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OF
BACHELOUR OF COMMERCE(HONS)
SUMMER TRAINING PROJECT REPORT
ON
STUDY OF SALES PROMOTION INTEL BTS PROGRAM
Submitted by:-
PRANAV MITAL
Enrollment No.: 015
INTERNAL GUIDE EXTERNAL GUIDE
Name:- Name:-
Designation:- Assistant professor Designation:-
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ACKNOWLEDGEMENT
Every study requires a guidance of someone who is working in same
field.
Last but not the least; I would also like to thank my family for their
support and encouragement .
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DECLARATION
I hereby declare that the project entitled Study of Sales Promotion of Intel BTS
. This is my original work and this project work has not formed the basis for
DATE :
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TABLE OF CONTENT
Findings
Limitations
Conclusion
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CHAPTER
-1
Introduction & Literature Topic,
Intel BTS program
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I.Microprocessors
A microprocessor is a computer processor which incorporates the
functions of a computer's central processing unit (CPU) on a
single integrated circuit (IC), or at most a few integrated circuits.
The microprocessor is a
multipurpose, clock driven, register based, digital-integrated
circuit which accepts binary data as input, processes it according
to instructions stored in its memory, and provides results as
output. Microprocessors contain both combinational
logic and sequential digital logic. Microprocessors operate on
numbers and symbols represented
in the binary numeral system.
The integration of a whole CPU
onto a single chip or on a few chips
greatly reduced the cost of
processing power, increasing
efficiency. Integrated circuit
processors are produced in large
numbers by highly automated
processes resulting in a low per unit cost. Single-chip processors
increase reliability as there are many fewer electrical connections
to fail.
Before microprocessors, small computers had been built using
racks of circuit boards with many medium- and small-scale
integrated circuits. Microprocessors combined this into one or a
few large-scale ICs. Continued increases in microprocessor
capacity have since rendered other forms of computers almost
completely obsolete , with one or more microprocessors used in
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everything from the smallest embedded systems and handheld
devices to the largest mainframes and supercomputers.
II.Evolution of Microprocessors
The microprocessor has become more essential part of many gadgets.
The evolution of microprocessors was divided into five generations such
as first, second, third, fourth and fifth generation and the characteristics
of these generations are discussed below:-
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B. Second Generation Microprocessors
In the year 1970, small amount of transistors were available on the
integrated circuit in the second generation microprocessors. Examples of
the second generation microprocessors are 16-bit arithmetic 7 pipelined
instruction processing, MC68000 Motorola microprocessor.
The second generation of the microprocessor is defined by overlapped
fetch, decode and execute the steps.
The difference between the first generation microprocessor and second
generation microprocessors was mainly the use of new semiconductor
technologies to manufacture the chips
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Fifth generation microprocessors employed decoupled super scalar
processing, and their design soon exceeded 10 million transistors. In
fifth generation, PCs are a low-margin, high volume business conquered
by a single microprocessor.
1. CURRENT OPERATION
Client Computing Group 55% of 2016 revenues produces
hardware components used in desktop and notebook computers
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Data Center Group 29% of 2016 revenues produces hardware
components used in server, network, and storage platforms
2. TOP CUSTOMERS
There are seven companies whose
computing buying power is so impressive
they not only get early access to chips that
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The so-called Super 7 are Facebook (FB, -0.12%) , Google (GOOG,
-0.14%) , Microsoft (MSFT, +0.90%) , Amazon (AMZN, +0.60%) ,
Baidu, (BIDU, -0.36%) Alibaba, (BABA, -2.18%) and Tencent.
They are customers whose computing needs are such an integral part
of their business operations that they have turned to building their own
equipment in order to shave as much cost from them as possible. As
such they are part of Intels (INTC, -0.25%) Early Ship program, which
means they get access to chips that Intel designs about six months before
Intel releases them to any other customers.
3. MARKET SHARE
HISTORICAL MARKET SHARE
In the 1980s, Intel was among the top ten sellers
of semiconductors (10th in 1987) in the world. In 1992, Intel became the
biggest chip maker by revenue and has held the position ever since.
Other top semiconductor companies include TSMC, Advanced Micro
Devices, Samsung, Texas Instruments, Toshiba and STMicroelectronics.
CURRENT MARKET SHARE
4. MAJOR COMPETITORS
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include Spansion, Samsung, Qimonda, Toshiba, STMicroelectroni
cs, and SK Hynix.
The only major competitor in the x86 processor market is Advanced
Micro Devices (AMD), with which Intel has had full cross-licensing
agreements since 1976: each partner can use the other's patented
technological innovations without charge after a certain
time. However, the cross-licensing agreement is canceled in the event
of an AMD bankruptcy or takeover.
Some smaller competitors such as VIA Technologies produce low-
power x86 processors for small factor computers and portable
equipment. However, the advent of such mobile computing devices,
in particular, smartphones, has in recent years led to a decline in PC
sales. Since over 95% of the world's smartphones currently use
processors designed by ARM Holdings, ARM has become a major
competitor for Intel's processor market. ARM is also planning to
make inroads into the PC and server market.
