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ACKNOWLEDGEMENT‌  ‌
 ‌
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With‌  ‌profound‌  ‌sense‌  ‌of‌  ‌gratitude‌  ‌and‌  ‌regard,‌  ‌I ‌ ‌express‌  ‌my‌  ‌sincere‌  ‌thanks‌  ‌to‌  ‌my‌  ‌guide‌  ‌and‌‌
 
mentor‌  ‌Mrs-________________________-_‌  ‌for‌  ‌her‌  ‌valuable‌  ‌guidance‌  ‌and‌  ‌the‌  ‌confidence‌  ‌she‌‌
 
instilled‌  ‌in‌  ‌me,‌  ‌that‌  ‌helped‌  ‌me‌  ‌in‌  ‌the‌  ‌successful‌  ‌completion‌  ‌of‌‌
  this‌‌
  project‌‌
  report.‌‌
  Without‌‌
  her‌‌ 
help,‌‌this‌‌project‌‌would‌‌have‌‌been‌‌a‌‌distant‌‌affair.‌  ‌
 ‌
Her‌  ‌thorough‌  ‌understanding‌  ‌of‌  ‌the‌  ‌subject‌  ‌and‌  ‌professional‌  ‌guidance‌  ‌was‌  ‌indeed‌  ‌of‌  ‌immense‌‌ 
help‌‌to‌‌me.‌‌
   ‌
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1‌  ‌
 ‌
  ‌
INTRODUCTION‌  ‌
 ‌

 ‌

About‌‌HP‌:‌  ‌

HP‌  ‌is‌  ‌a ‌ ‌technology‌  ‌company‌  ‌that‌  ‌operates‌  ‌in‌  ‌more‌  ‌than‌  ‌170‌  ‌countries‌  ‌around‌  ‌the‌  ‌world.‌  ‌It‌‌ 
explores‌‌ how‌‌ technology‌‌
 and‌‌ services‌‌ can‌‌
 help‌‌
 people‌‌
 and‌‌
 companies‌‌
 address‌‌
 their‌‌
 problems‌‌ and‌‌ 
challenges,‌  ‌and‌  ‌realize‌  ‌their‌  ‌possibilities,‌  ‌aspirations‌  ‌and‌  ‌dreams.‌  ‌It‌  ‌applies‌  ‌new‌  ‌thinking‌  ‌and‌‌ 
ideas‌  ‌to‌  ‌create‌  ‌more‌  ‌simple,‌  ‌valuable‌  ‌and‌  ‌trusted‌  ‌experiences‌  ‌with‌  ‌technology,‌  ‌continuously‌‌
 
improving‌‌the‌‌way‌‌our‌‌customers‌‌live‌‌and‌‌work.‌  ‌

No‌  ‌other‌  ‌company‌  ‌offers‌  ‌as‌  ‌complete‌  ‌a ‌ ‌technology‌  ‌product‌  ‌portfolio‌  ‌as‌  ‌HP.‌  ‌It‌  ‌provides‌‌
 
infrastructure‌  ‌and‌  ‌business‌  ‌offerings‌  ‌that‌  ‌span‌  ‌from‌  ‌handheld‌  ‌devices‌  ‌to‌  ‌some‌  ‌of‌  ‌the‌  ‌world's‌‌
 
most‌  ‌powerful‌  ‌supercomputer‌  ‌installations.‌  ‌It‌  ‌offers‌  ‌consumers‌  ‌a ‌ ‌wide‌  ‌range‌  ‌of‌  ‌products‌  ‌and‌‌ 
services‌‌
  from‌‌
  digital‌‌
  photography‌‌
  to‌‌ digital‌‌
 entertainment‌‌
 and‌‌
 from‌‌
 computing‌‌
 to‌‌ home‌‌
 printing.‌‌
 
This‌  ‌comprehensive‌  ‌portfolio‌  ‌helps‌  ‌us‌  ‌match‌  ‌the‌  ‌right‌  ‌products,‌  ‌services‌  ‌and‌  ‌solutions‌  ‌to‌  ‌our‌‌ 
customers'‌‌specific‌‌needs.‌  ‌

2‌  ‌
 ‌
 ‌

 ‌

FOUNDERS‌‌: ‌ ‌

 ‌

 ‌

 ‌
 ‌
 ‌
 ‌
 ‌
 ‌

3‌  ‌
 ‌
 ‌
 ‌
Mission‌:‌  ‌
 ‌
HP's‌‌ mission‌‌ is‌‌
 to‌‌ invent‌‌ technologies‌‌
 and‌‌ services‌‌
 that‌‌
 drive‌‌ business‌‌
 value,‌‌ create‌‌
 social‌‌ benefit‌‌ 
and‌  ‌improve‌  ‌the‌  ‌lives‌  ‌of‌  ‌customers‌  ‌— ‌‌with‌‌
  a ‌‌focus‌‌
  on‌‌
  affecting‌‌
  the‌‌
  greatest‌‌
  number‌‌
  of‌‌
  people‌‌ 
possible.‌  ‌
 ‌
 ‌
HP‌‌Fast‌‌Facts‌:‌  ‌
 ‌
 ‌
1. HP‌‌was‌‌founded‌‌in‌‌1939.‌  ‌
2. Corporate‌‌headquarters‌‌are‌‌in‌‌Palo‌‌Alto,‌‌California.‌  ‌
3. Dion‌‌Weisler‌‌is‌‌the‌‌President‌‌and‌‌CEO‌‌
   ‌
4. HP‌  ‌is‌  ‌among‌  ‌the‌  ‌world's‌  ‌largest‌  ‌IT‌  ‌companies,‌  ‌with‌  ‌revenue‌  ‌totaling‌  ‌$138.854 billion‌‌ 
(2015)‌  ‌
5. HP‌‌has‌‌approximately‌3‌ 15,000‌‌employees‌‌(Q2,‌‌2015)‌worldwide.‌  ‌
 ‌
 ‌
 ‌
 ‌
Technology‌‌Leadership:‌  ‌

1. HP's‌‌three‌‌business‌‌groups‌‌drive‌‌industry‌‌leadership‌‌in‌‌core‌‌technology‌‌areas:‌  ‌
2. The‌  ‌Personal‌  ‌Systems‌  ‌Group‌: ‌ ‌business‌  ‌and‌  ‌consumer‌  ‌PCs,‌  ‌mobile‌  ‌computing‌  ‌devices‌‌ 
and‌‌workstations‌  ‌
3. The‌  ‌Imaging‌  ‌and‌  ‌Printing‌  ‌Group‌: ‌ ‌inkjet,‌  ‌LaserJet‌  ‌and‌  ‌commercial‌  ‌printing,‌  ‌printing‌‌ 
supplies,‌‌digital‌‌photography‌‌and‌‌entertainment‌  ‌
4. The‌‌
  Technology‌‌
  Solutions‌‌
  Group‌: ‌‌business‌‌
  products‌‌
  including‌‌
  storage‌‌
 and‌‌
 servers,‌‌ EDS,‌‌ 
managed‌‌services‌‌and‌‌software‌  ‌

4‌  ‌
 ‌
 ‌
 ‌
Contribution‌  ‌
 ‌

Global‌‌
  citizenship‌‌
  encompasses‌‌
  our‌‌
  commitment‌‌
 to‌‌
 align‌‌
 our‌‌ business‌‌
 goals‌‌ with‌‌
 our‌‌
 impacts‌‌
 on‌‌
 
society‌‌
  and‌‌
 the‌‌
 planet.‌‌ It‌‌ is‌‌
 one‌‌ of‌‌
 our‌‌
 seven‌‌
 corporate‌‌
 objectives,‌‌
 rooted‌‌ in‌‌ HP’s‌‌
 founding‌‌
 values‌ 
and‌‌
  key‌‌
  to‌‌
  our‌‌
  success.‌‌
 For‌‌
 more‌‌ than‌‌
 70‌‌
 years,‌‌
 global‌‌
 citizenship‌‌
 has‌‌
 influenced‌‌
 how‌‌
 it‌‌ runs‌‌ our‌‌ 
business,‌  ‌holding‌  ‌us‌  ‌to‌  ‌higher‌  ‌standards‌  ‌of‌  ‌integrity,‌  ‌contribution‌  ‌and‌  ‌accountability‌  ‌in‌‌
 
everything‌‌It‌‌does.‌  ‌

 ‌
It‌‌focuses‌‌our‌‌energies‌‌and‌‌expertise‌‌in‌‌five‌‌areas:‌  ‌
1. Ethics‌‌and‌‌compliance‌  ‌
2. Human‌‌rights‌‌and‌‌labor‌‌practices‌  ‌
3. Environmental‌‌sustainability‌  ‌
4. Privacy‌  ‌
5. Social‌‌investment‌  ‌
 ‌
HP’s‌‌Shared‌‌Values:‌  ‌

