USE OF MIS IN MARKETING

MIS AND ITS USAGE

GROUP MEMBERS

1. VIJETA DHENGLE 2. RACHIT J. GANATRA 3. AMRUTA INAMDAR

(473) (475) (477)

1

Management Information System Prof Yogesh Kolhatkar MIMR, Wadala

USE OF MIS IN MARKETING

4. SARAH JOSEPH 5. MEENAL KARNANI 6. SHARIQ KHAN

(479) (481) (483)

Management Information System Prof Yogesh Kolhatkar MIMR, Wadala

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ACKNOWLEDGEMENT

We hereby take the opportunity to thank our Sir Mr. Yogesh Kolhatkar for giving us this opportunity to make a project on USE Of MIS in MARKETING. This has been an overall good learning experience for all of us. During this project we came to know various insights of the topic. We would also like to Thank all the people who have helped us directly or indirectly in making this project. I, Rachit J. Ganatra (leader Group 3) would hereby like to Thank all my group members for their co-operation and support in making this project a success.

Management Information System Prof Yogesh Kolhatkar MIMR, Wadala

USE OF MIS IN MARKETING

SUBJECT INDEX
Sr. No. 1. 2.
3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. INTRODUCTION ORGANISATION STRUCTURE & INFORMATION NEEDS MARKETING INFORMATION SYSTEMS COMPONENTS OF MARKETING INFORMATION SYSTEMS MARKETING MODELS MARKETING STRATEGIES USING MIS STRATEGIC INFO MINING MIS REPORTS IN MARKETING OTHER ASPECTS OF MIS IN MARKETING MIS IN E COMMERCE CASE STUDY: CMC LTD. ORGANISATION: V TRANS GROUP ORGANISATION: EXIDE BATTERIES LTD. BIBLIOGRAPHY

Particulars

Page No.
05

07 08 10 13 14 15 20 27 28 29 33 44 54

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INTRODUCTION
Information is the basis for every decision taken in an organization. The efficiency of management depends upon the availability of regular and relevant information. Thus it is essential that an effective and efficient reporting system be developed as part of accounting system. The main object of management information is to obtain the required information about the operating results of an organization regularly in order to use them for future planning and control. The old techniques like intuition, rule of thumb, personal whim and prestige, etc. Are now considered useless in the process of decision taking. Modern management is constantly on look out for such quantitative and such information, which can help in analyzing the proposed alternative actions and choosing one as its decision. Thus, modern management functions are information-oriented more popularly known as management by information. And the system through which information is communicated to the management is known as management information system (mis).

CONCEPT OF MIS
DEF: A system of people, equipment, procedures, documents and communications that collects, validates, operates on transformers, stores, retrieves, and present data for use in planning, budgeting, accounting, controlling and other management process.

Management:
Management can be defined as a science of using resources rationally (mobilization, allocation, combination, utilization of resources in judicious manner using appropriate skills, approaches and techniques) and economically to achieve the desired results or meet the targeted performance level

Information
Information is data that has been processed into a form that is meaningful to the recipient and is of real or perceived value in current or progressive decision Davis and Olson The data information cycle can be expressed as Idea Intelligence Data

Knowledge

Information 5

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System
A system can be defined as a group of inter-related, often interacting units that together perform a task in a synchronized manner to provide the desired result. A business is also a system where resources such as people, money, material, machines etc., are transformed by various organization processes into goods and services. The function of MIS can be shown diagrammatically asDetermination of Information needs Data gathering and processing Evaluation, Indexing, Abstraction Dissemination Storage Information Use

ORGANIZATION STRUCTURE AND INFORMATION NEEDS

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The management can be broadly classified, depending upon the requirements of information for performing their managerial responsibilities, into Top Management (Strategic): The main responsibilities are: i) Determining the overall goals and objectives of the business. ii) Dealing with long term plans, policy matters and broad based strategic planning. iii) Establishing a framework within which the various departments should work. The information used is futuristic and external in nature (political, economical, social, technological, ecological and legal). It receives the summary from the middle management and the decision made at this level is non-programmed but strategic. Middle Management (Tactical): The middle management is concerned with elaborating, classifying, and transforming of organizational goals into actions and plans. The information is fed from the top management as well as the supervisory management and is internal in nature. It needs information for short-term planning. Lower level Management (Operation): The supervisory management deals with the operational plans, policies and procedures for transforming or converting inputs to outputs. It is responsible for day-to-day routine decisions and operations of the organization. The information is received from the middle management and is mostly internal in nature. Decisions at this level are usually routine, structured and programmed. The functions and processes are standardized.

Management Information System Prof Yogesh Kolhatkar MIMR, Wadala

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The Marketing Information System

Sales and Marketing is a key process for the sustenance of any business as revenues are a direct outcome of it. Information Systems within the Sales and Marketing process implement technologies that allow the personnel to access crucial and updated information related to access crucial and updated information related to customer preferences and market demands to offer prompt services. Organizations are increasingly gaining a competitive edge by integrating Information Systems with their business processes to determine and implement potential sales strategies. Substantial results can be achieved by using Information Systems to analyze the sales pipelining process. Sales pipelining is the process of recognizing the initiation and closure of each sale in which a prospective customer is converted into a customer and then into a repeat customer. Information Systems are also helpful in identifying the most effective sales strategy that can be used in any particular case based on specified criteria, such as the market segment or the product category. Formulating successful sales strategies involves defining product and service standards, understanding the intricacies of sales life cycle, and interpreting sales results to determine sales strategies. DEFINING SALES AND MARKETING A sale is a customer business organization transaction involving the exchange of goods or services with money. In an organization, it is usually the Sales team that interfaces with the customers to enable this transaction. Marketing is defined as a brand name building exercise for the product or service being offered by a company. The end objective of marketing is to incorporate a sense of recall among existing and potential customers regarding the product or service. Marketing helps to establish and enhance the credibility of the product or service. The marketing research process is only one of the sources of information for the MIS. It is worth remembering that it is all the sources of information which contribute to the MIS which help us understand our customer's needs and wants; that information does not come just from our marketing research activities. The Marketing Information System focuses on only the marketing aspects of the management information system. It is an organized way of continually collecting, accessing and analyzing information that marketing managers need in order to make better decisions.

