A SUMMER TRAINING PROJECT REPORT

On
“HUMAN RESOURCE”
In partial fulfillment for the award of the
degree Of
Master of Business Administration (MBA)
In
HUMAN RESOURCE
Under the guidance of Submitted by
Miss Vertika Dikshit Rajesh Kumar
Assistant professor MBA 2nd YEAR
To
Department of Management & Studies
S R Group of Institutions
Dr. A P J Abdul Kalam Technical University, Lucknow
Session 2023-24
 CERTIFICATE

This is to certify that RAJESH KUMAR has successfully completed the

summer training project work entitled “HUMAN RESOURCE” is based on
the declaration made by the candidate and the association as a guide for
carrying out this work,
I recommended this project for evaluation as a part of the MBA program of
AKTU LUCKNOW.

Place : Dr. Vikas Chaurasia

Date : Head DoMS
 DECLARATION

I undersigned, hereby declare that the project titled “HUMAN RESOURCE ”

submitted in partial fulfilment for the award of Degree of Master of Business
Administration (MBA) of Dr. A P J Abdul Kalam Technical University is a
bonafide record of work done by me under the guidance of Miss Vertika
Dikshit, Assistant Professor, S R GROUP OF INSTISTUTIONS, Ambabai,
Jhansi This report has not previously formed the basis for the award of any
degree, diploma, or similar title of any University.

DATE RAJESH KUMAR

 ACKNOWLEDGEMENT
Through this acknowledgement I express my sincere gratitude towards all those
people who helped me in this project, which has been a learning experience.
This space wouldn’t be enough to extend my warm gratitude towards my project
guide Miss VERTIKA DIKSHIT for efforts in coordinating with my work and
guiding in right direction. I escalate a heartfelt regards to our Institution Head
Dr. Vikas Chaurasia for giving me the essential hand in concluding this work.
It would be injustice to proceed without acknowledging those vital supports I
received from my beloved classmates and friends, without whom I would have
been half done. I also use this space to offer my sincere love to my parents and
all others who had been there, helping me walk through this work.

RAJESH KUMAR
 PREFACE

To achieve partial and concrete results, it is necessary the theoretical knowledge

must be supplemented with practical environment.
Keeping that view in mind that I have completed my training work regarding
“HUMAN RESOURCE” by doing the research work I have learnt a lot of
things which would be really helpful for me in future. The experience in
decision making and practical knowledge e has contributed greatly to my
growth.
CERTIFICATE OF COMPLETION
 TABLE OF CONTENTS

S R NO. PARTICULARS PAGE NO.

1. EXECUTIVE SUMMARY 11

2. INTRODUCTION OF TOPIC 12-44

3. OBJECTIVES OF STUDY 45

4. SCOPE OF STUDY 46

5. COMPANY PROFILE 47-58

7. WORK PROFILE 59-62

8. RESEARCH METHODOLOGY 63-66

9, DATA INTERPRETATION 67-70

10. FINDINGS 71

11. RECOMMENDATIONS & SUGGESTIONS 72

12. LIMITATIONS OF STUDY 73

13. CONCLUSION 74

14. BIBLIOGRAPHY 75
 EXECUTIVE SUMMARY

First of all a telephonic interview is conducted for internship. I realised that

interviewer is looking for a dedicated sales and marketing intern during the first
few minutes of the telephonic interview. As l got selected I realised this was a
crucial phase of my life. I was a part of Sales and Marketing Team at TWM.
First phase of my internship was about getting familiar with the roles and
responsibilities offered by TWM as well as the Environment (People &
Processes) at TWM After a few days, I was put into a team of Sales and
Marketing domain in which I have to do sales with different organisations of
Andhra Pradesh by cold callings for promoting companies products and
services.
I worked on Sales & Marketing, Public Relations, Team Building, Collaboration
with team members. Mainly It was dynamic profile and various tasks were
already planned for me by Mr Daveedu Raju Akurathi Sir, that included doing
sales with different organisations of Andhra Pradesh by cold callings which
gave me the opportunity to learn various concepts of Marketing theoretically
and practically too.
This was a great achievement for me because as I have only theoretical
knowledge of all Marketing concepts but here I gain practical knowledge too.
It was a very exciting journey of six weeks. And I got sample opportunities to
learn and apply my knowledge which I got. It helped me a lot to contribute to
the growth of business. Also along with core learning regarding Sales &
Marketing, this internship improved my creative abilities and marketing skills
At the end, I was very confident that I learnt this new Marketing model in this
Sales & Marketing domain.
INTRODUCTION OF TOPIC
 SALES AND MARKETING
Marketing and sales management deal with an understanding of customer needs.
It includes the response to them through the development, production, and sales
of goods and services and the impact on customers’ needs following the
strategic purposes of the organization.

