Chapter -1

Company Profile

Company Information

Name of the Company

Arrow PC Network

Address

H-63, Bali Nagar, Near Ramesh Nagar Metro Station,

New Delhi-110015

Contact No.

011-45151515

Website

www.arrowpcnetwork.com

Company

Local company

Registration No.

255417

2. Nature of the Organization

Type of industry

IT industry

Business

Trading

Area in which company is operating

Marketing

The company is associated partner of HP and deals in the products of the HP from
Computer system to printers. They also provide hand to hand solutions.

3. Companys Vision and Mission

Vision: We are a team of dedicated IT Professionals having vast experience of Consulting,

Sourcing and Servicing IT Infrastructure products for Corporate Clients. We believe that quality
is an attitude. Our team works in partnership with clients and do business to earn profit as well as
trust

Mission :
To be a leading integrated IT service provider by creating value for people through
delightful and innovative high quality service.

4. Product Range of the Company

IT Infrastructure :

o Servers and Storage

Fig. 1. Server and storage

o Network Racks

Fig 2. Network Racks

3

o Network Security

Fig 3. Network Security

IT Hardware :
Servers

Fig 4. Server
Desktops, Laptops
Workstations
Printers
I-Pad
Tablets

Fig 5. IT hardware
4

 IT software :

Microsoft Office

Tally

Oracle

Symantec

VMware

5. Size

Manpower : Approx 35-40 employees

Financial Turnover : 40 cr. (INR)

6. Organizational structure of the Company:

Managing Director

General Manager

HR Department

Marketing
Department

Accounts
Department

Fig 6. Organizational structure

Company Introduction:
Arrow PC Network is an IT company that deals in the IT Hardware, software and
Infrastructure Located in the New Delhi. Mr. Gurpreet Singh is the MD of the company.
The main aim of the organization is to become a integrated IT service provider by
5

creating value for people through delightful and innovative high quality services.
Company is in the trading business. They trade in the Products and services like laptops,
PC, printers, tablet and services like cloud services, firewall, and Microsoft office.
Currently they are the premium partners of HP and Airtel.Company became
successful after they focused on big corporates. They do the business with the local,
national and multi-national companies.

Some of their clients are, KFC, Religare,

Ambience, The Lalit and many others.

Rewards and Recognitions:
ProLiant League of Champions

fig. 7. Certificate of recognition from HP

 Channel World Premier 100 Award

Fig.8. : Channel world Premier 100 award

PCAIT The DQ week Upcoming Entrepreneur

Fig. 9. PCAIT upcoming Entrepreneur

7. Market Share & position of the company in the market

As the company is small so the authorized share capital is Rs 100,000 and paid up capital
is Rs.100,000.

8. Present leadership of company and mention the people and their level
with whom you have interacted during the summer training.
At present Mr. Gurpreet Singh is the Managing Director of the company.
Managing Director

Mr. Gurpreet Singh

General Manager

Mr. Amandeep Singh

Human Resource

Ms. Sweety Dhingra

Accounts Manager

Ms. Urmita Kain

Sales Manager -

Mr. Mohit Kumar

My experience in the organization was good; I got the chance to learn many things from
their People with whom I interacted with in the organization.
I did my training under the guidance of Ms. Tanya Thareja who is working in the
organization as Business Development Executive.
During my training, I interacted with many people inside and outside the organization.
People with whom I interacted in the organization regularly:
General Manager

: Mr. Amandeep Singh.

 Sales Manager

: Mr. Mohit Kumar

Business Development Executive

: Ms. Tanya Thareja

Pre-sales Consultants

: Mr. Vikas Jaiswal

Objective of study and research methodology

Objective
The objective of this study is to share my experience of summer training in the
organization, what I learned from there. To evaluate what difference between the theories
we have learned and practices in the organization. There were many situations where the
practices of the organization were different from the theory I had learned in my college.

