A STUDY

ON

“CRM IN SALES FORCE AUTOMATION”

HCL INFOSYSTEMS

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 COMPANY PROFILE
HCL Info frameworks Ltd. is India's Premier Distribution and IT Services and Solutions
Company. HCL Info frameworks' has probably the biggest deal and conveyance arrange in the
nation and offers some benefit included circulation for accomplices including last mile interface
and backing in showcasing and advancements for Telecom, IT , Office Automation and
Consumer Electronics items covering in excess of 7000 towns crosswise over 664 areas in India.
In the administrations space the Company has vigorous administrations contributions, for
example, an exhaustive arrangement of Infrastructure Managed Services, Enterprise Application
Services, System Integration Services, Office Automation Services, Managed Print Services,
Life Cycle Services and After-Sales Support Services. Our comprehensive conveyance comes to
in Rural and Urban markets, settling on us the favored decision for some, driving brands. We
further, expect to include esteem and reinforce our portfolio through our top tier contributions,
specialized and operational aptitude.

We produce and execute thoughts that drive new gauges of magnificence and get extraordinary
move the innovation environment. Trust, Transparency and Flexibility drive us to venture into
our clients' the same old thing, ensuring results with incredible excitement and perfection. What
makes us one of a kind is our capacity to support customers, accomplices and sellers address
their difficulties and improve their proficiency, consequently requesting and conveying the
absolute best of what we do. At HCL we utilize our skill, industry learning and business
comprehension to assemble trust and make an incentive for our customers. Our enthusiasm for
joining specialized greatness with advancement, stressing on conveying worth, and our idea
initiative is the key quality behind our exponential development over the most recent 3 decades.

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1986

- The organization was set up on seventeenth April. The object of the organization is assembling
of and driving in complete scope of Mini Computers Micro processor based frameworks,
Electronics Instruments, Micrographic and reprograhic gear and assembling and advertising of
electronic EPABX frameworks and gadgets Teleprinters.

1989

- The organization went into a concurrence with Hewlett packard of US for the deal and leaving
of the Super Mini and Mainframe PCs to be made by Hewlett in India. The specialized teammate
of the Company Hewlett-packard, is the second biggest PC organization on the planet. It has the
absolute best research centers and assembling offices on the planet. In 1991, these two
organizations, each a pioneer in its very own field, chose to hold hands. What's more, not long
after HCL Hewlett-Packard was launced. HCL Finance and Investments Ltd is the auxiliary of
the organization.

1996

- The exhibition was antagonistically influenced because of ascend in dollar conversion standard,
tight liquidity position in the market, political vulnerability combined with delay of capital use
by the Government Departments.

- The Company set new industry norms with the dispatch of D and K class HP 9000 Business
Servers supplemented by J class HP 9000 Workstations, at the same time with the overall
dispatch of these items by Hewlett-Packard Co.

- The Company additionally as of late reported the presentation of the most dominant
Workstations on the planet dependent on the most recent 64-bit processors from Hewlett-Packard
the PA-8000.

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- The Department of Electronics (DoE), the nodal division of the Government of India for
improvement of hardware industry granted the First Prize to the Company in the territory of PC
frameworks, as a piece of the lofty DoE grant of Excellence.

1997

- The Company authorized its second best in class fabricating office at Sedarpet close
Pondicherry.

- The Company has the biggest system of extra stocking areas, bolstered by Test and Repair
Centers which diminishes the stock level and expands the extras accessibility whenever. To meet
basic necessities inside 4-5 hours, the organization has tied-up with Indian Airlines to convey
saves in real metro urban communities.

- The Company has the best gifted labor made through long stretches of Campus enlistment and
preparing at In-house Training Centers and by giving Management Training in the best
Management Institutes.

- The Company set new industry measures by propelling the most dominant Workstations and
Servers on the planet dependent on the most recent 64-bit microchips from Hewlett-Packard - the
PA-8000.

- The Company additionally expanded its indigenous Infiniti scope of business figuring items as
it presented the Enterprise Class Infiniti Super Server and the Infiniti ELS scope of workgroup
servers.

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- Mr. Suresh Rajpal, Director, Mr. Manuel F. Diaz, Director and Mr. Bounce Robertson,
Alternate Director, left the Board of Directors of the Company w.e.f. 25th September.

1998

- The Company tied-up with Intel Corporation for Server innovation, bringing about the
presentation of the Infiniti Global Line scope of PC Servers which join building hinders from
Intel and are incorporated and tried broadly for Indian condition.

1999

- The Board of Directors consistently selected Mr. Ajai Chowdhry as Chairman and Chief
Executive Officer with impact from fifth November.

- The Company propelled its WWW.OW! activity focused at the web showcase with a scope of
administrations from giving total framework to ISPs, to corporate Intranets, Cybercafes,
Infokiosks and E-Commerce.