Figure 3.1 provides reasons why we need to have an MIS to help us become effective managers. However, designing and implementing an MIS so that it performs the way it should is not always an easy task. After all, an MIS has to meet the needs of its customers (users) and, to do that; those needs must first be assessed. Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 8

USE OF MIS IN MARKETING

To understand the proper role of information systems one must examine what managers do and what information they need for decision making. We must also understand how decisions are made and what kinds of decision problems can be supported by formal information systems. One can then determine whether information systems will be valuable tools and how they should be designed.

Management Information System Prof Yogesh Kolhatkar MIMR, Wadala

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COMPONENTS OF A MARKETING INFORMATION SYSTEM

A marketing information system (MIS) is intended to bring together disparate items of data into a coherent body of information. An MIS is, as will shortly be seen, more than raw data or information suitable for the purposes of decision making. An MIS also provides methods for interpreting the information. Moreover, as Kotler's definition says, an MIS is more than a system of data collection or a set of information technologies:

Figure 9.1 The marketing information systems and its subsystems

Figure 9.1 illustrates the major components of an MIS, the environmental factors monitored by the system and the types of marketing decision which the MIS seeks to underpin. The explanation of this model of an MIS begins with a description of each of its four main constituent parts: the internal reporting systems, marketing research system, marketing intelligence system and marketing models. It is suggested that whilst the MIS varies in its degree of sophistication - with many in the industrialized countries being computerized and few in the developing countries being so - a fully fledged MIS should have these components, the methods (and technologies) of collection, storing, retrieving and processing data notwithstanding. Internal reporting systems: All enterprises which have been in operation for any period of time have a wealth of information. However, this information often remains under-utilized because it is compartmentalized, either in the form of an individual entrepreneur or in the functional departments of larger businesses. That is, information is usually categorized according to its nature so that there are, for example, financial, production, manpower, marketing, stockholding and Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 10

USE OF MIS IN MARKETING logistical data. Often the entrepreneurs, or various personnel working in the functional departments holding these pieces of data, do not see how it could help decision makers in other functional areas. Similarly, decision makers can fail to appreciate how information from other functional areas might help them and therefore do not request it. The internal records that are of immediate value to marketing decisions are: orders received, stockholdings and sales invoices. These are but a few of the internal records that can be used by marketing managers, but even this small set of records is capable of generating a great deal of information. Below, is a list of some of the information that can be derived from sales invoices: Product type, size and pack type by territory. Product type, size and pack type by type of account. Product type, size and pack type by industry. Product type, size and pack type by customer. Average value and/or volume of sale by territory Average value and/or volume of sale by type of account Average value and/or volume of sale by industry Average value and/or volume of sale by sales person

By comparing orders received with invoices an enterprise can establish the extent to which it is providing an acceptable level of customer service. In the same way, comparing stockholding records with orders received helps an enterprise ascertain whether its stocks are in line with current demand patterns. Marketing research systems: The general topic of marketing research has been the prime ' subject of the textbook and only a little more needs to be added here. Marketing research is a proactive search for information. That is, the enterprise which commissions these studies does so to solve a perceived marketing problem. In many cases, data is collected in a purposeful way to address a welldefined problem (or a problem which can be defined and solved within the course of the study). The other form of marketing research centres not around a specific marketing problem but is an attempt to continuously monitor the marketing environment. These monitoring or tracking exercises are continuous marketing research studies, often involving panels of farmers, consumers or distributors from which the same data is collected at regular intervals. Whilst the ad hoc study and continuous marketing research differs in the orientation, yet they are both proactive

Marketing intelligence systems: Whereas marketing research is focused, market intelligence is not. A marketing intelligence system is a set of procedures and data sources used by marketing managers to sift information from the Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 11

USE OF MIS IN MARKETING environment that they can use in their decision making. This scanning of the economic and business environment can be undertaken in a variety of ways, including: 1. Unfocused scanning: - The manager, by virtue of what he/she reads, hears and watches expose him/herself to information that may prove useful. Whilst the behavior is unfocused and the manager has no specific purpose in mind, it is not unintentional. 2. Semi-focused scanning: - Again, the manager is not in search of particular pieces of information that he/she is actively searching but does narrow the range of media that is scanned. For instance, the manager may focus more on economic and business publications, broadcasts etc. and pay less attention to political, scientific or technological media. 3. Informal search: - This describes the situation where a fairly limited and unstructured attempt is made to obtain information for a specific purpose. For example, the marketing manager of a firm considering entering the business of importing frozen fish from a neighbouring country may make informal inquiries as to prices and demand levels of frozen and fresh fish. There would be little structure to this search with the manager making inquiries with traders he/she happens to encounter as well as with other ad hoc contacts in ministries, international aid agencies, with trade associations, importers/exporters etc. 4. Formal search: - This is a purposeful search after information in some systematic way. The information will be required to address a specific issue. Whilst this sort of activity may seem to share the characteristics of marketing research it is carried out by the manager him/herself rather than a professional researcher. Moreover, the scope of the search is likely to be narrow in scope and far less intensive than marketing research Some enterprises will approach marketing intelligence gathering in a more deliberate fashion and will train its sales force, after-sales personnel and district/area managers to take cognizance of competitors' actions, customer complaints and requests and distributor problems. Enterprises with vision will also encourage intermediaries, such as collectors, retailers, traders and other middlemen to be proactive in conveying market intelligence back to them.

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MARKETING MODELS:
Within the MIS there has to be the means of interpreting information in order to give direction to decision. These models may be computerized or may not. Typical tools are: Time series sales modes. Brand switching models. Linear programming. Elasticity models (price, incomes, demand, supply, etc.). Regression and correlation models. Analysis of Variance (ANOVA) models. Sensitivity analysis. Discounted cash flow. Spreadsheet 'what if models.

These and similar mathematical, statistical, econometric and financial models are the analytical subsystem of the MIS. A relatively modest investment in a desktop computer is enough to allow an enterprise to automate the analysis of its data. Some of the models used are stochastic, i.e. those containing a probabilistic element whereas others are deterministic models where chance plays no part. Brand switching models are stochastic since these express brand choices in probabilities whereas linear programming is deterministic in that the relationships between variables are expressed in exact mathematical terms.

