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NEW DELHI INSTITUTE OF MANAGEMENT

SUMMER TRAINING REPORT ON

A STUDY ON CORPORATE SELLING AND

ITS RELATIVE PROCESSES

For

CHANAKYA MUDRAK PVT. LTD.

By

TRINAYAN THAKURIA

244

In partial fulfilment for the award of

Post Graduate Diploma In Management

2015-2017

New Delhi Institute of Management 50 (B&C), 60, Tughlakabad Institutional Area, New Delhi-110062 E-mail :placement@ndimdelhi.org Website : www.ndimdelhi.org

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SUMMER TRAINING REPORT ON

A STUDY ON CORPORATE SELLING AND

ITS RELATIVE PROCESSES

For

CHANAKYA MUDRAK PVT. LTD.

(From May’2016- June ’2016)

Under the supervision

Of

KUMAR SUMEET

(Sr. Manager Market Development)

Submitted By- Submitted To-

Trinayan Thakuria Prof. Rinku Dixit

Roll number- 244 (Faculty mentor)

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Acknowledgement

I would like to place my heartiest gratitude toCHANAKYA MUDRAK PVT.

LTD.for giving me this opportunity to conduct my summer internship under

their esteemed organization.

I am especially grateful to NDIM, all the employees and staff members of the

organization (Chanakya Mudrak Pvt. Ltd.) where I had conducted my program,

and all other personals whom I met during my project period, who have helped

me in some or the other way and sharedtheir valuable knowledge and guided me

throughout the period.

I would also like to offer my sincere token of gratitude to the following, for

providing me with their precious time without which the training would not

have been possible.

Mr. INDER KUMAR ARORA (Director)

Mr. PUNEET ARORA (Marketing Head)

Mr. KUMAR SUMEET (Sr. Manager, Business Development)

Mr. MANOJ BAGHEL (Sr. Manager, Marketing and Operations)

Mr. RAJESH KUMAR SONIK (Design Operator)

Mr. RANDHIR KUMAR MISHRA (Accounts Manager)

Mr. SANJAYGULATI (Production Head)

Mrs. KANCHAN CHAUHAN (Sr. Design Operator)

Lastly I would like to thank Mrs. RINKU DIXIT, my faculty mentor and

Mr. DAMIAN AMARAL, my CRC mentor, for constantly supporting me and

for providing a proper and effective schedule for my internship.

With Thanks,

TRINAYAN THAKURIA

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DECLARATION

I, Mr. TRINAYAN THAKURIA, student of New Delhi Institute of

Management Batch(2015-17) declare that every part of the Project Report, A

study on corporate selling and its relative processes, submitted by me is

original.

I was in regular contact with my faculty guide and contacted at all possible

times for discussing the project.

Date of project submission:_____________

Trinayan Thakuria

Faculty Mentor’s Comments:

________________________________________________________________

________________________________________________________________

________________________________________________________________

_______________________________________________________________

Prof.Rinku Dixit

(Faculty Mentor)

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CONTENTS

1 EXECUTIVE SUMMARY ...................................................................... 8

2 INTRODUCTION OF THE ORGANIZATION ...................................... 10

3 AN OVERVIEW OF THE INDUSTRY.................................................. 13

4 COMPANY BACKGROUND................................................................ 16

4.1 SENIOR EXECUTIVES .................................................................. 18

4.2 ORGANIZATIONAL STRUCTURE ............................................... 19

4.3 PRODUCTS AND SERVICES ........................................................ 20

4.4 GEOGRAPHICAL SPREAD ........................................................... 21

4.5 MARKET SEGMENT ..................................................................... 22

4.6 MARKET SHARE AND TURNOVER OF THE COMPANY ........... 23

4.7 POSITIONING OF THE COMPANY .............................................. 24

4.8 FUTURE PLANS FOR EXPANSION .............................................. 25

4.9 THE REVENUE MODEL ................................................................ 26

4.10 INITIATIVES TOWARDS CUSTOMER SATISFACTION AND ITS

IMPACTS ................................................................................................ 28

4.11 THE SCENARIO OF FUNDS ....................................................... 29

4.12 STRATEGIES AND MODELS ADOPTED BY THE COMPANY

FOR BUSINESS SUCCESS ..................................................................... 30

4.13 CORPORATE SOCIAL RESPONSIBILITY ................................. 32

4.14 HUMAN RESOURCE PRACTICES ............................................. 33

4.14.1 ATTRITION RATE ................................................................ 33

4.14.2 INITIATIVES TOWARDS EMPLOYEE SATISFACTION ..... 36

4.14.3 RETAINING OF THEIR KEY EMPLOYEES ......................... 37

4.14.4 EFFECT OF TRADE UNIONS ON THE BUSINESS .............. 38

5 OBJECTIVE OF TRAINING/INTERNSHIP .......................................... 40

6 DETAILS OF WORK ASSIGNED......................................................... 41

7 ACTIVITIES DURING THE PROJECT................................................. 43

8 KEY OBSERVATIONS AND FINDINGS ............................................. 47

9 CONCLUSION...................................................................................... 48

9.1 ANALYSIS OF FINDINGS ............................................................. 48

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9.2 INTERPRETATION OF TRAINING OBJECTIVE .......................... 50

10 LIMITATIONS/ CONSTRAINTS FACED.......................................... 51

11 RECOMMENDATIONS/SUGGESTIONS .......................................... 52

12 MAJOR LEARNINGS ........................................................................ 54

13 REFERENCES ................................................................................... 55

14 ANNEXURE ...................................................................................... 56

Annexure 1: PRODUCT AND SERVICE BROCHURE............................. 56

Annexure 2: LITERATURE REVIEW ...................................................... 57

Annexure 3: WEEKLY REPORTING FORMATS..................................... 58

WEEK 1 ................................................................................................ 58

WEEK 2 ................................................................................................ 59

WEEK 3 ................................................................................................ 60

WEEK 5 ................................................................................................ 61

WEEK 6 ................................................................................................ 62

WEEK 7 ................................................................................................ 63

Annexure 4: OTHER RELEVENT INFORMATION ................................. 64

Annexure 5: MID EVALUATION REPORT ............................................. 65

Annexure 6: FINAL EVALUATION REPORT ......................................... 67

15 APPENDIX 1-4 .................................................................................. 69

Appendix 1: Images of office and work during SIP .................................... 69

Appendix 2: Images of other activities performed during the Internship

period. ...................................................................................................... 71

Appendix 3: Images of Corporate visits. .................................................... 72

Appendix 4: Images of certification ceremony. .......................................... 73

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1 EXECUTIVE SUMMARY

I, being a student of New Delhi Institute of Management (NDIM) was given the

opportunity to get associated with a Delhi based printing firm, Chanakya

Mudrak Pvt. Ltd., by being a part of their internship program.

It is a 30 year old organization and has evolved significantly ever since its

inception and has developed itself to become what it is today.

The company is basicallyinto digital-offset printing but has completely

renovated the concept of paper printing by introducing a new and rare process

called “Snowing”, which is a print enhancement technology. Their products

indeed has a high quality and are therefore expensive. This turns out to be one

of the most influencing factors for them being differentiated from the rest of the

printing industry. This factor thereby plays a vital role for Chanakya Mudrak to

select only MNC’s of specific industries to be eligible for becoming their

potential client.

In the period of two months of my internship, I, not only acquired knowledge

about the various products and services a printing firm has to offer but also had

the privilege of meeting high end corporate officials of some of the most

renowned MNC’s, and dealing with them for our offerings.

I had an on-the-job training where I was assigned a work of research on the

prospect clients of the company, collecting their details and respectively learn

about their concerned marketing officials with whom I needed to get in touch

and accordingly had to talk to them. I had to generate a certain level of curiosity

and willingness into the minds of these officials by explaining them about our

unique offerings and fix appointments for a showcase presentation. Once the

appointments are scheduled, we pay a visit and familiarize them to our work

and intend to plant a sapling of relationship with that organization.

