This study is divided into several parts.

This project highlights the objective and aims of RICOH Indias sales promotion strategies and how successful these promotions have been. By Questionnaire- Survey, the preferences and purchase pattern of the consumers have been highlighted. This has helped significantly in determining what kind of promotional campaigns will be successful, what is lacking in current campaign and things to consider in future before making a promotional campaign .In the end, conclusion has been made regarding the whole analysis and several recommendations have been suggested, which could help in boosting the success rate of sales promotion by RICOH INDIA All is well that ends well. Today I have reached the end of my summer Training assignment. From the starting till the completion of this assignment there are many people without whose assistance all my efforts would have been fruitless. I, therefore acknowledge all who generously helped me by sharing their time experience and knowledge with me without which this project would have never been accomplished .I would like to convey my heartiest thanks to Mr.Gaurav Sharma RICOH INDIA LIMITED for giving me the opportunity to pursue my summer training at such a prestigious Company . I would like to express my sincere thanks to Mr Gaurav Sharma my guide at the college whose guidance was instrumental in helping me to complete my project The theoretical knowledge gained during the pursuance of Master of Business Administration has been complemented by the practical training experience of 60 days at Ricoh India ltd. With the opening up of the Photocopier machines many companies have come up like Canon ,Ricoh ,Sharp and Xerox .This has increased the competition gives me an opportunity to compare, My study aims I have also made a market survey in order to find outthe preference of indivi d u a l s a s t o t h e n a t u r e o f Photocopier machines. The survey helped me to derive various other facts about the photocopier in market. In todays lots of photocopier machines available in market, it is difficult to customer for choosing the machines. Therefore this study is of importance both from the point of view of the customer, as it compares the salient features of the products offered by the Ricoh.

EXECUTIVE SUMMARY The research that has been undertake for study was to carry Graduates of Businessman in doing part of time Job in Insurance company and I made a survey of 100 government and non government organizations and the area where my survey was complete in Delhi And I feed back which I got from different organizations were quite good enough and it shows a good sign and good image of Ricoh India ltd. In t h i s c o m p e t i t i v e m a r k e t w h e r e c u s t o m e r a n d d e a l e r i s t h e k i n g, i t i s v e r y important to analyze the customer as well as dealer perception about the product. Companies, by conducting various market researches, try to improve their products and provide customers better and more services .As without putting customers on the top no company can get success. For achieving success every company should target customers because the market is totally market oriented. The report is prepared for the partial fulfilment of MBA programme and as a part of curriculum .The topic of my project is To analyze the market shares of Xerox photocopier machineDelhi .This exploratory research is being conducted by survey on the people of Delhi .The survey was conducted through questionnaires by personally interviewing each respondent on a number of queries structured in the questionnaire .The

data thus collected through survey was organized in a database, which could be referred for future endorsements. The data thus collected was then subjected to analysis by a mixture of common and advanced statistical technique .The above mentioned survey was conducted on 100 respondents. The respondents were selected from different parts of Delhi city .

Company Name Date of Establishment Head Office

Ricoh Company, Ltd. February 6, 1936 Ricoh Building, 8-13-1 Ginza, Chuo-ku, Tokyo 104-8222 Japan

Representative Directors

Shiro Kondo President and CEO Zenji Miura Deputy president, CSO, CFO and CIO

Capitalization Consolidated Net Sales Number of Consolidated Campanies Main Business

135.3 billion yen (as of March 31, 2012) 1,903.4 billion yen (Year ended March 31, 2012) 230 companies (as of March 31, 2012)

<Imaging and Solutions> [Imaging Solutions] Digital/analog copiers, MFPs (multifunction printers), laser printers, facsimile machines, digital duplicators, related supplies and services, related softwares. [Network System Solutions] PCs, servers, and related services, support and supplies. <Industrial Products> Thermal media, optical equipments, semiconductors, electronic components and measuring equipment. <Other> Digital cameras, etc.