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MARKETING STRATEGIES USING MIS

The role of Information Systems in devising Marketing strategies has been increasing over the years. Organizations derive the following benefits from implementing Information Systems in marketing: Creating effective Marketing plans: Target market identification, implementation of the entire marketing campaign and finally setting up of required standards criteria and evaluating the performance of the plans generated. Customizing modules for specific requirements: Information can be used to manage campaigns to retain customers, vendors and optimize services regarding each contact. Managing critical business issues: Information Systems are effectively used to manage critical issues, such as costs and budget analysis, media policies, establishing milestones and segment management for every campaign. Creating Product promotional strategies: Information Systems are used to design, analyze and implement product promotional strategies of a particular brand according to its price, quality, and other related issues. Conducting market analysis: Information Systems can be used to survey the potential market and this information can be analyzed to develop specific target market strategies. Preparing comprehensive reports: Information Systems can filter information to provide customized solutions to marketers. This information can be viewed in various ways such as summarized views, total, sub total, statistical views or graphic views.

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STRATEGIC INFORMATION MINING

Data-based marketing is fairly new, so few CIOs have experience with the relevant methodology and technologies. Here's how to go from data processing to information mining. One of the important challenges today's CIOs face is the shift from data processing to information processing. On the forefront of this phenomenon is perhaps the most strategic application of all: data-based marketing. At the core of data-based marketing is the mining of historical transactional data to uncover customer patterns and trends. Data-based marketing cannot succeed without support from technology experts. Unfortunately, marketers often find IS personnel uncooperative. The problems usually stem from some basic misconceptions: Misconception: The MIS department has the knowledge and tools to build correct data-based marketing systems; it just needs to move more quickly and pro-actively. Reality: MIS's experience base is usually operational systems. An order-entry clerk's very regimented use of data does not resemble the way marketers use information to devise customer-acquisition strategies, plan promotions, and search for new marketing ideas. Thus, most of what IS personnel learn from building operational data processing systems simply doesn't apply to data-based marketing. Misconception: Marketers do not communicate what they want. Reality: Marketing requirements differ significantly from other business requirements. Marketers cannot communicate a complete and invariant set of requirements because their most important requirement is to be able to deal with constantly changing needs.

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Misconception: The way the data already exists in the operational databases is good for marketing information mining. Reality: For marketing needs, the data must be carefully prepared to address ever-present integrity and consistency problems. Moreover, the data must be cast into logical and physical structures tailored to the unique task of marketing information mining. Resource sharing between operational and informational databases usually leads to bottlenecks and escalating costs. Misconception: Relational queries give users enough flexibility for accessing the data. Reality: Relational interfaces cannot do complex data transformation and statistical aggregation in a straightforward and efficient way. Expressing marketing analysis queries in SQL is about as natural as writing operating systems in COBOL. This is the reason that, in the absence of their own database, marketing analysts may use SQL to pull data extracts, but they do the real work with other tools. Misconception: End-user "automated" analysis tools, based on rule induction, neural networks, fuzzy logic, genetic algorithms, fractals, or fuzzy logic, replace the need for human information mining. Reality: All these techniques require, just as old-fashioned statistical analysis does, careful structuring of the inputs and tinkering with the knobs. At the very least, a human analyst must discover what is relevant before asking a program to verify, refine, and quantify it. Misconception: Data-based marketing is just a sales forecasting or a customer-selection system.

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USE OF MIS IN MARKETING Reality: Analyzing marketing data and implementing the results of the analysis are two different things. Information mining will likely result in a slew of new operational systems, but one should not confuse gold with the process of mining it. Because data-based marketing is new, few CIOs have experience with the relevant methodology and technologies. CIOs must understand the key differences between data processing and information mining. The goal of data processing is to support the smooth flow of a business's daily activities. The goal of information mining is to detect and measure marketplace phenomena in order to actively manage business change. DIFFERENT PROCESS Because of differences in purpose, data processing and information mining use computers in very different ways. Information mining is characterized by the use of:

Long, detailed histories of interactions with each and every customer, as opposed to just current or highly pre-summarized data. Data dynamically derived from the basic elements by computations, re-coding, etc., rather than stored static data. Statistical aggregation of data rather than retrieval of individual record values. Ad hoc, data-driven iterative processing rather than a well-defined flow of execution steps. Individual project work organization.

These characteristics lead to wide swings of resource utilization, greater need for resource flexibility, and low reuse rate (and therefore little opportunity for traditional systems quality assurance). Information mining is done not through a collection of well-specified applications, but in a computational environment that facilitates data-intensive research. Dedicating Storage And Processors To Information Mining The integrated world of MIS often considers segregating databases and creating data redundancy a capital offense. But, as Inmon observed, not doing so may lead to much greater and uncontrollable redundancy, with every user pulling his own extracts to get his job done. A separate historical database, (or in Inmon's words a "data warehouse"), minimizes and controls redundancy. Having processors and storage dedicated to information mining avoids the conflict that arises if you introduce erratic information processing into an environment of predictable utilization rates. Fortunately, unless your customer file contains the entire Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 17

USE OF MIS IN MARKETING population of the United States and all citizens' purchases, you may not need very complicated and costly hardware. Once all parties agree to separate computing resources, periodic, not continuous, feeding of data from operational databases is a natural outcome. The strategy of updating the marketing database only periodically has few drawbacks and several important advantages:

It permits creation of a Data Quality Filter (discussed later) to assure data usability. Iterative analysis is best done on data that are not changing. Continuous updating takes up resources needed for data analysis. Periodic updating fits well with peaks and troughs of information mining. Not having the most current layer of data can be easily compensated by straightforward short-term projection of customer counts. Most of the time, it is not even an issue because analysis is done by time slicing the past.

Short-term promotion tracking reports can be easily produced from the operational databases. From Information Mining to Applications Certainly not all information-mining efforts lead to the creation of new applications. Some do not even produce interesting results, let alone influence strategies or tactics. However, the most common applications that emerge are:

A customer-acquisition planning system that helps marketers choose the best ways to acquire new customers based on models that project the long-term payoff of such efforts. A promotion planning, customer selection, and tracking system based on a segmentation model that ranks customers based on expected profitability a financial model combined with a model of customer long-term value determines the depth of selection for targeted promotions. Tracking and projection of critical customer segments this is an EIS application used to keep a watch on the "health" of a customer base, project sales, and play "what if" scenarios with the marketing strategy. A test planning and evaluation system supported by well-defined customer clusters. Merchandising support based on discovered clusters of products that customers tend to buy as a group.