1. Passion‌‌for‌‌customers:‌‌-it‌‌puts‌‌our‌‌customers‌‌first‌‌in‌‌everything‌‌it‌‌does.‌  ‌
2. Trust‌‌
  and‌‌
  respect‌‌
  for‌‌
  individuals:‌‌
  - ‌‌It‌‌
  works‌‌
  together‌‌
  to‌‌
 create‌‌
 a ‌‌culture‌‌ of‌‌ inclusion‌‌
 built‌‌
 
on‌‌trust,‌‌respect‌‌and‌‌dignity‌‌for‌‌all.‌  ‌
3. Achievement‌  ‌and‌  ‌contribution:‌  ‌- ‌ ‌It‌  ‌strives‌  ‌for‌  ‌excellence‌  ‌in‌  ‌all‌  ‌It‌  ‌does;‌  ‌each‌  ‌person's‌‌
 
contribution‌‌is‌‌critical‌‌to‌‌our‌‌success.‌  ‌
4. Results‌‌
  through‌‌
  teamwork:‌‌
  -It‌‌
  effectively‌‌
  collaborates,‌‌
  always‌‌
  looking‌‌
  for‌‌
 more‌‌
 efficient‌‌ 
ways‌‌to‌‌serve‌‌our‌‌customers.‌  ‌
5. Speed‌‌
  and‌‌
  agility:‌‌
  - ‌‌It‌‌
  is‌‌
 resourceful‌‌
 and‌‌
 adaptable,‌‌
 and‌‌
 we‌‌
 achieve‌‌ results‌‌
 faster‌‌
 than‌‌
 our‌‌
 
competitors.‌  ‌
6. Meaningful‌  ‌innovation:‌  ‌- ‌ ‌It‌  ‌is‌  ‌the‌  ‌technology‌  ‌company‌  ‌that‌  ‌invents‌  ‌the‌  ‌useful‌  ‌and‌  ‌the‌‌ 
significant.‌  ‌
 ‌

5‌  ‌
 ‌
 ‌
 ‌
Purpose‌‌of‌‌the‌‌study‌  ‌
 ‌
The‌‌
  basic‌‌
  purpose‌‌
  is‌‌
  to‌‌
  gain‌‌
  an‌‌
  understanding‌‌
  about‌‌
  the‌‌
  marketing‌‌
  mix‌‌
  of‌‌
  the‌‌
  company‌‌ so‌‌ as‌‌ to‌‌ 
extract‌‌vital‌‌information‌‌about‌‌its‌‌functioning.‌  ‌
 ‌
Objectives‌‌of‌‌the‌‌Study‌  ‌
 ‌
Specifically,‌‌the‌‌objectives‌‌of‌‌the‌‌study‌‌are:‌  ‌
 ‌
● To‌‌study‌‌the‌‌four‌‌P’s‌‌of‌‌HP.‌  ‌
● To‌‌provide‌‌a‌‌SWOT‌‌analysis‌‌framework‌‌to‌‌identify‌‌the‌‌company.‌  ‌
 ‌
 ‌
 ‌
Four‌‌P’s‌‌of‌‌HP:‌  ‌
 ‌
MARKETING‌‌MIX‌  ‌
 ‌
1. The‌‌First‌‌P—‘PRODUCT’‌‌: ‌ ‌
 ‌
Product‌‌
  is‌‌ a ‌‌key‌‌ element‌‌ in‌‌
 the‌‌
 market‌‌
 offering.‌‌
 Marketing‌‌
 mix‌‌
 planning‌‌
 begins‌‌
 with‌‌ formulating‌‌ 
to‌  ‌meet‌  ‌target‌  ‌customer’s‌  ‌needs‌  ‌& ‌ ‌wants.‌  ‌The‌  ‌customer‌  ‌will‌  ‌judge‌  ‌the‌  ‌offering‌  ‌by‌‌
  three‌‌
  basic‌‌
 
elements-‌‌features‌‌&‌‌quality,‌‌services‌‌mix‌‌&‌‌quality‌‌&‌‌price‌‌appropriateness.‌  ‌
Kotler‌  ‌says‌  ‌that‌  ‌‘A‌  ‌product‌  ‌is‌  ‌anything‌  ‌that‌  ‌can‌  ‌be‌  ‌offered‌  ‌to‌  ‌a ‌ ‌market‌‌
  to‌‌
  satisfy‌‌
  the‌‌
  wants‌‌
  or‌‌ 
needs‌‌of‌‌the‌‌consumers.‌  ‌
Products‌  ‌that‌  ‌are‌‌
  marketed‌‌
  include‌‌
  physical‌‌
  goods,‌‌
  services,‌‌
  events,‌‌
  experience,‌‌
  persons,‌‌
  place,‌‌ 
properties,‌‌organizations,‌‌information‌‌&‌‌ideas.‌  ‌

6‌  ‌
 ‌
A‌‌
  firm‌‌
  is‌‌
  not‌‌
  selling‌‌
  a ‌‌product.‌‌
  It‌‌
  sells‌‌
  only‌‌
  the‌‌
  ‘product‌‌
  benefit’.‌‌
  Product‌‌
  is‌‌
  the‌‌ most‌‌
 important‌‌ 
variable‌  ‌in‌  ‌the‌  ‌marketing‌  ‌mix‌  ‌of‌  ‌the‌  ‌firm.‌  ‌If‌  ‌the‌  ‌product‌  ‌is‌  ‌sound‌  ‌& ‌ ‌easily‌  ‌acceptable‌  ‌to‌  ‌the‌‌ 
market‌  ‌if‌  ‌it‌  ‌satisfies‌‌
  reseller’s‌‌
  need‌‌
  & ‌‌consumer‌‌
  preference‌‌
  & ‌‌is‌‌
  carefully‌‌
  fitted‌‌
  to‌‌
  the‌‌
  needs‌‌
  & ‌‌
desires‌‌
  of‌‌
  the‌‌
  customers,‌‌
  sales‌‌
  success‌‌
  is‌‌
  assured.‌‌
  Hence‌‌
  ‘product’‌‌
  is‌‌
 the‌‌ center‌‌
 of‌‌ all-marketing‌‌
 
policies‌  ‌& ‌ ‌decisions.‌  ‌The‌  ‌marketing‌  ‌planning‌  ‌begins‌  ‌with‌  ‌the‌  ‌product‌  ‌& ‌ ‌also‌  ‌ends‌  ‌with‌  ‌the‌‌ 
product.‌  ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
Company‌‌plans‌‌to‌‌increase‌‌their‌‌product‌‌range‌‌in‌‌the‌‌future.‌‌A‌‌brief‌‌description‌‌of‌‌some‌‌products‌‌ 
is‌‌as‌‌follows‌:‌‌- ‌ ‌
 ‌
Product‌ ‌Name:‌  ‌
 ‌
 ‌
1. Laptops,‌‌Notebook‌‌Computers‌‌&‌‌Tablet‌‌PCs‌  ‌
 ‌
i.‌Everyday‌‌computing‌  ‌
Laptops‌‌
  for‌‌
  movies,‌‌
  music,‌‌
  photos‌‌
  and‌‌
  multitasking‌‌
  in‌‌
  your‌‌
  home‌‌
 or‌‌
 home‌‌
 
office‌  ‌
 ‌
 ‌
ii.‌‌Performance‌‌&‌‌entertainment‌  ‌
 ‌
Laptops‌  ‌for‌  ‌cutting-edge‌  ‌entertainment‌  ‌and‌‌
 
gaming‌  ‌
 ‌

7‌  ‌
 ‌
iii‌.‌‌Ultra‌‌–‌‌portable‌  ‌
 ‌
Laptop‌‌computers‌‌or‌‌tablet‌‌PCs‌‌for‌‌on-the-go‌‌personal‌‌productivity‌‌and‌‌connectivity‌  ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
2. Laptops‌‌for‌‌Business‌  ‌
 ‌

 ‌

 ‌
HP‌‌ProBook‌‌440‌‌G2‌‌(L9V62PP)‌  ‌
 ‌

Best‌‌in‌‌class,‌‌packed‌‌with‌‌features‌‌and‌‌functionality‌  ‌

 ‌

 ‌

8‌  ‌
 ‌
 ‌

HP‌‌SPECTRE‌‌   ‌

It‌‌is‌‌hp’s‌‌thinnest‌‌laptop‌‌launched‌‌in‌‌2016‌  ‌

 ‌

 ‌

 ‌

3. Monitors‌  ‌

i. Home‌‌&‌‌Home‌‌Office‌‌monitors‌  ‌
ii. Business‌‌Monitors‌  ‌

 ‌
 ‌
 ‌

9‌  ‌
 ‌
4. Options‌‌&‌‌Accessories‌  ‌
 ‌
Keyboards,‌‌mice,‌‌memory,‌‌storage,‌‌speakers,‌‌headsets,‌‌webcams,‌‌
 
cables,‌‌gaming‌‌and‌‌other‌‌accessories‌‌for‌‌desktop‌‌computers.‌  ‌
i. Home‌‌&‌‌Home‌‌Office‌‌desktop‌‌accessories‌  ‌
ii. Business‌‌desktop‌‌accessories‌  ‌
iii. Extended‌‌service‌‌plans‌‌for‌‌Home‌‌&‌‌Home‌‌Office‌‌
   ‌

 ‌

5. Laser‌‌Printers,‌‌Inkjet‌‌Printers‌‌and‌‌Multifunction‌‌Printers‌  ‌
 ‌
i.Color‌‌Printers‌  ‌
a) Inkjet‌‌printers‌  ‌
Desk‌‌Jet,‌‌Office‌‌jet,‌‌and‌‌Business‌‌Inkjet‌‌printers‌  ‌

I. Home‌‌inkjet‌‌printers‌  ‌
II. Business‌‌inkjet‌‌printers‌  ‌

a)Color‌‌laser‌‌printers‌  ‌
‌Color‌‌laser‌‌printers‌‌with‌‌HP‌‌LaserJet‌‌performance‌  ‌
1.‌Home‌‌colour‌‌lasers‌  ‌
2.‌Business‌‌colour‌‌laser‌  ‌
b)Large-format‌‌printers‌  ‌
 ‌
HP‌‌Design‌‌jet,‌‌Design‌‌jet‌‌Commercial‌‌and‌‌Scitex‌‌printers;‌‌
 