Number of Employees Main Offices

109,241 (on consolidated basis, as of March 31, 2012) Corporate Head Quarters Ricoh Co., Ltd. (Tokyo, Japan) Regional Head Quarters Americas Ricoh Americas Corporation (New Jersey, U.S.A) Europe/Middle East/Africa Ricoh Europe PLC (London, UK) Asia/Pacific Ricoh Asia Pacific Pte Ltd. (Singapore, Singapore) China Ricoh China Co., Ltd. (Shanghai, China) Global Directory

ESTABLISHMENT:Ricoh company ,Ltd is a leading maker of office automation equipment including copier, printers, facsimile machines, and related supplies. Other product that the company manufactures and/or markets include personal computers, peripheral devices such as CDrecordable drives, semiconductors, and digital cameras. The company is the worlds number one maker of digital copiers and more than 60 percent of Ricohs revenues are derived from copiers and related supplies. With factories and sales affiliates located throughout Asia , Europe, and North and South America, Ricoh generates about 40 percent of its revenues outside of Japan, with about 18 percent stemming from Europe and 16 percent from the Americas Ricoh India Ltd, an ISO9002 company, is a subsidiary of Ricoh Company Ltd, Japan. is a global leader in office automation products with a consolidated group sales turnover of US$ 14 Billion. It's products are synonymous with world class quality and accepted for their versatility. Ricoh pioneered the digital revolution in the office and is a leading supplier of digital copiers to many of the world's most competitive markets. Ricoh's vision is to become the "World's Number 1 Company" in the industry in Customer Satisfaction. In span of four years, Ricoh India Ltd. has consolidated it's market presence in India and has succeeded in building a base of over 20,000 satisfied customers. As a member of he worldwide Ricoh Group, Ricoh India is committed to serving customers in India with world's finest digital copiers, multifunctional printers and FAX machines HISTORY-: Ricoh Co., Ltd was founded in 1936 by. Ichimura, the son of a poor farmer. He was born with no privileges or advantages. All that he achieved was born of his own intelligence determination and vision. Ichimura first major innovation was the Ricoh Flex III. Introduced in 1950, this was the worlds first mass-produced twin-lens reflex camera. This level of technological innovation was very significant and gives important insight of vision and ambitions for the future. He followed with many other innovations, like the 1955 introduction of the first desktop copy machine, the Ricoh copy 101. In 1973 Ricoh introduced the worlds first fully-digital facsimile machine, the RIFAX 600

MISSION Since its foundation in 1936, Ricoh has always given the customer-first attitude top priority in developing imaging devices and various other products, as well as in providing quality services. Beginning with dais photosensitive paper, we have developed image data processing devices and systems including cameras, copiers, fax machines, and printers. We have recently expanded our business to include network office equipment to satisfy todays need for greater digitization and networking .As we enter the new era of broadband in the 21st century, customer needs for office solutions are changing .Based on the concept of appliancelike ease that makes sophisticated technologies easier to use, we are sharpening our business focus to offer total network office solutions in partnership with our customers. As a global citizen, Ricoh is actively promoting environmental conservation as an integral part of its management objectives. Ricoh continues to support total office innovation by increasing the companys strength and establishing world-class corporate standards