The use of these systems leads to new ideas and new research questions that translate into more information mining. CIOs should develop and execute these marketing and executive applications in the information-mining environment for the following reasons: Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 18

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In the operational environment it will be difficult to get data of the same quality and consistency as in the historical informational data-base. Moreover, although these applications are not as fluid as information mining itself, they need to be considerably more open to revisions than order entry or accounting. A compelling argument for maintaining these applications within the information-mining environment is that quality-control procedures established there are more appropriate than regular data processing quality controls. A crucial element in executive information systems is a human information provider, usually a marketing data analyst. Information providers perform information mining, investigate suspicious results, and answer follow-up questions. The place for these is the information-mining environment.

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MIS REPORTS:
Need for MIS Reports: 1. Provides data: One of the important functions of the management accountant is to keep the management informed of all the facts relating to the business to assist the management in the effective management of the business. The effectiveness of the information depends upon on its proper reporting. 2. Aid to managers: The growth of size of business requires the delegation of authority to various levels of management. Therefore, there arises need of control, co-ordination and communication. Without mis, the managers, working at different levels in the organization, cannot carry out the function of planning, controlling and decision making effectively. 3. Basis of decision: It is through mis reports only the management is able to get a full insight into the entire operative activity of the concern. The mis reports are basis for the management to make decisions. 4. Take informed decisions: The primary object of mis reporting is two fold: informing the management of the actual performance, to enable the management to make scientific and sound decision.

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DIFFERENT TYPES OF REPORTS USED IN MARKETING

1. SALES CALL REPORT This report contains data about the potential customer. It also contains details about the types of items customer is interested in. M/s ABC Ltd. Sales Call Report Division Name: ____ Sales Call no._____ Date: __/__/__ Customers Name: _________________________________ Type of Customer Retail Shop Distributor Item(s) _________ _________ _________ Interested in _________ _________ _________

Follow up plan _______________________________________________ Date of next call: __/__/__ Remarks: ______________________________________________________ ______________________________________________________ Sales Person: __________________ Signature: __________________

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2. QUOTATION It is a document that gives a statement of the price, terms and the condition for a sale a supplier offers for the items. A quotation enables both the sales person and the customer to have a written proof of the sales offer.

M/s ABC Ltd. Quotation Date: __/__/__ To, __________ __________ __________ Dear Sir, We are pleased to submit our quotation as under: Sr. No. 1. 2. 3. Particulars Product P Product Q Product R Amount Payable Rate Xx Xx Xx Quantit y Xxx Xxx Xxx Amount Xxxx Xxxx Xxxx Xxxxx

Delivery period: Payment Terms: Mode of Payment: Validity:

Within 30 days of receiving order. 50% advance, 50% within 30 days of delivery. By Bank Draft. One month from the date quoted above.

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3. PURCHASE ORDER It is a written document from the customer to the seller listing the required items and providing a description of the goods.

M/s ABC Ltd. Purchase Order To, _________ _________ _________ P.O. No. ________ Date: __/__/__

You are required to deliver the items mentioned below within 30 days of the purchase order date, at the address mentioned above.

Sr. No. 1. 2.

Particulars Product P Product Y

Description Medium Large

Quantity Xxx Xxx

The payment for above consignment will be made within 30 days of the receipt of goods. Liability for lost or damaged goods lies with the supplier only. Payment will be made only for goods passing the quality test. Prepared by: _________ Passed by: _________

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4. INVOICE It is a note asking for payments for goods and services that have been supplied. The invoice accompanies the delivery of ordered goods.

M/s ABC Ltd. INVOICE To, ________ ________ ________ ________ Dear Mr.______, The details of items supplied to you are mentioned below: Sr. No. 1. 2. Particulars Product P Product Q Total Discount 2% Sales Tax @10% Amount Payable Amount (Rs.) Xxx Xxx Xxxx (xx) Xx Xxxx Invoice No: Date: __/__/__

The payment for the goods supplied is to be made within 30 days of the invoice date.

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5. SALES REPORT (product wise) A sales report suggests the total product wise sales. From this report one can draw conclusions about the product preferences of customers in different months of the year.

M/s ABC Ltd. MONTHLY SALES REPORT Product wise Month: February Product Name Product P Product Q Product R Quantity Sold Xxx Xxx Xxx Total Sales Page: 1 Sales Value (Rs.) Xxxx Xxxx Xxxx Xxxx

6. MONTHLY SALES REPORT (Sales person wise ) Sales persons are given individual sales targets. This report shows the cumulative sales made by each salesperson for a month. M/s ABC Ltd. MONTHLY SALES REPORT Sales Person wise Month: February Salesperson Name Mr. ABC Mr. DEF Mr. GHI Quantity Sold Xxx Xxx Xxx Total Sales Page: 1 Sales Value (Rs.) Xxxx Xxxx Xxxx Xxxx

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7. OUTSTANDING PAYMENTS REPORT There are many customers who do not make the payments in time for the goods and services they have taken. Every delayed payment impacts the financial planning of an organization. Therefore, it becomes very important that payment collection be done on time. It shows the details of all invoices for which payments are pending till the last day of the month.

M/s ABC Ltd. SALES DEPARTMENT OUTSTANDING PAYMENTS REPORT Month: February Customer Name Mr. ABC Mr. DEF Mr. GHI Date: __/__/__ Invoice Amount (Rs.) Xxx Xxx Xxx Amount Pending (Rs.) Xx Xx Xx Xxxx

Invoice No. 12 44 102

Date __/__/__ __/__/__ __/__/__ Total Outstanding

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OTHER ASPECTS OF MIS IN MARKETING:

Managing Financial transactions: Managing cash on sales delivery and credit based delivery. Centralizing the security systems and electronic cash drawer support to avoid mismanagement of cash. Managing any refunds or exchanges made for each individual product. Providing stock and inventory details: Consolidating the stock availability, sales information, inventory details and data transfer across geographically dispersed stores. Allowing the view of stock availability by individual product, product category, department, supplier and manufacturer. Maintaining relevant customer information: Maintaining relevant information about customers specifying the personalized shopping habits, customer profiling, tracking and membership details. Analyzing every account including the potential buyer, personal benefits being offered to the buyer if the sale is closed and the problems faced during the particular sale.

Integrating sales processes: Identifying the top selling product by category, department, supplier and manufacturer Managing the sales pipelines to maximize the chances of closing a sale. Storing detailed sales histories by individual product, product category, department, supplier and manufacturer.

