops and Laptops through our vast network of neighborhood

partner outlets for buying convenience of the customers. Further these products are backed by

HCL¶s 24X7 Consumer Support Helpline.

Enterprises have unique needs for their computing platforms andHCL¶s range of business

Desktops and Laptops come with unique features that enhance productivity while reducing TCO.For our Enterprise & SMB customers who buy directly from us, or through Enterprise Rate

Contracts or through our vast network of Strategic Business Partners we offer customized built toorder range of ME Business Laptops and Infiniti Desktops.

Leveraging on three decades of expertise in total technology solutions, HCL business Desktops

and Laptops offers increased security, ultra-efficient manageability and maximum productivityfor a smart business landscape.

HCL's manufacturing facilities are ISO 9001 - 2000 & ISO 14001 certified and adhere to

stringent quality standards and global processes. HCL Desktops and Laptops are manufacturedand marketed specially to withstand unique Indian terrain and conditions. HCL commits to

manufacture ³Green´ PCs and Laptops that are RoHS compliant and adhere to stringentenvironment management standards. As market leaders in ICT arena we offer our partners the

best of options.



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Unparallel Support

When the situation calls for it, we can help you with our dedicated 24X7 HCL Touch service

network. You can benefit from services offered through our offices in 170 cities, 505 points of presence, reaching 4,000 towns.

Pre- and post-sales support from HCL specialists makes identifying the best solution for each

sales opportunity even more predictable. This allows for our shared quest for excellence andcommitment to serve customers better.

Extensive Marketing Support

HCL has closely seen the IT industry rise from scratch, and has actively participated in its

progress. We have picked up valuable marketing lessons in serving the IT needs of the Indiancustomers. You can combine your individual strengths and reputation with the power of a global

brand.

We can help you to focus on some of the most critical marketing needs facing your business.Additionally, we can provide you a set of proven sales and marketing tools designed to help you

generate new leads, increased demands for products and services and help you reach your business goals.

Structured for Ease and Value

Each element of HCL business partnership solutions are designed to reduce the costs of

deployment, support and management. So whether it¶s for you or your customers, we providecomplete ICT solutions - all at a great value

H CL Adv antage

HCL Infosystems (HCLI) draws it's strength from 30 years of experience in handling the ever changing IT scenario , strong customer relationships, ability to provide the cutting edge

technology at best-value-for-money and on top of it, an excellent service & supportinfrastructure. Today, HCL is country's premier information enabling company. It offers one-

stop-shop convenience to its diverse customers having an equally diverse set of requirements.

Be it a large multi-location enterprise, or a small/medium enterprise, or a small office or a home,

HCLI has a product range, sales & support capability to service the needs of the customer.

Last 30 years apart from knowledge & experience have also given us continuity in relationship

with the customers, thereby increasing the customer confidence in us.Our strengths can besummarized as:



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y Ability to understand customer 's business and offer right technology.y Long standing relationship with customers.y Pan India support & service infrastructure.

y Best-vale-for-money offerings.

Technology Leadership

HCL Infosystems is known to be the harbinger of technology in the country. Right from our inception we have attempted to pioneer the technology introductions in the country either

through our R&D or through partnerships with the world technology leaders.

Using our own R&D we have:

y Created our own UNIX & RDBMS capability (in 80s).

y developed firewalls for enterprise & personal system security.

y launched our own range of enterprise storage products.y launched our own range of networking products.

We strive to understand the technology from the view of supporting it post installation as well.This is one of the key ingredients that go into our strategic advantage.

HCL Infosystems has to its claim several technology pioneering initiatives. Some of them are:

y Country's first DeskTop PC - BusyBee in 1985.

y Country's first branded home PC - Beanstalk in 1995.y Country's first Pentium 4 based PC at sub 40k price point.

y Country's first Media Center PC.



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Sales Organization Chart y Frontline

y Head

y R egions

y Marketing

y Support

y Logistics

y Accounts

y HRD

y IT

Regional Structure

y Entity

y Head

y Business

y Head

y Accounts

y Logistics

y TSS Head

y Channel Consultant

y Technical Specialist

y Operations Team

Sales c ult ure of hcl

Culture at HCL

With our open and entrepreneurial environment, every HCLite is synonymous with passion for

performance, high need for achievement and commitment to job. Our core values of high

integrity with a Never-Say-Die approach is ingrained and visible in all our people, practices and processes.



