Chapter 1

1. INTRODUCTION

Sony in India

One of the most recognized brand names in the world today, Sony

Corporation, Japan, established its India operations in November 1994,

focusing on the sales and marketing of Sony products in the country. In a span

of 14 years Sony India has exemplified the quest for excellence in the world of

digital lifestyle becoming the country’s foremost consumer electronics brand.

With relentless commitment to quality, consistent dedication to customer

satisfaction and unparalleled standards of service, Sony India is recognized as

a benchmark for new age technology, superior quality, digital concepts and

personalized service that has ensured loyal customers and nationwide acclaim

in the industry.

In India, Sony has its footprint across all major towns and cities through a

distribution network comprising of over 7000 channel partners, 215 Sony

World and Sony Exclusive outlets and 21 direct branch locations. Manned by

customer friendly and informed sales persons, Sony’s exclusive stores ‘Sony

World’ are fast becoming the most visible face of the company in India.

Sony India also has a strong service presence across the country with 21

company owned and 172 authorized service centers. A distinctive feature of

Sony’s service is its highly motivated and well-trained staff that provides the

kind of attentive and sensitive service that is rare today.

1.1 Objectives of the study

1. To study customer satisfaction towards Sony xperia.

2. Comparison between Samsung Glaxy and Sony Xperia

1.2. STUDY OF THE PROJECTS

The study was undertaken in the respective organization to know about the

problems in the sales of Sony Xperia. Since there is a cut-throat competition in

the market it makes the study very viable to know the retailers perception

about the Sony Xperia and satisfaction in the distribution channel. Where a

prominent number of 20 respondents were taken to conduct the overall survey

and project. 60 users of Sony as well as non Sony laptops users were surveyed.

20 potential customers were met and asked about their preference

The survey was conducted through a structured questionnaire method

and the respondents were chosen with the help of database given by the

company personnel and also helped by the local retailers in finding other

retailers in that region and they are selected by the non probability and

convenience sampling method.

When there is Product awareness, there is an increase in sales. It should also

keep regular check on the market and also keep the interest of existing

customer by giving them regular service on the product what they have

purchased and they should give good offers on the laptop purchased.

The study also revealed that the company is doing well in the market and most

of the end users are satisfied with the product but the only concern to the

company is that the competition is increasing in the market and there is no

provision for minor to minor mistakes it may be right from producing of a

product to marketing and sales, service thereafter. So it becomes essential for

the company to have a regular check on the market and serve as per the

purpose of the retailers and end users. The study was conducted for 60 days.

The information was gathered in fulfillment of the company’s requirement.

The information was tabulated and data was checked and analyzed.

Methodology adopted

Primary data

Primary data is first hand information that has to be collected by

the researcher from the respondents of Bangalore city market i.e. retailers &

end users of the laptop. Through personal interview method with the help of

questionnaire. Analysis, interpretation, summary of findings, conclusions and

recommendations are completely based on primary data.

Secondary data

Secondary data are data that were developed for some purpose

other then helping to solve the problem at hand. After identifying and defining

the research problem and determining specific information required solving the

problem, the researcher’s task is to look for the type and sources of data which

may yield the desired results. The research will not be complete without the

complete reference to the relevant secondary data.

Type of Research

Descriptive Research and Explorative research will be used for

conducting the survey.

Sampling method

Methodology adopted is, Non probability, Convenience sampling method

techniques. Individual sampling unit is taken for the Sampling method.

100 samples of the end users of the laptop In the end users and potential

again there will be 3 segments consisting of Professionals, Business class and

students.

1.3. Limitations of the study

The survey was restricted to Agra city region only.

The period for the research was not enough to conduct the study in

depth.

The sample size was limited .i.e. 100 end users and potential

customers.

Analysis of the data generated from questionnaire is done on the

assumption that the respondents have divulged correct information, which may

not be so with all respondents.

Company Profile

It was in 1946 that Masaru Ibuka and Akio Morita together with a small

team of passionate and committed group of employees started to build “Tokyo

Tsushin Kenkyujo” (Totsuko), or “Tokyo Telecommunications Research

Institute” to the billion dollar global conglomerate that it is today. The main

objective of the company was to design and create innovative products which

would benefit the people.

Sony's Story

It was in 1946 that Masaru Ibuka and Akio Morita together with a small

team of passionate and committed group of employees started to build “Tokyo

Tsushin Kenkyujo” (Totsuko), or “Tokyo Telecommunications Research

Institute” to the billion dollar global conglomerate that it is today.

Our founders in the early years

It was in 1946 that Masaru Ibuka and Akio Morita together with a small team

of passionate and committed group of employees started to build “Tokyo

Tsushin Kenkyujo” (Totsuko), or “Tokyo Telecommunications Research

Institute” into the billion dollar global conglomerate that it is today. The main

objective of the company was to design and create innovative products which

would benefit the people.

The electric rice cooker

From early attempts at creating products like the rice-cooker to the later

success of creating Japan’s first magnetic recorder, the innovative company

went on to create other hit products which won the company widespread

recognition and international acclaim as a truly global company known for its

quality and innovative products. Significant product milestones included

Japan’s first transistor radio (1955), Trinitron colour television (1968),

Walkman personal stereo (1979), Handycam videocamera (1989), PlayStation

(1994), Blu-ray Disc recorder (2003) and PlayStation 3 (2006).

Sony employees in 1956

The company name of Sony was created by combining two words of “sonus”

and “sonny”. The word “sonus” in Latin represents words like sound and

sonic. The other word “sonny” means little son. Used in combination, Sony is

supposed to represent a very small group of young people who have the energy

and passion towards unlimited creations and innovative ideas. With the far-

sight of expanding worldwide, it was in 1958 that the company formally

adopted “Sony Corporation” as its corporate name. Easy to pronounce and read

in any language, the name Sony, which has a lively ring to it, fits comfortably

with the spirit of freedom and open-mindedness.

Over View

One of the most recognized brand names in the world today, Sony

Corporation, Japan, established its India operations in November 1994,

focusing on the sales and marketing of Sony products in the country. In a span

of 16 years, Sony India has exemplified the quest for excellence in the world of

digital lifestyle becoming the country’s foremost consumer electronics brand.

With relentless commitment to quality, consistent dedication to customer

satisfaction and unparalleled standards of service, Sony India is recognized as

a benchmark for new age technology, superior quality, digital concepts and

personalized service that has ensured loyal customers and nationwide acclaim

in the industry.