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MANAGEMENT INFORMATION SYSTEM IN E COMMERCE

Meaning: E Commerce is one of the fastest growing segments of the internet, which is used by businesses. E Commerce can be divided into the following categories: Business to Business E Commerce (B2B) Business to Consumer E Commerce (B2C) Consumer to Consumer E Commerce (C2C) Business to Peer (B2P)

BENEFITS: Information Systems are being used in management of E - commerce. The Information Systems offer the following benefits: Integrating existing point of sales systems. Integrating with other E Commerce driven applications to provide the analysis of market effectiveness in terms of real business. Managing customer information that can then be used for effective analysis to predict buying trends. Provides various methods that can be used for diverting traffic onto the required websites. Integrating graphs and multiple report building wizards for the creation of effective reports based on any type of information. Information systems also provide various customer retention strategies according to each segment or market campaign or sales force. Information systems also manage the search engine optimizations: The Information System can manage the inbound links to a website. It monitors and manages these inbound links as the number of inbound links can have a visible effect on the listing of the website by a search engine. Information Systems are able to identify the appropriate keywords that best describe the company and its products. The content on the site, which is developed around the keywords, has to be clear, concise and relevant. Information Systems can also set up and manage pay per click mechanisms. They continuously generate new keywords and messages for the website to Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 28

USE OF MIS IN MARKETING analyze the combination so as to divert the maximum traffic to the companys website at a minimum cost to the company.

CASE STUDY: CMC LTD.

INTRODUCTION
CMC Limited is a leading IT solutions company and a subsidiary of Tata Consultancy Services Limited (TCS Ltd), one of the world's leading information technology consulting, services and business process outsourcing organizations. It is a part of the Tata group, India's best-known business conglomerate. With 18 offices, 150 service locations, 520 non-resident locations and over 3,800 employees worldwide, we provide a wide spectrum of unique Information Technology solutions and services to a clientele of premier organizations in the government and private sectors. CMC Americas, a subsidiary, services clients in the US, while its branch offices in the UK and Dubai market its products and services in Europe, Africa and the Middle East.

Large and complex project management capabilities Since its incorporation in 1975, CMC has an enviable record of successfully building IT solutions for massive and complex infrastructure and market projects. Take, for instance, just three of the many major projects undertaken by it: A passenger ticketing and reservations system for Indian Railways, which runs 6,000 passenger trains carrying over 10 million passengers a day, on a 90,000-km railway network covering around 8,000 railway stations. A cargo handling system is a comprehensive online real time cargo handling system to integrate all complex and varied activities of container terminals. This system has been implemented for several Indian and International ports. An online transaction processing system for the Bombay Stock Exchange, which handles millions of securities trading transactions every day.

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IRRIGATION: INFO IS EVERYTHING!

CMC has designed, developed and implemented a management information system (MIS) for this World Bank-funded project in Maharashtra, India The product MIS: Management Information System A comprehensive system for the planning, design, construction, monitoring, operation and maintenance of irrigation schemes The client Irrigation Department, Government of Maharashtra The department controlling water resources in India's most industrialized state. Project Development and establishment of management information systems (MIS) for six selected major irrigation projects under the World Bank-funded Maharashtra Composite Irrigation Project - III (restructured) Background Out of the six selected irrigation projects, three schemes - Kukadi, Bhima and Krishna - are located in the Krishna river basin. The remaining three - Upper Penganga, Majalgaon and Jayakwadi - are located in the Godavari river basin in the state of Maharashtra. These six projects are administered by the chief engineer (specified projects), Pune, and the chief engineer (specified projects), Aurangabad. Each of the six projects is administratively divided into two circles - a project circle, headed by a superintending engineer and a command area development (CAD) circle, headed by an administrator. Each circle administratively controls four to five divisions, and each division, in turn, has four to five sub-divisions. A special analysis and evaluation cell (SAEC), headed by a superintending engineer, coordinates and interacts with the different project circles, CADA circles and associated institutions like the directorate of irrigation research and development (DIRD), the public works department (PWD), the revenue department (resettlement and Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 30

USE OF MIS IN MARKETING rehabilitation), the quality control organization and the agriculture department. The roles of the associated institutions have been specified by the state irrigation department. Objective The primary objective of developing and establishing an MIS for the selected major irrigation schemes was to provide a comprehensive system facilitating planning, design, construction, monitoring, operation and maintenance of the schemes. The system developed by CMC Provides quick, accurate and relevant information. Improves data management and handling capacity. Provides effective sharing of data and information amongst various management levels and with associated offices Scope CMC handled the study, design, development, testing and installation of the management information system, training of officials, as well as implementation support for the system. MIS has the following modules: 1) Construction Land acquisition. Rehabilitation and resettlement Resource requirement planning Procurement monitoring Stores and inventory Asset management Schedule of rates Roads and bridges On-farm development works Works accounts Construction monitoring and management

2) Operation and maintenance Project management Plan of operation and management Drainage network monitoring maintenance management Resource requirement planning Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 31

USE OF MIS IN MARKETING Coordination with water users' associations (WUAs) Command area agriculture Asset management Integrated agriculture development Maintenance management

3) Administration management Personnel administration System The system is based on a client-server configuration. The server is a Pentium machine with open SCO Unix as the operating system and open Ingres as the back-end. The clients are 486 PCs with Gupta SQL 5.0 (with Ingres router) as the front-end, operating in MS Windows. MIS covers the offices of the secretary, the joint secretary and the deputy secretary of the state irrigation department based in Mumbai, and is connected to the offices of the chief engineers (specified projects) in Pune and Aurangabad.

Corporate citizenship
CMC is committed to the highest standards of corporate governance and social responsibility. Rooted in theTata group's long history of putting people before profits and policy of leadership with trust, CMC believes in being ethical and fair in its business dealings with all stakeholders -- employees, customers, partners, investors and the community. Going beyond mere compliance to government rules and regulations, it follows the law in letter and spirit. It subscribes to the Tata Code of Conduct and has devised policies to ensure its tenets are strictly adhered to. CMC's commitment to the community is manifest in the many projects such as health, education, livelihoods and women-children welfare.

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ORGANISATION INFORMATION V TRANS GROUP

MISSION
To continuously strive to provide safe, efficient, time bound and cost effective services thereby achieving total satisfaction of our customers. The company will also regularly update and develop its technology to meet the changing market requirements. In doing so we shall strive to achieve our theme of being "Your Competitive Edge"

VISION
Vision is of an India with world-class infrastructure, and our chosen role as bridging manufacturing and retailing such that both compete better The vision of Group V is of an India with world class infrastructure and our chosen role is bridging manufacturing and retailing so that both compete in a better way. Group V will be the leading single window domestic transportation, warehousing & logistic solution provider for all market segments in west India by harnessing our resources, capabilities, experience and goodwill gained over the last 47 years. Group V's customers will receive the best value because we will offer them the highest standards of quality and efficiency-in ways that are most useful to them. To provide them comprehensive and "can-do" solutions, we will form a network of complementary allies who share our values and standards. Group V customers will receive the best value because we are providing them the highest standards of quality and efficiency - in ways that are most useful to them. We will form a network of complementary allies who share our value & standards.