HP‌‌Indigo‌‌presses‌  ‌
1.‌Design‌‌jet‌‌printers‌  ‌
2.‌Other‌‌graphic‌‌arts‌‌products‌  ‌
 ‌
 ‌
 ‌
 ‌

10‌  ‌
 ‌
 b) Black‌‌&‌‌White‌‌Printers‌  ‌
 ‌
1. Laser‌‌printers‌  ‌
 ‌
HP‌‌LaserJet‌‌printers‌‌for‌‌high-speed,‌‌high-volume,‌‌high-quality‌  ‌
Printing‌  ‌
1.‌Home‌‌laser‌‌printers‌  ‌
2.‌Business‌‌laser‌‌printers‌  ‌
 ‌
 ‌
 ‌
 ‌
6. Wireless‌‌printing‌  ‌
 ‌
Enjoy‌‌the‌‌freedom‌‌to‌‌print‌‌from‌‌anywhere‌‌with‌‌HP's‌‌line‌‌of‌‌wireless‌‌
 
printers.‌‌Wireless‌‌allows‌‌greater‌‌mobility,‌‌no‌‌wires‌‌and‌‌shared‌‌printing.‌‌
 
Many‌‌HP‌‌printers‌‌have‌‌wireless‌‌printing‌‌built‌‌into‌‌the‌‌printer‌‌and‌‌HP‌‌ 
offers‌‌an‌‌add-on‌‌to‌‌your‌‌existing‌‌printer.‌ 
Live‌‌Wirelessly.‌‌Print‌‌Wirelessly.‌  ‌
 ‌
2.‌‌THE‌‌SECOND‌‌P-‌‌‘PRICE’‌ 
 ‌
Sales‌‌are‌‌only‌‌income‌‌for‌‌any‌‌business‌‌concern.‌‌But‌‌price‌‌is‌‌the‌‌main‌‌factor,‌‌which‌‌affects‌‌the‌‌
 
sale‌‌of‌‌the‌‌market.‌‌If‌‌the‌‌price‌‌is‌‌high,‌‌few‌‌buyers‌‌purchase‌‌and‌‌if‌‌the‌‌price‌‌is‌‌low‌‌many‌‌buyers‌‌
 
purchase.‌‌Therefore‌‌a‌‌sound‌‌pricing‌‌policy‌‌must‌‌be‌‌adopted‌‌to‌‌have‌‌maximum‌‌sale‌‌revenue.‌‌ 
Moreover,‌‌it‌‌is‌‌only‌‌through‌‌proper‌‌pricing‌‌policy‌‌the‌‌already‌‌laid‌‌down‌‌marketing‌‌objective‌‌and‌‌ 
corporate‌‌goals‌‌could‌‌be‌‌achieved.‌  ‌
 ‌
Price‌‌is‌‌the‌‌exchange‌‌value‌‌of‌‌a‌‌product‌‌or‌‌service‌‌always‌‌expressed‌‌in‌‌terms‌‌of‌‌money.‌‌In‌‌other‌‌ 
words,‌‌price‌‌of‌‌a‌‌product‌‌or‌‌service‌‌is‌‌what‌‌the‌‌seller‌‌feels‌‌its‌‌worth‌‌on‌‌term‌‌of‌‌money,‌‌when‌‌ 
offered‌‌to‌‌a‌‌buyer.‌  ‌

11‌  ‌
 ‌
To‌‌the‌‌customer,‌‌the‌‌price‌‌is‌‌an‌‌agreement‌‌between‌‌seller‌‌&‌‌buyer‌‌concerning‌‌what‌‌each‌‌is‌‌to‌‌ 
receive.‌‌The‌‌buyer‌‌is‌‌interested‌‌in‌‌the‌‌‘price’‌‌of‌‌the‌‌whole‌‌‘package’‌‌consisting‌‌of‌‌a‌‌physical‌‌ 
product‌‌plus‌‌a‌‌bundle‌‌of‌‌expectation‌‌and‌‌satisfaction.‌‌The‌‌consumer‌‌has‌‌numerous‌‌expectations‌‌ 
such‌‌as‌‌after‌‌sale‌‌service,‌‌replacement‌‌of‌‌parts,‌‌technical‌‌guidance‌‌&‌‌money‌‌other‌‌benefits.‌ 
However,‌‌to‌‌the‌‌seller,‌‌price‌‌is‌‌a‌‌source‌‌of‌‌revenue‌‌and‌‌a‌‌main‌‌determinant‌‌of‌‌profit.‌‌To‌‌the‌‌ 
seller,‌‌price‌‌is‌‌equivalent‌‌to‌‌the‌‌total‌‌product‌‌offering.‌‌This‌‌offering‌‌includes‌‌a‌‌brand‌‌name,‌‌a ‌‌
package,‌‌product‌‌benefits,‌‌after‌‌sale‌‌service‌‌and‌‌so‌‌on.‌‌We‌‌can‌‌define‌‌price‌‌as‌‌the‌‌“money‌‌of‌‌the‌‌ 
product‌‌or‌‌service‌‌agreed‌‌upon‌‌in‌‌a‌‌market‌‌transaction”.‌  ‌
So,‌  ‌
Price‌‌in‌‌money‌‌=‌‌physical‌‌product‌‌+‌‌bundle‌‌of‌‌expectations‌  ‌

 ‌

The‌‌Price‌‌Factor‌‌of‌‌PCs‌  ‌

India‌  ‌is‌  ‌a ‌ ‌price-sensitive‌  ‌market.‌  ‌When‌  ‌the‌  ‌PC‌  ‌was‌‌

  launched‌‌
  in‌‌
  1984,‌‌
  it‌‌
  cost‌‌
  well‌‌
  over‌‌
  $4,450‌‌
 
here,‌‌and‌‌in‌‌the‌‌late‌‌1980s,‌‌the‌‌price‌‌was‌‌around‌‌$2,220.‌  ‌
While‌  ‌the‌  ‌price‌  ‌was‌  ‌around‌‌
  $1,100‌‌
  in‌‌
  the‌‌
  mid-90s,‌‌
  today,‌‌
  a ‌‌MNC‌‌
  brand‌‌
  with‌‌
  multimedia‌‌
  costs‌‌
 
only‌‌around‌‌$761.‌  ‌
The‌  ‌Indian‌  ‌market‌  ‌has‌  ‌seen‌  ‌local‌  ‌assemblers‌  ‌stealing‌  ‌a ‌ ‌march‌  ‌over‌  ‌their‌  ‌domestic‌  ‌and‌‌ 
multinational‌‌computer‌‌hardware‌‌rivals.‌  ‌
The‌‌
  Indian‌‌
  PC‌‌
  industry‌‌
  has‌‌
  also‌‌
  witnessed‌‌
  the‌‌
  rise‌‌
 and‌‌
 fall‌‌
 of‌‌
 many‌‌ domestic‌‌ brands.‌‌
 Prominent‌‌
 
players‌  ‌who‌  ‌fell‌  ‌out‌  ‌include‌  ‌DCM-DP,‌  ‌Usha,‌  ‌PCL,‌  ‌Sterling‌  ‌and‌  ‌Unicorp,‌‌
  though‌‌
  many‌‌
  Indian‌‌ 
brands‌‌including‌‌HCL‌‌today‌‌account‌‌for‌‌nearly‌‌half‌‌of‌‌the‌‌branded‌‌PC‌‌sales‌‌in‌‌the‌‌country.‌  ‌
The‌‌pricing‌‌adopted‌‌by‌‌HP‌‌India‌‌Pvt.‌‌Ltd.‌‌can‌‌describe‌‌under‌‌this‌‌subhead:‌‌- ‌ ‌
Competitive‌  ‌pricing:‌  ‌- ‌ ‌HP‌  ‌India‌  ‌Pvt.‌  ‌Ltd.‌  ‌adopted‌  ‌the‌  ‌method‌  ‌of‌  ‌pricing‌  ‌called‌  ‌competitive‌‌ 
pricing‌  ‌for‌  ‌their‌  ‌PCs.‌  ‌Under‌  ‌this‌  ‌policy,‌  ‌the‌  ‌price‌  ‌of‌‌
  HP‌‌
  PCs‌‌
  is‌‌
  fixed‌‌
  according‌‌
  to‌‌
  the‌‌
  price‌‌
  of‌‌
 
other‌‌competitor‌‌brands‌‌of‌‌the‌‌market‌‌&‌‌the‌‌price‌‌moves‌‌accordingly.‌  ‌
 ‌
 ‌
 ‌
 ‌

12‌  ‌
 ‌
 The‌‌price‌‌list‌‌of‌‌the‌‌some‌‌IT‌‌Products‌‌of‌‌HP‌‌India‌‌Pvt.‌‌Ltd.‌‌is‌‌as‌‌follows‌:‌‌- ‌ ‌
 ‌
 ‌
1‌  ‌

 ‌
 ‌
HP‌‌Pavilion‌‌15-E002AU‌‌E4X37PA‌  ‌
● AMD,‌‌1.5‌‌GHz‌  ‌
● DDR3,‌‌8GB,‌‌HDD,‌‌1TB‌  ‌
● 15.6‌‌inches,‌‌Windows‌‌8 ‌ ‌
 ‌
 ‌
Rs‌‌22,000‌  ‌
 ‌
 ‌