What is sales management?

Sales management is the management of activities and processes relating to
effectively planning, coordinating, implementing, controlling, and evaluating an
organisation's sales performance. Sales management is a core business process
in most organisations. Sales managers and those in related roles support a
company’s revenue generation and profits.

Sales management is the process of leading, motivating, and influencing people

to achieve sales objectives. The sales manager manages the entire sales cycle,
including forecasting and budgeting sales revenue, recruitment, selection of
sales personnel, and ensuring everyone receives proper training and
performance evaluations.

Effective sales management requires a thorough understanding of the sales

process and how you can employ different techniques to drive sales. By
carefully analysing key performance indicators (KPIs), optimising your selling
approach, and enhancing your team with the right competencies and tools to
succeed, you can turn your sales department into a profit-generating
department.

The process of evolving a sales force, synchronizing sales operations, and

executing sales techniques that assist a business to consistently achieve its sales
targets is called sales management. Precise sales management processes are
essential when it comes to boosting sales performance for any size of the
operation or any industry. the sales management process can be the difference
between surviving and flourishing in an increasingly competitive marketplace.

There are three aspects of sales management within the sales process:
 Sales Operations which involves building the sales team. Salespeople need to
be great at selling the company’s product. Set targets, assign territories,
establish goals and counsel them throughout the process.
 Sales Strategy entails defining the sales process. A sales cycle is an essential
part of every business. It is a series of tasks that help a company’s product reach
its users. Therefore, having a sales pipeline, or sales funnel, will make that
easier to complete these tasks. With the standard sales funnel the number of
deals in the funnel, the average size of a deal in the funnel, closure ratio, sales
velocity, etc. can be measured.
 Sales Analysis or reporting is what enables an assessment of the current
efforts vis-a-vis the targets. It involves sales metrics or quantifiable indicators
that help measure each aspect of sales operations
 The Sales and Marketing departments in the organization are
quintessentially linked. While the marketing function of an
organization positions itself to establish the needs of the actual and
prospective customers and also the most important task of product
promotion, the sales department engages in active selling of the
company’s products to customers.

Aspects of Sales Management

Sales Management relates to the process of constituting a marketing

team, coordinating sales activities, and implementing sales techniques.
The basic goal of sales management is to assist businesses to achieve
their sales goals.

Objectives of Sales Management

A sales manager’s responsibility is to set long-term goals and objectives for
their team. By understanding how sales objectives fit into the organisation,
you’ll better understand the big picture and can communicate better with senior
management. Some of the main goals of sales management include:

 Revenue generation
 Increased sales volume
 Sustained profits
 Sales department growth
 Market leadership
 Prospect conversions
 Motivating the sales force
 Enhancement of sales and profit
 increasing customer base
 Enhancing upsells and cross-sells
 Motivating the sales rep to increase productivity

Emerging Trends in Sales management

 Customer Satisfaction will assume the top position in the list of key sales
metrics. A deeper look into the customer journey will allow the sales reps to
track the lifetime value of the customers. Sales professions can increase their
professional competencies to meet future job demands by completing a
certified sales & marketing course.
 Customer engagement will grow on emerging channels like SMS, mobile
chat, and video chat.
 The role of AI is not to replace them but rather to reduce the burden of
tedious tasks and empower them to deliver enhanced customer and brand
experience.

The secret of effective sales management is the continuous adaption to and areas
of improvement that are found in the stages of planning, monitoring & tracking
as well as consequently eliminating all weaknesses. Marketing management has
increased in sophistication and it is practical for marketing strategy
policymakers to focus on emerging technologies, patterns, and methods.

Types of sales management

While some selling forms are about maximising sales volume (numbers), others
are driving revenue through high-value accounts. Some sales jobs have a short
sales cycle completed over the phone, whilst others have sales processes that
take months or even years. Each type of sale involves different skills and
activities, so finding your niche is essential.
 B2C sales management: Business-to-consumer (B2C) sales involve
selling goods and services directly to consumers. B2C sales often drive
leads from aggressive marketing strategies.
 B2B sales management: Business-to-business (B2B) sales involve selling
goods and services directly to other businesses. B2B sales tend to involve
higher-value products with longer sales cycles.
 Enterprise sales management: Enterprise sales involve selling complex goods
or services directly to large companies. Companies that sell enterprise solutions
may have multiple teams for different aspects of the deal, such as sales
engineers and inside and outside sales teams.
 SaaS sales management: Software as a service (SaaS) companies sell
software or applications over the web, usually by subscription. Inside sales
teams, who
contact potential customers by phone or email and close the deal remotely,
often sell SaaS products.
 MARKETING MANAGEMENT
Marketing is the process of identifying customers and "creating,
communicating, delivering, and exchanging" goods and services for the
satisfaction and retention of those customers. It is one of the primary
components of business management and commerce.