BEGINNING
Group V is one of the Leading Logistics service provider with successful track record spanning over four decades. Group V commenced in the year 1958; initially we provided transportation between Mumbai & Gujarat. Today we are present nationally with 200 Branches across 14 states in the country. Group V is a privately - owned, professionally managed company that offers regular trucking & time conscious transport for hard freight. The company has invested in state of the art IT systems that support & add value to our services. Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 33

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INFRASTRUCTURE
Our efficient fleet of over 250 vehicles plying round the clock on the national highways. Network - consists of the interiors of Gujarat, Important locations in Maharashtra, South India, Rajasthan and North India. Encompassing practically every corner of Gujarat state and major industrial & trading centers in Maharashtra, Rajasthan, South India and North India. Network - consists of the interiors of Gujarat, Important locations in Maharashtra & South India. Encompassing practically every nook & corner of Gujarat state & major industrial & trading centers in southern India, Rajasthan & Delhi. Own/Attached closed body fleet strength is integrated for safe transportation of high value & even a delicate cargo. Own weatherproof Insured Warehouses with Platforms at all locations. Dedicated team to handle all kinds of cargo safely and as per client's instructions. Efficient Customer Service Cell at all regional offices. Centralized inquiry centers at regional levels. Information provided at finger tips. Majority of the Branches are computerized and connected through Internet. Customer Support Executive at all controlling offices. Management of Transit risk through Risk Management Schemes.

RELIABILITY
Our services are equivalent to Express/Couriers whereas rates are that of normal hard freight. Timely dispatch of the goods. Door-to-door collection and delivery of goods. Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 34

USE OF MIS IN MARKETING Point-to-Point speedy service. Scheduled services to major destinations. Major stations are outside octroi limits. Standardized Rates, Fastest clearance of claims policy, Commitment of hassle-free transport.

TECHNOLOGY
Virtual Private Network (VPN): VPN ensures total connectivity via computerization. It enables all our regional offices to update instantly on customer information, thereby providing maximum support to the customer. Cargo Branch, VXBranch are internally developed comprehensive operation, customer care software applications, which captures the complete operation at all stages of transportation, right from booking till the final delivery of consignments. High-tech MIS system. Mobile SMS Services. E-Mail Services. CARE: The data captured by Cargo Branch, VXBranch help the customer to track the consignment status at any given point of time through our web site or by contacting the booking or delivery offices. Our website offers tracking facility in terms of arrival and dispatch status of consignments. Besides, a dedicated team of IT professionals is always available to provide support for managing the operations and developing tailor-made systems to provide optimum support to the customers. We aim to achieve: 1) 100 % computerization across all branches. 2) WAP-enabling of our consignment tracking system. 3) Computerized Services and tracking of consignment at major branches.

WORKFORCE
A dynamic leadership. A motivated management team. An inspired and selfdriven taskforce of over 1023 people. That constitutes the winning team at Group V. People are our biggest asset. Ours is one big and happy family of qualified professionals and extremely dedicated people. We are what we are today - solely because of their energy and loyalty and perseverance. On our part, we offer our people tremendous growth opportunities within the organization. As a result, some of our people have risen to very senior positions. Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 35

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SERVICES
"Efficient, Reliable & Secure Transportation of your goods". V-Trans offer traditional, safe & cost effective surface transport. Customers rely on V-Trans for safe and on time movements of their cargo, including scheduled departures across major cities. The service does not limit the size or weight of cargo i.e. transported through container sized vehicles. Weather proof & insured warehouses with platforms at all locations insure safe and efficient handling of the cargo at every stage. Major stations / warehouses are located outside of octroi limits. Door - to - Door, time - Bound Cargo Service for your Just in Time needs" When time is the essence, V-Xpress is your choice. This Door to Door time bound service is designed to meet youre just in time requirements. The good news is that it is also competitively priced. A value addition to the service is DOD (Draft on Delivery) i.e. the option to pay the value of the goods on delivery The perfect partner to grow your business with" Adapting to the changing needs of the market. V-Logis offers total Logistics solutions that include transportation, warehousing & distribution. With more than 3,00,000 sq.ft. Of warehousing space across the country and the efficient, safe handling of the goods throughout the service chain makes this service viable for customers who would like to outsource their inventory management and concentrate on their core business activity.

SOME OF THE CLIENTS OF V TRANS

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ORGANISATION STRUCTURE

CHAIRMAN
MANAGER Corporate IT
Technical Team Application Development Technical Team Application & Network Support

V-Trans eCargo ERP

Implementation Manager

V-Xpress eCargo ERP

Implementation Manager

Zonal Manager
ERP Implementation Western

Zonal Manager
ERP Implementation Maharashtra & Gujarat

Zonal Manager
ERP Implementation Gujarat

Zonal Manager
ERP Implementation Central & East

Zonal Manager
ERP Implementation Central & North

Zonal Manager
ERP Implementation North

Zonal Manager
ERP Implementation South

Zonal Manager
ERP Implementation South

Users Training And Documentation

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I.T. DEPT DETAILS

DESKTOPS

Company

Dell Optiplex IBM Think GX620 Centre A52 Intel P IV 2.8GHz Intel P IV 2.8GHz

HP Compaq dx2000 Intel P IV 2.8GHz 256 MB 40 GB

Processor Memory Storage

512 MB DDR2 512 MB 80 GB 40 GB

OPERATING SYSTEMS:

Windows XP Pro

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QUESTIONNAIRE: CRM JYOTI RAJKUMAR, MANAGER

1. How did you become a manager (Qualification/experience/qualities)? Ans: With experience & qualities required as per the job profile

2. What does your job as a manager entail? Describe your major functions (Job Profile)? Ans: As a CRM, I should satisfy the Customers needs/requirements without affecting (loss) to the management/organization.

3. What skills are necessary for success as a manager? Ans: Strong desire & commitment to quality of output & accuracy of information, strong interpersonal & relationship building skills, Hardworking & result oriented, excellent communication skills.