COMPANY PROFILE Ricoh Company Ltd. Japan, the parent company of Ricoh India Limited, is a leading global player in the area of (a) Imaging solutions like Digital Plain Paper Copiers, Colour Plain Paper Copiers, Colour & Mono Laser Printers, Fax machines, Thermal paper etc., (b) Networking Input / Output systems like Multifunction Printers, Services and Software, Scanners etc, (c) Networking System Solutions like PCs, Servers, Networking equipment, Networking software etc. It has worldwide operations through 317 subsidiaries and affiliates (105 companies in Japan and 212overseas) employing more than 83,400 employees across the globe. This position has been built over the years through its dedication towards technological leadership. This dedication has seen Ricoh constantly creating new values for the world at the interface of people and information. Ranked by FORTUNE magazine as one of the Global Most Admired Companies for two years in row. Ricoh, which has won the Demings award twice is honoured to be included in the top 100 listing of the most admired companys world wide Ricoh India Ltd is a 73.6% owned subsidiary of Ricoh Co. Ltd. Japan. The Indian Public holds the remaining 26.4% shareholding. Ricoh India has a nationwide presence through 14 branch offices at major metro locations. In other locations it is represented through a dealer network with over 230dealers having a team of service engineers who are trained by Ricoh India. The company employs over 720 people. Ricoh India declared a turnover of Rs 2,204 million for the year ended March 2008 Corporate Philosophy-The Ricoh Group's corporate philosophy is based on three Founding Principles laid down by our founder, Kiyoshi Ichimura. He summarized his thinking as follows: As children we exist only for ourselves with no thoughts for anyone else. As we mature, however, feelings of love begin to grow, eventually expanding to include all people, all living things on this planet These founding principles drive the Ricoh Group's commitment toward better sustainable management Founding Principles-: Love your neighbour Love your country Love your work Management Philosophy-: Ricoh's management philosophy was formally introduced in 1986 with the aim of establishing world-class corporate standards that are viable in fast-changing business environment in the 21st century. Our Purpose-: To constantly create new value for the world at the interface of people and information

Our Goal-: To be a good global corporate citizen with reliability and appeal Our Principles-: To think as an entrepreneur To put ourselves in the other person's place To find personal value in our work RICOH VALUE-: HARMONIZE WITH THE ENVOIRMENT-: Contributing global environmental protection through Ricoh products and services. Also helping customers reduce their eco-foot SIMPLIFY YOUR LIFE-: Anyone can enjoy the functionality and efficiency of Ricoh products and services SUPPORT KNOWLEDGE MANAGEMENT-: We support the customer's value creation process by streamlining and facilitating knowledge sharing. We pass on our own operational, structural know-how to customers. RICOH VALUE

BRAND STATEMENT-: Our sincerity and passion for the RICOH Values of harmonizing with the environment , simplifying life & work , and supporting knowledge management, help people move their ideas forward.

POLICIES DEVELOPED BY COMPANY-:

Ricoh Quality Policy-: Ricoh India Limited is in the business of providing solutions to meet Customers' Document Management needs .We are fully committed to improve our Customers' workplace efficiency and become their most preferred supplier for Document Management Solutions We will achieve this through continuous Performance Excellence initiatives by engaging our Employees and Dealer Partners. Ricoh Environment Policy-: As a global citizen, Ricoh group is obligation-conscious of environmental conservation. In addition, we strive to honour our environmental responsibilities and concentrate group wide efforts in environmental conservation activities, implementation of which we believe to be significant as our business operations Environmental Impact Visualization Technology in Parts Manufacturing The RICO2RET parts environmental impact visualization tool makes possible efficient environmental impact reduction in parts manufacturing To effectively reduce the environmental impact of its products, Ricoh developed RICO2RET (RicohCO2 Reduction & Evaluation Tool) to calculate CO2 emitted during the parts manufacturing process.This tool is used to calculate CO2 emissions per part for each manufacturing process or each processing facility on the basis of inputs such as the types and quantities of materials and manufacturing supplies and the energy consumption of production equipment, air conditioning, lighting, etc. The tool makes possible efficient improvement by displaying the calculation results using graphs that make it possible to identify at a glance processes that entail high CO2 emissions. Ricoh will also make use of the tool in environmental impact reduction in parts manufacturing by updating as necessary the output units that are the basis for calculation in order to maintain data accuracy

Schematic Representation of RICO2RET Competitors Analysis

The leading, quality office machines, software and furnishings supplier, ABT, stocks of equipment from the prominent technology brand, Ricoh, at value-for-money prices with high customer service and post-sales support standard . Ricohs expertise encompasses every requirement for the office amassiverange environment, including black & white or colour photocopiers, printers, fax machines, wide format machines, digital duplicators, or scanners. Ricoh equipment is available to buy or lease through ABT and leasing options come with easy-to-understand service agreements.