Research Methodology
Research Methodology including sources of data collection.

Methodology

Methodology is the systematic, theoretical analysis of the methods applied to a field of

study. It comprises the theoretical analysis of the body of methods and principles A
framework to help resolve ethical problems starting with identifying the problems and
parties involved to implementing the course of action and monitoring its progress.

Methodology can properly refer to the theoretical analysis of the methods appropriate to a
field of study or to the body of methods and principles particular to a branch of
knowledge. In this sense, one may speak of objections to the methodology of a
geographic survey (that is, objections dealing with the appropriateness of the methods

used) or of the methodology of modern cognitive psychology (that is, the principles and
practices that underlie research in the field). In recent years, however, methodology has
been increasingly used as a pretentious substitute for method in scientific and technical
contexts, as in the oil company have not yet decided on a methodology for restoring the
beaches. People

may

have

taken

to

this

practice

by

influence

of

the

adjective methodological to mean "pertaining to methods." Methodological may have

acquired this meaning because people had already been using the more ordinary
adjective methodical to

mean

"orderly,

systematic."

But

the

misuse

of methodology obscures an important conceptual distinction between the tools of

scientific investigation (properly methods) and the principles that determine how such
tools are deployed and interpreted.

i.

Types of Methodology
Primary Data
The data which are collected from the field under the control and supervision of an
investigator Primary data means original data that has been collected specially for the
purpose in mind This type of data are generally afresh and collected for the first time It is
useful for current studies as well as for future studies For example: your own
questionnaire.

ii.

Secondary Data
Data gathered and recorded by someone else prior to and for a purpose other than the
current project Secondary data is data that has been collected for another purpose. It
involves less cost, time and effort Secondary data is data that is being reused. Usually in a
different context. For example: data from a book.

10

I.

Got

the

information

about

the

organization

website.(www.arrowpcnetwork.com)
II.
III.

Collected few data from the organizations employees.

Few data has been taken from the other sites.
www.zuabacorp.com

www.channelworld.in

11

from

organizations

Chapter-2
SWOT Analysis of the Company

12

SWOT Analysis:
A SWOT analysis is a structured planning method used to evaluate the strengths,
weaknesses, opportunities and threats. It involves specifying the objective of the business
venture or project and identifying the internal and external factors that are favorable and
unfavorable to achieve that objective

Strengths: characteristics of the business or project that give it an advantage over others.

Weaknesses: characteristics that place the business or project at a disadvantage relative

to others.

Opportunities: elements that the project could exploit to its advantage.

Threats: elements in the environment that could cause trouble for the business or project.

1. Strength and Weakness of the company :

Strength:
I.

One of the major strength of the organization is its links with big organizations which are
already the client of the company.

II.
III.

Organization is very much concerned for its values and ethics.

Not such a big organizational structure, less chance of conflicts and easy decision
making.

13

Weakness:
1. Weak brand name , as the organization has not such a big brand name this act as
weakness because big orders from the big organizations are given to the organizations
with great brand name.
2. As the organization is in trading, it is dependent on the other firms for full filing the
orders taken by them

2. Opportunities and Threats that the company faces:

Opportunities:
I.

HP is the premium partner of the organization; organization can be more successful by

dealing in HP products.

II.

Two way communication in the organization. Each employee feels free and comfortable.
Threats:
1) Directly affected by HP. Organization will be affected as any change come in the HPs
policies.

3. Best Practices/USPs that the company follows in different functional

areas such as marketing, finance, HR , inventory management, CRM,
logistics, use of ITes etc.
USP in Marketing: As the organizations field of work is marketing so, they are too
much focused for the marketing process. They use one of the best methods of promotion
and selling their services thats Personal selling. They provide good after sale services
that make their clients more satisfied.

