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Sales and channel management at Larsen and Toubro Limited

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  1. Introduction
  2. Objective of the study
  3. The presence of Larsen and Toubro Limited
  4. Research methodology
  5. Data sources
  6. An overview of the global welding industry
    1. What is welding supply industry?
  7. Current scenario in welding industry
  8. What is profile cutting system?
    1. Types of profile cutting system
  9. Company profile of L and T
    1. History
    2. Early days
    3. Towards expansion
  10. Major sectors of L and T
  11. Graphs and interpretations
  12. Findings and conclusion
  13. Bibliography

Larsen & Toubro Limited is India's largest engineering and construction conglomerate with additional interests in electrical, electronics and IT. A strong customer-focus approach and constant quest for top-class quality have enabled L&T to attain and sustain leadership position over 6 decades. Welding Product Business is also one of the premier businesses of L&T in Welding Industry. This project covered to enhance the sale and develop the new client and prospective of Welding Industry for Larsen and Toubro.

Along the client development the project also covered to manage the distribution channel of welding business segment. It includes the distribution of welding consumables to wholesaler and authorized dealer to the end consumer.

This survey undertakes the primary (questionnaire survey) research method. The survey focuses on the customers demand and need for the new technologies in upcoming welding equipment.

[...] L&T felt that effective Product Lifecycle Management (PLM) could help increase engineering productivity, cut product development timelines, and reduce change cycles. L&T's objectives The main aim of the PLM solution was to manage the entire product lifecycle. It also had to reduce delivery periods and shorten the fabrication cycle-time. The company needed to have a comprehensive system that reached across its extended enterprise of customers and partners to collate data from 7,000 drawings documents, schedules, purchase orders, O&M manuals, and applications like AutoCAD and Office. [...]


[...] This prompted them to raise additional equity capital, and on 7th February 1946, Larsen & Toubro Private Limited was born. Independence and the subsequent demand for technology and expertise offered L&T the opportunity to consolidate and expand. Offices were set up in Kolkata (Calcutta), Chennai (Madras) and New Delhi. In 1948, fifty-five acres of undeveloped marsh and jungle was acquired in Powai. Today, Powai stands as a tribute to the vision of the men who transformed this uninhabitable swamp into a manufacturing landmark. [...]


[...] Sales Department Step Involved : Field work was done in Gurgaon , Faridabad and Noida Personally visited to customers A list of existing customers was supplied to the CRM department Designing of questionnaire Personal and telephonic interviewed were conducted with existing customers Relevant data based on a questionnaire was gathered Transformation of the relevant data into information Making recommendation on the basis of analysis Limitation: The study was limited only to NCR region of Delhi due to constraint of time The sample size taken for the study as the time allotted for the study was very less Problems were faced in getting the appointments of the technical person of the client company The technical person of the client company were not willing to disclose the details about the technical related and business related information At the time of the customers of Client Company were not willing to respond hence lots of efforts INDUSTRY OVERVIEW The Global Welding Industry: An Overview Welding dates back to the earliest days of metal working, and continues to be widely applied today due to its cost effectiveness, reliability, and safety. [...]

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