Main Competitor CANON Copiers SHARP COPIERS XEROX COPIERS Panasonic COPIERS Toshiba Copiers MITA/COPYSTAR Copiers MINOLTA COPIERS SAMSUNG COPIERS Sales & Service Network in India -: Ricoh India has sales and service network, present across the country with14 Branch office and 230 dealer more than 300 company and 300 dealer service engineers, covering there test of areas besides being present in small cities and large metros. Office Locations (Ricoh india limited) Corporate Office 2nd Floor, Salcon Aurum building Plot No. 4, District Centre, Jasola New Delhi-110025 Phones: 011-49103000, 011-49103100, 011-49103200 Fax: 011-49103099, 011-49103199 Email: ril.info@ricoh.co.in Global Awards (RICOH Ltd)

Ricoh strive for excellence in all areas of its business and has been recognised for outstanding products and customer service, protecting the environment and its manufacturing processes Corporate Award:Ricoh has been recognised for its achievements as a company globally Environmental Awards:Since the 1990s, Ricoh has been a world leader in the development of energy efficient and environmentally conscious products. Ricoh's pioneering efforts in the Office Automation and Imaging Industry have been officially recognised across Japan, USA and Europe PRODUCTS:Ricoh India's product range includes Colour Multifunction Printers, Black & White Multifunction Printers, Mono & Colour Laser Printers and Copy Printers. The Aficio range of Multifunction products provide affordable adaptability to have Printing, Copying, Scanning and Fax capabilities in one machine .Ricoh's compact Colour Laser printer takes care of fast colour printing requirements. It is just as productive as a fast desktop black and white laser printer, with a high-geared engine, almost instantaneous warm-up time and automatic duplex, eliminating need for two separate devices.

Five core concept of Ricoh company; RICOH

TECHNOLOGY

PRODUCTION

MANAGEMENT

ENVOIRMENT

SALES&SUPPORT

TECHNOLOGY:The rapid technological revolution, globalization of business, etc. are bringing about dramatic changes in our working environment Ricoh`s R&D covers a wide variety of field including technologies that will be needed for office work in the future and research on element environmental, & production technologies, as well as product development using such technology the following four areas as we support our customers' new work styles and business models and seek to solve environmental problems

Ricoh Technology Centre:This centre was established in August 2005 in Edina City in Kanagawa Prefecture as a technology base through the integration of the development division and the production technology division for copiers and printers. Technical experts who had been working at different business sites, plants, etc. in Tokyo and adjacent areas were brought together at the new centre, so that functions relating to the development of the state-of-the-art elemental and production technologies required for colour products, product evaluation, etc. could be combined, and efforts made to improve Research and Development Group:The group promotes research on state-of-the-art core technology in a wide variety of fields. This research covers not only basic technology for materials and devices, but also measurement, processing, control requirements, and analyses, as well as practical application. Moreover, we also consider ideas for the office of the future. The group is engaged instrategi business efforts, without being bound to traditional business areas, so that we can continue contributing to the creation of new values that are beneficial to the whole community. High-speed and Reliable Printing Technology for the High-end Market:Ricoh is strategically striving for growth and expansion in the printing sector. In particular, full-scale advancement into the backbone system market and high-end printers for the print on- demand market means the opening up of a new important market for the Ricoh Group. In October 2004, Ricoh Printing Systems, Ltd. joined the Ricoh Group. By harmonizing the technology of Ricoh and that of our new group company, we intend to develop various types of print technology, including aster printing technology for even higher speeds,