Marketing is typically conducted by the seller, typically a retailer or

manufacturer. Products can be marketed to other businesses (B2B) or directly to
consumers (B2C)

In this context, marketing can be defined as "the management process that

seeks to maximise returns to shareholders by developing relationships with
valued customers and creating a competitive advantage".

Types of Marketing :-
Where your marketing campaigns live depends entirely on where your
customers spend their time. It's up to you to conduct market research that
determines which types of marketing -- and which mix of tools within each type
-- is best for building your brand. Here are several types of marketing that are
relevant today, some of which have stood the test of time:

 Internet marketing: Inspired by an Excedrin product campaign that took place

online, the very idea of having a presence on the internet for business reasons is
a type of marketing in and of itself.
 Search engine optimization: Abbreviated "SEO," this is the process of
optimizing content on a website so that it appears in search engine results. It's
used by marketers to attract people who perform searches that imply they're
interested in learning about a particular industry.
 Blog marketing: Blogs are no longer exclusive to the individual writer. Brands
now publish blogs to write about their industry and nurture the interest of
potential customers who browse the internet for information.
 Social media marketing: Businesses can use Facebook, Instagram, Twitter,
LinkedIn, and similar social networks to create impressions on their audience
over time.
 Print marketing: As newspapers and magazines get better at understanding
who subscribes to their print material, businesses continue to sponsor articles,
photography, and similar content in the publications their customers are reading.
 Search engine marketing: This type of marketing is a bit different than SEO,
which is described above. Businesses can now pay a search engine to place
links on pages of its index that get high exposure to their audience. (It's a
concept called "pay-per-click" -- I'll show you an example of this in the next
section).
  video marketing: While there were once just commercials, marketers
now put money into creating and publishing all kinds of videos that
entertain and educate their core customers.

Marketing is “the action or business of promoting and selling products or

services, including market research and advertising.” This is a simple but
also relatively shallow definition. Modern marketing is much broader, including
many specific disciplines. Examples include Content Marketing, Social Media
Marketing, Digital Marketing, Newsletter Marketing, account-based marketing,
and other areas offline and online.

The classic definition by Jerome McCarthy, made in 1960, uses the “4P”
concept. Also called the marketing mix:

 Product or Service
 Price
 Place or Distribution
 Promotion or Communication

The godfather of marketing, Philip Kotler, has defined marketing as “a social

and managerial process by which individuals and groups obtain what they want
and need through creating, offering, and exchanging products of value with
others.”

Marketing is the process of getting the public educated on and excited about an
organization’s products and services. A marketing team’s efforts in market
research and consumer trends guides the strategy behind other aspects of the
business and helps companies to consistently meet the needs of consumers.
The different aspects of Marketing management are:-

 Advertising
 Branding
 Copywriting
 Customer relationship Management
 Direct marketing
 Internet Marketing
Benefits of Marketing :-

Generating brand awareness: Marketing helps increase the consumers'

acquaintance with brands' motives and products. Marketing helps in bridging a
loyal customer base.
Generation of traffic: Different methods of online marketing helps in the
generation of traffic and leads, which increases the brand's sales in the long run.
Increases revenue: Through website optimization, creating email campaigns
and regulating marketing strategies, brands increase revenue and sales.
Developing Trust: It has been observed that brands with strong marketing
campaigns and internet presence aids in building trust, which leads to increased
purchases and loyal consumers.
Tracks metrics: Studying the market and business of a brand, in general, is
important when developing marketing campaigns. Therefore, tracking metrics
helps check the brand's progress and adapt marketing strategies accordingly to
optimize sales.

Marketing can include activities like:

 Selection of a target audience

 Selection of certain attributes or themes to emphasize in advertising
 Operation of advertising campaigns
 Attendance at trade shows and public events
 Design of products and packaging to be more attractive to buyers
 Selection of the terms of sale, such as price, discounts, warranty, and return
policy
 Product placement in media or with people believed to influence the buying
habits of others
 Contracts with retailers, wholesale distributors, or resellers
 Attempts to create awareness of, loyalty to, and positive feelings about a
brand
PROCESS OF MARKETING:-
The marketing process is the series of steps businesses follow to promote their
products or services to potential customers. It involves identifying the target
audience, creating a marketing strategy, implementing the plan, and capturing
customer value. Essentially, it's the process of making people aware of what a
business offers and convincing them to buy it.

1. Understanding Customers and Markets

The first step of the strategist marketing process includes understanding
customers and markets. The foundations of this step include
understanding customer wants and needs.

2. Creating a Customer-Driven Marketing Strategy

The following step involves creating a customer-driven marketing strategy.