This program was an opportunity to acquire unique and new experiences and

there was no doubt that I had accepted it, placing my outmost effort, to gain

each and every knowledge I could get, and the learnings were indeed

miraculous.

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Chapter 1

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2 INTRODUCTION OF THE ORGANIZATION

Chanakya Mudrak Pvt. Ltd. is an organization that was established back in 1985

by Mr. Inder Kumar Arora and in order to introduce the company it is a

necessity to introduce Mr. Arora as it was his divine ambition that helped him

build a name that never existed in the history of the nation.Founder and

Director, and still spear heading the organization, Mr. Arora have carried the

organization beautifully ever since its inception.

The 30 year old company was once a normal printing firm with an ordinary

machine, but now, it’s one of the biggest players of the industry. Its experience

in the printing and graphic arts industry is legendry and has always viewed

printing with passion and dedication, and treating boththe areas of quality and

commitment with outmost care. The company basically deals in providing print

solution to various MNC’s. They are specialized printers containing a very rare

technology among the other industry players. They are able to provide supreme

quality of printed subjects and currently have closed their operations only to

thetop notch MNC’s. The company have now developed a somewhat

sophisticated outlook for themselves.

Initially they were running an old, one colour machine and indeed, it was a

laborious task to work with it. The machine required the letters to be fitted in

the order they had to be printed which single handily took 2-3 days of working,

and then the paper sheets were placed for the printing to be accomplished. Mr.

Arora had to take a series of good steps before he could finally make his

company reach to what it is today.

In 2006, Chanakya Mudrak had set up the third digital-offset technology of the

nation. It was a huge investment but it certainly did worth it. They were

operating on the old machine for too long and they needed some change in the

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fast growing market. With digitalization the industry was failing as well and the

new installation would give them a huge competitive edge over the others, and

it did.

The company is a privately owned organization and is currently run Mr. Arora

(Director) and his son, who is heading the organization’s main operations and

also looking after the marketing division.

From the past 6 years, they have successfully completed projects involving

almost all types of techniques and substrates, from metallic sheets to textured

substrates to Tyvek paper. Their digital printing results are the closest possible

to those from conventional offset printing with an unbelievable accuracy. In

order to maintain highest standards they have retained trained professionals who

are working with them since the beginning. They have learned the machine

quite well and are producing wonderful work pieces. These workers handle the

state of their art equipment and are taking uncompromising care at every step of

the way. The company ensures 4-stage quality check before delivering the final

product to its purchaser, to get optimum quality, keeping in track with the

affordability at the same time.

They are, at present, dealing with printing only related to paper and all of its

forms.They invariably found ways to differentiate themselves, and 2013 they

took it to a whole new stage. They introduced a new print enhancement

technology called “snowing” for the first time in India. It was a technology that

aided them to completely specialize their way of dealing with customers.They

started with offset technology, when they administered with normal clients and

performed bulk printing, then after the induction of the new digital-offset

technology they specialized and started working for ad agencies

alone.Immediately after the first appearance of “Snowing”, they have separated

themselves completely and have resolved to deal with MNC’s. Since their

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results are costly, they prefer to dole out with only those who could tolerate the

cost of it.

The company have done its best to sustain itself and its industry. It is now one

of the renowned names and has certainly given its best to prove the phrase

literally. The company now deals with clients all over India and few parts of the

world, and has been able to acquire awards both nationally and internationally.

They are presently creating an online website for B2C clients who have small

requirements and are achieving quite a bit of response.

Situated in New Delhi, Chanakya Mudrak Pvt. Ltd. has only one outlet through

which they carry all of their operations and production works. They have a very

restricted number of employees and carry all of their, client handling, designing

and production of the finished work, through the very same establishment. They

thrive for achieving glory and are confidently moving forward with the goal

ever since they were created. They have done miraculous works and promise to

continue with all of their dedication.

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3 AN OVERVIEW OF THE INDUSTRY

The printing industry of India is one of the oldest industry of the country.

Printing, means production or reproductions of written material or images in

multiple copies. There are four traditional types of printing: relief printing,

intaglio, lithography, and screen process printing. Relief printing encompasses

type, stereotype, electrotype, and letterpress. Flexographic printing is a form of

rotary letterpress printing using flexible rubber plates and rapid-drying inks.

Printing and Print – Packaging industry in India is growing; people are taking

keen interest in this key industry now. There are more than 36 printing institutes

some of these giving even post-graduate education. Every year more than 3500

new printing engineering graduates joins this industry, while still much more

get on the spot training in the print shops. Printing especially Packaging printing

is now one of the fastest growing sectors in India. It is said that since 1989 the

growth of the Printing coupled with Packaging Printing industry is over 14%.

The growth of this sector attributes to the two main reasons, first is the spread of

education- according to the 2001 census report literacy growth in India touched

nearly 66 per cent. This amazing growth in literacy together with rising

educational levels and rapidly progressing trade and industry in India make the

current situation a happy note. Literacy rate is growing; increase in the literacy

rate has direct positive effect on the rise of the circulation of the regional

papers. The people are first educated in their mother tongue as per their state in

which they live e.g. students in Maharashtra are compulsory taught Marathi

language and hence they are educated in their state language and the first thing a

literate person does is read papers and gain knowledge and hence higher the

literacy rate in a state the sales of the dominating regional paper in the state

rises. There’s little doubt about India’s market potential in print media.

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According to a national survey, 248 million literate adults still don’t read any

publication. But readership of newspapers and magazines is up by 15% since

1998 to 180 million. It’s a reflection of a younger, more educated population,

especially in small-town India, feel experts. India has 49,000 publications, but

annual revenues total just $1.1 billion. While they can be vibrant and gutsy,

most are starved for technology, marketing, and capital to expand. So a handful

of publications dominate. With the growth in literacy, the Indian print media

industry is expected to grow at CAGR of 6.7% for the period 2016-17 to reach

Rs. 213.6 billion from Rs. 163.8 billion in 2016.Newspaper publishing, which

constitutes around 87% for the segment in 2008, is expected to grow to Rs.

184.8 billion in 2016. Magazine publishing is expected to grow to Rs. 32.8

billion in 2013 from Rs. 23.0 billion in 2016 at a CAGR of 6.5%.

The Indian Print Industry has undergone a revolutionary change in the last 15

years. In 1990, India initiated a process of reforms aimed at shedding

protectionism and embracing liberalisation of the economy. Privatisation was

initiated with the aim of integrating the [[Indian economy]] with the world

economy. This change opened the doors for the Indian Print Industry to

modernise, by investing in the latest of technology and machinery. The average

compound annual growth rate has been higher than 12% over the last 15 years.

Our packaging industry is currently growing at a rate of more than 16% a

year. Prior to 1990, most printers found it easy to invest in East

German and Czechoslovakianmachines. Post 1990, the trend has been to acquire

the latest and the best equipment & machines. The progressive printers of today

are equipped with the latest computercontrolled printing machines and flow

lines for binding, while state of the art digital technologies are being used in

pre-press. Leading print companies have optimised the use ofinformation

technology in each and every area of their business. These printers are today

equipped at par with the best print production facilities in the world.

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Today, India is fast becoming one of the major print producer & manufacture of

printed paper products for the world markets. The quality standards have

improved dramatically and immense production capacities have been created.

Some printers have won recognition by winning prizes at international

competition for excellence in printing. The current annual turnover of all the

components in the Indian printing industry are more than Rs.50,000 crores. That

is in the region of USD 11 Billion.

Chanakya Mudrak Pvt. Ltd. is a small part of this huge industry, but

undoubtedly an important one and they hope to carry their reputation in a fine

way in the near future as well.

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4 COMPANY BACKGROUND

The company was a dream of Mr. Inder Kumar Arora. He belonged to a Punjabi

family that had to migrate from Pakistan back in those days and even when he

was struggling for live and death he followed what his heart said. He needed

money to feed his children and wife and getting a job was very hard. Chanakya

Mudrak Pvt. Ltd. is the outcome of his struggle. It was set up back in 1985. He

had to face a lot of hurdles but he finally did find it turning into reality. They

went through a series of transformation and were ultimately crowned victorious.