With brands names such as BRAVIA, VAIO, Tablet, Handycam®, Cyber-shot,

Walkman®, Xplod™, Sony hi-fi, Memory stick® and PlayStation®, Sony has

established itself as a value leader across its various product categories of

Audio/Visual Entertainment products, Information and Communications,

Recording Media, Business and Professional products.

Sony India is one of the most recognized consumer electronics brand in

the country, with a reputation for new age technology, digital concepts and

excellent after sales service. In India, Sony has its footprint across all major

towns and cities in the country through a distribution network comprising of

over 10,400 dealers and distributors, 270 exclusive Sony outlets and 23 direct

branch locations. Sony India also has a strong service presence across the

country with 255 service outlets. Manned by customer friendly and informed

sales persons, Sony’s exclusive stores ‘Sony Center’ are fast becoming the

most visible face of the company in India. A distinctive feature of Sony’s

service is its highly motivated and well-trained staff that provides the kind of

attentive and sensitive service that is rare today.

Sony is committed to ensuring that both the products and the marketing

activities employed truly make a difference to people’s lifestyles and offer

them new dimensions of enjoyment. Relentless commitment to quality,

continuous dedication to customer satisfaction and unparalleled standards of

service is what differentiates us from countless competitors and reflects a true

image of all that is Sony.

Company Outline

Company: Sony India Pvt. Ltd.

Managing Director: Mr. Kenichiro Hibi

Date of Establishment: November 17, 1994

Location: A-31, Mohan Cooperative Industrial Estate, Mathura

Road, New Delhi - 110044, India.

Staff Strength: 900

Share Capital: INR 631 million (FY11)

Share Holding: 100% subsidiary of Sony Corporation, Japan

Branch Offices: Delhi, Mumbai, Bangalore, Chennai, Kolkata,

Hyderabad, Jaipur, Chandigarh, Lucknow, Pune,

Ahmedabad, Indore, Cochin, Coimbatore, Ghaziabad,

Ranchi, Mangalore, Guwahati, Gurgaon,

Bhubansehwar, Vijaywada, Nagpur and Ludhiana (23

Direct Branch Locations)

Business Activities: Marketing, Sales and After-Sales Service of electronic

products & software exports Products: LCD

Televisions, Video and Digital Still Cameras,

Notebooks and Business Projectors, Personal Audio,

Audio Video Accessories, Hi-fi Audios and Home

Theater systems, Car Audio and Visual Systems, Game

Consoles, Mobile Phones, Recording Media and

Energy Devices, Broadcast and Professional products.

Corporate Social Responsibility

Electronic Waste (“E-Waste”) Management

Saving environment is a shared responsibility, where Sony seeks

understanding and cooperation from its consumers. Our e-waste management

is an initiative towards reducing the environmental impact of our products.

Join us as we take an endeavor to save the environment.

The Sony e-waste management reaffirms our commitment to ensure

compliance of environmental laws in India by ensuring proper management of

electronic waste.

In order to promote and encourage electronic waste recycling, we would

advise consumers to deposit your electronic equipments and accessories at any

of the collection centers mentioned in the list attached.

We look forward to your support in ensuring safe and efficient disposal

of e-waste which is a shared responsibility between you the consumer and

Sony. We value your co-operation and understanding in this regard.

QUALITY POLICY

Quality Management

Sony is wholeheartedly committed to improving product and service quality

from the customer's viewpoint with the aim of maintaining and enhancing

customers' trust, confidence and satisfaction. This reflects Sony's belief that its

most important goal is to remain a highly trusted partner for its customers.

Philosophy and Policy

Since the start of its operations,

Sony has given top priority to

providing customer oriented, high-

quality products and services as an

operating foundation. This

philosophy is set forth in the

Founding Prospectus drafted in 1946

by Sony's co-founder, Masaru

Ibuka.

The Sony Group Code of Conduct, established in May 2003, compels

Sony to continuously seek ways to comply with or exceed legally mandated

standards in all aspects of its business activities to ensure the safety and

satisfaction of customers who use its products and/or services.

To instill this philosophy more firmly, in January 2008 Sony formulated

the Sony Pledge of Quality, which lays out Sony's basic policy on product and

service quality in the Electronics business.

Breakdown of Product Quality Improvement

Environment Policy

Sony India is committed to comply with Sony Group Environment

Vision (SGEV) and to continually improve Environment Performance in our

office.

MD

National Sales Head

Regional Sales Manager

Area Sales Manager

Management Level

Major Competitors

The major competitors for Sony Vaio in this region are HP/Compaq,

Acer, Lenovo and the major share is taken by HP/Compaq laptops as they are

having the brand name as well as competing products which match the

international standards and are of good quality. In Sony the starting prices are

from forty thousand and plus where as HP/Compaq has thirty plus thousand

price tags.

If a person buying laptop with price in his mind then there is no chance of him

going for Sony as it is not affordable, in case he is ready to bear the price for

the price of forty thousand plus when he is able to get better configuration than

what he gets in Sony then also he will think twice while buying. Sony products

are known for the quality there is no doubt about it but the price tags make

them unhappy. People who are affordable and they are brand conscious only

go for Sony. In some cases the user was given a Sony laptop by his

organization. The looks are most preferred of the Sony products.

Acer and Lenovo are also having the higher end models where in they

tap the segment which is price conscious and wants higher configuration. Here

these companies produce at a low cost and do not charge premium prices on

there products as they want to compete in the market and increase their market

share and with small margin they want to increase their profit.

Various Branch Offices and Service centers

The Head office of Sony India Pvt Ltd is located in New Delhi.

Sony Branch offices

Haryana,

Ludhiana,

Mumbai,

Bangalore,

Chennai,

Kolkata,

Hyderabad,

Vijayawada,

Jaipur,

Chandigarh,

Lucknow,

Pune,

Ahmedabad,

Indore,

Cochin,

Coimbatore,

Ghaziabad,

Guwahati,

Hubli and

Ranchi

Employee base

Sony India currently has employee base of 636 people working in India

in various branch offices.