- The Office Automation division has as of late propelled advanced copiers and multifunctional
items from Toshiba and opened administration focuses to oblige the expanding number of stroll
in clients for administration of Nokia mobile phones.

- The Company tied up with Lucent Technologies as an incorporation accomplice for its
SYSTIMAX scope of organized availability arrangements.

- The Office Automation Division has gone into an association with Samsung, Korea to market
and bolster their scope of Key Telephone Systems.

- The Office Automation Division tied up with InFocus, USA, for advertising and supporting
their scope of LCD projectors. - The Frontline Division has attached up with Novell to turn into

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the biggest Novell Authorized Support Center. The tie-up has been effectively executed
crosswise over five areas in the nation.

- The Company tied-up with Microsoft Corp. for lates form of working frameworks, bringing
about dispatch of preloaded frameworks and beta testing for future innovation and item like
Windows 2000.

2000

- HCL has propelled another scope of PCs (Ultima and Elite models) under its BeanStalk scope
of PC's at its Pondicherry plant.

- The Company went into a concurrence with US-based Infocus for circulation and mechanical
help of the last's information and video projection items in the nation.

- HCL Infosystems Ltd. has propelled the Nokia expert Center (NPC) in Chennai as a major
aspect of the extension program to open Nokia focuses in India which will empower clients to
pick the correct model and adornments fitting their way of life.

- HCL Infinet, the Internet start-up of HCL Infosystems, and media gathering, Asian Age, have
set up a joint endeavor called Asian Age Infinet.

- HCL Infosystems Ltd has propelled in India the Swedish major Ericsson's Generation X
Business correspondence as well, "Next Call Center".

- The Office Automation Division of the organization has been perceived for level 1 in business
brilliance.

- HCL Infosystems has propelled HCL BenaStalk PCs controlled by Intel Pentium III 700 Mhz
processor for the home portion.

- HCL Infinet Ltd., the Internet administrations backup of HCL Infosystems, has tied up with
UBS Publishers' Distributors Ltd., probably the biggest wholesaler of books in the nation, to sell

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books online through its destined to-be-propelled gateway. - HCL Infosystems has gone into a
tie-up with BroadVision for giving customized e-business applications to is customers.

- HCL Infinet, the Internet backup of HCL Infosystems, propelled its business-to-customer
(B2C) flat gateway, www.hclinfinet.com.

- The special allocation of value shares/Warrants upto 2% of the issued value share capital of the
organization.

- HCL Infosystems Ltd,. also, Unisys, a US-based supplier of e-business arrangements,

administrations, stages and system foundation, have gone into a coalition for utilization of
ES7000 scope of servers and related equipment and middleware stockpiling arrangements.

- HCL Infinet, the new internet providers backup of HCL Infosystems, propelled its worth
included internet providers in Hyderabad, Ahmedabad, Bhopal, Coimbatore, Faridabad,
Gurgaon, Jaipur, Noida, Pune and Thiruvananthapuram.

- HCL Infosystems Ltd. has executed BroadVision B2B Technology for East Lifestyle
Corporation Pvt. Ltd., Singapore, a media and web based business organization with interests in
print, Internet, TV inside the time period of 50 days.

- FEC Infosystems Pte. Ltd., an auxiliary of HCL Infosystems Ltd., has executed BroadVision
B2B innovation for East Lifestyle Corporation Pte. Ltd. Singapore, a media and web based
business company.

- The Company has propelled advanced mail embeddings frameworks - 3 arrangement work
area, 5 arrangement tabletop and 8 arrangement - in a joint effort with the US-based Pitney
Bowes.

- HCL Infosystems, an innovation combination organization, has packed away the honor for the
Top PC Vendor by at the Dataquest grant function. - The Company Introduced Channel Support
Certification program. This guarantees uniform nature of help the nation over. HCL is the
primary indian IT organization to present this sort of confirmation program in India.

- The Company has presented new items under Infiniti 2000, Infinite Global Line Servers,
Busybee and Beanstalk.

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2001

- ICRA has alloted an 'A1+' rating to the Rs 50-crore upgraded business paper program of HCL
Infosystems Ltd., showing most astounding security.

- 1,45,00,000 No. of value portions of Rs 10/ - have been apportioned at standard, by the
auxiliary HCL InfiNet Ltd. against Rs 1450 lacs bought in the previous

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 STATEMENT OF THE PROBLEM

Scientists have been not able say with certainty that sales reps and organizations that
have embraced SFA perform superior to organizations that have not. None of the examination
has thought about information from organizations that have utilized SFA with practically
identical organizations that have not. No control gatherings have been utilized. As SFA ends up
typical in business-to-business conditions, the chance to direct this exploration will be lost. Be
that as it may, there will in any case be openings inside individual organizations to quantify
results at the degree of the sales rep. Do early adopters in a business power get altogether various
deals results from the individuals who have not embraced. This would be characteristic of
tentatively legitimate impacts of SFA on execution.