14

Best Practices in HR: All the employees are provided on the job training that helps in
improving their skills. Good working environment is provided to the employees and
various stress controlling programs are also organized by the HR department for the
employees for their welfare.
Best Practices in ITes: As the company is itself dealing in the IT products in that case
there should be no doubt that company itself will be using the latest and large number of
modern IT products and services. They are using Thin clients in the office that reduces
their cost of PCs.
Practices in CRM: Customers are the main factor that affects the business more. Not
only affect, they are the one on which the success and failure of the organization depends
on. So every business tries to make good relationships with their customers. Same
condition is applicable to the company in which I did my training they are very much
focused to their customers. They provide good after sale services to their customers and
also gave them special discounts and and gifts to them. They regularly organize the
business meetings with the customers and discuss with them about the services provided
by them.
4. Explain the Variation in practices followed by the Company vis--vis the concept
taught to you in the classroom.
The main variation founded in the practice and the concept is in the condition in the
selling process. The theory tells us that in process of personal selling the sales person has
to meet the customer and then make him buy the product but in the actual world it is very

15

difficult to meet the concerned authority and make the sale. And due to this this process
becomes difficult and long to perform.

16

Chapter -3
Functional Analysis of the Company

17

Analysis:
1.

Marketing :

Product Planning Process:

Product planning is the process of identifying and articulating market requirement that
defines a products feature set. Product planning process serves as the basis for decision
about price, distribution and promotion. As the organization is in trading business, so
there is no requirement for the product planning. Company simply buys the goods from
the producing company and then sells to the customers.
Pricing Policies:
Price of the product had a great impact on the success of any business. If the price of the
product is reasonable then the customers will buy the product. Price can also be used as a
factor that attracts the customers. If the price of product of the company is lower than the
competitors then the customers automatically get attracted to the company.
Company sells its goods at the profit Margin of 4-5 %. But this depends upon the size of
the order and other factors .If the client buys continuously then the price of the order can
be different for them then that is for other buyers.
Channel Planning:
There are many channels through which the product can be sold. But the company
chooses for the Personal Selling where there is direct contact in between the customer
and the seller.

18

Promotional Policies and their effects:

Company promotes their business by organizing seminars, calling and contacting with
the companies, by advertising on the internet. All these promotional activities have their
own different benefit over others. Seminar helps in making strong relations with the
existing clients and also helps in making new clients.
Contacting to the companies has its own advantage. When the person visits the company
and meets the concerned authority and exchanges the contact numbers and other
information about the company. This is beneficial because if the targeted company has
any requirement then they can put the order immediately without wasting any time.
CRM Policies:
CRM refers to Customer Relationship Management. It is an approach for managing the
current and future customers. As the customers are the main factor of the business thats
why organization gives focus on the customer satisfaction.
Company provides good after sale services to the customers. This helps in improving
customer relationship.
Advertisement Process:
Advertisement is important for any business because it help in increasing the business.
Through advertisement the targeted customers come to know about the company and
products in which it is dealing in. Arrow PC Company does the advertisement through
Cold calling, by organizing business parties, Advertisement in the business magazines
and internet sites. Cold calling is a process when a sales person or any employee of the
19

organization call the prospective customer and tell them about the company and try to fix
meeting for business purpose. Company organizes business parties where current clients
and other prospective customers are called and then all are introduced with the company
and its products and services in which the company is dealing. This is a good way of
advertisement because as their currents clients are also present so they help the company
in making new clients.

2.

HRM :

The human resources of an organization consist of all people who perform its activities.
Human resource management (HRM) is concerned with the personnel policies and
managerial practices and systems that influence the workforce. Human resource
management specialists help organizations with all activities related to staffing and
maintaining an effective workforce. Major HRM responsibilities include work design and
job analysis, training and development, recruiting, compensation, team building,
performance management and appraisal worker health and safety issues.
Recruitment: Recruitment is the process of searching the candidates for employment
and stimulating them to apply for the job. Recruitment can be done by Internal and
External source. In case of External recruitment the company posts the vacancy on the
internet site and gives the required information like qualification, term and conditions.
And call the application letter of the people who are interested in the job.
Selection Process:

Selection process refers to screaming and selecting the candidate

who is most suitable for the job.