Copy Guard Function to Eliminate Unauthorized Copies:With the increasing importance of information security, Ricoh considered the security of paper documents as part of its overall security efforts, and developed the first illegal copy guard function in the world. A special woven pattern is embedded into a document when it is printed, and if the original is copied, its image will be destroyed and the whole surface will become grey. This function will prevent classified documents from being copied and removed PRODUCTION In 1975 ,Ricoh become the first company in the office automation industry to win the Deming Prize, which is given to outstanding companies that establish strict quality control system in addition, a number of Ricohs domestic & overseas production sites have obtained ISO9000- series certification , an internationally recognized standard for quality control . Ricoh thus has established superior production management system to support its production & development activities. In 1985, the company`s rank integrated production management system won the Okochi memorial production Award The Right Products in the Right Place Ricoh introduced the idea of making the right products in the right place to produce highquality products with maximum efficiency. Ricoh has established a global production system where products best suited to each area are made according to technical skill and productivity of each site. Office equipment supplies are produced near important markets. Ricoh-style Production Method to Eliminate Waste in Production Processes and MaximizeAdded Value One of the concepts supporting this method is the inter-process synchronized assembly-line production for each product. We are promoting process innovations under the same concept at all production sites from the casting of a toner cartridge to the filling of toner and final completion, and a mixed production line for electrical units. These innovations aim more at the enhancement of added value for the benefit of customers, including high quality, small-lot production of a wide variety of products, and shorter lead times, than at the improvement of production efficiency MANAGEMENT Ricoh is now engaged on a course of sustainable management, encompassing all areas of sustainability from environmental protection to corporate responsibility to profitability. Simply put Ricoh responsibility is spread among all our stakeholders, Be they ordinary citizens of the earth , customers, shareholders or employees the creation of a new CSR Division exemplifies our commitment to sustainability in all its aspects. Ricoh Establishes the First CSR Division in Japan In January 2003, Ricoh established its CSR Division to become the first corporation in Japan that has a division dedicated to corporate social responsibility (CSR) issues. Since then, the

CSR Division has been comprehensively controlling and promoting Ricohs CSR activities. The first task of the CSR Division was to generate the Ricoh Group Corporate Social Responsibility (CSR) Charter, a set of action principles under four themes: Integrity in Corporate Activities; Harmony with the Environment; Respect for People; and Harmony with Society. The Charter was enacted in January 2004. At the same time, the Ricoh Business Code of Conduct was reviewed from the perspective of establishing further responsible corporate activities that aim to harmonize with people, society Complete Risk Management and sincere respect for Laws and Ethics The Ricoh Group is striving to realize complete risk management, as shown by the establishment of the BPRM (Business Process Risk Management) Subcommittee to manage crisis risks in an all-inclusive and general manner, aiming to prevent the occurrence of accidents and events that would have a significant effect on the management and stakeholders of companies. Further, the Group provides employees both at home and abroad with education based upon the Ricoh Group Code of Conduct, so that a sincere spirit to observe laws and ethics will be cultivated and maintained. Management review Ricoh Group as a whole adopts ISMS The Ricoh Group, whose business core is information, is striving to enhance its Information Security Management System (ISMS) on a global level, so that customers can use Ricohs products and services without anxiety and Ricoh can gain greater trust of customers. In December 2004, Ricoh was awarded domestic ISMS unified certification on a large scale, covering 91 domestic companies (1,284 offices) and 55,000 staff members. Currently, active efforts are being made for the establishment of ISMS for overseas sales companies, as well as for measures for the whole group to cope with the new international standard, ISO 27001 Enhancement of Internal Control Function The Ricoh Group aims to enhance its internal control system to secure greater reliability in the observation of the laws, regulations, and standards of respective countries and in its financial reporting and to further enhance its corporate abilities. In March 2004, the Internal Control Promotion Office was established, ENVOIRMENT The Ricoh group incorporates environmental viewpoints into all aspects of its corporate management, as part of efforts for environment to realize environmental conservation & profit generation at a same time Further we are striving to reduce environmental impact on the society as a whole by actively proposing environmentally-friendly products based upon environment-oriented technologies so that more customers will purchase such products Environmental Conservation Activities The Ricoh Group carries out environmental conservation activities mainly for resource conservation and recycling to prevent the exhaustion of resources, energy conservation to prevent global warming, and pollution prevention, which are promoted for all relevant products, business sites, and operational fields. Efforts are also made to upgrade basic