3. Creating an Integrated Marketing Plan

Once a marketing strategy has been established, it is time to create a
marketing plan. The marketing plan broadly relates to the 4Ps of
marketing: product, price, promotion, and place.

4. Fostering Long-Term Sustainable Customer Relationships

Once marketers have established an integrated marketing plan, they must focus
on building customer relationships.

5. Capturing Value from Customers

Once the first four steps of the marketing process are complete, it is time for the
company to capture value from customers.
STEPS IN PROCESS OF MARKETING:-
MARKETING FUNNEL
A marketing funnel is a model of the customer journey. It represents the buying
stages people go through after becoming aware of a business, service, or
product.
The funnel shape illustrates the audience narrowing as the journey progresses
toward purchase.
A marketing funnel is a multi-stage process that guides potential customers
from first learning about a product to making a purchase. Marketing teams
often use the AIDA model, which stands for Awareness, Interest, Desire, and
Action, to create targeted strategies that move people through these stages

Marketing Funnel Stages :

The marketing funnel stages differ by model because businesses create funnels
to suit their needs. For example, business-to-business and business-to-consumer
customer journeys tend to work differently.

To optimize your marketing efforts at each stage of the funnel, here are some
tips:

1. Awareness: Focus on creating compelling and targeted content to increase

brand visibility. Utilize social media advertising, influencer partnerships,
and search engine optimization to reach a wider audience.

2. Interest: Provide valuable and engaging content to capture the interest of

potential customers. Offer free resources, host webinars or workshops, and
encourage social media interactions to keep them engaged with your
brand.

3. Consideration: Showcase the unique value proposition of your product or

service. Offer personalized demos, provide detailed product information,
and share customer testimonials to build trust and credibility.

4. Purchase: Make the purchasing process seamless and convenient. Optimize

your website or app for easy navigation, provide multiple payment options,
and offer incentives such as discounts or free shipping to encourage
conversions.

Remember to track and analyze data at each stage to identify areas for
improvement and make data-driven decisions. By continuously optimizing your
marketing efforts, you can enhance customer engagement and drive more
conversions.
MARKETING FUNNEL STAGES :

AWARENESS

CONSIDERATION

DECISION
 DIFFERENT FORMS
OF MARKETING:-

1. B2C marketing
B2C marketing stands for "business to consumer." This means that the target
audience is a direct consumer of the product or service. Depending on the type
of product, the sales cycle for a B2C product can be very short and the decision
making process that consumers go through is not as involved.
Most advertisements that people see are types of B2C marketing. For example,
B2C marketing strategies include:
 A TV advertisement for a candy bar
 Instagram ads for a clothing shop
 Direct mail coupons for a store

2. B2B marketing
B2B marketing stands for "business to business." This means that the company's
target audience is another company. B2B marketing typically requires a much
longer buying cycle, and is extremely strategic in terms of what customers want
and need. B2B purchases often also have an extremely high purchase intent.
This means that the target audience will be doing a lot of research before
purchasing the final product.
Many B2B strategies are often executed digitally. While there are some
instances in which B2B marketing will make its way towards more traditional
platforms, you will commonly see B2B strategies come to life on digital
channels.
Examples of B2B marketing include:
 Event marketing at trade shows
 Inbound marketing strategies
Types of traditional marketing :-
Traditional marketing encompasses strategies that have been used since the
invention of marketing itself back in the 1800s. These strategies are much more
overt, and sometimes less targeted. Take a look at the 10 most common
traditional marketing strategies.

1. Outbound marketing
When a marketing strategy is referred to as "outbound," it's focused on how the
message is being delivered. Outbound marketing happens when a company
shares their message out to an audience. Billboard advertisements are a good
example of outbound marketing—in the case of a billboard, the company is
trying to share certain information out to the people driving by.

2. Personalized marketing
Personalized marketing is a strategy in which the company uses historical data
to create a personalized experience for you. This could include direct mail that
uses your name in marketing materials or grocery stores that offer you
coupons for items you regularly purchase.

3. Direct mail
Direct mail is when companies send advertisements to a specific address. This
allows businesses to target a specific area. A good example of direct mail
marketing is a weekly grocery store advertisement.

4.Partner marketing

The partner marketing strategy requires two companies to work together to

create one cohesive message. A common example of this is a company
sponsoring something at another company. For example, a cafe may provide
free WiFi courtesy of Google.
5. Telemarketing
Telemarketing is when a company reaches out to individuals via phone calls.
This is still a common tactic, but since cell phones and caller ID have become
the norm, the success of this marketing strategy has dwindled.

6. Public relations (PR) marketing

PR marketing is a strategy where you partner with a news source to generate
more buzz around your business. PR marketing is commonly used when a
company launches a new product, has a major change of leadership, or
announces an expansion.
PR marketing might not directly promote a product, but it's a good way of
increasing brand awareness for your business. This is especially relevant in B2B
marketing, because some business buyers will make decisions based on their
understanding of your company's position in the competitive landscape.