Business Activities

Marketing, Sales and After-Sales Service of electronic products &

software exports

Products: Televisions, Hi-fi Audios, Home Theater systems and DVD players,

Personal Audio (CD/Cassette Radio Players and Walkman®), Audio Video

Accessories, Car Audio and Visual Systems, Notebooks, Gaming Consoles,

Camcorders and Digital Still Cameras, Digital Imaging Accessory (Batteries,

Chargers, Microphone, Photo Printers), Mobile Phones, Recording Media and

Energy Devices, Broadcast and Professional products

PRODUCTS

Electronics

The Electronics business is comprised of televisions, video, audio,

information and communications equipment, Laptops, components,

semiconductors and other products. To achieve future growth and to reinforce

competitiveness and profitability, Sony is concentrating investment of its

Electronics business resources in development and commercialization in the

areas of high definition (HD) products, mobile electronics and semiconductors

and other devices, all of which are crucial to the differentiation of Sony’s

products.

Review of Operations

In the fiscal year ended March 31, 2007, the

global market for liquid crystal display (LCD)

televisions totaled approximately 51.5 million

units, 2.5 times its size in the previous year.

Although competition in the operating

environment for the flat panel television industry

was harsh overall, efforts to heighten the appeal

of our BRAVIA line of LCD televisions by

focusing on key strategic product features—namely larger screen sizes and

Full HD (1920 x 1080-pixel) resolution—supported brisk sales worldwide,

pushing shipments of BRAVIA televisions up 2.3 times, to approximately 6.3

million units, and earning us the top global market share.

* Source: DisplaySearch, revenue basis for calendar year 2006

Sony Corporation of America Leadership

These executives comprise the leadership of Sony Corporation of America, the

U.S. subsidiary of Sony Corporation:

Michael Lynton

CEO, Sony Corporation of America

CEO, Sony Entertainment, Inc.

Chairman and CEO, Sony Pictures Entertainment

Nicole Seligman

President, Sony Corporation of America

EVP and General Counsel, Sony Corporation

Steven Kober

EVP and Chief Financial Officer, Sony Corporation of America

Mark Khalil

EVP and General Counsel, Sony Corporation of America

Global Leadership

The following executives have global responsibility for their respective

businesses:

Kazuo Hirai

President and CEO, Sony Corporation

Kunimasa Suzuki

President and CEO, Sony Mobile Communications

Michael Lynton

Chairman and CEO, Sony Pictures Entertainment

Amy Pascal

Co-Chairman, Sony Pictures Entertainment

Chairman, Sony Pictures Entertainment Motion Picture Group

Doug Morris

Chief Executive Officer, Sony Music Entertainment

Martin Bandier

Chairman and CEO, Sony/ATV Music Publishing

Andrew House

President and Group CEO, Sony Computer Entertainment Inc.

Dieter Daum

Chief Executive Officer, Sony DADC Global

U.S. Business Leadership

The following executives head smaller U.S.-based businesses or U.S.

operations of their respective global businesses:

Phil Molyneux

President and COO, Sony Electronics

Ravi Nookala

President, Sony Mobile Communications (USA) Inc.

Jack Tretton

President and CEO, Sony Computer Entertainment America

John Smedley

President, Sony Online Entertainment

Michael Frey

President, Sony DADC New Media Solutions

David Rubenstein

President, Sony DADC Americas

Stephen White

President, Gracenote

Allen Poirson

CEO and Chairman of the Board, Sony Biotechnology Inc.

Karen Hedine

President, Micronics, Inc.

Steven Fuld

SVP and Managing Director, Sony Card Marketing & Services Company

Television & Projector

Sony has developed a myriad of Television and Projectors, as well as

accessories, to cater to all types of lifestyle and business needs. Those seeking

the latest in technology can look to our cutting edge LCD TVs. If you wish to

enjoy a home theatre experience, select from our Home Theatre Projectors or

Projection TVs. We also have a line-up of Business Projectors to fit your

purpose.

Interchangeable Lens Camera

Pushing the envelope of innovation and technology, Sony’s digital SLR

cameras offer serious photographers nothing but the best. The digital SLR

camera features high-performance features, so expect superior picture quality,

high sensitivity, automatic increase of detail in bright and dark picture areas,

smooth image stabilization and dual media options. The camera uses

trustworthy Carl Zeiss® lens and has a comprehensive range of professional

accessories.

SLT & DSLR Camera (A-mount)

Mixing style and functionality, the Sony’s SLT & digital SLR Camera is

catered for photographers looking to hone their craft, with its capability to

capture professional looking digital images.

View Model    

NEX Camera (E-mount)

Interchangeable-lens creative

freedom and SLR class image

quality in a stylish, ultra-

compact package you can

carry anywhere

Video Camera

It doesn’t matter if you are making family videos, filming documentaries

or developing feature films. Whatever the purpose, we have the right kind of

camcorder you need and can afford. Sony’s Handycam® Camcorders have a

variety of different features and functions that help deliver spectacular video

performances of stunning clarity.

Handycam® Video Camera

It doesn’t matter if you are making family videos, filming documentaries or

developing feature films. Whatever the purpose, we have the right kind of

camcorder you need and can afford.

Home Audio

Sony’s Home Audio systems offer big sounds from small packages. Our Hi-Fi

systems and components are capable of delivering rich music, made richer

with preset equalizer settings. They’re also convenient, with multiple disc

changers for putting in many CDs at one go. With AM/FM tuners, you’re

offered with more music choices. Some even house additional features such as

the ability to handle multiple formats, track programming and repeat and

random play.

Hi-Fi System

Tablet

“Sony Tablet” delivers the perfect combination of hardware, content and

network with seamless usability for a high-quality, engaging entertainment

experience.

Sony Tablet

Computer & Peripherals

Combining form, function and the latest in technology, Sony provides a range

of IT and computing devices, storage media, accessories and peripherals to

better serve all your IT needs.

VAIO Laptop & Computer

Memory Card

Smartphones

Xperia™ ZL

The amazingly compact 5(12.7 cms) full HD smartphone. A razor sharp 5(12.7

cm...) Rs 36,990

Xperia™ Z

Experience the best of Sony in a smartphone. Introducing the precision

engine... MRP Rs 38,990

Xperia™ J/White

An eye-catching combination of stylish design with stand-out

screen size and ... MRP Rs 15,490

Xperia™ Miro/Black

A stylish social phone, full of your favourite people

MRP Rs 13,990

Xperia™ Tipo Dual/Black

Switch between SIM cards anytime with the dedicated

hardware key. It’s a perf...