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The Term Sales
Sales is activity related to selling or the amount of goods or services
sold in a given time period.
OR
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aforementioned good or service. In order to complete a sale, both
parties must be deemed competent and be in agreements
regarding the terms as set forth. Additionally, the good or service
involved must be eligible for transference and the seller must
have the authority to transfer the good or service to the buyer.
For a transaction to be considered a sale, the buyer and seller
must exchange goods, services or monies. If one party provides a
good or service to another without any receiving anything in
return, the transaction is more likely qualified as a gift or
donation.
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Items purchased through a yard sale would be considered a sale
between individuals while the purchasing a personal vehicle from a
car dealership would represent a sale between an individual and a
business. Sales can also be completed between businesses, such as
when one raw materials provider sells available materials to a
business that uses the materials to produce consumer goods.
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Retail or consumer
o Traveling salesman
Door-to-door methods
Hawking
o Request for proposal An invitation for suppliers, through a
bidding process, to submit a proposal on a specific product or service.
An RFP usually represents part of a complex sales process, also
known as "enterprise sales".
o Business-to-business Business-to-business ("B2B") sales are
likely to be larger in terms of volume, economic value and
complexity than business-to-consumer ("B2C") sales. Because of this
complexity, there is a need to manage the relationships between the
buying and selling organizations, for example using Peter Cheverton's
relationship models and the stakeholder map by Anderson, Bryson
and Crosby
o Electronic
Web Business-to-business ("B2B") and business-to-
consumer ("B2C")
Electronic Data Interchange (EDI) A set of standard for
structuring information to be electronically exchanged between
and within businesses
o Indirect, human-mediated but with indirect contact
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Mail-order
vending machine
o Sales Techniques:
Selling technique
Consultative selling
Solution selling
Conceptual selling
Strategic selling
Transactional selling
Sales Negotiation
Reverse Selling
Cross-selling
Relationship Selling
Guaranteed sale
Needs-based selling
Professional Selling Skills
Price based selling
Target account selling
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Types of selling
value added
transactional
Relationship selling :
Relationship selling refers to the sales technique that focuses on the
interaction between the buyer and the salesperson rather than the
price or details of the product. Arguably, all three remain critical for
any sales activity, but the status of the relationship can increase
consumer loyalty as a result of familiarity and personality of the
salesperson.
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example, real estate agents or lawn care services are not seeking one
point of interaction with you.
Examples - Food sold in a plastic box or a glass that can be used after
its content is consumed.
Camera sold with converter to old type of photographic lens.
Transactional selling :
It is a sales strategy that involves focusing on achieving quick sales
without a deliberate attempt to form a long term customer
relationship. Here the representative seeks out prospects, develops a
relationship and then tries to close a sale. The sales rep finds out what
the customer needs and then tries to provide it for that specific sales
as he is not concerned to develop a long term relationship with the
customer.
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SALES PROMOTION
Sales promotion is the process of persuading a potential customer to
buy the product. Sales promotion is designed to be used as a short-
term tactic to boost sales it is rarely suitable as a method of building
long-term customer loyalty.
OR
Sales promotion is one level or type of marketing aimed either at the
consumer or at the distribution channel (in the form of sales-
incentives). It is used to introduce new product, clear out inventories,
attract traffic, and to lift sales temporarily. It is more closely
associated with the marketing of products than of services.
1. Discounted products
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constantly have a sale, as people will just come to expect this as the
norm.
If you are worried about your margins then you can always incorporate
the shipping cost into your product, or think about offering free shipping
when a customer spends over a certain amount.
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3. Flash Sale
A flash sale is basically an offer that only lasts for a limited time and its
a great way to create a sense of urgency for the customer to buy. Many
retailers are now adopting this strategy as a way to sell more products
and get rid of surplus stock. Monetate found that 56% of businesses
agree that flash-sale campaigns are better received than regular
campaigns. The more successful flash sales are ones that dont last very
long and 50% of purchases occur during the first hour of a flash sale.
This kind of deal entices the customer to buy more of your stock, so its
kind of a win, win. There will be plenty of potential customers visiting
your store that want to buy, but feel guilty because of the price. Giving
them a discount if they spend more, may just give them a little shove in
the right direction. You dont have to offer a huge discount, but make
sure its attractive enough to convert visitors.
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5. Product Giveaways/Branded Gifts
6. Loyalty Points
Rewarding your customers will help you build a solid base of loyal fans
and it will entice people to shop more at your online store.
Providing great customer service is so important to the success of your
business, and offering a loyalty point system is a popular promotion.
You could think about setting up a virtual card: The customer can gain
points every time they buy and then use their points to get money off
future purchases, or if they buy 9 items, they get the 10 th free.