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a) Diversity and Inclusion

HCLstrives to attract and retain the best talent and provide an environment where eachindividual is given the opportunity to build a rewarding career. With offices in more than 300+

locations, we employ a diverse group of people from different backgrounds, yet all connected bya common sense of the HCL culture. We value the uniqueness of each individual, relying on the

diversity to drive our innovation, growth and performance

b) HCL¶s Community Involvement recognizing the important role of business in society, HCL supports and encourages the active

involvement of its people in community volunteer initiatives. Employee volunteering programmes at HCL enable you to do much more than routine work through active participation

in various causes.

Meet our people

Take a look at some HCLites and read their experiences to get an "insider 's view" of your

potential colleagues.

Corporate Governance @ HCL

Good governance practices stem from the culture and mindset of an organization. As

stakeholders across the globe evince keen interest in the practices and performance of

companies, Corporate Governance has engaged on the centre stage. Corporate Governance is based on the principles of integrity, fairness, equity, transparency, accountability andcommitment to values.

HCL Technologies continues to focus on good Corporate Governance, in line with local and

global standards. Its primary objective is to create and adhere to a corporate culture of conscience and consciousness, integrity, transparency and accountability for efficient and ethical

conduct of business for meeting its obligations towards shareholders and other stakeholders.

Corporate Governance is an integral part of the philosophy of HCL Technologies in its pursuit of excellence, growth and value creation. In addition to complying with the statutory requirements,

effective governance systems and practices towards improving transparency, disclosures, internalcontrols and promotion of ethics at work place have been institutionalized. HCL Technologies

recognizes that good governance is a continuing exercise and reiterates its commitment to pursuehighest standards of Corporate Governance in the overall interest of all its stakeholders.



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Corporate Social Responsibility @ HCL

To give back to the society what we received from it has been the constant endeavor at HCL

Technologies. We take pride in being a company with a strong social conscience, and thisideology stems out of the fact that we are closely linked to the communities we operate in.

We believe that every drop counts and every step aimed at helping the community is an

important step. Our commitment to make a positive difference to the environment or theunderprivileged is not about a one off initiative but is a sustained effort to make a visible change

to people's lives.

Green@HCL

Every initiative at HCL is conducted or organized with the environment in mind. We believe

every organization can play a major role in reducing hazards to the environment, and which iswhy HCL has joined the national movement of businesses and organizations that are leading thefight against global warming by aligning with Carbonfund.org, one of country's leading carbon

offset organization.

The result was that HCL's Global Customer Meet 'Unstructure', organized in November 2008,was a carbon-neutral event as we compensated for the emissions by purchasing carbon credits,

which were split equally into carbon offsets of Reforestation, Energy Efficiency and RenewableEnergy.

Advancing further into our Go Green initiative, the event was taken as an incentive to plant more

than 650 oak trees in 2.8 acres of land in Champawat district of Uttarakhand. The scarves presented to the guests at the GCM were made from ³Peace silk´, which is called so because it is

drawn only after the oak silk worm moth has emerged, with no harm befalling the silk wormitself.

Our employees walk hand in hand with us in making the organization green friendly by

organizing plantation drives across the country, and working with organizations like Green Peaceto create awareness on green issues. It is a conscious decision taken by the employees to reduce

paper usage, save energy and cost by switching off lights when not required and print only whennecessary, as an effort to drive the green movement within the organization.

Employee volunteer programs

We believe that employees are the real value creators who can make a difference not only to the

organization but their collective effort can change the society itself. The Community ServiceCouncil at HCL Technologies (CSR) is an initiative driven entirely by employees and

completely supported by the management. With over 500 events organized in the last one year,the council is by far the most active of councils in the organization.



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HCL has a direct sales, channel sales and retail sales network pan India. Continuously meeting the ever

increasing customer expectations and applications, its focus on integrated enterprise solutions has

strengthened the HCL Infosystems capabilities in supporting installation types ranging from single to

large, multi-location, multi-vendor & multi-platform spread across India. HCL Infosystems, today has adirect support force of over 3000+ employees, is operational at 360+ locations across the country. HCL

Infosystems has pan India presence across metros and non-metros.

HCL¶s micro vertical approach ensures a meaningful, best in class solution to meet the business

requirements of insurance companies. Our unique approach helps us leverage our deep domain expertise,

extensive product partnerships and in-house IP based product offerings to provide effective solution to

customer needs. HCL has executed large projects in the sales and distribution space which span across

Life and P&C Insurance.