schemes, such as our environmental management system, sustainable environmental management information system, co balance, environmental management, green partnership, environmental education/environmental awareness building, social contribution of environmental conservation, and environmental communication, so that these activities can be promoted even more effectively Ricoh Promotes Reduction of CO in close cooperation with suppliers Environmental impact produced during the process of procuring raw materials and parts account for a large part of environmental impact generated by all business activities, which makes it urgent for us to strive for a reduction in close cooperation with our suppliers. In 2005, Ricoh started supporting suppliers in efforts for reducing Co. Ricoh has offered a tool for its suppliers to calculate CO independently at their offices and this is now being used effectively in improvement activities. Furthermore, Ricoh sets numerical targets for reducing CO aiming at the most effective reduction possible. Forest Ecosystem Conservation Projects The Ricoh Group places priority on forest ecosystems with rich biodiversity and has been promoting forest ecosystem conservation projects since fiscal 1999 in partnership with environmental NPOs and local communities. Unlike simple afford station, the main aim of these activities is to protect the habitats of indigenous species and the life of residents, and in such activities, priority is given to creating a partnership with environmental NPOs and local resident details of forest ecosystem conservation project are shown at Ricoh environment web site ECO TODAY Ricoh the First Company in the industry to use Plant-based Plastic for Products Plant-based plastic is a material with less environmental impact and without any global warming effects. In 2005, Ricoh, which has always striven to develop environmentallyfriendly copier materials, succeeded in producing plastic with a high percentage (more than 50%) of plant-based plastic from corn and putting it to practical use. Subsequently, Ricoh became the first company in the industry to use plant-based plastic for the bodies of copiers with the image Neo 602ec/752ec. Furthermore, the plastic is used for some of the paper trays in the popular colour copier, image MP C1500 SALES & SUPPORT Ricohs innovative power is also reflected in its customer-oriented marketing activities. Ricoh display its excellent ability in offering proposals and services through its complete sales network including 41domestic general sales companies, about 450 service bases, and about 400major specialized trading companies & sales agencies. Ricoh offers high-qualities solution & support services that are common across the world, in five regions THE AMERICA EUROPE ASIA-PACIFIC CHINA

 JAPAN Full-scale Launch of Ricoh Global Services Ricoh Global Service Business Centre was organized in April 2005 as a special division to formulate and promote document solutions for major foreign companies, particularly Fortune Global 500 and equivalent companies. Based upon the customer relations cultivated in the five regions of the Americas, Europe, Asia-Pacific, China, and Japan, a worldwide high quality service system was thus established and commenced full-scale operations.

Ricoh Offers Total Global Support and Services through its Office Equipment Remote Management System Remote allows us to monitor the state of multifunctional copiers and printers on a network and to provide appropriate and speedy support and services. Hardware breakdowns can be prevented, and downtime can be minimized by prompt measureseven in case of serious malfunctioning. It is also possible to schedule regular replacements of parts and forecast toner exhaustion. Ricoh intends to promote Remote on a global basis to further improve customer satisfaction Customer Service Centre responds swiftly to Inquiries Ricohs Customer Service Centre supports customers office environments. The highlytrained staff is intimately acquainted with Ricoh products and is available to answer questions over the phone and resolve problems quickly. Differentiation of Ricoh Photocopier machine with other brands Additional tools that distinguish the AP4510 from the competition: Ricohs Smart Net Monitor utility provides users with a constant status update of their default printer and other Ricoh printers on the network. Users know exactly when their document is finished printing, what paper sizes are loaded and their orientations. Smart Net Monitor can increase productivity by splitting multiple sets of a single document among multiple networked AP4510s. Further, Smart Net Monitor can also automatically redirect a print request f r o m o n e A P 4 5 1 0 t o a n o t h e r o n e if the primary printer is unavailable thereby saving time and inconvenience Insure privacy on confidential documents with the Secure Printing(Locked Print) feature Document printing is suspended until an authorization PIN is keyed in at the AP4510, eliminating the possibility of unauthorized personnel reading the document, or even picking it up accidentally. The Sample Print feature with the optional HDD reduces paper and toner wastage by printing a single document of a multi-copy document for proofing and review.