7. Word of mouth marketing

Word of mouth marketing is a marketing strategy that relies on existing
customers referring your business to new customers. This is a hard strategy to
control, because it depends on your customers to do the leg work.
A common way to encourage customers to refer friends is to offer some kind of
incentive, such as a discount or bonus for referring your business. This is
commonly seen in small businesses that are client-based, like hair salons or
gyms. This is also starting to happen more for subscription based services such
as meal delivery services.

8. Stealth marketing
Stealth marketing is the act of marketing a good or service to someone without
them realizing they're being marketed to. A good example of this is product
placement in a movie or TV show. You may notice that certain characters in the
show only use a certain type of computer, or only drive a certain type of car.
This is because those companies paid to be featured.

9. Brand marketing
Brand marketing is a long-term form of marketing in which the goal is to
become recognizable and establish a good reputation. Brand marketing
encompasses many different facets, from visual branding to tone and voice.
To measure the effectiveness of brand marketing strategies, companies will
track their brand awareness. This metric measures how familiar the average
person is with your brand.

10. Cause marketing

Cause marketing is a strategy in which a company chooses to back a certain
cause as a way of strengthening their brand's core values.
Popular forms of Digital marketing:-
Digital marketing encompasses all marketing strategies that are implemented
in a digital format. Some of the strategies above may sometimes happen
digitally, but the following seven forms of marketing only happen online:

1. Inbound marketing
Inbound marketing is a strategy used to bring potential customers to you
instead of sharing a message out. This is a long-term strategy that involves
many different types of digital marketing tactics to encourage a potential
customer to move further down the marketing funnel.
Inbound marketing uses search engine optimization (SEO) strategies, content
marketing, and email marketing to educate and encourage potential
customers to interact with a brand or business more frequently.

2. Searching engine marketing

Search engine marketing is the strategy of utilizing search engines such as
Google. Search engine marketing can include paid advertisements such as pay-
per-click (PPC) advertisements and suggested posts. It can also include
organic SEO strategies, such as creating optimized content in the hopes of
ranking .
Search engine optimization (SEO) is the process of affecting the visibility of a
website or a web page in
a search engine's "natural" or unpaid ("organic") search results. SEO may target
different kinds of search, including image search, local search, video search,
academic search, news search and industry- specific vertical search engines.
3. Content marketing
Content marketing involves creating content, such as ebooks or webinars, to
encourage potential customers to interact with your brand more frequently. The
goal of content marketing is for potential customers to share some information,
such as an email address, so the company can continue marketing to you in
different ways.

4. Affiliate marketing
Affiliate marketing is a strategy in which a company pays commission to an
external website for sales that are generated via their website referrals. This is
commonly used in combination with influencer marketing strategies to target a
very focused demographic of consumers.
5. Social media marketing

Social media marketing uses social media platforms as a key channel to

share your messaging. Social media marketing can be paid ads, organic
content, or user-generated content. Social media marketing is commonly
used by ecommerce businesses.
Sometimes, social media marketing can go viral. The major social media
platforms (at the moment) are Facebook, Instagram, Twitter, LinkedIn,
Pinterest, YouTube, and Snapchat.

1. Facebook Marketing

Facebook is the world's most popular social network for both businesses and
individuals. With over one billion users, your friends and fans are likely
already using the platform -- and you should be too! In fact, people are 51%
more likely to make a purchase after "liking" a brand on Facebook. Facebook
marketing requires a good intellects and unique thinking to make the campaign
effective
2. Twitter marketing

A game of 140 characters Twitter’s flexible, real-time platform allows you toget
creative and drive results
at the same time. Whether you’re looking to drive sales, increase brand
awareness or launch a product.
3. Pinterest Marketing

It is a visual discovery social network. It is a way of sharing images of anything,

from fashion to pets to
pot plants. You can create your own online pinboards to suit any theme and
share it with like minded people. Pinterest completely revolves around the
premise of being creative and visual.
4. Instagram Marketing

The new revolutionary photo-sharing program, making it easier than ever to

share your best pictures with the world. The social media program allows youto
upload, add digital filters, and then post your pictures on your Instagram- feed,
as well as other social networking sites. You can connect your
Instagramaccount with Facebook, Twitter, Tumblr, Flickr, Foursquare and your
email account.
This makes it easy to share your pictures on multiple platforms all at Once.
6. Email marketing

Email marketing is a strategy where you send potential customers marketing

messaging through email. It's used in both B2B and B2C marketing strategies
and is one of the most effective ways to ensure you're hitting your target market.
One of the major benefits of email marketing is that it's easy to implement some
sort of segmentation in your marketing messaging. If you're looking to test
which audiences respond to certain messages, this is a good marketing strategy
the to use.
7. Mobile marketing