MRP Rs 9,990

Xperia™ SL/Black

Experience everything in HD with the sharpest* smartphone

display MRP Rs 24,990

Xperia Tipo/Black

Enjoy the entertainment. Xperia tipo is so easy to use. The

latest apps and m... MRP Rs 8,990

Xperia™ ion/Black

Happy faces, spectacular scenery - capture it all with Xperia™

ion HSPA’s fas... MRP Rs 29,990

Xperia™ go/ White

Smart, sleek and durable Ups, downs and sudden showers.

We’ve designed Xperia... MRP Rs 18,990

Xperia™ Neo L/White

Xperia neo L MT25i is a smartphone that oozes elegance. It is

sleek and styli... MRP Rs 14,490

SMART WATCH

Bring your world at your fingertips The SmartWatch features an easy-to-use,

u... MRP Rs 8,749

Product Profiles

Sony Xperia

History

Although Sony made computers in the 1980s exclusively for the local

(Japan) market, the company withdrew from the computer business around the

turn of the decade. Sony's re-entry to the global computer market under the

new Vaio brand, began in 1996 with the PCV series of desktops.

Etymology

Originally an acronym of Video Audio Integrated Operation, this was amended

to Visual Audio Intelligent Organizer in 2008 to celebrate the brand's 10th

anniversary. The branding was created by Timothy Healy to distinguish items

that integrate consumer audio and video with conventional computing

products, such as the Sony Vaio W Series personal computer, which

functioned as a regular computer and a miniature entertainment center. The

Vaio logo also represents the integration of analog and digital technology with

the 'VA' representing an analog wave and the 'IO' representing a digital binary

code.

Products

Sony has expanded its use of the VAIO brand, which can now be found on

notebooks, subnotebooks, desktops and media centres. Network media

solutions by Sony will also carry the VAIO brand.

VAIO notebooks are currently shipped with Microsoft Windows 8 or with

Windows 8 Pro

In mid-2005 a hidden partition on the hard drive, accessible at boot via

the BIOS or within Windows via a utility is used instead of recovery media for

many VAIO laptops. Pressing [F10] at the Vaio logo during boot-up will cause

the notebook to boot from the recovery partition; where the user has the choice

of either running hardware diagnostics without affecting the installed system,

or restoring (re-imaging) the hard drive to factory condition – an option that

destroys all user installed applications and data). When first running a VAIO

system out of the box, users are prompted to create a set of recovery DVDs,

which will be required in case of hard disk failure and replacement with a new

drive. In cases where the system comes with Windows 7 64 bit pre-installed

the provided recovery media restores the system to Windows 7 32 or 64 bit.

Therefore, the user must create their own recovery disks.

Also included as part of the out-of-box experience, are prompts to

register at Club Vaio, an online community for Vaio owners and enthusiasts,

which also provides automatic driver updates and technical support via email,

along with exclusive desktop wallpapers and promotional offers. On recent

models, the customer is also prompted to register the installed trial versions of

Microsoft Office 2010 and the antivirus software (Norton AntiVirus on older

models, and McAfee VirusScan or TrendMicro on newer ones) upon initial

boot.

Vaio computers come with components from companies such as Intel

processors, Seagate Technology, Hitachi, Fujitsu or Toshiba hard drives,

Infineon or Elpida RAM, Atheros and Intel wireless chipsets, Sony (usually

made by Hitachi) or Matsushita optical drives, Intel, NVIDIA or AMD

graphics cards and Sony speakers. Recent laptops have been shipped with

Qimonda RAM, HP speakers with Realtek High Definition Audio Systems,

and optional Dolby Sound Room technology.

As of 2013, Sony VAIO's range counted on 7 different products. The

most basic are the models contemplated in the E, T and S series while the high

end model, the Z Series, has been discontinued. Sony also has a range of

hybrid computers, with models called Vaio Duo 11 and Vaio Tap 20, as well

as a desktop computer under the L series. Currently, models use Windows

systems and Intel processors, as described above.

Technology

Some Sony Vaio models come with Sony's proprietary XBRITE (known

as ClearBright in Japan and the Asia-Pacific region) displays. The first model

to introduce this feature was the Vaio TR series, which was also the first

consumer product to utilize such technology. It is a combination of smooth

screen, anti-reflection (AR) coating and high-efficiency lens sheet. Sony

claims that the smooth finish provides a sharper screen display, the AR coating

prevents external light from scattering when it hits the screen, and the high-

efficiency lens sheet provides 1.5 times the brightness improvement over

traditional LCD designs. Battery life is also extended through reduced usage of

the LCD backlight. The technology was pioneered by Sony engineer Masaaki

Nakagawa, who is in charge of the Vaio TR development.

The TX series, introduced in September 2005, was the first notebook to

implement an LED back-lit screen, which provides lower power consumption

and greater color reproduction. This technology has now been widely adopted

by many other notebook manufacturers. The TX series was also the first to use

a 16:9 aspect ratio screen with 1366x768 resolution.

The SZ series was the first to use switchable graphics – the motherboard

contained an Intel GMCH (Graphics Memory Controller Hub) featuring its

own in-built graphics controller (complete memory hub controller and graphics

accelerator on the one die) and a separate NVIDIA graphics accelerator chipset

directly interfaced with the GMCH. The GMCH could be used to reduce power

consumption and extend battery life whereas the NVIDIA chipset would be

used when greater graphics processing power was needed. A switch is used to

toggle between the graphics options but required the user to preselect the mode

to be used before the motherboard could initialize. The Z series has recently

replaced the SZ series and does not require a restart of the system to change

graphic modes on Windows Vista, which can be done "on the fly". This feature

has subsequently been used by other manufacturers, including Apple, Asus and

Alienware.

The high-end AR Series Vaios were the first to incorporate a Blu-ray

Disc burner. This series was designed to be the epitome of high-definition

products including a 1080p capable WUXGA (1920 × 1200 pixels) screen,

HDMI output and the aforementioned Blu-ray burner. The AR series also

includes an illuminated logo below the screen. Blu-ray/HDMI capable models

have been the subject of intense promotion since mid-2007, selling with a

variety of bundled Blu-ray Discs. The AR series was subsequently replaced by

the AW series, which incorporates all of these features in a 18.4" 16/9 display.

Another addition to the Vaio series is the TZ model. This new design features a

64GB Solid State Drive (SSD) for rapid boot-ups, quicker application launches

and greater durability. If selected, a 250GB Hard Drive may also be included

in place of the built-in CD/DVD drive to provide room for additional storage.