HR department select the best candidates and then

further screaming is done in written exam. Those candidates who pass the exam will go
20

to Interview round. And Candidate who passes the Interview will be selected for the job.
In Interview the Communication skills, Problem solving skills and Knowledge about the
market are the points which the interviewer check.
Induction Process: Induction means introducing the selected candidate who is now the
employee of the company with the company, its norms, his duty what he has to do and
with other employees. The main objective of the Induction is making the employee
familiar to the company and its elements. In the company in which I did my internship
there induction is done by introducing the other employees and makes him work with
other employee so that he /she can understand the working method of the organization
and his own work.
Training: Training helps in improving the skills of the trainee and also helps in
understanding his work. Training is very much important when the selected person is
fresher because he has no idea about working environment in the organization. So, when
a new employee joins the organization, he has to work with other employees who help
him in understanding the work what he has to do.
Performance Appraisal: Performance Appraisal is the systematic evaluation of the
performance of employees and to understand the abilities of a person for further growth
and development. It is very important for any organisation to do the performance
appraisal of every employee because with the help of this appraisal the HR department
and top level management come to know that the employee is doing hi work effectively
and efficiently or not. And then according to that promotion will be provided to those
whose had done better job. In the company the Performance was analysed on the basis of

21

sales every sales department employees had generated in a financial year. The policy of
the company is 3 Times the sales of the total salary that means that every BDE has to
generate the sales of 3 times the salary they get in whole financial year.
Recognition System: Recognition means appreciating the employee for his good
performance. This is very important because this will motivate the employee to continue
his good performance in future also. It encourages the other employees also to do their
work carefully and honestly. Company provides monetary benefits also with recognition
for motivating the employees to continue their good performance.

Analysis:
To understand the market needs and companies preference we need to study the market.
To do market survey a questionnaire is used. Questionnaire was filled by 35 corporate
personals. And according to their answer the analysis has been done .The questionnaire was

open ended that means the person who is filling the form can fill the details according to
him, No options were given to him.

22

1. Which Desktop brand are they using?

Name of Brand

Number of Companies

Percentage

HP

12

34.30

Dell

25.71

Lenovo

20

HCL

17.14

Acer

2.85

Table 1 : Desktop brands

Desktop Brand used by Companies

Acer 2.85%
H P 34.30%

HCL 17.14%
HP
Dell
Lenovo
HCL

Lenovo 20%

Acer

Dell 25.71%

Fig. 10 : Desktop brands

This question is made to known that which Desktop Brand companies are using.
According to the survey H.P is the most used desktop brand with 34.30%, which is
followed by Dell with 25.71%. Lenovo is at Third position with 20% , HCL is at

23

fourth position with 17.14% and Acer is last with 2.85%. This shows that HP is the
most popular Desktop brand.
Question 2: How many servers are they using?
Number of Servers

Number of Company

Percentage

11.42

10

28.57

13

37.14

22.85

Table. 2 : Number of server

Number of Servers used

0 server 11.42%

4 Serevr 22.85%

0 server
2 Server
3 Server
4 Server

2 Server 28.57%

3 server 37.14%

Fig. 11 : Number of server

24

This question was made to know that how many servers are used by the companies.
According to the survey it was found that 13 companies (37.14%) are using 3 server, 10
companies (28.57%) are using 2 servers whereas 8 companies (22.85%) are using 4
servers. And 4 companies (11.42%) are not using servers.
Question 3: Which server Brands they are using?
Name of Server Brand