Mobile marketing involves sending marketing messages via push notifications

or text messages. This tactic can be used to achieve many different goals, such
as encouraging app openings to increase daily active users or to share coupons
with discounts, like you would with email. The downside of this form of
marketing is that you need customer phone numbers, and that information is
harder to get than email addresses.
8. Experiential marketing
Experiential marketing is a marketing effort in which you hold some kind of
experiential event in an effort to promote your product or service. This is a
common tactic used for marketing TV shows or movies to create an immersive
experience for individuals.
Pop-up events are another good example of experiential marketing. It allows for
a limited engagement, so there's some sense of urgency and exclusivity to the
event itself.

9. Interactive marketing
Interactive marketing is a marketing strategy that involves some form of
interactive component during an event or face-to-face interaction. One common
technique is to play some kind of a game, such as spinning a roulette wheel or
plinko, to win a giveaway. This is common at trade shows and other in -person
events.

Effective marketing strategy :-

An effective marketing strategy is a comprehensive and cohesive plan that
comprises all the marketing tactics you use to reach your target audience.
Successful marketing strategies are effective because they are focused and
deliver a clear and concise message to customers. They consider the needs of
your target audience and how your product or service will meet those needs. An
effective marketing strategy is founded on market research and customer insight
and considers your company's objectives. It is also flexible enough to adapt to
change and evolve with your business.

It is important to note that different marketing strategies will have different

effects on those who see or experience them. For example, the best marketing
strategy to reach a younger audience may not be the best approach for reaching
an older demographic.
The importance of effective marketing:
The process of promoting your product or service to potential customers is
known as marketing. Marketing is the most effective way to drive sales or
simply raise brand awareness. It helps you attract new customers, keep old ones
coming back, and build trust with your brand. It is the foundation of any
successful business. However, getting it right can be tricky. You need to create
compelling content, come up with creative marketing strategies, and measure
your success. All of this takes time, effort, and money. As a result, you must
ensure that your efforts are effective. With the right marketing strategies, you
can increase sales, expand your customer base, and establish your brand as an
industry leader.

Researching your target audience

Before you can create an effective marketing strategy, you need to research
your target audience. A successful marketing strategy is one that is tailored to
your specific audience. It helps to consider who your target audience is and
what their needs and desires may be. Researching your target audience is a
crucial step in any successful marketing campaign. Knowing whom you're
targeting helps you create content and advertising that is tailored to their needs
and interests.

Types of marketing strategies

There are many different marketing strategies you can use to reach your target
audience. You can use various types of marketing tactics to attract new
customers and keep them coming back. To form an effective marketing
strategy, you will need to use a combination of different marketing techniques.
In order to do this, it is important to understand the different types of marketing
strategies available to you.

Developing an effective marketing plan

Once you have chosen the right marketing strategy and conducted your
research, you can start developing an effective marketing plan. Your marketing
plan should list your goals and show you how to reach them in a clear, step-by-
step way. It should take into account your specific marketing strategy and offer
a plan for implementation. Marketing plans should be flexible enough to adapt
to change and should include regular evaluation and revision. As your business
evolves, so should your marketing strategy. This is an important way to ensure
your efforts are effective and you are reaching the right customers.
Creating content to reach your target audience
After you have chosen the right marketing strategy and developed an effective
marketing plan, you need to create the content that will reach your target
audience. Content marketing is an important part of any marketing strategy and
allows you to connect with your customers on a more personal level. It is
important to create content that is relevant, engaging, and adds value. This will
help you build trust and credibility with your audience and encourage them to
buy your product or service. To reach your target audience, you can use a
variety of content types, such as blogs, eBooks, videos, podcasts, and more.

Leveraging digital marketing tactics

There are many different digital marketing tactics you can use to reach your
target audience. Digital marketing allows you to connect with your customers
and build brand awareness even when they are not in your physical store. It also
allows you to collect customer data and better understand your audience.

Measuring and evaluating your marketing efforts

In order to ensure that your marketing efforts are effective, you need to measure
and evaluate your marketing strategy regularly. This will allow you to
understand how well your efforts are working and how you can improve. You
can assess your marketing efforts using various tools, including metrics and
analytical software, surveys, focus groups, and more. You can use these tools to
measure your progress as well as to evaluate how effective your marketing
efforts are.