Marketing Strategy Steps of Sale SPANCO Sales approach should be SPANCO which could be further elaborated into Suspect, Prospect, Approach, Negotiate, Close the Call and finally get the Order. The various steps are explained below: 1-Suspect- Fact Finding Mission Record all contacts 2-Prospect- Validation and Classification H/W/C. Time Table preparation 3-Approach-- Contacting the M.A.N. Submission of the Proposal 4-Negotiation- Demonstration. Submission of fresh proposal 5-Closing- Collecting the order 6-Order- Processing the order, Delivery, Installation and KOT. Collection Suspect: The sales cycle starts from a suspect. The suspect is a new door. To be sure that the new door has a suspect behind it, the salesman must go and see for himself. To convert the suspect into a prospect, the sales man requires information. The information can only be gained with the eyes and so the sales man must go and look. Most of the salesmans information will however come from asking questions of the people he meets when he calls on the suspect. Prospect: The suspect is identified as a M.A.N. and qualifies as a prospect. The business of a prospect will need the services and solutions offered by Ricoh. We need to make the prospect recognize these needs and educate him on the same. Approach: The prospect is approached at this stage of SPANCO sales process. The approach is done through a business appointment that is convenient to the prospect. Even the prospect is open for a Demo of the product through which his need can be met. At the end of t his step a proposal of business is submitted to the identified prospect which includes the primary quotation. Negotiation: Negotiation is your opportunity to demonstrate your commitment (and your company's) to long term relationships to maximize value for both parties (for those who sell to businesses, value is ultimately synonymous with profit). Negotiation in sales can be a formal event, at a specific time and on a specific date, or it can be an ongoing theme at different points of the sales process. Negotiation is beyond price. Negotiation includes the entire value proposition. As a sales Professional you're seeking mutually beneficial relationships

with prospects and customers who means you're going to seek a true win/win solution. Practiced and applied, negotiation skills can increase the level of trust and credibility you and your company have with your prospects and customers. Closing: Closing is defined as obtaining the customer commitment. The Art of Closing: 1. Closing stage of a skill fully run and executed sales process. 2. Natural culmination of everything in sale that has preceded it. 3. Successful closing depends on a sales persons ability to effectively investigate customer needs and demonstrate the machine capability and ability to effectively seek and obtain customer commitment. The Closing Process 1. Summarize the benefits the customer accepted during the call. 2. Formulate an action point requiring customer commitment. Example: Customer: This machine is perfect to our requirement. Salesperson: We have agreed that the machine we have offered offers excellent copy quality and correctly fits into your budget. Lets go and complete the paper work right now. Order: This is the final step of SPANCO sales process. In this sta ge the order is processed within the turnaround time assured by the company. The delivery is made during this stipulated time period and the machine is installed at the customer site for productivity. The Order stage is followed by the collection as per the agreement made during the negotiation stage. SWOT ANALYSIS Ricoh Company has strong research & development group which always analyse the market & provide best product & solution for the customer Strength: Broad Hardware Product Portfolio Robust Line of Software Products Worldwide Presence Brand Recognition and Company Reputation

 Multichannel Strategy Info Print Solutions Joint Venture Green IT and Sustainability Strategy Formation of Ricoh Global Services Financially Health R&D Weakness: There are no such types of weakness but there is no limit of improvement, so some weakness of the company is: Multi brand Strategy Operations Integration Geographical Weak Points Weak Smart MFP and Scanner Strategy Limited A4 Page and A4/A3 Inkjet Product Range and A3/A4 Product Positioning Strategy

Opportunities: There are huge opportunities in market for the office automation products because Increased Demand for Services Growing Production Market Demand for Smart MFPs Day by day increasing numbers of colleges, institute and other educational areas

Threats: All other companies of printing solution provider are the threats for the Ricoh company but in Delhi , the main threats is Canon and HP company, apart from that some more internal function which are more demandable are also threats Demand for A4 Devices SMFP Market Competition