For security, this model includes a biometric fingerprint sensor and Trusted

Platform Module. The TZ offers a Built-in highly miniaturized Motion Eye

camera built into the LCD panel for video conferencing. Additional features

include the XBRITE LCD, integrated Wireless Wide Area Network (WWAN)

technology and Bluetooth technology.

A selection of media centres were added to the Vaio range in 2006.

These monitorless units (identified by a product code prefixed by VGX rather

than VGN) are designed to form part of a home entertainment system. They

typically take input from a TV tuner card, and output video via HDMI or

composite video connection to an ideally high-definition television. So far this

range includes the XL and TP lines. The VGX-TP line is visually unique,

featuring a circular, 'biscuit-tin' style design with most features obscured

behind panels, rather than the traditional set-top box design.

Bundled software

Sony has been criticized for loading its VAIO laptops with bloatware, or

ineffective and unrequested software that supposedly allows the user to

immediately use the laptop for multimedia purposes. Dell had been accused of

the same practice, but after strong customer feedback agreed to offer "limited"

pre-installed software on its machines. Sony now offers a "Fresh start" option

in some regions with several of their business models. With this option, the

computer is shipped only with a basic Windows operating system and very

little trial software already installed.

The default webcam software in VAIO notebooks is ArcSoft WebCam

Companion. It offers a set of special effects called Magic-i visual effects,

through which users can enhance the images and videos taken through the

webcam. It also features a face detection feature. Certain other Sony

proprietary software such as Click to Disc Editor, Vaio Music Box, Vaio

Movie Story, Vaio Media Plus are also included with recent models. Those

shipped with ATI Radeon Video cards feature the Catalyst Control Centre,

which enables the user to adjust the various video features such as brightness,

contrast, resolution etc., and also enables connection to an external display.

Problems

Heat problems

On September 4, 2008, Sony announced a worldwide voluntary product

inspection and rework program for TZ-series notebook computers

manufactured since June 2007. All model numbers beginning with VGN-TZ1

and VGN-TZ2 were eligible, along with some VGN-TZ3 notebooks. The issue

involves "a limited number of units" which could potentially "generate heat

around the DC jack inlet and frame of LCD screen, which creates the potential

of deformation of the plastic casing". In the United States, the service offered

is generally on-site, whilst in the rest of the world it typically involves

collection of the notebook by a courier, often DHL, for servicing in a Sony

repair center. ChannelWeb reports that 100,000 units have been recalled.

VGN-CS Series Cooling Fan failure

On 9 October 2007, Sony announced:

It has transpired that some VGN-CS series and VGN-BZ series Vaio

notebook computers exhibit some uncharacteristic fan noise

On affected Vaio notebook computers, the cooling fan will start to make

an unusual noise. For affected models highlighted in this notice, Sony offers a

free repair service for two years starting from the purchase date.

Concerns regarding hardware virtualization

In the past, nearly all Sony VAIO computers have had hardware

virtualization technology (VT) disabled at the factory, the exception being the

new BZ range, which uses an Aptio BIOS by American Megatrends, rather

than the customized Phoenix BIOS common on older models. However, on

November 3, 2009, Sony released the following information on the Vaio-

Link.com website:

A number BIOS updates have been released which provide the option to

enable VT in the BIOS. If a VT-enabling bios has been published for your

Vaio model, you can find it in the Updates section.

The released BIOS updates were provided for most of the Vaio range,

and as expected, it will only list the "Enable VT" option in the BIOS if the

CPU supports it.

Wireless Hardware Switch

WiFi and Bluetooth can be disabled by the user in two methods: the

hardware switch and the software switch. If either one of these switches is

turned off the WiFi will stay switched off. The hardware switch is located on

the front or the keyboard hood or the side (depending on the model), and is

labeled either "WLAN" or "WIRELESS". A green light usually accompanies

the switch but is only lit when both the hardware switch and the software

switch are on indicating the WiFi NIC being in operation. The hardware switch

controls both the bluetooth and WiFi power. The software switch is an icon

usually located in the system tray, this program is called 'Vaio Smart Network'

and always for wireless functions to be turned on and off individually. This

program varies between older and newer models but is inherent in all OEM

installations.

VAIO S Series 13A/13/15

Power wherever you need it

VAIO S Series is designed for people who need powerful computing

performance and a full range of features but who also

require mobility. Choose from either 15.5 (39.37 cms)

LCD or a 13.3(33.78 cms) LCD. Both sizes combine

all the power you need with the VAIO full flat design and extended battery life

that are essential for today's mobile computing.

Power for both speed and stamina

The 3rd generation Intel ® Core ™ i7 Processor * and the dynamic hybrid

graphics system with NVIDIA OPTIMUS

Technology* let you seamlessly switch

between SPEED mode for faster performance

and STAMINA mode for an even longer

battery life. Further extend your work time, with the optional extended sheet

battery.

VAIO E Series E14A/E11/E14/E15

11.6(29.5 cms), 14(35.56 cms) and 15.5(39.37 cms) the distinctive wrap design

with colour variation

VAIO E Series EG/EH/EL

14(35.6 cms) and 15.5(39.37 cms) everyday PC with Truss Patterned Texture

VAIO L Series (SVL)

24(61 cms) all-in-one home entertainment PC with BRAVIA's

X-Reality™

VAIO T Series 11/13/14

11.6 (29.5 cms), 13.3 (33.8 cms), 14(35.56cms) Ultrabook™ with full featured

connectivity

VAIO Z Series (SVZ)

13.1(33.27 cms) extremely thin & light mobile with high performance-The ight

emitting material

VAIO S Series SA/SB

13.3 (33.8 cms) perfectly balanced mobile PC that was crafted to be carried

VAIO Y Series

11.6(29.5 cm) compact mobile sub- notebook PC

SONY VS HP LAPTOPS

When it comes to laptops there are a huge number of manufacturers to

choose from. The competition for your money is fierce. In this article we

reduce the decision down to HP (Hewlett Packard) and Sony and then explore

which is better. Read on to find out who will win the HP vs Sony laptop battle.

Laptops come in all sorts of shapes and sizes nowadays. The key factor

in deciding whether a Sony or HP product is going to cut it for you is your

requirements. Are you looking for the smallest laptop you can find? Do you

need a powerful laptop capable of supporting the latest cutting edge games?

Perhaps you are most interested in style, functionality or even efficiency. It can

be tough to find information such as an HP eco-friendly rating. Let’s pitch

Sony vs HP in a few categories and see who comes out on top.

