Impact of IT on Sales Industry with special reference to Retail, FMCG & E-Commerce Industries

1.    Introduction

The days are gone when the strategy of marketing and sales used to happen in a traditional way. The world has become small by glocalization because of tremendous development in technology. The competition has increased across the globe irrespective of the industry segments where the companies are investing huge amounts in technology implementation in their organization to become sustainable. The technology is been implemented in all areas and functions of the organization and when it comes to sales apart from ERP technologies separate sales technologies are being implemented to increase monitoring and track sales. It is very important to track, and generate analytics and metrics of the sales patterns which shall help in planning the entire operations of the organization hence, Information technology in sales is very important.

The IT in Retail, FMCG, and E-Commerce play a crucial role as there are many product lines, and diverse products and the mode of operations/ sales of the sales have multiple dimensions. As stated that there because of tremendous competition organizations are expanding beyond geographical horizons and diversifying their products and tracking the sales patterns, product wise sales, location wise sales, season wise sales are very important along with the strategy of enabling the sales technologies to do market research also.

In this project, the role of IT in the sales industry with reference to retail, FMCG & E-Commerce shall be analyzed using the Political, Economic, Social, Technological, Legal, Environmental (PESTLE), Strength, Weakness, Opportunities, Threats (SWOT), Ishikawa diagrams. The five dominant sales technologies shall be analyzed based on their features, number of customers, performance, etc., and one of these five technology be selected and analyzed further. Based on the analysis the findings shall be drawn and the recommendation shall be given.

2.    Objectives

  • To analyze the role of IT in sales
  • To understand the role of IT in retail, FMCG, and E-Commerce industries
  • Evaluating the five dominant technologies in sales
  • Analyzing one of the five selected technologies to understand the pros and cons
  • To explore the challenges in implementing IT in sales
  • To explore the advantages and disadvantages of implementing IT in sales
  • To understand the data integrity and safety measures incorporated in sales technologies
  • To explore how IT is enabling the organization to attract new customers
  • To explore the strategies for how IT is helping organizations in retaining their existing customers.
  • To analyze how IT technologies are bridging the gap between customers and organizations by enabling their effective communication channels.
  • To explore the limitation of IT in the selected industries.

3.    Need of the study

It is evident that the competition is been increasing across the globe in all industry segments and it is becoming tough for the organization to be sustainable. In any industry, whether it is products/ goods or services sales are very important as revenues are generated only through sales and it is very important to increase sales strategically and this can be enabled only through technology.

Many IT and software companies are developing and transforming technologies in the sales segment because of growing demand. There are various challenges, and limitations which are involved in sales IT technologies such as data integrity, data security, etc., along with the cost of the technologies hence, there is a need to explore and do research in this area and that is the reason for selecting this topic. 

4.    Scope of the Study

The scope of the study is confined to the Indian environment. The scope is limited to Retail, FMCG, and E-Commerce industries. There are various sales IT technologies available in the Indian market but only the top five of them shall be selected and analyzed out of which one technology shall be deeply analyzed. The scope deals only with the impact, challenges, advantages, and disadvantages of sales IT technologies in the selected industries in the Indian environment.

5.    Research Methodology

This research shall be carried out in a systematic way. All important components shall be covered and all ethical issues shall be addressed. There shall be any copied content in this research and there shall be any copyrights, etc., issues.

5.1  Research Paradigms

Positivism, Critical theory, Realism, Critical Realism, and Constructivism and the research paradigms which shall be followed in this research.

5.2  Data Collection

The data collection shall be divided into two dimensions primary data and secondary data and these data shall be collected from various sources like academic notes, books, journals, articles, blogs, and various internet sources. The primary data and the secondary data analysis shall be done and the same shall be incorporated in the literature review chapter of the final project document.

5.3  Data Analysis

The qualitative analysis tool shall be used in this study. The tools such as SWOT Analysis, PESTLE Analysis, and the Ishikawa diagram shall be used and during the research, if we found that any additional tools are required to use we shall explore and use those tools and incorporate them data analysis chapter of the final project report.