Number of Company

Percentage

HP

15

42.8

Intel

11.4

CISCO

22.9

Lenovo

22.9
Table. 3: Server brand

Server brands used by the companies

HP 42.8%
Lenovo 22.9%

HP
Intel
CISCO

Intel 11.4%
Cisco 22.9%

Fig: 12 Server brands

25

Lenovo

This question was made to know that which server brand is being used by the companies.
According to the survey it was founded that H.P is used by 42.8% companies, and
Lenovo and Cisco both are on the same level with each 22.9%. Intel is used by the 11.4%
of the company. HP is most popular server brand.
Question 4: How many users of Computer in the company?
Number of Users

Number of Companies

Percentage

Less than 100

20

100-200

10

28.6

200-300

12

34.3

More than 300

17.1

Table. 4 : Number of users

Number of Users in Company

More than
300 17.1%

Less than 100

20%

Less than 100

100-200

200-300
More than 300

100-200 28.6%
200-300 34.3%

Fig. 13 Number of users

26

This question was made to know that how many users are there in the companies.
According to the survey it was founded that there are
12 companies (34.3%) have 200-300 computer users.
10 companies (28.6%) have 100-200 computer users
7 companies (20%) have less than 100 computer users
6 companies (17.1%) have` more than 300 computer users.
Conclusion of the survey:
In survey data was collected from 35 companies. They were asked about Desktop brand
they are using, Number of server they are using and few more. It was found that HP is
the most used desktop brand with 34.30%. In another question it was asked that how
many Servers are they using and it was founded that 13 companies are using 3 Servers.
In another question it was asked that which server brand is mostly used by the
companies and it was founded that H.P is leading server market with 42.8%.

27

Chapter -4
Lessons Learnt

28

1.

Experience about the working environment

Internship in an IT company Arrow PC Network Pvt. Ltd. located in the Bali Nagar,
New Delhi. Company deals in the IT hardware and software and working as a premium
partner of HP. Organization was small but all the works are performed by every
employee in very systematic manner. The company was too much focused towards their
values and ethics. There was two way communications in the organization that is one of
the main reasons for the companys success. As all the employees are free to give their
view and ideas in any type of problem faced by the organization.
I got the training under the Ms. Tanya Thareja BDE of the organization. We were team of
3 people. She was one of the best employees of the organization. Under her guidance I
learn may things like

Identifying the prospective customers

How to approach them

Taking relevant information from them about them about them and about their

organization

How to take the orders

And processing of the order and completing them

During my training I learned from both inside and outside environment of the business.
Every week one day was allocated for managers meeting with his clients in order to
tackle with the queries of the customers.
I also went to the companies and met with the IT managers of the organization and asked
about the IT needs of the organization. I collected data of the company about their IT
department. I use to carry a form with me which has to be filled by the organization. This
29

form is useful for the company because that form contain the full detail of the other
company. Then with reference of that form I used to again contact the IT manager and try
to make them ready for meeting with managers under whom I was doing my training.
Inside the organization we all interns were getting presentations from different managers
who were sharing their experience with us as well as they taught us the way how to be a
successful in the marketing field.
Over all experience was good during the training but when I had to go to the other
company for the meeting those were very hectic. As some times I used to do the cold
calling so it also happens that IT manager did not had the time to meet us and they asked
me to come with the appointment.
2.

Knowledge Learned :

Sales management is a business discipline which is focused on the practical application

of sales techniques and the management of a firm's sales operations. It is an important
business function as net sales through the sale of products and services and resulting
profit drive most commercial business. These are also typically the goals and
performance indicators of sales management.

Sales manager is the typical title of someone whose role is sales management. The role
typically involves talent development and leadership.