The company started its operations from a single work station and are still

holding its position but its reach have spread out to all the places. From a

conventional technique to a highly defined and fast way of producing, they have

almost had the taste of all the changes in the industry. They dealt with bulk

production works and were producing at a quite slow rate but it was until 2006

that they changed completely. The way they chose their clients, the kind of

quality they started producing, earned them a lot of respect and popularity.

Mr. Arora always planned to create something unique, even though collecting

funds was a tougher job, he kept his vision alive and moved forward with

it.Now, since they have specialized themselves and changed their way of

dealing with customers, and at the same time, the types of materials they have

started to produce, have already made them unique in one way or the other.The

introduction of the “snowing” technology was a game changer for them. At the

beginning it was not that easy, but few years of practice helped them to learn

and acquire the technology beautifully. They created history by producing

“Brail Menu’s”with it, which is beyond what the world has seen till now.

The company is still self-funded and all of its operations are private. The

employees are well trained and are loyally attached to the organization.

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Bringing in the digital-offset machine was also a decision of Mr. Arora, who,

supposed to have found the opening to a market which applauded at every step

they move. Situations were not in the favour of the company, but that did not

make them quit. They had debts to be paid, huge amount, and they still kept on

operating expecting that they would be able to make something out of the

investment. They started off with very few clients. Small organizations with

smaller needs. But gradually their realization of their capabilities made them

prosper in a way that was always foreseen.

Mr. Arora constructed the company quite slowly but indeed quite wonderfully.

So many years of hard work have finally paid them off. But they are still

looking for changes and would implement them if required, and would always

keep to create something new to before.

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4.1 SENIOR EXECUTIVES

Chanakya MudrakPvt. Ltd. is a small enterprise. It has only one operation

centre all over India and therefore its officials are also limited. The company

has one outlet through which it operates all of its functions and departmental

work. It has mainly four personal who are currently dealing with the main

sections of the organization. They are:

Mr. INDER KUMAR ARORA (Founder and Director)

Mr. PUNEET ARORA (Head of Marketing and all business operations)

Mr. KUMAR SUMEET (Sr. Manager Business Development)

Mr. MANOJ BAGHEL (Sr. Manager Marketing and Operations)

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4.2 ORGANIZATIONAL STRUCTURE

The company follows the following organizational structure:

DIRECTOR

ACCOUNTS MANAGER

HEAD

Sr. MANAGER BUSINESS

DEVELOPMENT

PRODUCTION HEAD

PRODUCTION WORKERS

Sr. MANAGER MARKETING AND

OPERATIONS

FREELANCE DESIGNERS AND

COMPUTER OPERATORS

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4.3 PRODUCTS AND SERVICES

The company basically deals with all types of products that can be generated

through paper printing. That is all the products related to paper printing, right

from creating a bookmark to that of huge posters. Even though they deal with

lot of offerings, they are mostly concentrated towards corporate houses and their

branding requirements and since their clients are only MNC’s they have

specialized themselves in creating top class products like:

Business cards

Marketing collaterals

Corporate brochures

Corporate invites

Flyers

Letter heads

Hard bound and mounted posters (Different sizes)

Customized notebooks (for corporates)

Booklets

Menu cards

Tent Cards

Envelopes

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4.4 GEOGRAPHICAL SPREAD

Chanakya Mudrak Pvt. Ltd. is located in Kirti Nagar, New Delhi. They have a

single outlet through which they continue with all of their operations. The

production and the corporate handling is done at the same time through the

same outlet. The departments are segregated in their own way and the various

functions such as marketing, designing, production etc. are all continued at the

differentiated divisions in the same office campus. Even though they have a

small working place, their superior quality and unique offerings are appreciated

by the top MNC’s, and therefore they have clients at different places of the

country and at the same time abroad as well. They are handling relationships

mainly at places such as Gurgaon, Noida, Bangalore, Mumbai, Japan and

various others places at small scale.

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4.5 MARKET SEGMENT

Chanakya Mudrak Pvt. Ltd. contains a very rare technology in the industry and

thereby are able to produce fine quality printing works. But with quality and

class comes higher costwhich is why they turned to go very choosy while

selecting their clients. At present they deal with MNC’s only. As of their

previous experience, affordability check is a must. Smaller companies do order

but fail to repay their work, and therefore they have opted to choose only those

clients who, according to them, would have the ability to pay their charges.

Thus they deal with only the top notch MNC’s, located in the country. They are

more reliable and perceptually show more decency towards paying for the work

they assign. The company’s targeted market segment is very small and they do

not go for all the industries, only specifically. They even look at their client’s

ethical approach and prefer them to be positively displayed. They have a very

few clients, but good ones, and they prefer it to be that way.

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4.6 MARKET SHARE AND TURNOVER OF THE COMPANY

Chanakya Mudrak Pvt. Ltd. is constituted of a very costly and rare technology

of digital-offset, considering the entire printing industry. There are very few

players who hold the same and thereby in accordance with the market these

printers deal in, the company has 50% market share. But if compared to the

entire printing industry, which has uncountable number of printers, than

ChanakyaMudrak would only hold the slightest of shares, just like the others.

The company does not allow sharing of their annual turnover but it is somewhat

near 1-4 crores.

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4.7 POSITIONING OF THE COMPANY

Chanakya Mudrak positions itself as exclusive printers who could be used for

only special purposes and special requirements and offer a variety of products

with the most superior quality, differentiating themselves in the way they are.

They are well aware of what they can do with their technology and use this as a

weapon to create a unique name in the industry. It offers its products to only the

elite class of organizations and thereby presents as sophisticated and respected

printing firm.

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4.8 FUTURE PLANS FOR EXPANSION

Chanakya Mudrak currently has no such plans of expansion, but yes in the near

future they have plans for extending their range of products and if possible set

up new production houses for a huge market coverage. This would not merely

afford them new clients, but will likewise breed different ways of serving them

and at the same time increasing their capability to create.

They are also creating an online site of print products, which accepts B2C

clients or individual clients having specific requirements. It collects orders from

normal public and delivers the final product to them. It is a fully active concept

with the name of Inkflap.com. Furthermore, they might provide their solutions

to other parts of the country, than that of the ones they are dealing now (Delhi

NCR, Bangalore, Mumbai).

Rest of the decisions shall be taken with necessary time and situation to play its

part.

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4.9 THE REVENUE MODEL

Chanakya Mudrak has a well-planned and unique revenue concept. They have a

unique technology to play with and which is why they have their own way of

creating their prices. They name their products with price, depending upon the

type of specialization that is preferred by their clients. They have a variety of

components that can be altered in a certain product, in order to give better and

better quality and each of them have been given specific tags in order to

compensate for the cost that they have to bear for producing those

alterations.But before outlining it for the company, it is important to understand

what a revenue model has to speak about.

A Revenue model is a framework for generating revenues. It identifies

which revenue source to pursue, what value to offer, how to price the value,

and who pays for the value. It is a key component of a company's business

model. It primarily identifies what product or service will be created in order to

generate revenues and the ways in which the product or service will be sold.

Without a well-defined revenue model, that is, a clear plan of how to generate

revenues, new businesses will more likely struggle due to costs which they will

not be able to sustain. By having a clear revenue model, a business can focus on

a target audience, fund development plans for a product or service,

establish marketing plans, begin a line of credit and raise capital.

Thus Chanakya Mudrak had a clear vision of what they wanted to become, what

they wanted to create, how much they wanted to earn, how they wanted to serve

their clients, what kind of clients they wanted to have and so on. Thanks to Mr.

Arora (Founder and Director), the company was always able to keep their vision

alive, and made changes with lot of patience and intelligence.

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The company had a vision to create something unique and superior to rest of the

players in the industry. They wanted to create high quality products for the

country. Mr. Arora always wanted his company to have an exclusive outlook

and wanted to serve the best companies of the world.

Now with the new technology they only target the top MNC’s of the country.