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 OBJECTIVE OF THE STUDY
 To manage customer data effectively
 To help the sales people in working easily and efficiently.
 To manage sales person data effectively
 To evaluate sales performance of different sales person.
 To generate sales report.
 To perform analysis on customer data.
 Simplify marketing and sales processes.

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 SCOPE OF THE STUDY

SALES FORCE AUTOMATION

Sales Force Automation is a technique of using software to automate the business

tasks of sales, including order processing, contact management, information sharing,
inventory monitoring and control, order tracking, customer management, sales forecast
analysis and employee performance evaluation.

SFA is often used interchangeably with CRM; however, CRM does not necessarily imply
automation of sales tasks.

Sales Force Automation offers you the most powerful and advanced CRM solution to
empower your sales force team. Combined with major e-Marketing features for today’s
highly competitive e-Business marketplace, this powerful sales automation tool will give
your team a strong edge over competitors.

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 METHODOLOGY

1. PROPOSED METHODOLOGY

The project follows the software development life cycle and uses the spiral model. The spiral model

consists of the phases shown in the figure

The spiral model is similar to the incremental model. This model emphasizes on risk analysis.
The spiral model has five phases: 1) Communication, 2) Planning, 3) Modelling, 4) Con-
struction and 5) Deployment. A software project repeatedly passes through these phases in
iterations. In the spiral model, planning is the starting phase, then the requirements are gath-
ered and risk is assessed for a given software project. Each subsequent spirals builds on the
baseline spiral. In case of Customer Relationship Management System, the aim of each spiral
would be to refine both the algorithm and the knowledge base until it is in the satisfactory
accuracy range.

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 DRAWBACKS WITH EXISTING SYSTEM

The current framework in the association isn't totally electronic. The framework isn't working
easily; in this manner the association has chosen to supplant it with a totally modernized one.
The issues, which the current framework faces, are:

Low Functionality:

With the current framework, the most serious issue was the low usefulness of the office. The
issue confronted hampered crafted by the division. For every one of the assignments like
entering the client information, sales rep information, item information, taking the requests,
making Bill, making reports and so forth an enormous number of workers were named who
might have been used in some other helpful errands.

Wrong Input And Output:

In the current framework, people played out all undertakings. As in the human inclination,
mistakes are likewise a probability. Hence, the data sources entered by the sales rep in the
registers may not be totally idiot proof and might be mistaken. Because of wrong information,
the yield reports and so on will likewise not be right which would thusly influence the exhibition
of home machine organization.

Convenientce:

Framework that existed recently was manual. Subsequently, the framework was less compact.
One needs to convey the heaps of such a significant number of registers to take the information
starting with one spot then onto the next. A major issue was that the framework was less
adaptable and on the off chance that one needed to roll out an improvement would need to
change in every one of the registers that would likewise demonstrate to be enormous cerebral
pain.

Security:

Security concerns were likewise one of the thought processes of the office for the need of the
product. In the registers, the information isn't verify as anyone can mess with the information
written in the registers. Additionally for the security of the registers, loads of issues emerge to
store the registers in a safe spot and the arrangements of security work force can likewise cost a
bit.

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 CHAPTER PLAN

The entire research work will run into five chapters.

CHAPTER-1: Introduction brings out the importance of the study, and states its objectives and
hypotheses. It also includes methodology and limitations.

Chapter II: REVIEW OF LITERATURE. Will contain previous reviews, history of the
Problems. A Quick look on subjective well-being will also be carried out in chapter II.

Chapter III COMPANY PROFILE AND INDUSTRY

CHAPTER-IV Analysis and Discussions is to be done in chapter IV.

CHAPTER-V Findings, Conclusions and Suggestions for further Research will be presented in
Chapter V followed by Bibliography and References

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 REFERENCES

[1] Limei Zhang, “Data mining application in Customer Rela- tionship Management (CRM)”
2010 International Conference on Computer Application and System Modeling (ICCASM
2010).
[2] Kun Wu, “Application of Data Mining in Customer Rela- tionship Management (CRM)”
Management and Service Sci- ence (MASS), 2010 International Conference IEEE 2010
[3] Gao Hua, “Customer Relationship Management Based on Data Mining Technique”
(ICEE), 2011 International Confer- ence.
[4] S.Ummugulthum Natchiar, Dr.S.Baulkani, “Customer Re- lationship Management
Classification Using Data Mining Techniques” International Conference on Science,
Engineering and Management Research (ICSEMR 2014).

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