OBJECTIVE BUYING PATTERN FOR PRINTING SOLUTION The summer internship program is to learn following topics: 1. Clarify the requirement writ resources required a available resources: However in order to get the expected business, the inputs are provided i n a s t r u c t u r e d manner. Further to clarify this point we can say that what is our e x p e c t a t i o n t o business but the element of HOW the business is to be targeted to al a r g e e x t e n t . T h u s t h e k e y i m p r o v e m e n t i n d e v e l o p i n g b u s i n e s s i s t o d e v e l o p a c o v e r a g e p l a n o f Terretory to include HOW element in the business. 2. Clarify the expected business (Copying/printing potential): The primary objective of coverage plan is to execute coverage by prioritizing coverage commensurate to potential that exists in various customer segments (Govt,Comm,PSU,Major Accounts,Education) in Territory so as to fully exploit the potential of territory. 3.Competition analysis for brand Ricoh: Find out who are the major active brands available in markets of Delhi. Find out the strength and weakness of those active brands. Find out what current brands are delivering to customers and analyze how differentiation can be done for RICOH from the competition G i v e t h e S W O T a n a l ys i s o f R I C O H P r o d u c t w i t h r e f e r e n c e t o c o m petitor brand. F i n d o u t t h e marketing mix (4Ps) analysis of RICOH

4. Brand Perception of Ricoh Photocopier Machine: Study the brand Ricoh and measure the Recognition, Considerati o n a n d c r e d i b i l i t y o f R i c o h Photocopier Machine for people of Delhi and study the future trends and requirement of customer .Evaluate current positioning strategy of Ricoh product and find out how well they are addressing the need of Target market and Give your recommendations. 5. Gain Commitment of customer: By doing this project companies can find out customer commitment towards its product 1 . U n d e r s t a n d i n g t h e c u s t o m e r b u yi n g p r o c e s s o f p h o t o c o p i e r m a c h i n e 2.Identifying the customers demand for different digital function in photocopier machine 3. Comparative analysis of market share of RICOH & Other Company BUYING PATTERN FOR PRINTING SOLUTION

4.Investment capacity: - knowing how much money they want to invest for new machine -some customer want machine on rental basis -some customer want to perches new machine 5. To knowing the customer satisfaction about the products STRATEGY FOR DOING PROJECT:8 weeks summer internship program was divided in following parts: Induction program Briefing of Project Competition analysis for brand Ricoh Gain Commitment of Customer Brand Perception of Ricoh Photocopier Machine 1.Induction program:This was given by Company Guide Mr. Gaurav Sharma in Delhi Branch Office at the first day Sharma Sir gave us project of Ricoh company for market research & analysis the title of the project is Buying pattern for printing solution by customer 2. Briefing of Project:Before starting the project Company Guide Mr.Gaurav had discussed some important points regarding this projects and various customer segments & office reporting time. 3 . Competition analysis for brand Ricoh:For this purpose I were asked to visit various customer segments in Delhi market . We were suppose to put inquires regarding following:

Available brands Which brand is best and why is it best? What is the problem with other brands? What about Ricoh Photocopier Machine?

Availability of brand Ricoh in Delhi market . 4 . G a i n C o m m i t m e n t o f C u s t o m e r : - Feedback of customer is very necessary. By this way we can know the current market position of the company.

5. Brand Perception of Ricoh Photocopier Machine: For this purpose I create a questionnaire related to assessment of brand perception and collect date with a survey research method.

RESEARCH METHODOLOGY
Research methodology is used to search answers of the research questions. An attempt has been made to describe the nature of the people of Delhi city by the study of the samples.Methodology in common parlance refers to a search for knowledge. The advanced learners dictionary of current English lays down the meaning of research as a careful investigation or enquiry especially through search for new facts in any branch of knowledge. Some people consider research as a movement, movements from known to unknown. It is actually a voyage of discovery. We all posses the vital instinct of inquisitiveness for, when the unknown confront us, we wonder and our inquisitiveness makes us probe and attain full and fuller understanding of the unknown. This inquisitiveness is the mother of all the knowledge and the method, which man employs for obtaining the knowledge of whatever the unknown, can be termed as research. Methodology is a way to systematically solve the research problem. It may be understood as a science of studying how research is done scientifically. Learning more about the consumer and about marketing is the heart of the research methodology. The research methodology has many dimensions and research methods to constitute a part of the research methodology.

RESEARCH PROCESS
Problem Formulation

Sample Design

Data Collection Techniques

Field Work

Analysis and Interpretation and Research Report