The company selects its clients very carefully and is even not interested in top

Indian organizations like Reliance because of various un-disclosable reasons.

Their technology has a high cost and therefore their solution are expensive as

well, which is why they are quite choosy when it comes to selecting their

customers. Their market segment is also restricted towards few of the industries

like engineering industry as because of specific reasons. They go through a

complete check on a company and its industry, especially regarding their

affordability and requirement for such high priced paper branding.

In order to collect the amount of revenue they expect, they have made various

options available for their products which are of-course tagged with different

prices. For example: They facilitate their customers with various types of papers

in which they can get their requirements printed on. These are like Matte, Gloss,

Butter Paper etc., and each of them priced differently. On top of that they even

provide the option of altering the weights of the paper as well, like 250gsm,

300gsm etc.

They have strategized about, what amount of revenue (not disclosed) they want

to generate and which are the companies they will be targeting, their present list

of clients, and what all to offer them.

The company is self-funded (i.e. without the help of any investors) and

therefore they are well aware of their capability of any future investment, and

are performing accordingly. They wish to become the market leaders, among

the same technology holders and are in a verge of reaching that point.

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4.10 INITIATIVES TOWARDS CUSTOMER SATISFACTION AND ITS

IMPACTS

Satisfying their customers have always been the most important factor of

concern for them. They did not merely want it at the beginning but are still

trying for innovations. It was their own will to try and satisfy the biggest

companies of all time, with their products and thus kept on reinventing in order

to accomplish their own mission.

They went through a series of transformations in order to give their customers

the best in paper printing.

The most important of all steps was to bring in the digital-offset technology. It

made them capable of producing fine printed products. It had a huge impact as

they were not only able to attract high profile companies but also helped them to

turn it into good relationships, with their soothing product offerings. They never

disappointed their clients and always gave them something more than their

expectations.

And so again, the introduction of snowing was indeed an act, performed to grant

their customers more options along the extent of specialization they want for

themselves.The technology diversified their products and made them capable of

attending to their clients with even more choices than before, and thereby

satisfying them at every step of modification they prefer to have.

They also perform a 4-stage quality check before delivering the final output and

this has helped them to maintain a consistency in the quality of their products.

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4.11 THE SCENARIO OF FUNDS

Chanakya Mudrak was self-funded from the beginning. Mr. Arora did take help

from his family and friends, in order to raise the amount of money required to

create the company and also to sustain it. He even joined hands with two other

business partners at a time for better administration and better funding. But

since it did not work out the way it was planned, Mr. Arora, once again, started

operating all by himself.

The company had to face a huge financial crisis, at one point of time. They had

to struggle a lot, because of shortage of funds, to perform their operations or

install new machines. They had to wait for a long time in order to get what

wanted. They even went to the banks whenever it was required and thus

collected enough for their plans. They were ultimately ab le to make a real

change and pushed the paddle a little more for the others to follow.

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4.12 STRATEGIES AND MODELS ADOPTED BY THE COMPANY FOR

BUSINESS SUCCESS

Chanakya Mudrak has adopted various strategies and models in order to achieve

success and attain a commendable status for themselves. This are discussed as

follows:

The company at first dealt with a conventional system, having an old model,

one-colour printing machine. They ran their operations with it for a long time

even though new machines were starting to flood the markets and its players.

Their funds were limited and it did not allow them to get a new technology for

themselves and they were stuck to offset printing with a slow output rate and

common customers with small requirements until 2006. They always wanted to

be the best, unique and a respected organization and in 2006, they finally

installed the digital-offset technology which made them the third company in

the entire nation to do it. This gave them a great competitive edge on allowed

them to change their market segment to ad agencies with more specific and

specialized requirements. It helped them grow to a huge extent and at the same

time were able to earn more than they did before with the old technology. They

started printing more quality products and was appreciated by their clients that

came to them which gave them the confidence to change their way of producing

and dealing with their customers.

Again after digital-offset, theyintroduced a technology called “snowing” for the

first time in India, in the year 2013. It was a technology that revolutionized the

entire concept of printing. The technology was basically a print enhancement

process which was able to give very fine definitions to the printed products. It

was capable of giving special effects to the printed documents like no other.

Chanakya Mudrak always wanted to perform printing in a specialized manner

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and snowing gave them the very reason to start with the same. It was a total turn

around for them and helped them switch from agencies to MNC’s. It helped

them to create a different image about themselves and transformed them from

mere offset bulk printers to that of a specialized one. They started marketing

themselves in a particular manner and it started giving them good results and

are now able to deal with big clients, producing classy products for them.

They also installed a 4-stage quality check model into the organization in order

to make their products completely free of errors before delivering them to the

customers. The customers generally share their designed files with the company

and they get it printed for them, but most of the work of aligning their files and

giving it customary snowing effects was to be done by the organization’s

specialists. Therefore it is necessary for them to have a thorough check on the

products before the delivery is made. Thus this 4-stage quality check requires

the final product to go through a series of tests and supervisor’s approval before

it is dispatched. This procedure has facilitated them to create more dependable

quality and more polished products and as a consequence, they are getting their

clients happier and are indeed able to construct their relationship with them,

stronger than earlier.

Chanakya Mudrak has also come up with an online site called Inkflap.com, in

order to reach out to the common people who has special and individual

requirements. The company looks at only B2B serving, but with Inkflap, they

are making it more of a B2C platform.

Minor strategies and reformations are implemented as to when and where

required, and they would also change again if they are given an opportunity to

tune up with better technologies and gain a more exclusive market for

themselves.

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4.13 CORPORATE SOCIAL RESPONSIBILITY

The company is a small enterprise, they do not perform any CSR activities.

According to government rules, companies must perform an act of CSR if they

fall into a certain category. But Chanakya Mudrak is not under any government

enforcement to perform CSR as they do not fall into that category either. They

might perform if they require or if they willto but at present there is no such

activity performed.

The company however produces products which is helping the physically

handicapped public, to get more educated. They print readable booklets for the

blind. Using their technology they are able to print brail scripted writing onto

normal paper and are making it available at many outlets all over the country.

At present they are workingwith NCERT to print books for the blind children.

Therefore it can be said that even though they are not eligible or might not need

to perform any kind of CSR activities, they are doing their part for the society,

with their work being filled with wisdom. They have taken up the technology

and has used it for a noble purpose and which is why, the public could not ask

for any more service than that of the one they were already serving.

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4.14 HUMAN RESOURCE PRACTICES

Chanakya Mudrak does not have a separate department for human resource

(HR) practices. They organise their Hr activities all by themselves. They have a

separate agency that helps them out whenever they want a new employee for

themselves. They shortlist the candidates themself and interview them as well.

Moreover they are a small enterprise, which is why they don’t require much

employees. Their current employees are quite well performing and are loyal to

their work. The company, even without a separate HR department, fulfils all the

required terms and conditions for their employees to be satisfied.

Some of the factors that requires discussion are mentioned as the following:

4.14.1 ATTRITION RATE

In order to describe the attrition rate of the company, it is important to explain

the concept of the same.

A common attrition rate definition refers to employee or staff turnover, but in a

broader sense, attrition rate is a calculation of the number of individuals or

items that vacate or move out of a larger, collective group over a specified time

frame.

Attrition rate is also commonly referred to as churn rate. A term often used by

human resources professionals to determine a company’s ability to retain

employees, attrition rate is increasingly used in the marketing world as a figure

that points to the company’s ability to retain customers or to project the number

of new sales necessary to maintain the status quo, accounting for customer

churn or customer attrition.

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4.14.1.1 Calculating Attrition Rate: The Attrition Rate Formula

It’s actually quite simple to calculate attrition rate. It’s generally expressed as a

percentage of customers and typically on a monthly or annual basis.

To calculate your customer attrition rate, use this simple attrition rate formula:

Number of customers lost by the end of the period divided by the total number

of customers at the beginning of the period.