 ‌
HP‌‌Pavilion‌‌15-ab220tx‌  ‌
● Core‌‌i5,‌‌2.2‌‌GHz‌  ‌
● DDR3L‌‌SDRAM,‌‌8GB,‌‌HDD,‌‌1TB‌  ‌
● 15.6‌‌inches,‌‌Windows‌‌10‌‌Home‌‌64‌  ‌
 ‌
Rs‌‌50,899‌‌– ‌ ‌
 ‌
 ‌

13‌  ‌
 ‌
  ‌
 ‌
 ‌
 ‌

 ‌
 ‌
 ‌
HP‌‌Envy‌‌15-J120TX‌‌F7P49PA‌  ‌
● Core‌‌i5,‌‌Core‌‌i3,‌‌2.5‌‌GHz‌  ‌
● DDR3,‌‌8GB,‌‌4GB,‌‌HDD,‌‌1TB‌  ‌
● 15.6‌‌inches,‌‌Windows‌‌8.1‌  ‌
 ‌
Rs‌‌34,990‌‌- ‌ ‌
 ‌

 ‌
 ‌
 ‌
HP‌‌Pavilion‌‌15-B003TU‌‌C7D81PA‌  ‌
● Pentium‌‌Dual‌‌Core,‌‌1.5‌‌GHz‌  ‌
● DDR3,‌‌2GB,‌‌HDD,‌‌500GB‌  ‌
● 15.6‌‌inches‌  ‌
 ‌
Rs‌‌25,110‌  ‌
 ‌

14‌  ‌
 ‌
 ‌

 ‌
 ‌

HP‌‌DeskJet‌‌1112‌‌Single‌‌Function‌‌Inkjet‌‌Printer‌  ‌
from‌R
‌ s.‌‌1,672‌  ‌
 ‌

 ‌
 ‌

HP‌‌Laserjet‌‌M1005‌‌Multifunction‌‌Printer‌  ‌
from‌Rs.‌1
‌ 2,899‌  ‌
 ‌

 ‌

HP‌‌Laserjet‌‌M1136‌‌Multifunction‌‌Printer‌  ‌
from‌Rs.‌9
‌ ,979‌  ‌
 ‌

15‌  ‌
 ‌
  ‌

HP‌‌Laserjet‌‌1020‌‌Plus‌‌Laser‌‌Printer‌  ‌
from‌Rs.‌7
‌ ,900‌  ‌

 ‌
 ‌
3.THE‌‌THIRD‌‌P‌‌–‌‌‘PROMOTION’‌  ‌
 ‌
Promotion‌‌is‌‌the‌‌process‌‌of‌‌making‌‌communication‌‌involving‌‌information,‌‌
   ‌
persuasion‌  ‌and‌  ‌influence.‌  ‌Promotion‌  ‌has‌  ‌three‌  ‌specific‌  ‌purposes.‌  ‌It‌  ‌communicates‌  ‌marketing‌‌ 
information‌‌
  to‌‌
  the‌‌
  customers,‌‌
  users‌‌
  & ‌‌retailers.‌‌
  Promotion‌‌
  persuades‌‌
 and‌‌ convinces‌‌
 the‌‌
 buyer‌‌ & ‌‌
enters‌  ‌into‌  ‌this‌  ‌consumer‌  ‌behavior.‌  ‌Promotional‌  ‌efforts‌  ‌act‌  ‌as‌  ‌powerful‌  ‌tools‌  ‌of‌  ‌competition‌‌ 
providing‌  ‌the‌  ‌cutting‌‌
  edge‌‌
  of‌‌
  its‌‌
  entire‌‌
  marketing‌‌
  program.‌‌
  Promotion‌‌
  has‌‌
  been‌‌
  defined‌‌
  as‌‌
  “the‌‌
 
coordinated‌‌
  self‌‌
  initiated‌‌
  effort‌‌
  to‌‌
  establish‌‌
  channels‌‌
  of‌‌
  information‌‌
  & ‌‌persuasion‌‌
 to‌‌
 facilitate‌‌
 or‌‌ 
faster‌‌
  the‌‌
  sale‌‌
 of‌‌
 goods‌‌
 or‌‌
 services,‌‌
 or‌‌
 the‌‌ acceptance‌‌
 of‌‌
 ideas‌‌
 of‌‌
 points‌‌
 of‌‌
 view.”‌‌
 It‌‌
 is‌‌
 a ‌‌non-price‌‌ 
competition.‌  ‌

Broadly‌‌
  speaking,‌‌
  promotion‌‌ means‌‌ to‌‌
 push‌‌
 forward‌‌
 or‌‌
 to‌‌ advance‌‌
 ideas‌‌
 in‌‌
 such‌‌ a ‌‌way‌‌ as‌‌
 to‌‌
 gain‌‌
 
its‌  ‌acceptance‌  ‌& ‌ ‌approval.‌  ‌It‌  ‌is‌  ‌an‌  ‌effort‌  ‌by‌  ‌the‌  ‌marketer‌  ‌to‌  ‌inform‌  ‌and‌  ‌persuade‌  ‌buyers‌  ‌to‌‌
 
accept,‌  ‌resell,‌  ‌recommend,‌  ‌or‌  ‌use‌  ‌the‌  ‌article,‌  ‌services‌  ‌or‌  ‌ideas,‌  ‌which‌  ‌is‌  ‌being‌  ‌promoted.‌  ‌The‌‌
 
promotional‌‌
  activity‌‌ always‌‌
 attempts‌‌ to‌‌
 affect‌‌
 knowledge,‌‌
 attitude,‌‌
 preferences‌‌
 & ‌‌behavior‌‌ of‌‌ the‌‌ 
recipient,‌  ‌i.e.‌  ‌buyers.‌  ‌The‌  ‌element‌  ‌of‌  ‌persuasion‌  ‌to‌  ‌accept‌  ‌ideas,‌  ‌products,‌  ‌services‌  ‌etc.,‌‌
  is‌‌
  the‌‌
 
heart‌‌of‌‌promotion.‌  ‌

You‌  ‌may‌  ‌have‌  ‌the‌‌

  best‌‌
  product,‌‌
  package‌‌
  & ‌‌so‌‌
  on.‌‌
  It‌‌
  may‌‌
  have‌‌
  a ‌‌fair‌‌
  price.‌‌
  But‌‌
  people‌‌
  will‌‌
  not‌‌ 
buy‌‌your‌‌products,‌‌if‌‌they‌‌have‌‌never‌‌heard‌‌of‌‌it,‌‌and‌‌they‌‌are‌‌simply‌‌unaware‌‌of‌‌its‌‌existence.‌  ‌

The‌‌
  market‌‌
  must‌‌
  communicate‌‌
  to‌‌
  his‌‌
 prospective‌‌ buyer‌‌
 & ‌‌provide‌‌
 them‌‌
 adequate‌‌
 information‌‌ in‌‌
 
a‌‌
  persuasive‌‌
  language.‌‌
  People‌‌
 must‌‌
 know‌‌ that‌‌
 the‌‌
 right‌‌
 product‌‌ is‌‌
 available‌‌ at‌‌
 the‌‌
 right‌‌
 place‌‌ &at‌‌ 

16‌  ‌
 ‌
the‌‌
  right‌‌
  price.‌‌
  This‌‌
 is‌‌ the‌‌
 job‌‌ of‌‌ promotion‌‌
 in‌‌
 marketing.‌‌
 In‌‌
 essence,‌‌ promotion‌‌
 is‌‌
 the‌‌ spark‌‌ plug‌‌ 
in‌‌our‌‌marketing‌‌mix.‌‌It‌‌is‌‌said‌‌that:-‌  ‌
“Nothing‌‌until‌‌somebody‌‌promotes‌‌something”‌  ‌

Promotion‌‌
  can‌‌
  create‌‌
  & ‌‌stimulate‌‌
 demand,‌‌
 capture‌‌
 demand‌‌
 from‌‌ rivals‌‌ and‌‌ maintain‌‌
 the‌‌
 demand‌‌ 
of‌‌
  your‌‌
  products‌‌
  even‌‌
  against‌‌
  keen‌‌
  competition.‌‌
 It‌‌
 is‌‌
 true‌‌
 that‌‌ nothing‌‌
 can‌‌
 be‌‌
 sold‌‌
 & ‌‌nothing‌‌
 can‌‌
 
make‌‌money‌‌(except‌‌mint)‌‌without‌‌means‌‌of‌‌promotion‌  ‌
 ‌
 ‌
The‌‌communication‌‌&‌‌promotion‌‌mix‌‌includes‌‌four‌‌ingredients‌‌viz.‌  ‌
1. Sales‌‌promotion‌  ‌
2. Advertising‌  ‌
3. Publicity‌  ‌
4. Personal‌‌selling‌  ‌
 ‌
 ‌
 ‌
1. Sales‌‌promotion‌  ‌
 ‌
Sales‌‌promotion‌‌with‌‌the‌‌reference‌‌of‌‌HP‌‌India‌‌Pvt.‌‌Ltd.‌  ‌
Company‌‌plans‌‌to‌‌follow‌‌two‌‌kinds‌‌of‌‌promotional‌‌tools‌‌for‌‌their‌‌products.‌‌They‌‌are:‌‌-‌  ‌
(a) Dealers‌‌promotion‌  ‌
(b) Customers‌‌promotion‌  ‌
 ‌
(a‌)‌‌Dealers‌‌promotion‌  ‌
To‌  ‌make‌  ‌a ‌ ‌proper‌  ‌channel‌  ‌of‌  ‌distribution‌  ‌& ‌ ‌to‌  ‌increase‌  ‌the‌  ‌market‌  ‌share‌  ‌of‌  ‌the‌  ‌company,‌‌
 