Style

It is generally accepted that Sony produces some of the

best looking products on the market. When it comes to stylish design and build

quality Sony laptops are generally way ahead of HP products. Both companies

offer a very wide range of models in lots of different colors and they cater for

various aesthetic tastes. However the clear winner in the style department is

Sony. If you take a look at one of the models in the Sony VAIO Z series range,

such as the Sony Vaio Z11 VGN-Z21VN/X you’ll see a beautiful finish on a

powerful and portable device. Sony laptops look great and they often

encompass interesting design quirks that you won't find on HP devices.

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- and the winner is - Sony

Price

Many things in life come down to cold, hard cash and your budget can

often be the deciding factor when you are shopping for any new device. This is

the stumbling block for Sony. Stylish design costs more money and there is no

doubt that you will pay extra for a Sony laptop. Even if you compare a couple

of laptops in the budget range such as the HP Pavilion DV6985SE and the

Sony VAIO NR498E you’ll see that HP laptops will include more features for

a comparable price. If you simply want the most powerful machine you can get

for the lowest amount of money then HP is the company for you.

- and the winner is - HP

Portability

Naturally you can get Sony laptops and HP laptops that are very

small. Comparing two of their most popular ranges of netbooks

we can see various differences. The HP Mini 2140 and the Sony

VAIO P are both highly desirable and extremely portable. The

comparison is a typical reflection of any HP vs Sony laptop competition. The

HP laptop is more powerful and a lot cheaper, the Sony laptop is smaller and

more attractive. For ultimate portability the smaller Sony device wins out but

you will pay a premium.

- and the winner is - Sony

Performance

There is no doubt that both HP and Sony manufacture quality laptops. The two

companies are highly thought of and in general, their products are reliable. As

you might expect with the more expensive of the two, Sony laptops tend to

have better quality components and will outperform HP laptops with similar

specs. The thing is you will pay a great deal more for the Sony machine so you

could argue you would be able to get a higher level of performance for the

same money from HP. If price is no object and you are looking for innovative

technology then Sony wins. You will find that Sony is much quicker to adopt

the latest processors and new hardware such as Blu-ray drives. HP offers far

fewer high-end products.

- and the winner is - Sony

Longevity and Support

When it comes to reliability, both Sony and HP rate well. In fact, HP and Sony

top the list of most reliable laptop brands and in general, their products have

fewer problems than other brands like Toshiba, Apple and Acer. Reducing the

field down to our two contenders Sony comes out slightly on top, as you would

expect for the premium price. For customer service, you will find a similar

level of dissatisfaction and there are plenty of horror stories on the web about

unhelpful representatives at both companies. HP probably wins out on

customer support. If you think you would consider resale at some point in the

future, then Sony laptops tend to retain their value better but then they are

more expensive to begin with.

- and the winner is - Sony for longevity, HP for support

Overall

HP has built a strong reputation in the business community and their laptops

are dependable and reasonably priced. Sony is a far more popular brand when

it comes to general consumers and they have a stronger focus on entertainment.

Consequently, it should come as no surprise that Sony sell far more laptops

than HP do. Ultimately, both HP and Sony are great brands and they have

deservedly built positive reputations. The decision probably comes down to

price in the end. If you are on a budget, then go for an HP device, if you are

willing to splash out then you will not find a better brand than Sony.

- and the winner is - Sony

Theoretical Background for the project work

Channel Management

The channel decision is very important. In theory at least, there is a form

of tradeoff: the cost of using intermediaries to achieve wider distribution is

supposedly lower. Indeed, most consumer goods manufacturers could never

justify the cost of selling direct to their consumers, except by mail order. In

practice, if the producer is large enough, the use of intermediaries (particularly

at the agent and wholesaler level) can sometimes cost more than going direct.

Many of the theoretical arguments about channels therefore revolve

around cost. On the other hand, most of the practical decisions are concerned

with control of the consumer. The small company has no alternative but to use

intermediaries, often several layers of them, but large companies 'do' have the

choice.

However, many suppliers seem to assume that once their product has

been sold into the channel, into the beginning of the distribution chain, their

job is finished. Yet that distribution chain is merely assuming a part of the

supplier's responsibility; and, if he has any aspirations to be market-oriented,

his job should really be extended to managing, albeit very indirectly, all the

processes involved in that chain, until the product or service arrives with the

end-user. This may involve a number of decisions on the part of the supplier:

Channel membership

Channel motivation

Monitoring and managing channels

Channel conflicts

Channel conflict refers to a situation in which business partners clash

in some of their operations, such as distribution networks, in such a manner

that it causes stress to the relationship, effectively turning them into both

competitors and partners simultaneously. In the Internet-driven business

world, channel conflict is a well-known phenomenon. As the online medium

has forced separate players closer together, it has resulted in many of them

stepping on each other's toes.

Also called disintermediation, channel conflict is a problem that many

in the e-commerce world aggressively took on as a consequence of devising

an online strategy. In the process, the chain of business relationships became

scrambled and confusing. Drastically lower transaction costs and higher

margins for merchants make Internet-based direct customer sales irresistible.

While companies fret over alienating their resellers, they risk losing valuable

time and market share to aggressive competitors that move to become online

distribution fixtures. These simple economics lay at the heart of channel

conflict. Forrester Research, a Cambridge, Massachusetts-based market

research firm, found that 66 percent of the consumer goods manufacturers it

surveyed listed channel conflict as the chief barrier to online sales. However,

the fact of channel conflict appears to be inevitable as more companies set up

shop online.

Companies have thus begun turning to strategies that will enable them

to manage channel conflict and eventually turn it into an advantage.Along

with the advent of e-commerce, many merchants moved their distribution

outlets online to reach customers directly and save on transaction costs. This

caused powerful distributor networks, which often enjoyed extremely

valuable relationship with the merchants, to take offense at the abandonment

of their businesses. For example, manufacturers who have established brand

name recognition and loyalty may want to reap greater returns on their sales

by bypassing retailers, with whom they may have built lasting relationships

that contributed greatly to both parties' success. Meanwhile, distributors—

perhaps the most endangered victims of disintermediation—are increasingly

challenged to prove they add immediate value and justify their margins.

According to InformationWeek, one method was for distributors to forego the

assumption of ownership over inventory and instead charge manufacturers a

transaction fee, while assuming order-management and other value-added

duties. Meanwhile, a whole new crop of distributors rose up to encroach on

the e-commerce distribution channels, marketing themselves as e-commerce

services that handle logistics and other tasks specifically for dot-coms.