So now, to calculate attrition rate for Chanakya Mudrak Pvt. Ltd., it hasnear

about 100 customers at the beginning of the year and 95 customers at the end of

the year, the attrition rate formula would be:

Number of customers lost: 100 – 95 = 5 customers

Number of customers at the beginning of the period: 100

Attrition rate formula: 5/100 = .05 or 5%

Attrition rate is a complimentary figure to retention rate, which refers to the

number of customers retained during a given period, and to customer

acquisition rate, which refers to the number of new customers acquired during a

given period. The three figures together should equal 100 percent.

4.14.1.2 Advantages of Understanding Your Customer Attrition Rate

It’s so simple to calculate attrition rate that it may seem an unimportant figure.

But to most businesses, keeping track of customer attrition rate is a key success

metric. In fact, in most verticals it is more profitable to keep current customers

than it is to acquire new customers.

There are exceptions to this rule; for example, companies that rely on a

membership business model may make more money on new customers through

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a higher sign-on rate than they do with recurring membership fees. In these

cases, customer acquisition rates may be more significant to the company’s

bottom line.

In any case, companies that calculate attrition rate and monitor changes over

time are able to pinpoint weaknesses and identify areas in which improvements

can be made in order to increase customer retention and reduce customer

attrition. Additionally, customer attrition rate is a valuable metric often used by

sales teams to determine sales goals for the next month, quarter, or year,

offering a figure on which to base the number of new sales required to maintain

profitability.

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4.14.2 INITIATIVES TOWARDS EMPLOYEE SATISFACTION

The company has taken various measures to ensure employee satisfaction, such

as:

1. They intend to revise the salary packages of their employees every year

and make necessary changes if required.

2. They have maintained their workplace in a beautiful manner so that their

employees are happy working.

3. The working conditions are suitable and are maintained with appropriate

decency.

4. The employees are given all the possible facilities and leverage to

perform their tasks independently and without any external hindrance.

5. The company has a great environment and operates in a quite friendly

behaviour between all of their employees, as all are well acquainted with

each other.

6. The senior executives are quite liberal and allows its employees to have a

special permissions for urgent leaves whenever required for a justifiable

reason.

7. The employees are also given trainings to specialize them on the work

they are performing as well as to motivate them for higher performance.

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4.14.3 RETAINING OF THEIR KEY EMPLOYEES

Retaining of employees have never been that much of a problem for the

company. The head, Mr. Puneet Arora and Director, Mr. Inder Arora are quite

open when it comes to sharing the company’s status with its employees and thus

they are free to quit whenever they think would be right. This behaviour has

earned them loyal employees rather than losing them at the time of crisis. They

have always been able to maintain their talents and have utilized them to get the

maximum. They have also made the right adjustments, understanding the talents

and capabilities of their employees, and have been able to assign them with the

right work.

Therefore it is made quite clear that, even without a proper HR department to

function, the company have performed wonderfully, when it comes to taking a

look at their practices, that is, with respect to human resource.

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4.14.4 EFFECT OF TRADE UNIONS ON THE BUSINESS

A trade union or labour union is an organization of workers who have come

together to achieve common goals such as protecting the integrity of its trade,

improving safety standards, achieving higher pay and benefits such as health

care and retirement, increasing the number of employees an employer assigns to

complete the work, and better working conditions. The trade union, through its

leadership, bargains with the employer on behalf of union members (rank and

file members) and negotiates labour contracts (collective bargaining) with

employers. The most common purpose of these associations or unions is

"maintaining or improving the conditions of their employment".This may

include the negotiation of wages, work rules, complaint procedures, rules

governing hiring, firing and promotion of workers, benefits, workplace

safety and policies.

Chanakya Mudrak, since is a small enterprise, constituting a very few number

of employees, it is away from the concept of union bodies. Its employees and

workers work freely and contact the head or their reporting officers directly

whenever there is a requirement of any type. But if there are any sort of changes

made by the government on the labour laws or any other sorts of acts related to

the corporate or production, it might directly or indirectly effect the functioning

of the organization, but they always make sure that nothing of such kind

happens.

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Chapter 2

(ON THE JOB TRAINING)

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5 OBJECTIVE OF TRAINING/INTERNSHIP

The main objective of the training was to find out prospect clients for the

company and familiarize them with the work and technology they deal with.

This was to be done with the help of a thorough research at the beginning,

keeping in mind the various aspects the company looks into and thereby had to

configure which companies could be helpful. Chanakya Mudrak is interested in

delivering services to organizations from specific industries, which is because

of their past experiences with them have been good unlike the others. Therefore

the training was mainly focussed on clients from these industries only. The next

step was to find out all the details of these organizations, where they exists, their

contact details, Head office addresses, etc. and the data was to be compiled in a

sheet. It had to be correct and perfect before moving on to the next step. Now if

a certain company(MNC) is short-listed, I had to look for their Marketing

department, whether it exists in Delhi NCR or not, and the list was divided

according to the places of their establishments. Once this was done, the

marketing officials were to be contacted and explained about our concept and

then fix up appointments with them if they are interested. If they will to spare

their time, we go on for a meet-up, talk to them, and present our samples with

an intension to build up a business relationship with them.

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6 DETAILS OF WORK ASSIGNED

The research of these prospect clients was to be done online, at various

websites, wherever their data was made available. These websites would give

me their name, what type of industry they fall into, their address, reception

numbers, products and services they are dealing with and their website. Finding

out the correct company was the biggest hurdle of all as the industries

prescribed had a very few good names to be tracked. Above all the company

had already approached most of the organizations from these industries which is

why it was even harder to find out a name that met their terms and conditions

and thereby was a key result area for me, which I needed to take care of.

Again, before putting a name into the list, it was to be confirmed whether the

marketing departments of these organizations existed in Delhi NCR or not and

furthermore who is the marketing manager/brand manager of that organization

as they were the concerned designations with whom I needed to get in touch

with.Therefore finding out the right contact person was another key result area

for me.

Once all of this was done and the sheet was compiled with all the data collected,

the process of calling and confirming was important. The calls were made to the

board line/reception numbers and for them to receive the calls was certainly an

act of luck. Once they did, I would confirm whether the contact number

belonged to the company’s corporate officeor not. If yes, the next step was to

confirm about their marketing department. If the number is of the desired place,

I would ask for them to connect me to the concerned person I’m looking for.

Finally if all of this was facilitated, I would talk with the concerned person,

introduce him to Chanakya Mudrak and talk about its unique technology and its

offerings. Speaking to these marketing officials was the last important result

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area, and the most important barrier to cross over, as finding them available for

a sales call was indeed a tough task. The concerned person, if interested would

provide us with an appointment in order to check whether our offerings could

be of any use for them. On top of that they had to check for their affordability as

well, since our offerings are expensive than the rest of the players in the market.

If they would find it suitable than they would be giving us their requirement and

at the same time their designed work which we would get printed for them.

These were the concerned areas I needed to look after and right from that of

finding a prospect client and to that of talking to their high end marketing

officials and fixing up appointments, the entire process revolved around the

amount of meetings I was able to fix as dealing with these officials, speaking

with them live and offering them our products and services as per their

requirement would give the maximum learning out of all the worked processes

and therefore it was important for me to find these companies and reach out to

their marketing officials as quick as possible as for more number of companies

that gave us appointments, the higher would be my learning.

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7 ACTIVITIES DURING THE PROJECT

The overall work for me remained same all through the period, that is collecting

information of probable clients and approaching their marketing officials in

order to introduce the new technology called “snowing” and fix appointments

with them in order to showcase our work and present the type of technology we

deal with and what quality can we deliver them and thereby orienting ourselves

to build a business relationship for future transactions.

The activities performed are discussed week wise, as follows:

First Week

On the first week, I was introduced to the company, its products and services,

and was explained the work I needed to do. I was asked to make a plan about

how I was going to perform. I was given a excel format where I needed to place

all the data collected. I had to research and shortlist and then call. 40 companies

were listed and calls to 60% of them were been made. Research was to be

continued till the end of the term and calls were to be made till I could reach out

to the concerned person and learn about their view point on the new technology,

and organize appointment if they seemed to be interested, and so I kept on with

it.