corporate‌  ‌plans‌  ‌to‌  ‌promote‌  ‌their‌  ‌dealer‌  ‌or‌  ‌retailers‌  ‌through‌  ‌the‌  ‌various‌  ‌promotional‌‌
  strategies.‌‌ 
Under‌‌
  which‌‌
  they‌‌
  provide‌‌
  a ‌‌price‌‌
  off,‌‌
  a ‌‌straight‌‌
  discount‌‌
  off‌‌
  the‌‌
  list‌‌
 price.‌‌
 The‌‌
 offer‌‌
 encourages‌‌ 
retailers‌‌as‌‌well‌‌as‌‌distributors‌‌to‌‌buy‌‌a‌‌quantity‌‌or‌‌carry‌‌a‌‌new‌‌item.‌  ‌
As‌  ‌it‌  ‌is,‌  ‌the‌  ‌company‌  ‌provides‌  ‌allowances‌  ‌to‌  ‌the‌  ‌distributors‌  ‌for‌  ‌the‌  ‌carrying‌  ‌out‌  ‌of‌  ‌the‌‌
 
company’s‌‌
  brand.‌‌
  An‌‌
  advertising‌‌
  allowance‌‌
  compensates‌‌
  retailers‌‌ for‌‌
 advertising‌‌
 the‌‌
 company’s‌‌ 
products.‌  ‌

17‌  ‌
 ‌
Company‌  ‌also‌  ‌provides‌‌
  free‌‌
  goods‌‌
  to‌‌
  the‌‌
  distributors‌‌
  as‌‌
  they‌‌
  offer‌‌
  for‌‌
  taking‌‌
  up‌‌
  extra‌‌
  goods‌‌
  or‌‌
 
for‌‌
  carrying‌‌
  new‌‌
  products.‌‌
  In‌‌
  addition,‌‌
  the‌‌
  company‌‌
 plans‌‌
 to‌‌
 organize‌‌
 the‌‌
 industrial‌‌
 associations‌‌
 
in‌‌the‌‌form‌‌of‌‌trade‌‌fairs‌‌&‌‌conventions‌‌to‌‌stimulate‌‌the‌‌sale‌‌result‌‌of‌‌their‌‌intermediaries.‌  ‌
 ‌
(c) Customers‌‌promotion‌  ‌
 ‌
Due‌  ‌to‌  ‌the‌  ‌proper‌  ‌attention‌  ‌towards‌  ‌the‌  ‌channel‌  ‌of‌  ‌intermediaries,‌  ‌the‌  ‌company‌  ‌is‌  ‌not‌  ‌able‌  ‌to‌‌ 
give‌‌
  proper‌‌
  attention‌‌
  towards‌‌
  consumer’s‌‌
  promotion‌‌
  but‌‌
  they‌‌
  arrange‌‌
 the‌‌
 whole‌‌
 method‌‌
 of‌‌ local‌‌ 
promotion‌‌
  for‌‌
  the‌‌
  awareness‌‌
  of‌‌
  the‌‌
  local‌‌
  customers.‌‌
  As‌‌
  it‌‌
  is‌‌ they‌‌
 also‌‌ provide‌‌ demonstrations‌‌
 & ‌‌
gifts‌‌
  to‌‌
  the‌‌
  customers‌‌
  shortly‌‌
  by‌‌
  which‌‌
  products‌‌
  of‌‌
  the‌‌
  company‌‌
  are‌‌
  able‌‌
  to‌‌
  create‌‌
  a ‌‌spec‌‌ in‌‌
 the‌‌
 
customer’s‌‌mind.‌  ‌
2. Advertising‌  ‌
 ‌

 ‌
 ‌
Advertising‌‌with‌‌the‌‌reference‌‌of‌‌HP‌‌India‌‌Pvt.‌‌Ltd.‌  ‌

18‌  ‌
 ‌
At‌  ‌present‌  ‌time‌  ‌the‌  ‌chairman‌  ‌of‌  ‌HP‌  ‌India‌  ‌Pvt.‌  ‌Ltd.‌  ‌give‌  ‌attention‌  ‌to‌  ‌make‌  ‌proper‌‌
  distribution‌‌
 
channel‌  ‌for‌  ‌their‌  ‌products.‌  ‌It‌  ‌is‌  ‌the‌  ‌company’s‌‌
  policy‌‌
  that‌‌
  firstly‌‌
  they‌‌
  make‌‌
  proper‌‌
  distribution‌‌ 
channel‌  ‌for‌  ‌their‌  ‌products‌  ‌by‌‌
  which‌‌
  any‌‌
  customer‌‌
  either‌‌
  he/she‌‌
  will‌‌
  be‌‌
  belongs‌‌
  to‌‌
  rural‌‌
  area‌‌
  or‌‌ 
belongs‌  ‌to‌  ‌urban‌  ‌area‌  ‌got‌  ‌the‌  ‌product‌  ‌easily.‌  ‌After‌  ‌making‌  ‌proper‌  ‌distribution‌  ‌channels,‌‌
 
corporate‌  ‌plans‌  ‌to‌  ‌come‌  ‌through‌  ‌the‌  ‌media,because‌  ‌advertisement‌  ‌on‌  ‌media‌  ‌requires‌  ‌heavy‌‌ 
investment.‌  ‌
As‌  ‌far‌  ‌as‌  ‌advertisement‌  ‌is‌  ‌concerned‌  ‌HP‌  ‌India‌  ‌Pvt.‌  ‌Ltd.‌  ‌provides‌  ‌claim‌  ‌to‌  ‌their‌  ‌respective‌‌
 
stockiest‌‌
  of‌‌
  the‌‌
  different‌‌
  districts‌‌
  of‌‌
  the‌‌
  state‌‌
  for‌‌
  the‌‌
  local‌‌
 awareness‌‌
 / ‌‌promotion‌‌
 as‌‌
 per‌‌ required‌‌ 
by‌‌the‌‌stockiest‌‌of‌‌the‌‌districts.‌  ‌
Local‌  ‌promotion‌  ‌includes‌  ‌Banners,‌  ‌Holdings,‌  ‌and‌  ‌Cable‌  ‌TV.‌  ‌Adz‌  ‌Installing,‌  ‌Trade‌  ‌fairs,‌‌
 
Sponsorship‌‌
 etc.‌‌
 for‌‌ the‌‌ awareness‌‌
 of‌‌ their‌‌
 products‌‌
 to‌‌ the‌‌
 local‌‌
 customers.‌‌
 Because‌‌ the‌‌ company‌‌ 
doesn’t‌  ‌come‌  ‌through‌  ‌the‌  ‌media‌  ‌in‌  ‌the‌  ‌present‌  ‌time‌  ‌i.e.‌  ‌why‌  ‌does‌  ‌the‌  ‌company‌  ‌bear‌  ‌all‌  ‌the‌‌ 
expenses‌‌for‌‌the‌‌local‌‌promotion‌‌as‌‌required‌‌by‌‌the‌‌distributors?‌  ‌
 ‌
It‌‌is‌‌true,‌‌that‌‌it‌‌is‌‌not‌‌sufficient‌‌in‌‌today’s‌‌high‌‌competitive‌‌marketing‌‌scenario,‌‌but‌‌after‌‌the‌‌ 
attainment‌‌of‌‌the‌‌proper‌‌distribution‌‌channel‌‌company‌‌definitely‌‌come‌‌through‌‌the‌‌media‌‌which‌‌
 
is‌‌a‌‌powerful‌‌source‌‌of‌‌demand‌‌generation‌‌in‌‌today’s‌‌tough‌‌marketing‌‌scenario‌‌&‌‌it‌‌is‌‌definitely‌‌ 
provides‌‌a‌‌strong‌‌consumer‌‌pull‌‌to‌‌the‌‌new‌‌products‌‌of‌‌the‌‌HP‌‌India‌‌Pvt.‌‌Ltd.‌  ‌
 ‌
3. Personal‌‌selling‌  ‌
 ‌
A‌‌salesman‌‌is‌‌one‌‌who‌‌practices‌‌the‌‌profession‌‌of‌‌selling.‌‌One‌‌can‌‌learn‌‌a‌‌lot‌‌about‌‌selling‌‌and‌‌ 
salesmanship‌‌just‌‌by‌‌thinking‌‌about‌‌the‌‌definition‌‌of‌‌personal‌‌selling.‌  ‌

American‌‌marketing‌‌association‌‌defined‌‌salesmanship‌‌as’‌‌the‌‌process‌‌of‌‌including‌‌and‌‌assisting‌‌
 
a‌‌prospective‌‌buyer‌‌to‌‌buy‌‌a‌‌commodity‌‌or‌‌service‌‌or‌‌to‌‌act‌‌favorably‌‌upon‌‌an‌‌idea‌‌that‌‌has‌‌
 
commercial‌‌significance‌‌to‌‌the‌‌seller.’‌  ‌

Personal‌‌selling‌‌with‌‌the‌‌reference‌‌of‌‌HP‌‌India‌‌Pvt.‌‌Ltd.‌  ‌

 ‌

As‌  ‌far‌  ‌as‌  ‌the‌  ‌HP‌‌

  India‌‌
  Pvt.‌‌
  Ltd.‌‌
  is‌‌
  concerned‌‌
  corporate‌‌
  plans‌‌
  the‌‌
  effective‌‌
  medium‌‌
  of‌‌
  personal‌‌ 
selling‌  ‌for‌  ‌their‌  ‌products.‌  ‌They‌  ‌provide‌  ‌full‌  ‌support‌  ‌to‌  ‌the‌  ‌salesman‌  ‌for‌‌
  selling‌‌
  their‌‌
  products.‌‌
 