BI Tools: A Synergetic Opportunity for Quality Decision Making and Organizational Growth in IT Organizations

The challenges of the study are to understand the impact of the BI tool on improving the quality of decision-making in IT organizations and how quality decision-making based on the BI tool can help improve organizational growth (business performance) in the IT industry. organizations

Objectives of the study

The objectives of the study are:

  • Study the impact of business intelligence tools on organizational growth (business performance).
  • To study the impact of quality decision-making and decision categories (operational, tactical, and strategic) on the basis of BI tools.
  • Study the use of different types of BI analysis in IT organizations.

The scope of the study

Powerful transaction-oriented information systems are now prevalent in every major industry, effectively leveling the playing field for corporations around the world. However, to remain competitive, analytical systems are now needed that will change the company’s ability to retrieve and use the information it already has. Business Intelligence (BI) has evolved over the last decade to rely more on real-time data. BI systems automatically initiate systematic actions based on rules and context to support various business processes.

These analytical systems derive insights from the large amount of data available, providing convincing, fact-based and actionable concepts. Today, business requires fast results. Therefore, today it is important not only to conduct business analysis, but also to take action to analyze the results and immediately change the parameters of business processes.

Teaching methodology

The study aims to describe the relationship between the BI tool and its impact on decision-making quality and organizational growth in information technology organizations using secondary data. Basic information is collected through a questionnaire survey. Secondary data is collected from various articles and annual reports of IT companies. Various numerical methods, such as percentage analysis, Freudman quadratic test, paired t-test, etc. are used to analyze data using the MS Excel tool.


H10: No improvement in organizational growth (business performance)
After the implementation of the BI tool compared to before the implementation of the BI tool. (µ1 = µ2)
H11: There is a significant improvement in organizational growth (business performance) after the introduction of the BI tool compared to the implementation of the BI tool. (µ1 ≠ µ2)

H20: There is no difference in the preference of IT companies to use BI tools with reference to the decision-making categories in the organization.
H21: There is a significant difference in the preference of IT companies to use BI tools with reference to the decision-making categories in the organization.

H30: There is no difference in the priority of application areas for BI analysis.
H31: There is a significant difference in the preference for areas of application for BI analysis.

Limitations of the study

The research is limited to IT organizations that provide services and software in the field of information technology and does not include organizations that provide BPO, BPM, ITeS, hardware, data center, engineering design, education, and training services.

Research is limited to IT organizations that use BI tools for research reporting, analysis, and decision-making.

Download the complete project report on BI Tools: A Synergetic Opportunity for Quality Decision Making and Organizational Growth in IT Organizations.

A Study on Small Business in Cloud Technology with reference to IT Industry


Cloud technology can bring long-distance businesses to large global markets and improve their prospects. Contribute to a more commercially secure business environment; identify and raise awareness of security, regulatory, and legal considerations related to cloud computing adoption; and increase the confidence of small businesses in the use of cloud computing in particular, and the digital economy in general

Objectives of the project:

Project studies address these objectives:

1. Internationalization of small businesses in the era of cloud services.
2. Know the benefits of cloud technology for small businesses
3. Identify criminal, regulatory, and legal risks to small businesses caused by cloud computing.


Based on the discussion of the answers received by the companies surveyed, it can be concluded as follows:

  • It can be concluded that companies are not very aware of the use of cloud computing, but some of them do use local and branded ERP. The concept of cloud computing is new to India and has not received momentum till now
  • Company Cloud servers are in different locations, data privacy and security are considered major threats for both types of manufacturing industries.
  • Legal action on data leaks by host companies and their uninterrupted access is a gray area for cloud steers to address.
  • Manufacturing companies have accepted that cloud applications are cheaper than ERP installed on construction sites and that the quality of service steers the cloud is considered superior. Surprisingly, SSI has interpreted that the implementation of IT-Solutions increases costs.
  • The majority of mid-scale industries voted in favor of Clousteer-IT improving overall business performance and enriching the bottom line, while small-scale industry respondents opposed this revolutionary step.

Download the A Study on Small Business in Cloud Technology with reference to IT Industry MBA IT Project Report.