Chanakya Mudrak and its members were also creating an online site for paper

printed products, and they had a promotional activity at mall of India, Noida. I

was asked to participate which I did and indeed was a great experience.

Second Week

The second week was crucial. 70 companies were listed and calls to 100% of

them were made. I was fortunate to be able to fix up an appointment with the

marketing head of JSB group. The meeting went successfully. I also visited

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three other companies who is on our potential client list and collected the

required information from them. Research and calls continued for the rest of the

days.

Third Week

By now I had a pretty fare idea about the job I was assigned. I knew how the

things work out in the entire process and was pretty confident what I needed to

do next. This week was spent on a thorough research on maximum no of

companies and their marketing officials and making the list of clients more

filled with opportunity. Calls were made but it was not easy to reach out to the

company officials easily, and therefore I had to continue with my job

performing patiently.

Fourth Week

By this week I was able to contact few of the companies and the list created was

rechecked by my supervisor, and the ones that were not matching with the

qualifying criteria, were omitted. The list was now complete and strong to a

great extent and it was finally starting to give results. I was able to fix up two

more appointments with the marketing managers of two renowned companies

(names of which are not allowed to be disclosed) and the meetings were

conducted successfully. We visited these organization and completed our

formalities, presenting them with our works. I was governed by my supervisor,

Mr. Kumar Sumeet, who was always there to help me out, took control of the

proceedings.

Fifth Week

In this week, the list of clients were reduced to 60 and calls to 100% of them

were made. Companies from which we had received a better response were kept

and therefore it was now more focused and selective form of the previous list. I

was able to fix one more appointment with the marketing head of a renowned

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company (name of which are not allowed to be disclosed) and have already

made our proposal in the meeting. The meeting went wonderfully and we

performed all our required tasks. Sir was always there to back me up and come

with me to attend those meetings. I also visited 2 other companies who is on our

potential client list and collected the required information from them. Research

was now slowed down and focus on the already created list was more. Calls

kept on going on for the rest.

Sixth Week

The list of clients was stabilized at 70 now and calls to 100% of them

weremade.I was able to fix one more appointment with the senior marketing

manager of one renowned company (name of which are not allowed to be

disclosed) and was successfully able to attend the same. I also visited3 other

companies who is on our potential client list and collected the required

information from them. Calls were continued. I had assigned myself a certain

amount of target, on the companies I would be fixing up appointments with, and

started to work on it as the term was gradually coming to an end.

Seventh Week

The list of clients were stabilized at 75 now as 5 more companies were included

and calls to 100% of them were made. Fixed four more appointment with the

Senior marketing managers of four renowned companies (names of which are

not allowed to be disclosed). The meetings were fixed for the eighth week and

the appointments were scheduled from 20thto 23rd respectively. I also paid a

visitto Gurgaon where I could collect information from 6 other companies who

was on our potential client list and collected the required information from their

corporate offices. Research on new companies were completely paused by now.

At the end of the week I was almost done with the work on my list of clients as

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next week I had to visit the corporate offices for which I needed to move

directly.

Eighth Week

The meetings fixed were successfully attended and formalities were performed

along with the presentation. I also submitted all my work that I had performed

along with their status and handed it over to my supervisors along with all my

research data and follow up requirements.

The activities performed have indeed given me a huge amount of knowledge

and learning. By the end, I was also able to learn about the company’s history,

and experience a few enjoyable moments with all the employees, especially my

supervisors, Mr. Kumar Sumeet, Mr. Manoj Baghel and Mr. Puneet Arora.

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8 KEY OBSERVATIONS AND FINDINGS

At every step of my work, I had a different learning but there are few key

observations that I could make regarding the various aspects involving my

work. This are as follows:

1. The details and information regarding many multinational companies.

2. The details regarding various officials with respect to the companies I

was tracking.

3. Was able to collect knowledge about the entire process of cold calling.

The various timings preferable for calling MNC’s, in an Indian market.

4. Which officials are to be contacted with respect to the different industries

keeping in mind the prospect for which I have to approach them.

5. How to reach out to the high end officials from the prospect of a sales

call.

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9 CONCLUSION

Chanakya Mudrak has an interesting way of operating their various tasks and

provided me with all sorts of knowledge and learning. The company even after

coming up from a huge financial crisis, performed really well at the latter half.

Its unique technology is a strength for them to push beneath the walls. They not

only familiarize me with corporate environment but also allowed me to perform

various other extra-curricular activities related to their requirement, which not

only boosted my confidence but also helped me in relating my works to the type

of career I want.

The work that I was assigned included hard core corporate selling and all the

processes related to it. Basically from the very point of searching for eligible

clients and approaching them with our products and finally meeting them for

proposing a business relationship, all the tasks needed outmost care in order to

handle them successfully. A proper research requires an in depth study of an

industry and then the targeted company. I was able to learn about how a new

market or new client can be developed, how the follow up processes are to be

performed and how a high end corporate official needs to be handled.

I consider myself fortunate enough for having been able to get such an

exposure. The following are some of the key highlighted points:

9.1 ANALYSIS OF FINDINGS

The information regarding the various corporate offices of the MNC’s I was in

touch with, was important and gave me an overview of the types of the

companies and what are the places they are located in the country and also

regarding their origin. The process of calling explained to me the way how one

could reach out to the corporates at the beginning of a proposal. I got an idea of

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the timings at which these corporates are more likely to answer and it was from

10.30am to 12.00pm in the first half and from 3.00pm to 4.30pm in the second

half. Rest of the time they are more likely to reject such sales calls. This is

because of various factors that are to be considered. You need to take a look at

the place where the company is situated, which gives a fare idea about the mode

of transport for its employees and what time they are likely to have been settled

in their offices in order to say yes to a forwarded sales call. Again lunch breaks

tend to go on for a little longer when it comes to corporates. Thus 3.00pm is an

ideal time to catch these officials.

Every type of company has different officials to look after tasks like printing for

their organizations, and these departments change from industry to industry. For

example, generally a marketing manager looks after the printed requirements of

a consultancy in the service industry, while a purchase manger looks at the same

field for a hotel in the hospitality sector.

Again it is important to speak, what these corporates wants to hear, in such a

small time which they have to offer for us. Therefore it is important to keep all

the words in order and in the perfect manner so that the receiver is not irritated

and at the same time we are able to create a certain amount of curiosity in their

minds for the products we are trying to offer, keeping in mind the information

we want to share and response we want to gather.

Thus it is important to analyse all these factors and processes for the final

process of meeting to be conductedsuccessfully.

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9.2 INTERPRETATION OF TRAINING OBJECTIVE

The job was assigned to me for learning the corporate world and how the

process of corporate selling actually occurs and to teach me what are the

relative processes that are to be conducted hand in hand for making the sale

possible. It was given to teach me how to deal with a high end official face to

face or over phone and learn about their interest in the projected phenomenon. It

also gave me knowledge regarding the way I need to alter myself according to

their needs and requirements, keeping in mind the capabilities of the

organization I’m working for. The process of calling gave me a the opportunity

to learn the Indian market and the behaviour of the officials that are related to

these companies and how do they actually work and what exactly do they prefer

for their organizations and how do they want these preferences to be

implemented.

The objective is no doubt completed as it indeed gave me the knowledge about

all these factors.

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10 LIMITATIONS/ CONSTRAINTS FACED

The company gave me a lot of learnings but there were few limitations to my

work as well. These are:

1. Reaching out to the targeted companies through their board line numbers

was indeed a hard task to perform as most of the times the calls were not

received or were not directed to the concerned person.

2. Research performed took a lot of time as it was not easy to find out the

details of the companies.

3. Chanakya Mudrak had their own policies and my job was to be

performed under its jurisdictions which made the job even more

challenging in nature.

4. The officials of the company, operating under a certain designation are

hard to find, and at the same time hard to reach out as well.

5. Fixing of appointments require the right prospect and some companies

already have their vendors with whom they are happy with and thereby

turns out to be the reason for rejections.