4. In what way MIS (Management Information Systems) supports your decision making? Ans: It helps to classify the Clients, type of complaints. Also it helps to analysis the service (efficiency) level of the organization.

5. What are different types of reports generated by MIS in your functional area? Ans: Nil

6. What advice would you give a person interested in a career in management? Ans: To pursue it sincerely, because career in management will definitely help you to build your career.

7. How you motivate your subordinates? Ans: By appreciating their efforts.

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QUESTIONNAIRE I. T.DEPARTMENT R. M. JOSEPH, MANAGER

1. How did you become a manager (Qualification/experience/qualities)? Ans: With experience and qualities required as per position.

2. What does your job as a manager entail? Describe your major functions (Job Profile)? Ans: Development and Maintains of eCargo ERP application. Testing and Deployment of the ERP application Users Training and Implementation Hardware, Software, Internet connectivity, Securities requirements study and recommend to Management. Provide support in purchase and installation.

3. What skills are necessary for success as a manager? Ans: Continue improvement of Functional skills & knowledge, Inter-personal relationship/communication skills. Team Building and Participating Leadership. Promptness in decision making, replying/clearing issues.

4. In what way MIS (Management Information Systems) supports your decision making? Ans: WEB based system, provides quick information.

5. What are different types of reports generated by MIS in your functional area? Ans: Many reports for quantity and quality analysis. Reports, where things go out of the norms. Mainly prepare Variance

6. What advice would you give a person interested in a career in management? Ans: To build-up of the qualities like: Desire for success Desire for quality work, Desire for knowing more things Desire for understanding the problem (job objectives) and people. Self Discipline, Determination, Sincere and Hard-work.

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USE OF MIS IN MARKETING 7. How you motivate your subordinates? Ans: Sharing Knowledge, skills set, so that the sub-ordinate would have change to know more and grow more. Delegation of responsibility and necessary authority Proper correction and appreciation of their jobs. Having little bit interest in their family life too.

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QUESTIONNAIRE -- FINANCE AND ACCOUNTS DEPARTMENT ASHOK ROUTRAY, MANAGER

1. How did you become a manager (Qualification/experience/qualities)? Ans: With experience and qualities required as per position. 2. What does your job as a manager entail? Describe your major functions (Job Profile)? Ans: Managing Companys Finance, Income Tax and Service Tax. Coordinating with Companys Secretary, Auditors and Government Authority related to Companys Law and Taxation. Monitoring Fund Utilization Fixed Assets Management 3. What skills are necessary for success as a manager? Ans: Having up-to-date knowledge in Finance and Taxation Inter-personal relationship/communication skills. Team Building. 4. In what way MIS (Management Information Systems) supports your decision making? Ans: Balance Sheet, Ledgers, Costing Reports. 5. What are different types of reports generated by MIS in your functional area? Ans: Fund Flow Report, Assets Management Reports, P & L and Balance Sheet 6. What advice would you give a person interested in a career in management? Ans: Aggressive, Determination and Hard-work. Self Discipline, Sincere and Team Spirit. 7. How you motivate your subordinates? Ans: Sharing Knowledge,. Appreciation Delegation of responsibility and necessary authority

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EXIDE BATTERIES LTD.

ABOUT THE COMPANY

Exide Industries Limited, India's flagship of the storage battery industry- is also the largest Power Storage Solutions Company in South and South East Asia. It manufactures the widest range of storage batteries in the world from 2.5Ah to 20,600Ah capacity, to cover the broadest spectrum of applications. EIL is the market leader in the organized sector in both the automotive and industrial segments. 'EXIDE' and SF (Standard Furukawa)', the flagship brands of the Company, are also the leading battery brands in the country. Exide is the first choice of almost every vehicle manufacturer - Maruti, Cielo, Mercedes, Opel, Peugeot, Fiat, Rover, Iveco, BMW, Honda - with every 2 out of 3 new vehicles in India rolling out with Exide.

VISION STATEMENT:"To win our customers, stakeholders and employees by transferring quality into a performance oriented business which will secure market leadership and profitable growth through effective fulfillment of customers' needs. "

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COMPANY HISTORY
YEAR 1916 1946 1969 1976 1981 1992 1994 1995 1998 2000 PARTICULARS Chloride Electrical Storage Co. (CESCO) UK set up trading operations in India as an import house First factory set up in Shamnagar, West Bengal Second Factory, Chinchwad, Pune R&D Centre established in Kolkata Third factory, Haldia, West Bengal First Submarine batteries delivered to the Indian Navy Technical collaboration with Shin Kobe Electric Machinery Co. Ltd. of Japan, a subsidiary of the Hitachi Group Chloride Industries Ltd renamed Exide Industries Ltd. Exide acquires the operations of Standard Batteries Ltd & adds four more factories, taking the total to eight Acquisition of 10% stake in Chloride Batteries South East Asia (CBSEA), Singapore & 49% in Associated battery Manufacturers Ceylon|(ABMEL), Sri Lanka. Battery charging commenced at Bawal, Haryana to cater to OEM JIT supplies Launch of exidetraction.com, an e-commerce website for international customers of traction batteries. Became second largest 2-wheeler battery company in the world. Launch of Achieve 100 PPM at Hosur Plant Launch of exidereachout.com, a CRM initiative for Exide Trade

2001 2002 2004

CAPITAL & MARKET SHARE:Capital Authorized Rs.100 Crores, Paid up 75 Crores Turnover Rs. 1332 Crores as on 30.09.2007 Employees Approx 3900 as on 30.09.2007. Market Share in Market Shares % of the total segment Different Segments Telecom 30% Railways Auto (OEM) - Overall 30% 72% Auto (OEM) Passenger Vehicles 80% Auto (Replacement) Overall 35% including unrecognized Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 44

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WORLD CLASS MANUFACTURERS:Exide has eight manufacturing plants producing world class products. Exide factories are located strategically around the country to provide logistic support for its production of over five million batteries per annum. Each of these factories are equipped with state-of-the-art equipment sourced from the best battery making machinery manufacturers in the world. Exide, due to its strong roots with the erstwhile Chloride group, has access to the best manufacturing practices in the field of Lead Acid Batteries. A technology tie-up with Shin-Kobe, Japan the makers of world class Hitachi VRLA batteries has given Exide the technological edge in maintenance free batteries. Other strategic technology agreements with Furukawa, Japan and Oldham, U.K. have given Exide the competitive edge in providing the most reliable solutions for packaged power.