19‌  ‌
 ‌
Effective‌  ‌communication‌  ‌& ‌ ‌facilities‌  ‌motivate‌  ‌salesmen‌  ‌to‌  ‌make‌  ‌a ‌ ‌good‌  ‌relationship‌  ‌with‌  ‌the‌‌ 
customers.‌‌
  Corporate‌‌
  actually‌‌
  knows‌‌
  the‌‌
  importance‌‌
  of‌‌
  the‌‌
  phenomenon‌‌
  of‌‌
  personal‌‌
  selling‌‌
  I.e.‌‌
 
why‌  ‌they‌  ‌tried‌‌
  to‌‌
  implement‌‌
  the‌‌
  ‘A-I-D-A-S’‌‌
  formula‌‌
  of‌‌
  personal‌‌
  selling.‌‌
  The‌‌
  brief‌‌
  description‌‌ 
of‌‌this‌‌formula‌‌is‌‌as‌‌follows:‌‌- ‌ ‌

A:‌‌-‌‌Attention‌‌–‌‌The‌‌‘Attention’‌‌of‌‌the‌‌customer.‌  ‌
I:‌‌-‌‌Interest‌ ‌--‌‌Create‌‌an‌‌‘Interest’.‌  ‌
D:‌‌-‌‌Desire‌ ‌--‌‌Ignite‌‌the‌‌‘Desire’‌‌of‌‌the‌‌customer.‌  ‌
A:‌‌-‌‌Action‌ ‌--‌‌Gaining‌‌an‌‌order.‌  ‌
S:‌‌-‌‌Satisfaction‌‌–‌‌Customer‌‌‘Satisfaction’.‌  ‌
 ‌
4.THE‌‌FOURTH‌‌‘P’‌‌–‌‌PLACE‌  ‌

Marketer‌‌
  has‌‌
  to‌‌
  ensure‌‌
  the‌‌
  availability‌‌
  of‌‌
  its‌‌
  products‌‌
  to‌‌
  the‌‌
  target‌‌ customers.‌‌
 If‌‌ a ‌‌product‌‌ is‌‌ not‌‌
 
available‌‌to‌‌the‌‌target‌‌customers‌‌at‌‌the‌‌right‌‌place,‌‌then‌‌he/she‌‌may‌‌shift‌‌to‌‌competitive‌‌products.‌‌   ‌
 ‌
 ‌
So‌‌place‌‌decision‌‌relates‌‌to:‌  ‌
 ‌
(i) Channel‌‌
  decision‌‌
  – ‌‌what‌‌
  kind‌‌
  of‌‌
  distribution‌‌
  channels‌‌
  a ‌‌company‌‌
  adopts‌‌
  between‌‌ plants‌‌ 
&‌‌consumers.‌  ‌
 ‌
(ii) Distribution‌  ‌channel‌  ‌policy‌  ‌– ‌ ‌whatever‌  ‌to‌  ‌go‌  ‌for‌  ‌extensive‌  ‌or‌  ‌selective‌  ‌or‌  ‌exclusive‌‌ 
distribution.‌  ‌
 ‌
(iii)Degree‌‌of‌‌selectivity‌‌among‌‌wholesalers‌‌&‌‌retailers.‌  ‌
 ‌
(iv)Effort‌‌to‌‌get‌‌the‌‌cooperation‌‌of‌‌the‌‌trade.‌  ‌
 ‌
(v) Physical‌  ‌distribution‌  ‌decisions‌  ‌include‌  ‌logistics,‌  ‌transportation,warehousing,‌  ‌material‌‌
 
handling,‌‌bulk‌‌packaging‌‌etc.‌  ‌

20‌  ‌
 ‌
Meaning‌‌of‌‌channels‌‌of‌‌Distribution‌  ‌

Goods‌  ‌produced‌  ‌by‌  ‌the‌  ‌manufacturers‌‌

  must‌‌
  come‌‌
  to‌‌
  the‌‌
  knowledge‌‌
  of‌‌
  the‌‌
  ultimate‌‌
  consumers.‌‌ 
This‌  ‌is‌  ‌arranged‌  ‌by‌  ‌the‌  ‌sales‌  ‌promotion‌  ‌activities‌  ‌like‌  ‌salesmanship‌  ‌& ‌ ‌advertising.‌  ‌By‌  ‌mere‌‌
 
knowledge,‌  ‌the‌  ‌prospective‌  ‌consumers‌  ‌are‌  ‌not‌  ‌happy.‌  ‌The‌  ‌products‌  ‌must‌‌
  reach‌‌
  their‌‌
  hands‌‌
  for‌‌
 
actual‌  ‌use.‌  ‌Channels‌  ‌of‌  ‌distribution‌  ‌are‌  ‌paths‌  ‌through‌  ‌which‌  ‌products‌  ‌move‌  ‌from‌  ‌the‌  ‌point‌  ‌of‌‌
 
production‌‌to‌‌the‌‌point‌‌of‌‌consumption.‌‌Distribution‌‌channels‌‌are‌‌also‌‌called‌‌Trade‌‌channels.‌  ‌

Distribution‌‌Channels‌‌of‌‌HP‌‌India‌‌Pvt.‌‌Ltd.‌‌State‌  ‌

 ‌
‌Eastern‌ ‌Central‌ ‌Western‌  ‌
 ‌
Distributors‌ ‌Distributors‌ ‌Distributors‌‌   ‌
 ‌
Retailers‌ ‌Retailers‌ ‌Retailers‌  ‌

 ‌

Customers‌ ‌Customers‌ ‌Customers‌  ‌

 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌

 ‌

 ‌

 ‌

 ‌

21‌  ‌
 ‌
OBJECTIVE‌‌:‌T
‌ o‌‌provide‌‌a‌‌SWOT‌‌analysis‌‌framework‌‌   ‌
SWOT‌‌ANALYSIS‌  ‌
 ‌
SWOT‌‌analysis‌‌of‌‌HP‌‌will‌‌tell‌‌us‌‌the‌‌internal‌‌strengths‌‌and‌‌weaknesses‌‌of‌‌the‌‌company‌‌as‌‌well‌‌
 
as‌‌external‌‌opportunities‌‌and‌‌threats‌‌that‌‌the‌‌company‌‌is‌‌facing.‌‌SWOT‌‌analysis‌‌of‌‌the‌‌company‌‌
 
will‌‌explore‌‌the‌‌strategic‌‌situation‌‌of‌‌HP.‌‌Analysis‌‌is‌‌described‌‌below‌  ‌

HP‌‌SWOT‌‌Analysis‌‌
   ‌

Strengths‌  ‌ Weaknesses‌  ‌

Strong‌‌presence‌‌in‌‌China‌  ‌ Poor‌‌competency‌‌in‌‌acquisitions‌  ‌
Brand‌‌reputation‌  ‌ 29%‌‌of‌‌income‌‌comes‌‌from‌‌personal‌‌
 
Diversified‌‌product‌‌portfolio‌  ‌ systems‌‌division‌  ‌
Poor‌‌presence‌‌in‌‌tablet‌‌market‌  ‌
 ‌

Opportunities‌  ‌ Threats‌  ‌

Expand‌‌services‌‌and‌‌enterprise‌‌solutions‌‌
  Retaliation‌‌by‌‌incumbent‌‌firms‌‌in‌‌software‌‌
 
divisions‌  ‌ services‌  ‌
Increasing‌‌demand‌‌of‌‌cloud‌‌based‌‌services‌  ‌ Slowing‌‌growth‌‌rate‌‌of‌‌the‌‌PC‌‌market‌  ‌
Acquisition‌‌of‌‌more‌‌technology‌‌related‌‌
  Rapid‌‌technological‌‌change‌  ‌
patents‌  ‌
 ‌

Strengths‌  ‌

1. Strong‌  ‌presence‌  ‌in‌  ‌China.‌ The‌  ‌economy‌  ‌of‌  ‌China‌  ‌has‌  ‌been‌  ‌growing‌  ‌at‌‌
  a ‌‌steady‌‌
  more‌‌
 
than‌‌
  8%‌‌
  rate‌‌
  every‌‌
  year.‌‌
  The‌‌ growing‌‌
 economy‌‌ accelerates‌‌ corporate‌‌
 spending‌‌
 and‌‌ HP‌‌
 is‌‌
 
well‌  ‌positioned‌  ‌to‌  ‌benefit‌  ‌from‌  ‌it.‌  ‌The‌  ‌company‌  ‌has‌  ‌increased‌  ‌its‌  ‌investments‌  ‌in‌  ‌the‌‌
 
market‌‌
  and‌‌
  expanded‌‌
  product‌‌
  and‌‌
 service‌‌
 offerings,‌‌ especially‌‌ its‌‌
 enterprise‌‌
 business‌‌ and‌‌ 
22‌  ‌
 ‌
 services‌  ‌divisions.‌  ‌These‌  ‌divisions‌  ‌offer‌  ‌the‌  ‌most‌  ‌profitable‌  ‌HP’s‌  ‌products,‌  ‌including‌‌ 
cloud‌  ‌computing‌  ‌services‌  ‌and‌  ‌enterprise‌  ‌solutions.‌  ‌Strategic‌  ‌expansion‌  ‌into‌  ‌Chinese‌‌ 
market‌‌may‌‌result‌‌in‌‌a‌‌strong‌‌competitive‌‌advantage‌‌for‌‌the‌‌business‌‌in‌‌the‌‌near‌‌future.‌  ‌