HCL offers a broad range of solutions in distribution and channel management ± from full project

ownership to providing critical solution accelerators. HCL offerings in distribution space gets further

strengthened by its newly developed web-based front-end extranet solution, Insureface that connects the

P&C Insurance carriers with their users at enterprise level. The solution enables the carrier agents with

centralized access to all of the business information, service applications and tools that they need in order

to conduct business in the most efficient and simplest manner possible.

Channel Automation (Life and P&C)

HCL¶s channel automation is a versatile offering that acts as a ³Single point of Entry´ for the entire

client servicing as well as self servicing needs of a Producer. Breadth of functionality offered by our

solution necessitates a business transformation from a series of hand-offs to an end to end customer

servicing at the point of sale.

Channel Automation - Key Modules

Client Servicing

y New Business Management

y Policy bind and Issuance

y Policy Servicing

y R enewal Processing

y Claims Submission and Status Check

y Premium Billing and Collection



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y Enquiry Services

Self Servicing

y Sales Support (Marketing and Product Information)

y Lead Management

y Commissions Management

y Client Management

Built on a SOA Architecture, it provides a single unified view of the customer ¶s various relationships with

the insurance carrier. The Solution aims at transforming your technological environment from a stand

alone, poorly integrated system to a highly Service Oriented Environment.

With data quality services, strong integration support and Security architecture in place, it provides Multi

Channel, Multi Product, Multi lingual and Multi Currency support from a single interface.

Channel sales representation

Head channel sales

OEM tie ups, key acconts

Channel ssales manager/ regional manager

Channel sales representatives

BA,PSP, R eseller, SI

Compensation



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HCL has built a comprehensive, robust and scalable framework to enable workers ¶ compensation programs. Thisframework is named ³W oCoS´ and has been developed by Center for Worker Welfare (C WW), a key practice centerof HCL.

W oCoS is a robust, modular and comprehensive framework that has been architected and developed to suit the

unique requirements of Workers¶ Compensation Solutions.

W oCoS functional and technical modules along with the programs supported by the framework are depicted in theexhibit below:

W oCoS enables the workers¶ compensation program benefits through established delivery and financing

mechanisms. The framework can accommodate extension of existing benefits and inclusion of new program benefits.Currently, WoCoS supports following program benefits:

y Medical care

y Temporary Disability Benefits

y Permanent Disability Benefits

y V ocational R ehabilitation benefits

y Death Benefits

Compensation strategy defines the intentions of the organization on reward policies, processes and

practices req. to ensure that it has the skilled, competent and well motivated workforce it needs to

achieveits business goals.

Strategic compensation planning



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Links the compensation of employees to the mission, objectives, philosophies and culture of the

organization.

Serves to identify the net monetary payments made to employees with specific functions of hr program

in establishing a pay-for performance standard.

Seeks to motivate employees through compensation.

Compensation policy issues :-

Pay for performance

Pay for seniority

Salary increace and promotions

Paid holidays

Paid and unpaid leaves.

Determinants of compensation :-

Internal factors external factors

Compensation strategy of org. condition of the labour mkt

Employees ability to pay pay levels area wage rate

Employees relative worth cost of living

EVALUATION OF SALES PERSONNEL

Sales Force Evaluation Model

Set objectives and goals Sales Force

Revenue ,Contribution/ Profits



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Market Share, Expense Ratios

Design Sales Plan

Set Performance Standard

Organization, Regions, Districts,

Sales People Accounts

Measure Results Against Take Corrective Action

Standards

Performance Evaluation

Performance Appraisal is the process of Evaluating the Achievements of the Sales Force in

Terms of Requirements of the Job

The Appraisal System is Essentially a Comparison of Sales Force Goals and Objectives With

Actual Achievements in the Field.

Why Performance Appraisal

To Ensure Effective Administration

Promotions

Rewards and Recognitions

Improving Sales Performance

Strengthening Job Skills

Undertaking Training Programmes



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Counseling

Basis of Evaluation

Input Based Systems

Outcome / Results Based

Systems

Contribution Based Systems

Traits Based Systems

B

ehaviorB

ased Systems

Management By Objectives

Individual versus Team

Appraisals

Sales Force Evaluation Model

Behavior sales personal evaluation results

Calls sales revenue

Reports sales growth

Complaints sales potential

Demonstrations contribution margins

Dealer Meetings



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Sales Culture of Hc1

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