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11 RECOMMENDATIONS/SUGGESTIONS

Chankaya Mudrak have taken care of all the matters related to their company

expertly. Still as a requirement, I would like to suggest the following:

1. The company has a huge potential and their technology has a high

demand in various parts of the country. Since they are working from a

single unit now, I would want them to expand their branches in other

parts of the nation as well.

2. The company has a variety of products to offer and I would want them to

keep reinventing new ones just like they have always done. There are

some related products of their own which can be capitalized upon in order

to provide their clients with greater options and fulfil some more of their

requirements.

3. The company is no doubt doing well in its operations but it would be of

great use if they start working on their online marketing as well. This

would expose them to unknown markets that are yet to be cultivated and

might turn out to be of huge benefit for the organization.

4. It has the required number of employees now but is filled with an

opportunity to expand their own company departments. It can separate

out the various departments and also include new ones and employ more

number of workers and expand their organization to a whole new level.

5. The company can also create their own corporate office and set it up to

look after the corporate aspects and include a whole new unit for

production purposes. It would not only make things easier but also

specific and systematic in nature.

6. There are various companies that have the need and the ability to pay for

their solutions but are not tapped by the organization because they are

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hard to locate. A separate unit can be set up in order to deal with such

kind of companies.

7. The company can also build their interest on start-up’s, if they seem to

spend a lot on branding and marketing their products and services,

keeping in mind their ethical behaviour and ability to afford. Building

relationships with start-up’s at the time of their growth, could prove

beneficial for Chanakya Mudrak in the near future, especially if they have

a potential to succeed.

8. The company can even think of a horizontal expansion where they could

take to printing of other materials other than paper as well.

9. The company could also vertically expand and build separate units to

completely align their own supply chain, from the point of collecting raw

materials to that of delivering the final products to their customers.

10. At last I would like to suggest them to keep moving with the cheese,

which is with the market demand, just like they have always done. This

practice would continue to bring wonders and glory.

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12 MAJOR LEARNINGS

The major learnings are as follows:

1. I was to learn how to do a research online with specified requirements in

mind.

2. I was able to learn how to maintain data in specified formats.

3. I learned about the process of cold calling in an Indian market.

4. I could learn the important factors that are to be kept in mind before

calling a corporate office of a top notch MNC.

5. I learned about the various aspects that are to be kept in mind before

visiting a corporate office for collecting information or for work

meetings.

6. I was also able to gather an idea about the expectations of an offic ial

during a meeting and how we need to alter accordingly.

7. I also learned about professional behaviour which is to be displayed while

working for any company.

8. I was taught how to work respecting the rules and regulations and the

various policies of the organization I’m working for.

9. I learned about the importance of an organization’s culture, especially

while working for one.

10. Also in sales and marketing, relationship maintenance is very important,

both with clients and your co-workers.

11. Finally I could learn the most important lesson of all and that is how to

live a work life, how to handle your work and at the same time,

maintaining a healthy relationship with our seniors, colleagues and

juniors.

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13 REFERENCES

Websites:

Anonymous. Retrieved from www.linkedin.com.

Anonymous. Retrieved from www.Corporatedir.com.

Anonymous. Retrieved from WWW.sulekha.com.

Anonymous. Retrieved from www.fundoodata.com.

Anonymous. Retrieved from www.vesdata.com.

Anonymous. Retrieved from www.justdial.com.

Anonymous. Retrieved from www.indiamart.com.

Anonymous. Retrieved from www.adress001.com.

Articles:

anonymous. (2009). Selling to big companies. Retrieved from

http://www.success.com/mobile/article/selling-to-big-companies

Porter, J. (2012). seven secrets to cold calling success. Retrieved from

https://www.entrepreneur.com/article/224931

Books:

Tapan K. Panda, S. S. (2005). Sales and Distribution Management. India:

Replika Press Pvt. Ltd.

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14 ANNEXURE

ANNEXURE 1: PRODUCT AND SERVICE BROCHURE

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ANNEXURE 2: LITERATURE REVIEW

There were many areas that required for me to gain so depth in order to

perform my job properly, for example cold calling. In order to learn some

insights it was important for me to go through some of the articles online,

like that of: www.entrepreneur.com/article/224931, explaining the Seven

Secrets to Cold Calling Success. Then again I went through articles like

www.success.com/mobile/article/selling-to-big-companies, explaining the

concept of selling to big companies, in order to understand more about

corporate selling and personal selling.

The textbooks of few of the subjects were indeed helpful as well in order to

understand the behaviour, attitude and need of a corporate official.

58 | P a g e

ANNEXURE 3: WEEKLY REPORTING FORMATS

WEEK 1

Weekly Report for Week ending __First_______

Application Based

Learning in

Respective Specialisati

on

Faculty Remark

s

Summer Internship Programme (On the Job Training /

Research Project)

Name: TrinayanThakuria

Company: ChanakyaMudrakPvt. Ltd.

Location: Kirti Nagar, New Delhi

Industry Mentor Details: Sumeet Kumar, Manager Business

Development

Faculty Mentor: Prof.Rinku Dixit

Project Title: A study on corporate selling and its relative processes

On the Job Training

Search for companies that could be our

potential customers and will be able to

afford our solutions and make calls.

40 companies are listed and calls to 60% of them have

been made. Research is still on

and calls are going on as well.

How to make

specific searches online and collect data. Also learned

how to make corporate calls under

specifications prescribed and pitch defined.

The

process of how a

company starts to market its

products and direct

them towards its customers

and make its sales.

59 | P a g e

WEEK 2

Weekly Report for Week ending __second_______

Application Based Learning in

Respective Specialisation

Faculty Remark

s

Summer Internship Programme (On the Job Training /

Research Project)

Name: TrinayanThakuria

Company: ChanakyaMudrak

Location: Kirti Nagar, New Delhi

Industry Mentor Details: Manoj Baghel, manager marketing

and operations

Faculty Mentor: Prof.Rinku Dixit

Project Title: A study on corporate selling and its relative processes

On the Job Training

Search for companies that could

be our potential

customers and will be able to

afford our solutions

and make calls, organize

meetings and

present them with our

sample products

in these meetings and offer

them with our

products and thereby

make the sales.

70 companies are listed and calls to 100% of

them have been made. Had and an

appointment with the marketing head of jsb group, and have

already made our proposal in the

meeting. Also visited three other companies who is on our potential

client list and collected the required

information from them. Research is still on and calls are going on as

well.

1. How to make specific searches online

and collect data. 2. Also learned how to make corporate calls

under specifications prescribed and pitch

defined. 3. How to make professional

presentation of sample products and how to

deal with live professionals and offer them with deals.

4. How to evaluate a client’s interest and

how to make their requirements visible.

1.The process of how a company starts to market its

products and direct them

towards its customers and make its sales.

2.How to handle real world

professional corporates and make the sale.

60 | P a g e

WEEK 3

Weekly Report for Week ending __Third_______

Application Based

Learning in Respective

Specialisation

Faculty

Remarks

Summer Internship Programme (On the Job Training /

Research Project)

Name: TrinayanThakuria

Company: ChanakyaMudrak

Location: Kirti Nagar, New Delhi

Industry Mentor Details: Sumeet Kumar, Market Development

Faculty Mentor: Prof.Rinku Dixit

Project Title: A study on corporate selling and its relative processes

On the Job Training

Search for companies

that could be our

potential customers and will be

able to afford our

solutions and make calls,

organize meetings

and present them with our sample

products in these

meetings and offer them with

our products

and thereby make the

sales.

100 companies are

listed and calls to 100% of them have been made. Also

visited few other companies who is on

our potential client list and collected the required information

from them. Research is still on and calls are

going on as well.

1. How to make specific searches online

and collect data. 2. Also learned how to

make corporate calls under specifications prescribed and pitch

defined. 3. How to make

professional presentation of sample products and how to

deal with live professionals and offer

them with deals. 4. How to evaluate a client’s interest and

how to make their requirements visible.

5. How to collect information from corporate houses,

whom to talk with.