2. Brand‌  ‌reputation.‌ HP‌  ‌is‌  ‌the‌  ‌world’s‌  ‌leading‌  ‌PC‌  ‌vendor‌  ‌with‌  ‌more‌  ‌than‌  ‌15%‌  ‌market‌‌
 
share.‌‌
  It‌‌
  is‌‌
  also‌‌ one‌‌ of‌‌ the‌‌ major‌‌
 providers‌‌ of‌‌
 service‌‌
 network‌‌
 products.‌‌ The‌‌ company‌‌ has‌‌ 
a‌‌
  significant‌‌
  market‌‌
  reach‌‌
  all‌‌
  over‌‌
  the‌‌
  world‌‌
  in‌‌
  nearly‌‌
  all‌‌
 of‌‌
 the‌‌
 markets‌‌
 it‌‌ operates.‌‌ This‌‌
 
has‌‌
  resulted‌‌
  in‌‌
  a ‌‌strong‌‌
  brand‌‌
  reputation.‌‌
  According‌‌
  to‌‌
  Interbrand,‌‌ HP’s‌‌
 brand‌‌
 was‌‌
 value‌‌
 
at‌‌$26‌‌billion‌‌in‌‌2012‌‌and‌‌was‌‌among‌‌top‌‌15‌‌most‌‌valuable‌‌brands‌‌in‌‌the‌‌world.‌  ‌

3. Diversified‌  ‌product‌  ‌portfolio.‌ Although‌  ‌slowly,‌  ‌HP‌  ‌has‌  ‌been‌  ‌diversifying‌  ‌its‌  ‌product‌‌ 
portfolio‌  ‌and‌  ‌moving‌  ‌from‌  ‌its‌  ‌main‌  ‌Personal‌  ‌Systems‌  ‌business‌  ‌to‌  ‌more‌  ‌profitable‌  ‌and‌‌
 
lucrative‌  ‌enterprise‌  ‌solutions‌  ‌and‌  ‌services‌‌
  business.‌‌
  The‌‌
  company‌‌
  now‌‌
  offers‌‌
  thousands‌‌ 
of‌  ‌different‌  ‌products‌  ‌and‌  ‌services.‌  ‌In‌  ‌addition,‌  ‌its‌  ‌product‌  ‌portfolio‌  ‌is‌  ‌more‌  ‌diversified‌‌
 
than‌  ‌competitors’‌‌
  portfolios,‌‌
  which‌‌
  make‌‌
  HP‌‌
  less‌‌
  susceptible‌‌
  to‌‌
  changes‌‌
  in‌‌
  the‌‌
  different‌‌ 
industries‌‌and‌‌markets.‌  ‌

 ‌

Weaknesses‌  ‌

1. Poor‌  ‌competency‌  ‌in‌  ‌acquisitions.‌ Over‌  ‌the‌  ‌last‌  ‌10‌  ‌years,‌  ‌HP‌  ‌has‌  ‌acquired‌  ‌at‌  ‌least‌  ‌50‌‌ 
technology‌‌
  companies.‌‌
 Some‌‌ of‌‌ the‌‌
 acquisitions‌‌
 added‌‌
 new‌‌
 skills,‌‌
 products‌‌
 and‌‌
 increased‌‌
 
business’‌‌
  revenues‌‌
  but‌‌
  the‌‌
 rest‌‌ acquisitions‌‌ were‌‌
 either‌‌
 of‌‌ no‌‌
 value‌‌
 or‌‌
 even‌‌
 detrimental‌‌
 to‌‌
 
the‌  ‌company.‌  ‌Most‌  ‌notably,‌‌
  Autonomy‌‌
  Corporation,‌‌
  which‌‌
  was‌‌
  acquired‌‌
  for‌‌
  $11‌‌
  billion‌‌ 
and‌  ‌was‌  ‌a ‌ ‌complete‌  ‌failure.‌  ‌HP‌  ‌bought‌  ‌a ‌ ‌highly‌  ‌overvalued‌  ‌company‌  ‌and‌  ‌had‌‌
  to‌‌
  write‌‌ 
down‌‌
  $8.8‌‌
  billion‌‌
  value‌‌
  of‌‌
  its‌‌
  books.‌‌
  This‌‌
  acquisition‌‌
  has‌‌
  revealed‌‌
  how‌‌ incompetent‌‌ HP‌‌ 
was‌  ‌when‌  ‌acquiring‌  ‌the‌  ‌company.‌  ‌No‌  ‌other‌  ‌HP‌  ‌competitor‌  ‌has‌  ‌experienced‌  ‌such‌  ‌an‌‌
 
acquisition‌‌failure‌‌in‌‌the‌‌decade.‌  ‌

 ‌

23‌  ‌
 ‌
 2. 29%‌  ‌of‌  ‌income‌  ‌comes‌  ‌from‌  ‌personal‌  ‌systems‌  ‌division.‌ HP‌  ‌still‌  ‌heavily‌  ‌depends‌  ‌on‌‌
 
sales‌  ‌from‌  ‌PC,‌  ‌especially‌  ‌laptops.‌  ‌The‌  ‌market‌  ‌for‌  ‌PC‌  ‌has‌  ‌matured‌  ‌and‌  ‌is‌  ‌expected‌  ‌to‌‌ 
grow‌‌
  very‌‌
  slowly‌‌
  or‌‌
  even‌‌
  decline‌‌
  after‌‌
  a ‌‌few‌‌
 years.‌‌
 Combining‌‌
 this‌‌
 with‌‌
 ever‌‌
 decreasing‌‌ 
margins‌‌ on‌‌ computer‌‌
 hardware‌‌
 products,‌‌
 HP’s‌‌ largest‌‌
 Personal‌‌
 Systems‌‌ division‌‌
 becomes‌‌ 
a‌‌weakness‌‌for‌‌the‌‌company.‌  ‌

 ‌

3. Poor‌‌
 presence‌‌
 in‌‌
 the‌‌ tablet‌‌
 market.‌ The‌‌
 tablet‌‌
 market‌‌
 has‌‌
 been‌‌
 growing‌‌ and‌‌ is‌‌
 expected‌‌
 
to‌  ‌grow‌  ‌in‌  ‌double‌  ‌digits‌  ‌over‌  ‌the‌  ‌next‌  ‌few‌  ‌years.‌  ‌Most‌  ‌of‌  ‌other‌  ‌technology‌  ‌businesses‌‌ 
have‌  ‌successfully‌  ‌introduced‌  ‌their‌  ‌products‌  ‌in‌  ‌the‌  ‌tablet‌‌
  market‌‌
  and‌‌
  have‌‌
  enjoyed‌‌
  huge‌‌ 
income‌  ‌and‌  ‌profit‌  ‌growth.‌  ‌Although‌  ‌HP‌  ‌had‌  ‌its‌  ‌TouchPad‌  ‌tablet‌  ‌model‌  ‌and‌  ‌later‌‌
 
introduced‌  ‌its‌  ‌Slate‌  ‌series‌  ‌tablets‌  ‌into‌  ‌the‌  ‌market,‌  ‌the‌  ‌company‌  ‌has‌  ‌failed‌  ‌to‌  ‌offer‌  ‌an‌‌
 
attractive‌  ‌product‌  ‌for‌  ‌consumers.‌  ‌As‌  ‌a ‌ ‌result,‌  ‌the‌  ‌business‌  ‌experiences‌  ‌losses‌  ‌and‌  ‌is‌‌ 
unable‌‌
  to‌‌
 compete‌‌
 successfully‌‌
 in‌‌
 this‌‌
 lucrative‌‌ market‌‌
 with‌‌ companies‌‌ like‌‌
 Samsung‌‌ and‌‌ 
Apple.‌  ‌

 ‌

Opportunities‌  ‌
 ‌

1. Expand‌  ‌services‌  ‌and‌  ‌enterprise‌  ‌solutions‌  ‌divisions.‌ HP‌  ‌provides‌  ‌various‌  ‌services‌‌ 

(cloud,‌  ‌security‌  ‌and‌  ‌infrastructure)‌  ‌and‌  ‌enterprise‌  ‌solutions‌  ‌(servers,‌  ‌networking‌  ‌and‌‌ 
storage),‌  ‌which‌  ‌are‌  ‌the‌  ‌most‌  ‌profitable‌  ‌HP’s‌  ‌businesses‌  ‌at‌  ‌the‌  ‌moment.‌  ‌The‌  ‌company‌‌
 
should‌‌
  focus‌‌
  on‌‌
  growing‌‌
  these‌‌
  divisions‌‌
  as‌‌
  they‌‌
  promise‌‌ better‌‌
 growth‌‌ opportunities‌‌ and‌‌ 
higher‌‌profit‌‌margins.‌  ‌

 ‌

2. Increasing‌‌
  demand‌‌
 of‌‌
 cloud‌‌ based‌‌
 services.‌ The‌‌ cloud‌‌
 computing‌‌
 market‌‌
 is‌‌
 expected‌‌ to‌‌
 
grow‌  ‌by‌  ‌an‌  ‌average‌  ‌of‌  ‌22%‌  ‌each‌  ‌year‌  ‌from‌  ‌2011‌  ‌to‌  ‌2020.‌  ‌By‌  ‌2020,‌  ‌the‌  ‌market‌  ‌is‌‌
 