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Provides better customer satisfaction
Provide them with a loyalty system to keep coming back
7. Coupon Giveaway
8. Competitions
The great thing about running a competition is that you only have to give
away one thing, but you gain so much making it a popular type of
promotion! It will not only help raise your profile, but every person that
enters, will then become an email contact that you can try and convert
into a sale. If theyre entering your competition, chances are they are
interested in your products, so running a competition is a great idea
particularly for start-ups.
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Great way to gain email sign ups
Helps you raise your profile
It will create a buzz on social media
Price match promise has fast become one of the most popular ways to
promote your brand, particularly if you have a lot of competitors out
there. It allows your customers to shop with you and will be safe in the
knowledge that if they can get it cheaper somewhere else, youll refund
the difference. Theres nothing to lose for them and it means that you
still get to keep a solid customer base.
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You dont need to offer huge discounts
Get creative with your promotions
You will sell more during the holidays
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1. Nature of Product: The different type of product requires different
promotional tools. Such as, for the industrial products Viz. Machinery,
equipment or land personal selling is more appropriate as a great deal of
pre-sale and after-sale services is required to sell and install such
products. On the other hand, advertising and publicity are more suitable
for the consumer goods, especially the convenience goods.
2. Nature of Market: The number and location of customers greatly
influence the promotion mix. In case the group of potential customers is
small and are concentrated in a particular locality, then personal selling
is more likely to be effective. Whereas, if the customer base is large and
widespread, then the blend of advertising, personal selling, and the sales
promotion is required to sell the product.
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stage the advertising and personal selling is required to maintain the
demand of the customers.
And finally, during the decline stage the expenses on other promotional
activities are cut, and more emphasis is laid on sales promotion with the
intent to push up the declining sales.
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6. Promotional Strategy: The promotion mix largely depends on the
companys promotional strategy, i.e. whether it accepts the Push
Strategy or a Pull Strategy. In a Push strategy, the manufacturer forces
the dealers to carry the product and promote it to the customer, i.e.
convince the potential buyers to buy it. Here, personal selling and trade
promotion are likely to be more effective.
In the case of a Pull Strategy, the consumers ask the dealers to carry the
product, i.e. customers themselves purchase the product. Here,
advertising and consumer promotion are more appropriate.
Hence, the advertising and publicity are more effective at the early
stages of buying decision process while the sales promotion and
personal selling are more effective during the later stages.
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Strength
Low cost:- As there are new recruits and with less experience than
others, hence demand less pay for the job.
Getting fresh talent :- During recruitment and selection process
many new talent are found which are directly posted for the higher
and more responsible jobs.
Weakness
Low work experience: - The
employees hired for the job are
mostly new or does not have work
experience or never been through
this type program before. Thus
program will require training
session for the new employees so
that they are able to know how to
deal with consumer.
High cost: - As the new employees need to be trained for different
situation to be handled and thus off-the job training will cost more.
Opportunities
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New Market Ideas:- Employees who are involved in this
program are able to know market position and how the market
works
Increased communication skills:- As this involves continuous
communication with the costumer or with dealer.
Increased knowledge:- As the employee is able to heir technical
knowledge about the job. He is being familiarized with the
technical knowledge he has to use during the working hours.
Threats
Incapability of handling different situation :- As the market
is diversified by different type of people, thus employee has to face
different situation at that time. New comers find difficulty in
handling this situation as compared to the employees who are
working previously also.
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Chapter
-2
(Research objective and
methodology)
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Objective of The Study :-
As the objective of the job which was organized by the company Intel
(worlds largest acquired market in processors chip) , organized a
program named BTS (Back-To-school) program which tends to
promote equipments like 2 in 2 devices, tablets, notebooks and
Chromebooks to portable All-in-One PCs, Mini PCs and
smartphones with the latest Intel-based devices providing the best
mix of epic battery life, powerful performance and innovative designs
wholly in the market.
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Research Methodology
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Research Design:
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Questionnaire
(Costumer Oriented)
Q1. Which company laptop do you prefer?
a) Dell
b) ASUS
c) Hp
d) Lenovo
a) Intel
b) AMD
c) IBM
d) NVIDIA
a) Yes
b) No
a) Yes
b) No
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Q5. Are you planning to upgrade your system?
a) Yes
b) No
a) Intel Xeon E5
b) I7 processor
c) I5 processor
d) I3 processor
Q7. How much price are you willing to pay for the microprocessor?
a) Below Rs.5000
b) Rs 5000- Rs 9999
c) Rs 9999 Rs 10000
d) Rs 20000- above
a) 1
b) 2
c) 4
d) 8
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Q9. What processor speed would you prefer?
a) Upto 3Ghz
b) 3 3.9Ghz
c) 4-5Ghz
a) LGA-1150
b) FM2
c) AM3
d) LGA-1150
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Q1. Which company laptop do you prefer ?
25
20
15 Column2
Column1
10 No. of people
0
Dell ASUS Hp Lenovo
30
25
20
15 No. of prople
Column1
10
Column2
5
0
Intel
AMD
IBM
NVIDIA
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Q3. Would you prefer productivity over play?
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18
16
14
12 Column2
10 Column1
8 Series 1
6
4
2
0
yes no
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