More important than what the firm values in these cases is what the

customer values in each segment of business. If customers have come to

appreciate, expect, and depend upon a certain type of service and presentation

they received through an experienced retailer, a manufacturer may be

shooting itself in the foot by trying to sell direct to customers over the Web.

No matter how important the drive to establish an online presence and an

Internet-based distribution scheme, the ultimate goal is to turn channel

conflict into channel harmony.

Sales Related Marketing Policies

Sales related marketing policies

impact upon the functions and

operations of the sales department.

These marketing policies delineate

the guidelines within which effort to

reach personal-selling objectives are

made. The three major types are

Product policies (What to sell)

Distribution policies (to whom to sell)

Pricing policies

Sales related marketing policies directly influence the jobs of sales

executives. Clearly, these policies constitute the company-imposed marketing

frame work within which sales executives and the departments they lead must

operate.

Product Policies

Relation to Product objectives

Product policies serve as guidelines for making product decisions. They

derive from product objectives .product policies define the nature of

superiority from the standpoint of the product users.

Product line policy

Policies on the width of a product line are classified as either short line.

The company following a short-line policy handles only part of a line, while

the company with the full-line policy handles all or most of the items making

up a line.

Distribution Policies

Distribution Policies are important determinants of the functions of the

sales department. The choice of particular marketing channel or channels set

the pattern for sales force operation, both geographically and as to the

customers from whom sales force operations, both geographically and as to

the customers from whom sales personnel solicit orders.

Pricing policies

Every company has a policy regarding the level at which its products

are priced relative to the competition. If competition is price based, a

company sells its products at same price as its competitors. If there is non-

price competition, the choice is one of the alternative of three polices.

Meeting the competition.

Pricing above the competition.

Pricing under the competition.

Rationale behind choice of the project

“The important thing is not to stop questioning. Curiosity has its own reason

for existing. One cannot help but be in awe when he contemplates the

mysteries of eternity, of life, of the marvelous structure of reality. It is enough

if one tries merely to comprehend a little of this mystery every day. Never lose

a holy curiosity”

Albert Einstein

US (German-born) physicist (1879 - 1955)

A project always starts with a definition of problem. Once a problem is

defined it completes the part of the project work. The questioning gives the

exact answer for the problem defined.

The first portable computer was Osborne 1, which was developed in

1981. Manny Fernandez was the first who developed the personal portable

computer for the business executives in 1981 and named it “Laptop”. The two

commonly used terms are being used for the laptops, one is laptop and other

is notebook.

Sony Vaio is a well know brand in the Bangalore region and is performing

well in southern part of Karnataka, the Bangalore city only region is up

coming area where in there is lot of potential for the companies to increase

their market share.

There are players like HP/Compaq, Lenovo and Acer which are having

the considerable amount of market share. Sony laptops have made their

presence felt in the market but it is now intending to increase the market share

and the need for this project is to determine the opportunities available for its

growth and to determine the gaps in the competitors within their distribution

channel till the end users. This will help SONY to fill those gaps in its

distribution channels through which it can make customers delight.

Through this project SONY will not only be able to get to know about

the Gaps of its competitors it will also be able to trace the of its channel and

fill those Gaps for providing the effective service to its channel members and

end users.

In this project a survey will be conducted on the retailers as well as

distributors of the laptops and data will be collected. Along with this

information from end user of the laptops will also be collected in order to

know the customer preference and their buying behavior. The company will

get the latest information about the retailers i.e. data base of the retailers

along with filled questionnaires which they have filled will be submitted to

the organization.

As for the end users a proportionate number of users as will as

potential customer’s opinion will be considered so that company can design

their marketing strategies to suit the needs of its customers.

The study for laptop is essential as more people are buying laptops and

the competition among the players is increasing. When the company is having

sufficient data about the market then it becomes easy to have an edge over its

competitors.

Considering all these aspects it is essential to study the potential of the

market, competitor’s strategy, finding the Gaps in the competitors and filling

those Gaps so that there can be an edge over the competitors.

ANALYSIS AND INTERPRETATION

End-user’s Findings

1. Do you own a laptop?

Options Respondents Percentage

Yes 80 80

No 20 20

YesNo

Inference

Among the 80 respondents 80% of the respondents own a laptop and

20% of them do not own a laptop.

3. Why you did not purchase Sony laptop? (Other than Sony laptop users)

Sl. NO Options

No of

Respondents

Percentag

e

1 Price 50 50

2 Features 20 20

3 Availability 10 10

4 Awareness 20 20

50%

20%

10%

20%

Price Features Availability Awareness

Inference

Among the respondents 50 percent of them said they did buy Sony

laptop because of the price factor. 20 % of them said they were not aware of

Sony laptops, 20 % of them said they were not satisfied with features and 10 %

of them said laptop was not available with retailer while purchasing.

4. What made you to choose the brand, you are using now?

Sl. NO Options No of Respondents Percentage1 Cost 30 302 Quality 17 173 Service 5 54 Brand Name 9 95 Features 17 176 Looks 9 97 Battery backup 4 48 Weight 9 9

Cost

Quality

Service

Brand Name

Features

Looks

Battery backup

Weight

0 5 10 15 20 25 30

No of Respondents

Inference

Among the respondents 30 % said they bought the laptop because of price

factor 17 % said because of product quality and only 9% percent of the people

bought because of brand name. 44% percent of people bought because of

features available in that laptop.

5. What is the price of your laptop?

Sl. NO Options No of Respondents Percentage

1 25000 to ≤35000 31 31

2 > 35000 to ≤ 45000 16 16

3 > 45000 to ≤ 55000 39 39

4 > 55000 14 14

25000 to ≤35000

> 35000 to ≤ 45000

> 45000 to ≤ 55000

> 550000

5

10

15

20

25

30

35

40

45

No of Respondents

Inference

Among the 100 respondents 39 % of people own the laptop which is

priced between 45000 to 55000. 16 % of the people own a laptop which is

priced between 35000 to 45000. 31 % of the people bought in the range of

25000 to 35000, only 14 % of the people bought in the range of more than

55000.

6. What was the major factor that influenced your buying decision?

Adver-tise-

ments

Friends Family Retailer None0

5

10

15

20

25

30

35

No of Respondents

Inference

Among the respondents 27 % of the respondent’s decision was based on

the influence by the retailer, 34 % were influenced by the advertisement, 25 %

were influenced by their friend’s opinion, and 9 % were influenced by their

family decision.