COLLABORATIONS

Shin-Kobe Electric Machinery Co. Ltd.,Hitachi Group, Japan For Automotive and VRLA Batteries The Furukawa Battery Co. Ltd.,Japan For Automotive Batteries at Taloja

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ORGANISATION STRUCTURE

S.B Ganguly, Chairman Emeritus Board of Directors R.G. Kapadia, Chairman & Non Executive Director R.B Raheja, Vice Chairman & Non-Executive Director. T.V.Ramanathan, Managing Director & Chief Executive Officer. G.Chatterjee, Director Industrial. P.K.Kataky, Director Automotive. S.K.Mittal, Director Research & Development. A.K.Mukherjee, Director Finance & Chief Financial Officer Vijay Aggarwal, Non Executive Director. Mr. H M Kothari, Non Executive Director. Mr. Bhaskar Mitter, Non Executive Director. Mr. S.N.Mookherjee, Non Executive Director. Mr. A.H.Parpia, Non Executive Director. S.B.Raheja (Atternate D S Parekh), Non Executive Director. W. Wong, Non Executive Director. Executive Commitee T.V. Ramanathan G. Chatterjee P.K.Kataky Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 46

USE OF MIS IN MARKETING S.K. Mittal A.K. Mukherjee Barun Das Monodip Chaudhuri R.P. Ray R. Chakraborty

HEAD OFFICE
Kolkata 'Exide House' 59E, Chowringee Road Kolkata 700 020

FACTORIES
Taloja Plot No. T-17 MIDC Taloja Industrial Area Taloja - 410 208 Bawal Plot no. 179, Sector 3 HSIDC Growth Centre Bawal, District Rewari Haryana

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INFORMATION TECHNOLOGY SUPPORT

Head Office (Server)

Factory (WAN)

Factory (WAN)

Factory (WAN)

EIL is connected all over the India through Wide Area Network [WAN] The Head Office has a server & all the 8 Branches are connected to share the information. Exide is using Radio Frequency Link [RFL]. Exide is a manufacturing company. The material is used is either imported or they us Indian material. The data of the imported material is maintained by the Head Office which is at Kolkata and all the data regarding Indian material is maintained by its branches. To maintain this information some software used: i) SAP- means "Systems Applications and Products." The SAP system is a collection of software that performs standard business functions for corporations. The system has become very popular because it provides a complete solution to standard business requirements such as manufacturing, accounting, financial management, and human resources. It incorporates the concepts of enterprise resource planning (ERP) and business process reengineering (BPR) into an integrated solution for business applications. ii) TPM software Management Information System Prof Yogesh Kolhatkar MIMR, Wadala 48

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Hardware
I ) Routers -A router is a computer whose software and hardware are usually tailored to the tasks of routing and forwarding generally containing a specialized operating system (e.g. Cisco's IOS or Juniper Networks JUNOS and JUNOSe or Extreme Networks XOS). II) Printers:- We are using two Printers a ) Dot Metrics - which is mainly used for Invoicing b ) Laser color We are using HP Laser printers III) Computers:- We are using HP computers in our offices.

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QUESTIONNAIRE PERSONNEL DEPT.

KOLEKAR NARENDRA - ASST. MANAGER Q1. How did you become a manager (Qualification / experience / qualities)? Ans: To become a good manager in a respective discipline a sound qualification need to opt their after a good initial exposure with system oriented organization which will help to every individual a qualitative manager Q2. What does your job as manager entail? Describe your major functions? Ans: Personal, Administration & H.R function like liaisoning, statutory compliances, Training & development, Compensation Management, Safety, and Welfare etc. Q3. In what way MIS support your decision making? Ans: Without any MIS manage cannot function, hence MIS is the basic requirement to make the appropriate & relevant decision. Q4 .What skills are necessary for a success as a manager? Ans: Skills like he should be good listener, Say NO at right time, Good Communication, Leadership Quality & he should be motivator. Q5. What are the different types of reports generated by MIS in your functional area? Ans: Report likes Manpower development, Job Allocation, Compensation, Statutory Compliances etc. Q6.What advice would you give a person interested in career in management? Ans: Person should be analytical, Proactive, dedicated to his work and smart in all sense. Q7. How you motivate your subordinates? Ans: Take interest in their family life also to know if they need any kind of help. Also ask them if they have any problems in order to get it solved.

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QUESTIONNAIRE PRODUCTION DEPT.

K. ANIRUDDHA, PRODUCTION HEAD Q1. How did you become a manager (Qualification / experience / qualities)? Ans: Qualification / Experience/ Qualities-are all pre-requisites to become a manager. Q2. What does your job as manager entail? Describe your major functions? Ans: Ensuring products are made at right cost quality to delivered at right time For this I need to manage the resources at my Disposal which are a constraints. Q3. In what way MIS support your decision making? Ans: All decisions are based on Data available at my disposal This is achived by having the required MIS Q4 .What skills are necessary for a success as a manager? Ans: Need to have passion for whatever you do and doing right things at right time Q5. What are the different types of reports generated by MIS in your functional area? Ans: Daily Production Report Daily Quality Report Q6.What advice would you give a person interested in career in management? Ans: Strive for change and make things happen do not wait for things to happen. Q7. How you motivate your subordinates? Ans: Give them opportunity to try new things and also give them power to take their own decisions regarding certain issue.

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QUESTIONNAIRE ACCOUNTS
P.P. INAMDAR ASSO. MANAGER Q1. How did you become a manager (Qualification / experience / qualities)? Ans: Qualification Q2. What does your job as manager entail? Describe your major functions? Ans: Team management and customer service Q3. In what way MIS support your decision making? Ans: To get the detailed analysis of the product and its placement as per the need Q4 .What skills are necessary for a success as a manager? Ans: Leadership skill Q5. What are the different types of reports generated by MIS in your functional area? Ans: Sales Report and Activity Report Q6.What advice would you give a person interested in career in management? Ans: Work hard, always be keen to learn new things as Life is a Journey. Take each day as a new learning day. Q7. How you motivate your subordinates? Ans: Regularly conduct a get together to know their grievances and try to solve them.

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BIBLIOGRAPHY

1. Managing Information Systems, NIIT.

2. http:/www.wheatongroupllc.com/library/06_01_92.asp

3. http://www.accessmylibrary.com

4. http://www.cmcltd.com/case_studies/index.htm

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