Sales are the only activity that generates revenue for any company. So, companies give
great attention on their sales process and manage their sales very carefully. Different
staffs are employed to manage the sales of the company and increase their sales. Sales

30

department includes different post in itself. Like, sales manager, Sr. Sale Coordinator,
Sales Executive, BDE, Sales consultants and many more.
Sales Process starts from finding the prospective customer and ends after actual sale. But
now sales management also includes the aftersales services to the customers. Due to
increase in the competition or to make good business relationship with the customers now
companies are providing aftersales services like installation of product, servicing of
product, transportation of product, etc...
There are many methods through which the company can do their sales. They can do their
sales function either through Retail, wholesaling, online and through Personal selling.
Personal selling:

Personal selling is a promotional method in which salesperson uses skills and techniques
for building personal relationships with another party that results in both parties obtaining
value. In most cases the "value" for the salesperson is realized through the financial
rewards of the sale while the customers "value" is realized from the benefits obtained by
consuming the product. However, getting a customer to purchase a product is not always
the objective of personal selling. For instance, selling may be used for the purpose of
simply delivering information.

Because selling involves personal contact, this promotional method often occurs through
face-to-face meetings or via a telephone conversation, though newer technologies allow
contact to take place over the Internet including using video conferencing or text
messaging. Personal selling has over other promotional methods is that it is a two-way
form of communication. In selling situations the message sender can adjust the message

31

as they gain feedback from message receivers. So if a customer does not understand the
initial message the salesperson can make adjustments to address questions or concerns.
The interactive nature of personal selling also makes it the most effective promotional
method for building relationships with customers, particularly in the business-to-business
market. This is especially important for companies that either sell expensive products or
sell lower cost but high volume products that rely heavily on customers making repeat
purchases. Because such purchases may take a considerable amount of time to complete
and may involve the input of many people at the purchasing company, sales success often
requires the marketer develop and maintain strong relationships with members of the
purchasing company.
Finally, personal selling is the most practical promotional option for reaching customers
who are not easily reached through other methods.

32

Personal selling Process:

Pre-Sale Preparation

Prospecting

Approaching

Presentation

Demonstration

Handling Objective

Closing Sales

Post Sale follow-up

Fig.10 (Process of Personal selling)

33

Personal selling includes the following steps:

i. Pre-sale Preparation: The first step in personal selling is the selection, training and
motivation of salespersons. The salespersons must be fully familiar with the product, the
firm, the market and the selling techniques. They should be well-informed about the
competitor's products and the degree of competition. They should also be acquainted with
the motives and behavior of prospective buyers. It is necessary because this will help the
sales person in dealing with the query of the customer
ii. Prospecting: It refers to locating or searching out prospective buyers who have the need
for the product and the ability to buy it. Potential customers may be spotted through
observation, enquiry and analysis of records of existing customers. Social contacts,
business associations and dealers can be helpful in the identification of potential buyers.
iii. Approaching: Before calling on the prospects, the salesperson should fully learn their
number, needs, habits, spending capacity, motives, etc. Such knowledge helps in
selecting the right sales appeal. After such learning, the salesperson should approach the
customer in a polite and dignified way. He should introduce himself and his product to
the customer. He should greet the customer with a smile and make him feel at home. He
should introduce himself and his product to the customer. In case he is busy with some
other customer, he should assure the new customer that he would be attended very soon.
The salesperson has to be very careful in his approach as the first impression is the last
impression.
iv. Presentation: It is the stage which plays a great role in the selling process if the sales
person is able to present his product effectively then it puts good impact on the customer.
In presentation the salesperson has to present the product and describe its features in
34

brief. The presentation should be matched with the attitude of the prospect so that the
salesman can continuously hold his attention and create interest in the product.
v. Demonstration: In order to maintain customer's interest and to arouse his desire, the
sales-person must display and demonstrate the product. He has to explain the utility and
distinctive qualities of the product so that the prospect realizes the need for the product to
satisfy his wants. He should not be in a hurry to impress the customer and should avoid
controversy. He may suggest uses of the product and may create an impulsive urge to
possess the article by appealing to human instincts. Demonstration is important because
while seeing the product working the customer may create the desire to buy the product
that why the demonstration must be effective and done with full efforts.

