intrim report of summer internship

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Interim Project Report ICFAI Ranchi |

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.

Especially, we would like to give our special thanks to our parents whose

patient love enabled us to complete this work.

Acknowledgement

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1. ACKNOWLEDGEMENT Page 1

2. EXECUTIVE SUMMARY

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

Table of Contents

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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.

Executive Summary

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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 first-

year 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.

� Internships can be extremely beneficial to students pursuing MBA looking for

hands-on expertise.

� As an intern, you can develop knowledge, competencies, and experience

related directly to your career goal.

� 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.

Objective

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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.

Arithme Software has for the first time in the Asia developed search engine-cum-

question and answer engine called MirrorZen

Company Profile

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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 acquire the product knowledge of WEBEL, which is basically

network security solution.

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

� 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.

Task Assigned

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 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 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

different modes:

1. I have to sell the company

2. I have to admit 50 students for the educational training

internship.

Target set by the company



sly towards their target, keep their energy level high and reach the

benchmark set by the company.

give us something to measure our progress against, to see if what we are



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

the company’s software product worth Rs. 15 lakh

0 students for the educational training throughout my

Target set by the company

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sly towards their target, keep their energy level high and reach the

give us something to measure our progress against, to see if what we are



ther from our target, then we must change what we are doing so

I have been given the target in two

lakh

throughout my

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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.

� 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.

� 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.

� 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.

Strategies Adopted

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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.

Approach - In this stage I made an initial contact with the potential customer

and tried to find out his needs.

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.

Handling Objections- I clarified the doubts or objections that the customer had.

Closing - 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.

Selling Process Adopted

Achievements work as a parameter for us so that we can

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.

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.

Achivements

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1

2

3

4

5

6

7

8

Week 1 Week 2 Week 3

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.





Achivements

Week 3 Week 4 Week 5 Week 6

Organisation visited

Unit Sold

Student admitted

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judge ourselves that where





Organisation visited

Student admitted

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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.

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.

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.

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

Mid Course Correction

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� 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

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

� Restriction to move only in ranchi for the business.

Limitations

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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.

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.

Conclusion

intrim report of summer internship

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