Social media marketing strategies

Social media marketing is a popular marketing strategy that allows you to
connect with your customers on a more personal level. It allows you to create
engaging content, such as posts, images, videos, and more, that your audience
can share with their friends and family. This will expand your reach and allow
you to connect with a wider audience.
Offline marketing strategies
Offline marketing is an often-overlooked strategy, but it can be an incredibly
effective way of reaching new customers. By taking a targeted approach, you
can ensure that your message reaches the right people. One of the best ways to
start is by conducting market research. Analyze your target audience and their
needs, and use that information to determine the best marketing channels to use.
From there, you can start to develop a comprehensive offline strategy.
EMERGING TRENDS IN SALES AND
MARKETING:-

Here are some potential emerging trends in sales and marketing for businesses-

1. Artificial Intelligence (AI) and Machine Learning: AI and machine

learning will continue to play a significant role in sales and marketing. AI-
powered chatbots, personalized recommendations, and data analytics will
become even more advanced, providing businesses with valuable insights
and automation capabilities.

2. Voice Search Optimization: As the use of voice-activated devices like

smart speakers grows, businesses will need to optimize their online content for
voice search. This includes creating voice-friendly website content and
understanding user intent in voice queries.

3. Video Marketing Domination: Video content will remain a dominant

force in marketing. Short-form videos on platforms like TikTok and Reels will
continue to gain popularity, and businesses will invest in live streaming,
interactive videos, and video ads.

4. Inclusive Marketing: Brands will place a greater emphasis on inclusivity

and diversity in their marketing campaigns. This includes representing a
wide range of backgrounds, cultures, and identities in advertisements and
content.

5. Sustainability and Ethical Marketing: With increasing environmental

awareness, businesses will incorporate sustainability and ethical practices
into their marketing strategies. This includes promoting eco-friendly products
and responsible sourcing.

6. Augmented Reality (AR) and Virtual Reality (VR): AR and VR

technologies will find more applications in marketing. Businesses will
create immersive experiences for customers, allowing them to visualize
products or engage with virtual showrooms.

7. Ephemeral Content: Ephemeral content, which disappears after a short

period, will continue to grow in popularity. This format is ideal for creating
a sense of urgency and authenticity, making it suitable for promotions and
behind-the-scenes content.

8. Personalization at Scale: Advances in data analysis and automation

will enable businesses to deliver highly personalized experiences at scale.
This
includes personalized emails, product recommendations, and content tailored to
individual preferences.

9. Privacy-First Marketing: As privacy regulations and consumer

concerns about data privacy increase, businesses will need to adopt privacy-
first marketing practices. They'll focus on obtaining explicit consent for data
collection and ensuring transparent data handling.

10. Collaborative Marketing: Businesses will increasingly collaborate

with influencers, micro-influencers, and other brands to expand their reach
and credibility. Co-created content and joint campaigns will be more
common.

11. Content Authenticity: Authenticity will remain a crucial aspect of

content marketing. Consumers are drawn to genuine stories and real
experiences, so businesses will prioritize authentic storytelling over overly
polished content.

12. Blockchain for Transparency: Blockchain technology will be used to

enhance transparency in supply chains and verify product authenticity. This
can build trust with consumers concerned about product origin and
authenticity.

13. Customer Experience (CX) Optimization: Providing exceptional

customer experiences will continue to be a competitive advantage.
Businesses will invest in improving the entire customer journey, from
discovery to post- purchase support.

14. Sustainable Packaging and Green Marketing: Sustainable packaging

practices and green marketing will become more mainstream as consumers
demand eco-friendly options.

15. Niche and Local Marketing: Hyper-targeted marketing to specific

niches and local communities will be a trend, as businesses seek to connect
with smaller but highly engaged audiences.

16. Data-driven decision-making

With an increasing reliance on analytics and artificial intelligence, sales

operations are elevating their decision-making processes. Sales teams are
leveraging data to discern customer preferences and anticipate buying
behaviors, optimizing sales processes effectively. Tools like predictive
analytics for sales forecasting and predictive lead scoring, along with AI and
machine learning for sales data analysis, are becoming indispensable.
17. Sales process automation

Automation has become ubiquitous across every organization’s operations, and

SalesOps is no different. The most effective SalesOps teams are streamlining
routine tasks with automation, and Robotic Process Automation (RPA) has
become a game-changer in this regard. By reducing manual processes (and
removing the likelihood of human error), SalesOps teams can enhance
productivity and focus on more strategic activities.

Marketing automation tools, including chatbots, email marketing automation,

and CRM systems, are streamlining these repetitive tasks, allowing sales teams
to focus on more strategic activities. This trend is expected to continue with
more advanced AI-driven automation.

18. Customer-centric approach to sales

As sales representatives recoup time spent on admin, their focus shifts to more
critical endeavors – such as building relationships with prospects and existing
customers. This is a net gain for revenue, as 61% of consumers are willing pay
at least 5% more if they know they’ll have a good customer experience.
Personalization and tailored sales strategies are vital to enhancing customer
experiences through SalesOps. In the future, focusing more on the customer will
assist in building long-lasting customer relationships.
19. Integration of sales technologies

CRM, CPQ, and ERP systems are the backbone of SalesOps. Integrating these
technologies into an organization’s tech stack is crucial to creating a unified
sales ecosystem that enables smoother operations and better insights. With data
compiled across platforms, SaleOps can better understand what’s working,
what’s not, and where revenue opportunities lie.