1.The process of how a company

starts to market its products and

direct them towards its customers and

make its sales. 2.How to handle

real world professional corporates and

make the sale. 3. How to acquire

data for the purpose of market development.

61 | P a g e

WEEK 5

Weekly Report for Week ending __Fifth_______

Application Based Learning

in Respective Specialisation

Faculty Remar

ks

Summer Internship Programme (On the Job Training /

Research Project)

Name: TrinayanThakuria

Company: ChanakyaMudrak

Location: Kirti Nagar, New Delhi

Industry Mentor Details: Sumeet Kumar, Market Development

Faculty Mentor: Prof.Rinku Dixit

Project Title: A study on corporate selling and its relative processes

On the Job Training

Search for

companies that could be our

potential customers and will be able to

afford our solutions and

make calls, organize meetings and

present them with our sample

products in these meetings and offer them

with our products and

thereby make the sales.

The list of clients

have been reduced to 60 now and calls to

100% of them have been made. Companies from

which we have received a better

response have been kept and therefore it is now more focused

and selective form of the previous list.

Fixed three more appointments with the marketing heads

of three renowned companies (names of

which are not allowed to be disclosed) and have already made

our proposal in the meeting. Also visited

2 other companies who is on our potential client list

and collected the required information

from them. Research is still on and calls are going on as well.

1. How to make specific searches online and collect data.

2. Also learned how to make corporate calls

under specifications prescribed and pitch defined.

3. How to make professional

presentation of sample products and how to deal with live

professionals and offer them with deals.

4. How to evaluate a client’s interest and how to make their

requirements visible. 5. How to collect

information from corporate houses, whom to talk with.

6. Various prospects of targeting customers and

prospecting clients in accordance with a company’s offerings

and willingness to associate.

1.The process of how a company

starts to market its products and

direct them towards its customers and

make its sales. 2.How to handle

real world professional corporates and

make the sale. 3. How to

acquire data for the purpose of market

development. 4. How to target

customers in accordance with specialized

specification of the company and

its requirements which has to be fulfilled by a

company before we put them in

our prospect clients list.

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WEEK 6

Weekly Report for Week ending __Sixth_______

Application Based Learning in

Respective Specialisation

Faculty Remark

s

Summer Internship Programme (On the Job Training /

Research Project)

Name: TrinayanThakuria

Company: ChanakyaMudrak

Location: Kirti Nagar, New Delhi

Industry Mentor Details: Sumeet Kumar, Market Development

Faculty Mentor: Prof.Rinku Dixit

Project Title: A study on corporate selling and its relative processes

On the Job Training

Search for

companies that could be our

potential customers

and will be able to afford our

solutions and make

calls, organize meetings

and present

them with our sample

products in these

meetings and offer them with

our products

and thereby make the

sales.

The list of clients have

been stabilized at to 700 now and calls to

100% of them have been made. Companies from which we have

received a better response have been

kept and therefore it is now more focused and selective form of the

previous list. Fixed one more appointment with

the Senior marketing manager of one renowned company

(names of which are not allowed to be

disclosed) and have already made our proposal in the meeting.

Also visited 3 other companies who is on

our potential client list and collected the required information

from them. Research is still on and calls are

going on as well. Target of 10 total meetings have been

fixed and I am currently working on it to

achieve it before completion of SIP.

1. How to make

specific searches online and collect data.

2. Also learned how to make corporate calls under specifications

prescribed and pitch defined.

3. How to make professional presentation of sample

products and how to deal with live

professionals and offer them with deals. 4. How to evaluate a

client’s interest and how to make their

requirements visible. 5. How to collect information from

corporate houses, whom to talk with.

6. Various prospects of targeting customers and prospecting clients in

accordance with a company’s offerings

and willingness to associate.

1.The process of how a company

starts to market its products and

direct them towards its customers and

make its sales. 2.How to handle

real world professional corporates and

make the sale. 3. How to acquire

data for the purpose of market development.

4. How to target customers in

accordance with specialized specification of

the company and its requirements

which has to be fulfilled by a company before

we put them in our prospect clients

list.

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WEEK 7

Weekly Report for Week ending __Seventh_______

Application Based Learning in

Respective Specialisation

Faculty Remark

s

Summer Internship Programme (On the Job Training /

Research Project)

Name: TrinayanThakuria

Company: ChanakyaMudrak

Location: Kirti Nagar, New Delhi

Industry Mentor Details: Sumeet Kumar, Market Development

Faculty Mentor: Prof.Rinku Dixit

Project Title: A study on corporate selling and its relative processes

On the Job Training

Search for compani

es that could be

our potential customer

s and will be

able to afford our

solutions and

make calls, organize

meetings and

present them with our

sample products

in these meetings and offer

them with our

products and thereby

make the sales.

The list of clients has been

stabilized at 75 now and calls to 100% of them have been made. Companies

from which we have received a better response

have been kept and therefore it is now more focused and selective form

of the previous list. Fixed four more appointment with

the Senior marketing managers of four renowned companies (names of which

are not allowed to be disclosed). The meetings

are fixed for the next week and the appointments are scheduled from 21st, and

visits will be held hand in hand. Also visited 6 other

companies who is on our potential client list and collected the required

information from them. Research on new companies

is currently paused. Target of 10 total meetings have been fixed out of which 9

meetings are scheduled and I am currently working on it

to achieve it before completion of SIP.

1. How to make specific searches online and

collect data. 2. Also learned how to make corporate calls

under specifications prescribed and pitch

defined. 3. How to make professional

presentation of sample products and how to

deal with live professionals and offer them with deals.

4. How to evaluate a client’s interest and how

to make their requirements visible. 5. How to collect

information from corporate houses, whom

to talk with. 6. Various prospects of targeting customers and

prospecting clients in accordance with a

company’s offerings and willingness to associate.

1.The process of how a company starts to market its

products and direct them towards its

customers and make its sales. 2.How to handle

real world professional

corporates and make the sale. 3. How to acquire

data for the purpose of market

development. 4. How to target customers in

accordance with specialized

specification of the company and its requirements

which has to be fulfilled by a

company before we put them in our prospect clients

list.

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ANNEXURE 4: OTHER RELEVENT INFORMATION

1. The company does not disclose most of their information and because of

which some of the data as well as information was not provided in the

report.

2. The data collected for the purpose of research, was taken from various

online sites and was not allowed to share as well.

3. The product and service brochure is strictly confidential and is not shared

anywhere, therefore only a page of it, containing the products have been

displayed.

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ANNEXURE 5: MID EVALUATION REPORT

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ANNEXURE 6: FINAL EVALUATION REPORT

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15 APPENDIX 1-4

APPENDIX 1: IMAGES OF OFFICE AND WORK DURING SIP

Figure 1: Reception area/entrance of Chanakya MudrakPvt. Ltd.

Figure 2: Interaction with the head of the organization Mr. Puneet Arora.

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Figure 3: Learning at work with Mr. Manoj Baghel, Sr. Manager Marketing and

Operations.

Figure 4: Office during working hours along with my assigned table.

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APPENDIX 2: IMAGES OF OTHER ACTIVITIES PERFORMED DURING THE

INTERNSHIP PERIOD.

Figure 5: This is the box I created for the company for carrying their posters for

various activities.

Figure 6: Image of the stall placed in mall of India for the promotional activity

of Inkflap.com (the online printing site under Chanakya Mudrak), and I was

fortunate to attend the same.

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APPENDIX 3: IMAGES OF CORPORATE VISITS.

Figure 7: Image of a visit to some of the offices in DLF Cyber City, Gurgaon

(There were many visits made to the corporates located in Delhi NCR for

collecting information, as well as for meetings on the introduction of

“Snowing”, to the concerned MNC’s officials)

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APPENDIX 4: IMAGES OF CERTIFICATION CEREMONY.

Figure 8: Receiving of certificate and gifts from my Industry mentor, Mr.

Kumar Sumeet (Sr. Manager Business Development)

Figure 9: The marketing team of Chanakya Mudrak Pvt. Ltd.