Intrim Report Of Summer Internship

Acknowledgement

I would like to express my gratitude to all those who gave me the possibility to complete this project. I want to thank ICFAI Ranchi Center for giving me permission to commence this project in the first instance, to do the necessary research work and to use available data. We are bound to the senior batch students for their stimulating support. We are deeply indebted to our supervisor Prof. Mr. Bhibhuti Acharya of faculty in-charge of marketing whose help, stimulating suggestions and encouragement helped us in all the time of research for and writing of this report.

Interim Project Report

ICFAI Ranchi |

Especially, we would like to give our special thanks to our parents whose patient love enabled us to complete this work.

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Page 1

2. EXECUTIVE SUMMARY

Page 3

3. OBJECTIVE

Page 4

4. COMPANY PROFILE

Page 5

5. TASK ASSIGNED

Page 6

6. TARGET SET BY THE COMPANY

Page 7

7. STRATERGIES ADOPTED

Page 8

8. SELLING PROCESS ADOPTED

Page 9

9. ACHIVEMENTS

Page 10

10. MID COURSE CORRECTION

Page 11

11. LIMITATIONS

Page 12

12. CONCLUSION

Page13


1. ACKNOWLEDGEMENT

ICFAI Ranchi |

Table of Contents

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Executive Summary


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As a part of my MBA curriculum I have done my internship training at Arithme Software & Web Services (P) Ltd, Ranchi. In this report I am going to share my experience in that company for the period of 42 days from 30.03.2009 to 09.05.2009. During my internship my role was “Executive Trainee - Sales & Marketing”. I was supposed to boost the sales of one of the average performing product of company named “WEBEL” & admit the students for “EASY LINUX”. As a part of this internship I had identified some problems and provided some recommendations to the company to boost the sales of company product.

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Objective

First year MBA students can get exposure to the real business world during summer internships. Between the first and second MBA years, this is an ideal way to learn about an industry and to build a relationship with a prospective employer as well as giving you a chance to simply hone your skills. The main objectives of summer internship are: MBA summer internships are a great way to jump starts a career, especially for career switchers. Landing the best summer internship possible is of huge importance for firstyear MBA students.

Because an internship in the summer has the potential of leading to a full time job in the future, it is often referred to as the “weeks of interview”. Since every MBA student is encouraged to get a summer internship, competition is just as rough as in the real business environment.

In addition to learning valuable new skills and getting the practical experience that employers want to see on your resume, you are also given an opportunity to explore your field of interest before “officially” entering it.


As an intern, you can develop knowledge, competencies, and experience related directly to your career goal.

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Internships can be extremely beneficial to students pursuing MBA looking for hands-on expertise.

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Company Profile

Arithme Software and Web Services (P) Ltd was founded with the vision to create technology meant to be efficient, reliable and stable. Starting with Nspam and the continuous efforts on being better than others. Continuing development on a scalable Proxy with content-filteration. At Arithme, we work with high-performance UNIX Systems, scalable Open-Source and Free Software, write secure code, make complex Infrastructure setups look ridiculously simple. We work with Organizations to extract the best out of their IT Setup, and work towards the highest standards. Arithme Software and Web Services (P) Ltd, a NASSCOM company is a Ranchi based start-up that was funded by the BIRLA INSTITUTE OF TECHNOLOGY, Mesra, Ranchi+SIDBI+Government of India to develop the proprietary, patent-pending, anti-spam, anti-virus product called NSPAM.


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Arithme Software has for the first time in the Asia developed search engine-cumquestion and answer engine called MirrorZen

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Task Assigned

Planning is a key factor for the successful of any project, what my company guide Mr. Rajeev Sen Gupta told me at the first day in company. The importance of planning is:

To facilitate goals achievement To facilitate assessment To reduce risks and loss To make good decisions To carry out job division To determine opportunities and threats

So my company guide has planned my task which I have to execute during my internship. The tasks assigned are:

I have to gain information about the networking and network security system from the technical section of the company.

I have to promote an educational product “EASY LINUX”, curriculum based on Linux also which is designed for the professionals as well as the students. In the light of above all the things I have to give business of at least Rs.15 lac to the company by selling the IT product of the company and hiring the students for EASY LINUX.


I have to promote WEBEL in government and private organization of the city.

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I have to acquire the product knowledge of WEBEL, which is basically network security solution.

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Target set by the company

Targets are basically set by the company against the SIP Students so that they could analyze themselves that where they stand in the crowd to motivate them to work continuously sly towards their target, keep their energy level high and reach the benchmark set by the company. Targets give us something to measure our progress against, to see if what we are doing is moving us closer or further from our ultimate target. If our actions are moving us closer to our target then we keep doing what we're doing. If our actions are moving us further ther from our target, then we must change what we are doing so that we can move closer to our target. At Arithme Software & Web Services (P) Ltd I have been given the target in two different modes:


ICFAI Ranchi |

1. I have to sell the company company’s software product worth Rs. 15 lakh 2. I have to admit 50 0 students for the educational training throughout my internship.