vi. Handling objective: A sale cannot be achieved simply by creating interest and desire.
Every customer wants to make the best bargain for the money he is spending.
Presentation and demonstration of the product are likely to create doubts and questions in
his mind. The salesman should clear all doubts and objections without entering into a
controversy and without losing his temper. Testimonials, money-back guarantee, tact and
patience are popular means of winning over s hesitant buyers. The salesman should
convince the customer that he is making the best use of his money by purchasing the
product. For this purpose, the salesman should prove the superiority of his product over
the competitive products. He should not lose patience if the customer puts too many
queries and takes time in arriving at any decision. If the customer does not buy even after
meeting rejections, the salesman should let him go without showing temper. He must
believe in the universal rule that the customer is always right.

35

vii. Closing

the sale: This is the climax or critical point in the personal selling process.

Completing the sale seems to be an easy task but inappropriate handling of the customer
can result in loss of sale. The salesman should not force the deal but let the customer feel
that he has made the final decision. He should guide the customer in making the choice
without imposing his own view. Some adjustment in price or other concession may
sometimes be necessary for a successful closing. The salesman should show the same
interest in the customer which he exhibited during approach stage. Sales should be closed
in a cordial manner so that the customer feels inclined to visit the shop again. In closing
the sale, the article should be packed properly and handed over to the customer with
speed and accuracy. Once the customer has purchased the article, the salesman should
show and suggest an allied product. For instance, he may suggest socks, ties,
handkerchiefs, vests, etc., to a customer purchasing a shirt. This is known as additional
sales and requires great skill and tact.
viii.

Post sale follow-up: It refers to the activities undertaken to ensure that the customer is
satisfied with the article and the firm. These activities include installation of the products,
checking and ensuring its smooth performance, maintenance and after-sale service. It
helps to secure repeat sales identify additional prospects and to evaluate salesman's
effectiveness.
3. Practical Knowledge learned :
The training in the marketing field helps in improving the communication skills of a
person. Here in the marketing field sales person have to meet with the many people and
all the people are different from each other. Sales person must be a good communicator
so that he can make the client understand what the sales person is presenting to him.

36

With the good communication skills, the sales person must be calm in every situation
.Some time client ask too much queries in that situation sales person should handle his
query with calm instead of getting irritated.
During my training I learned how to interact with the people. Training helped in
improving my communication and increased my confidence. I also learned collecting
and analyzing the data. Data were collected in the Ms-excel by this I learned excel
sheet. Survey also has been done during the internship where it was founded that HP is
leading the Desktop as well as Servers market with more sales than the any other
companies.
Difficulties faced:
It was very difficult to meet the IT manager of the companies for meeting. As per the
personal selling process after collecting the information about the client then the sales
person has to visit the concerned authority and it is difficult process. Company does not
provide any type of data and help through which the trainee can meet the IT managers of
the company. Survey also had been done during the internship. Difficulties are also faced
in this work many IT managers refused to provide the data and fill the questionnaire.

37

Bibliography:
1. Company web site :
www.arrowpcnetwork.com (as on 15th sep 2015)
2.

https://www.zaubacorp.com/company/ARROW-PC-NETWORK-PRIVATE-

LIMITED/U72900DL2013PTC255417. (as on 15th sep 2015)

3.

www.channelworld.in/premier100-2013/arrow-pc-network-gurpreet-singh arrow

pc network(as on 15th sep 2015)

4.

https://marketing-and-branding.knoji.com/steps-in-personal-selling-process (as on

20th sep 2015)

38

Annexure- I
Questionnaire
1. Name of Organization :
2. IT Head
a) Name of IT Head :
b) Contact Number:
c) Email ID :
3. Purchase Head :
a) Name of Purchase Head:
b) Contact Number:
c) Email ID :
4. Finance Head :
a) Name of Finance Head :
b) Contact Number :
c) Email ID :
5. Which Desktop brand are you using?
6. How many servers are you using?
7. Which server brand are you using?
8. How many users are there in your company ?

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