24‌  ‌
 ‌
 expected‌‌
  to‌‌ reach‌‌
 $240‌‌ billion‌‌
 value.‌‌ Currently,‌‌
 HP‌‌
 is‌‌
 offering‌‌
 many‌‌
 services‌‌
 related‌‌
 with‌ 
cloud‌‌computing‌‌and‌‌is‌‌well‌‌positioned‌‌to‌‌benefit‌‌from‌‌the‌‌growing‌‌market.‌  ‌

 ‌

3. Acquisition‌  ‌of‌  ‌more‌  ‌technology‌  ‌related‌  ‌patents.‌ R&D‌  ‌is‌  ‌expensive‌  ‌to‌  ‌engage‌  ‌in‌  ‌and‌‌ 
the‌  ‌best‌  ‌alternative‌‌
  to‌‌
  that‌‌
  is‌‌
  to‌‌
  acquire‌‌
  patents‌‌
  from‌‌
  other‌‌
  companies‌‌
  in‌‌
  the‌‌
  market.‌‌
  HP‌ 
has‌  ‌a ‌ ‌lot‌  ‌of‌  ‌free‌  ‌cash‌  ‌that‌  ‌could‌  ‌be‌  ‌used‌  ‌to‌  ‌acquire‌  ‌companies‌  ‌holding‌  ‌the‌  ‌necessary‌‌
 
technology‌  ‌patents.‌  ‌With‌  ‌a ‌ ‌strengthened‌  ‌patent‌  ‌portfolio,‌  ‌HP‌‌
  would‌‌
  be‌‌
  able‌‌
  to‌‌
  compete‌‌
 
with‌‌the‌‌rival‌‌firms‌‌in‌‌the‌‌table‌‌market.‌  ‌

Threats‌  ‌

 ‌

1. Retaliation‌  ‌by‌  ‌incumbent‌  ‌firms‌  ‌in‌  ‌software‌  ‌services.‌ Profit‌  ‌margins‌  ‌are‌  ‌high‌  ‌in‌  ‌the‌‌ 
market‌  ‌of‌  ‌enterprise‌  ‌software‌  ‌solutions‌  ‌and‌  ‌HP‌  ‌might‌  ‌face‌  ‌stronger‌  ‌than‌  ‌expected‌ 
competition‌‌from‌‌incumbent‌‌firms‌‌such‌‌as‌‌Oracle‌‌or‌‌IBM.‌  ‌

2. Slowing‌  ‌growth‌  ‌rate‌  ‌of‌  ‌the‌  ‌laptop‌  ‌market.‌ Growth‌  ‌rate‌  ‌of‌  ‌the‌  ‌computer‌  ‌market‌  ‌is‌‌ 
slowing‌  ‌down‌  ‌and‌  ‌in‌  ‌the‌  ‌near‌  ‌future‌  ‌the‌  ‌markets‌  ‌will‌  ‌become‌  ‌saturated.‌  ‌The‌  ‌company‌‌
 
faces‌  ‌intense‌  ‌competition‌  ‌from‌  ‌rivals‌  ‌like‌  ‌Acers,‌  ‌Apple,‌  ‌Dell,‌  ‌Lenovo‌  ‌or‌  ‌Samsung‌  ‌in‌‌
 
terms‌  ‌of‌  ‌price,‌  ‌quality,‌  ‌brand,‌  ‌technology,‌  ‌distribution‌  ‌channels‌  ‌and‌  ‌range‌  ‌of‌  ‌products.‌‌
 
Besides,‌  ‌customer‌  ‌needs‌  ‌are‌  ‌changing‌  ‌and‌  ‌now‌  ‌customers‌  ‌are‌  ‌keener‌  ‌to‌  ‌buy‌  ‌tablets‌  ‌or‌‌ 
smartphones‌  ‌than‌  ‌new‌  ‌laptops.‌  ‌Therefore,‌  ‌it‌  ‌will‌  ‌prove‌  ‌hard‌  ‌for‌  ‌HP‌  ‌to‌  ‌compete‌  ‌in‌‌ 
personal‌‌computers‌‌market‌‌and‌‌continue‌‌to‌‌grow‌‌its‌‌market‌‌share.‌  ‌

3. Rapid‌  ‌technological‌  ‌change.‌ The‌  ‌serious‌  ‌threat‌  ‌that‌  ‌HP‌  ‌and‌  ‌the‌  ‌other‌  ‌tech‌  ‌companies‌‌
 
are‌  ‌facing‌  ‌is‌  ‌a ‌ ‌rapid‌  ‌technological‌  ‌change.‌  ‌Companies‌‌
  are‌‌
  under‌‌
  the‌‌
  pressure‌‌
  to‌‌
  release‌‌ 
the‌‌
  new‌‌
 products‌‌
 faster‌‌ and‌‌
 faster.‌‌
 The‌‌
 one‌‌
 that‌‌ cannot‌‌
 keep‌‌
 up‌‌
 with‌‌
 the‌‌
 competition‌‌ soon‌‌
 
fails.‌‌
  This‌‌
  is‌‌
  especially‌‌
  threatening‌‌
  for‌‌
  HP‌‌
  as‌‌
  the‌‌
  company‌‌
  is‌‌
  already‌‌
  behind‌‌
  its‌‌
  rivals‌‌ in‌‌ 
terms‌‌of‌‌quality,‌‌price‌‌and‌‌technological‌‌advancement‌‌of‌‌some‌‌of‌‌the‌‌products.‌  ‌

 ‌

25‌  ‌
 ‌
 ‌

 ‌

 ‌

 ‌
 ‌

 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
CONCLUSION‌  ‌
 ‌
  ‌After‌‌
  concluding‌‌
  with‌‌
  the‌‌
  project‌‌
  of‌‌
  the‌‌
  marketing‌‌
  mix‌‌
  and‌‌
  SWOT‌‌
  analysis‌‌
  of‌‌
  the‌‌
  company,‌  ‌I ‌‌
am‌‌in‌‌a‌‌position‌‌to‌‌present‌‌the‌‌following:‌  ‌

HP‌  ‌Info‌  ‌systems‌  ‌Ltd‌  ‌is‌‌

  one‌‌
  of‌‌
  the‌‌
  pioneers‌‌
  in‌‌
  the‌‌
  Indian‌‌
  IT‌‌
  market,‌‌
  with‌‌
  its‌‌
  Origin‌‌
  in‌‌
  1976,for‌‌
 
over‌  ‌quarter‌  ‌of‌  ‌a ‌ ‌century,‌  ‌they‌  ‌have‌  ‌developed‌  ‌and‌  ‌implemented‌‌
  solutions‌‌
  for‌‌
  multiple‌‌
  market‌‌
 
segments,‌‌across‌‌a‌‌range‌‌of‌‌technologies‌‌in‌‌India.‌  ‌

Undoubtedly,‌  ‌HP‌  ‌INFOSYSTEMS‌  ‌was‌  ‌a ‌ ‌leader‌‌

  in‌‌
  after‌‌
  sales‌‌
  services‌‌
  but‌‌
  now‌‌
  the‌‌
  company‌‌
  is‌‌ 
lacking‌‌
  in‌‌
  this‌‌
  field.‌‌
  Company‌‌
  is‌‌
 having‌‌
 good‌‌
 quality‌‌
 products‌‌
 with‌‌
 low‌‌ prices‌‌
 but‌‌
 it’s‌‌
 lacking‌‌
 in‌‌ 
technology.‌‌
  Company‌‌
  should‌‌
  upgrade‌‌
  its‌‌
  technology.‌‌
 But‌‌
 HP‌‌
 is‌‌
 one‌‌ of‌‌ the‌‌
 most‌‌
 preferred‌‌
 brands‌‌ 
in‌‌India‌‌than‌‌others.‌  ‌

26‌  ‌
 ‌
Now‌  ‌for‌  ‌our‌  ‌own‌  ‌personal‌  ‌experience‌  ‌this‌  ‌project‌  ‌was‌  ‌a ‌ ‌real‌  ‌rewarding‌  ‌experience‌  ‌for‌‌
  us‌‌
  and‌‌ 
helped‌  ‌us‌  ‌gain‌  ‌insights‌  ‌into‌  ‌the‌  ‌ways‌  ‌how‌  ‌the‌  ‌marketing‌‌
  of‌‌
  laptops‌‌
  takes‌‌
  place..‌‌
  We‌‌
  are‌‌
  really‌‌
 
indebted‌‌to‌‌our‌‌mentor‌‌to‌‌have‌‌provided‌‌us‌‌with‌‌this‌‌opportunity‌‌to‌‌learn‌‌this‌‌concept.‌  ‌
 ‌

 ‌

 ‌

 ‌

 ‌

 ‌

 ‌

 ‌

 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
 ‌
BIBLOGRAPHY‌  ‌
 ‌
BOOKS:‌  ‌
 ‌
1. Kothari,‌‌C.R.‌‌Marketing‌‌Research,‌‌3rd‌
‌ ‌ ‌edition‌  ‌

27‌  ‌
 ‌
2. Kotler,‌‌Philip,‌‌Marketing‌‌Management‌  ‌
3. T.N‌‌Chabra‌‌,‌‌Marketing‌‌Management‌  ‌
 
WEBSITES‌: ‌ ‌
 ‌
1. www.computerworld.com‌  ‌
2. www.hpinfosystem.com‌  ‌
3. www.compareraja.in‌  ‌
4. www.strategicmanagementinsight.com‌  ‌
 ‌
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28‌  ‌
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