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Strategies Adopted

Strategies in business are a fundamental business process, and one that all business owners must go through at some stage of their business lifespan. From day one onwards, business strategic planning is crucial to your business’s growth and success and without an eye to the long term, it would be impossible to increase the size and stature of your business. While strategic planning time doesn’t result in a direct return to your business, it is time well spent, given the long term advantages that arise from having a solid strategic plan and planning your next moves in a business sense. Arithme Software & Web Services (P) Ltd also adopt certain strategies in order to expand his business across the country and give a tough competition to their business rivals. Their Strategies are: Create a sense of community by organizing interactive sessions which involve many people with it. It gives a cozy feeling to the target customer.

It has strong R&D team who was regularly checking the latest threat in the business technology and tries to patch the bugs as early as possible.

It always seeks new market segments/applications for products. Pursue strategic alliances with complementary players. Start participating in trade shows and missions.


Company promotes their product through e-mails, blogs, SMS etc. It also establishes a natural network effect to make people comfortable in sharing their ideas through their website.

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Advertising is a strapping way to promote the company as it gives the chance to interact with customer. So the company is very much serious about his advertisement campaign. They float regular advertisement in local newspaper, Local TV channels and magazine.

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Selling Process Adopted

Prospecting for evaluating the potential customer-It is a process of finding and evaluating potential customer. I identified if the potential customer has the ability, willingness and authority to buy the product. 1) Generating leads- A sales lead can be in the form of an individual or an organization that might need or buy the company’s product. 2) Identifying Prospects-A prospect is a person that indicates need for a product 3) Qualifying Prospect-After identifying a potential lead, I qualified whether the prospect can afford to make a purchase or not.

Pre-Approach - After having identified the hot leads, I planed and prepared for making a sales call on them.

Presentation - It is the most important stage in the sales process. The aim of my presentation is to attract the prospect’s attention, stimulate his interest and stir a desire for the product, so that he takes appropriate action. The main aim is to communicate the product’s benefits effectively to the prospect and convince him to purchase the product. I not only spoke about the benefits the customer is looking for, but also convinced him about the additional benefits of the product.

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Approach - In this stage I made an initial contact with the potential customer and tried to find out his needs.

Handling Objections- I clarified the doubts or objections that the customer had. - In this stage I asked the potential customer to make the purchase.

Follow up – It was my last stage wherein I aimed to develop a long-term relationship with the customer to ensure repeat sales.


Closing

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Achivements

Achievements work as a parameter for us so that we can judge ourselves that where we stand in the market, and strive hard to achieve our target. Below is the graphical representation of my achievements of last six week of my internship. 8 7 6 5 Organisation visited 4

Unit Sold Student admitted

3 2 1 0 Week 3

Week 4

Week 5

Week 6

My company guide was very satisfied with this performance and me to continue this momentum. He also assures me that very soon I will be the part of his company. It was very delightful feeling when your hard work was praised by the justified reward.

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Week 2


Week 1

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Mid Course Correction

Motivating Sales Force: Motivation is the inner drive that triggers people to achieve their goals. Motivation helps in achieving the desired performance levels and in maintaining them. Managers ought to motivate their sales personnel in order to attain desired level of productivity in the organization. Therefore, it becomes imperative for the sales managers to understand and appreciate the personal goals of the salespersons and attempt to create a link between the personal goals of sales person and the organization’s goals. Basic Amenities provided: As our company is entirely new for Ranchi people we were facing a lot of problems to convince people. Basic amenities like telecalling, company factsheet, pamphlets and canopies were not there in the beginning of our SIP, but now these amenities are being provided to us for easy working.

Training Sales Force: Sales training aims at helping the sales personnel to perform their job satisfactorily. Product Knowledge and sales demo given which was not clear in the beginning of our SIP


Presentation in corporate instead one to one conversation: As now we have been provided canopies, letterheads, visiting cards, pamphlets and factsheet, it is now becoming easy for us to take appointments from the corporate and arrange presentation where we could get large no. of prospective customers in a very less time as compared to one to one conversation.

ICFAI Ranchi |

Target deduction as a motivational tool: Our target has been deducted from weekly basis to monthly basis just for motivating the student as the revised target seems achievable, which seemed unachievable in the beginning.

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Limitations

Lack of administrative privilege during the product demonstration. In the time of recession when all the organization is busy in cost cutting, it becomes very tough to sell something new product for their organization.

Time bound in the government organization. As SIP is our first experience of the corporate field; it becomes very difficult for me to move out all alone in the market without prior exposure.

As our SIP is supposed to start from the month of March and continue till june/july which is the hottest month of the year is the biggest limitation of


Restriction to move only in ranchi for the business.

ICFAI Ranchi |

our SIP. It’s very difficult to move in the market during such scorching heat.

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Conclusion

From this 42 days experience in a corporate, I got a good exposure about what really the corporate life is about. It’s waking along with targets and mind stresses every morning. The person who can manage these target and stress are shining in those fields.


ICFAI Ranchi |

I personally think that marketing is not everyone’s cup of tea but if one set his target high and continuously strive towards that, nothing is impossible. The only thing required in our field is the right attitude or a positive attitude towards attaining one’s goal.

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Intrim Report Of Summer Internship

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