Sl. NO Options

No of

Respondents

Percentag

e

1 Advertisements 34 34

2 Friends 25 25

3 Family 9 9

4 Retailer 27 27

5 None 5 5

7. What tasks will you are performing with the notebook?

Sl.

NOOptions

No of

RespondentsPercentage

1 Use it for MS Office applications 39 39

2 Programming & Designing 18 18

3 Watching movie & playing games 12 12

4 All the above 31 31

Use it for MS Office applications

Programming & Designing

Watching movie & playing games

All the above

0 5 10 15 20 25 30 35 40

No of Respondents

Inference

Among the respondents 39 % of them use laptops for office

application purpose, 18 % use the laptop for Programming & Designing, and

12 % said they use it for all the applications.

Findings

Most of respondent they did not buy Sony Vaio for the reason it is

highly priced

The people are not aware Sony Xperia

The respondent said there was no availability of Sony Xperia with

retailers at the time of purchase

most of the users bought the non Sony Xperia because of price factor

the respondent preferred quality as important factor for buying laptop

bought the laptop in the range of Rs 35000 to 45000 price tag

Retailers influence on the end user while buying the laptop

The respondent said they bought the laptop because of the advertisement

Conclusions

Almost all the retailers in Bangalore city are aware of Sony Vaio but

only few of them regularly get information regarding latest product launches,

offers available on the products etc from the company. Hence the sales volume

of Sony Xperia is quite low even though there is a considerable market for

laptops.

Promotions & margin are the two most important parameters which can

play a vital role in enhancing the market share of Sony Xperia.

The distribution channel for Sony Xperia is quite effective, hence the

product is easily available as and when required, retailers purchase it from

various channels based on the requirement but channel comprising of regional

distributors dominates them all.

Retailers play vital role when customer is taking decision of buying a

laptop, when customer is purchasing the laptop retailer plays a significant role

Service support is satisfactory in Bangalore city region

Recommendations

A ‘Retailers Meet’ must be conducted in order to educate retailers about

what Sony has, to offer to them and make them feel proud for being associated

with Sony as channel partners.

In “Retailers Meet” best channel partner for the quarter can be chosen

depending on the business volume with Sony and he can be suitably rewarded

by means of cash or kind

Company representatives can maintain the database of the retailers along

with e-mail ids. Latest offers and schemes on the products can be sent to

retailers through e-mails to increase the awareness about Sony Xperia.

Sony should circulate these brochures of Sony laptops among retailers on a

regular basis. It can also provide posters to retailers to stick them at the most

appropriate places in their shops such that these posters grab the attention of

the customer.

In order to increase awareness among end users Sony can go in for road

shows, advertisement through newspaper, magazines and hoardings near

offices, universities and industrial estates. (Ex: Any interesting article in local

newspapers can be tagged at the bottom as ‘Sponsored by Sony Vaio’)

Retailers must be persuaded to keep at least one Sony model at their end for

display

Sony should increase its advertising frequency in order to create awareness

about its products in the minds of the end-users

Questionnaire

I, Naveen R student of G.V.P.P. Govt First Grade College, H.B.Halli. Studying

in sixth semester, degree of bachelor of business management and conducting

a project on “Consumer Behaviour towards Sony Xperia” I request you to

provide the required information.

Note: Tick (√) the most appropriate option.

Personal Information

Name :

Address :

Age :

Gender : Male [ ] Female [ ]

Occupation :

Income range (p.a) : a) 1 – 2 Lakhs [ ]

b) 2 –3 Lakhs [ ]

c) 3 – 4 Lakhs [ ]

d) Above 4 Lakhs [ ]

Section A

1. Do you own a laptop?

a) Yes [ ] b) No [ ]

If NO, go to section B

2. If yes which brand laptop are you using now?

a) Compaq/HP [ ] b) Lenovo [ ] c) Dell [ ] d) Sony [ ]

e) Acer [ ] f) HCL [ ] g) LG [ ]

h) others ___________

3. Why you did not purchase Sony laptop? (Other than Sony laptop users)

a) Price [ ] b) Features [ ] c) Availability [ ]

d) Awareness [ ] e) Others (Specify) _______________

4. What made you to choose the brand, you are using now?

a) Cost [ ] b) Quality [ ] c) Service [ ] d) Brand name [ ]

e) Features [ ] f) Looks [ ] g) Battery Backup [ ] h) Weight [ ]

5. What is the price of your laptop?

a) 25000 to < 35000 [ ] b) > 35000 to < 45000 [ ]

c) > 45000 to < 55000 [ ] d) > 55000 [ ]

6. What was the major factor that influenced your buying decision?

a) Advertisements [ ] b) Friends [ ] c) Family [ ]

d) Retailer [ ] e) None [ ]

7. What tasks will you are performing with the notebook?

a) Use it for MS Office applications [ ]

b) Programming & Designing [ ]

c) Watching movie & playing games [ ]

d) All the above [ ]

8. Rate your laptop based on the following parameters based on your level of

satisfaction

Paramete

rs

HDS DS N S HS

Quality

Durability

Battery Backup

Features

Brand

Price

looks

Service Support

Section B

1. Are you planning to buy a laptop?

a) Yes

b) No

2. If YES, what is your purpose of buying a laptop?

a) Use it for MS Office applications

b) Programming & Designing

c) Watching movie & playing games

d) All the above

3. In what price band you are planning to buy a laptop?

a) 25000 to < 35000

b) > 35000 to < 45000

c) > 45000 to < 55000

d) > 55000

4. What are the important parameters that you look in for, while buying a

Laptop?

a) Cost [ ] b) Quality [ ] c) Service [ ] d) Brand name [ ]

e) Features [ ] e) Looks [ ] f) Battery Backup [ ] g) Weight [ ]

5. You are planning to buy which brand?

a) Compaq/HP [ ] b) Lenovo [ ] c) Dell [ ] d) Sony [ ]

e) Acer [ ] f) HCL [ ] g) Others

6. If not Sony, please specify the reason

Bibliography

Internet

www.wikipedia.com

www.financialexpress.com

www.businessline.com

www.thehindu.com

www.channeltimes.com

www.wikipedia.org

www.sony.com

www.sony.co.in

Various reference text books

Marketing- Lamb, Hair, Mc Daniel

Principles of marketing- Kotler

Sales Management, Richard Still

Edward Cundiff

Norman Govoni

Company Brochure

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