20. Remote sales operations

The COVID-19 pandemic accelerated the shift towards remote work and virtual
selling. These days, it’s typical for sales operations to adapt to new ways of
engaging with clients, such as virtual meetings, webinars, and online demons.
Remote sales operations are not going anywhere. In fact, according to
McKinsey, 90% of organizations have embraced a variety of hybrid work
models. Even as the pandemic wanes, virtual selling will likely remain a
significant part of the sales landscape.
21. E-commerce integration

Merging e-commerce channels with traditional sales avenues is more than just a
necessity; it’s a gateway to untapped possibilities! By tapping into online
marketplaces, sprucing up digital storefronts, and rolling out online self-service
options, companies are opening doors to an enhanced customer experience.

22. Multi-channel sales strategies

Taking engagement to the next level, sales operations are weaving multi-
channel strategies into their tapestry, aiming to connect with customers
wherever they wander. This means delving into both online and offline realms,
sparking conversations through emails, social media, phone calls, and even
good old face-to-face interactions.

23. Sales analysis

Key Performance Indicators (KPIs) are evolving to meet the changing

landscape of SalesOps. Measuring the effectiveness of SalesOps and
benchmarking against industry standards are crucial for continuous
improvement. In the future, advanced analytics and AI will play a more
prominent role in sales analysis, providing deeper insights for better decision-
making.

24. Social selling

Sales professionals leverage social media platforms to connect with potential

customers, share valuable content, and build relationships. These days, 56% of
sales representatives leverage social media to find new prospects. Social selling
involves using platforms like LinkedIn and Facebook to engage with prospects
in a more personalized way. Building trust and credibility through social media
can significantly impact sales success.

25. Enhance the customer experience

(to make outreach more personal). For example, a customer who starts a

conversation on a web chat can easily transition to phone or email to ensure a

tailored experience.
26. Remain agile.

Multi-channel strategies allow SalesOps to adapt to changing circumstances.

For example, during COVID-19, businesses with diverse communication

channels could pivot quickly to remote sales and virtual selling, ensuring

business continuity.

27. Improve engagement.

Engaging customers through various channels enables sales teams to nurture

leads, address inquiries, and share information about new products or

promotions.

28. Reach a diverse audience.

Different customers have different preferences and online habits.

29. Increase visibility. A prospect or customer is likelier to notice a brand if

they see it on multiple channels, and a brand has more potential to reach more

customers if it covers more channels.

OBJECTIVES OF STUDY

 To understand the process of Sales and Marketing.

 To Understand and analyse various Marketing factors
 To understand the sales and marketing structure in TWM and to study
about the further aspects of improvement.
 To understand what is the advertising techniques which should be used
by TWM for the promotion of their courses.
 To study about the type of job needed in Corporates in respect to the
TWM courses.
 To find out the drawbacks in the development of TWM.

.
SCOPE OF THE STUDY:-

• This study can be used by researchers for the further analysis and
recommendations
• The company executives can utilize the project report for the purpose of
taking marketing and company decisions.
• The training students can use the report to undergo the various aspects of
sales and marketing management.
• This study can be used to get the in depth view of sales and marketing
B2B process in an organization as TWM.
• This study can be used to gain information regarding sales and marketing
policies and compliances.
COMPANY PROFILE
TWM LOGO
INTERNSHIP DETAILS:-

1. Name of the student- ANKIT JADON

2. Contact no. – 6260978302
4. Name of the internship organization - TWM
(The Website Makers)
5. Address of the internship organisation- Andhra Pradesh
6. Start of internship - 09 August 2023
7. End of internship – 23 October 2023
8. Internship tenure- 6 weeks
9. Topic of internship report- “SALES AND MARKETING”
INTRODUCTION OF COMPANY:-
International Learning Planners play a vital role in providing quality education
to students who are interested to study in foreign universities. At ILP we guide
each and every student through the entire IELTS exam syllabus. Moreover, we
also provide them the IELTS exam sample paper to make sure that they are
confident enough before appearing for an actual examination. Our unique
teaching methodology makes us one of the best IELTS coaching institute in
entire Surat.
The International Learning Planners team has more than 14 years of experience
in overseas education counselling, admission counselling, visa counselling,
scholarship counselling as well as coaching classes. We have successfully
placed more than 10,000 students in the world’s best colleges as well as
universities.
Advancement in the field of education and its sheer diversity make ILP
OVERSEAS play a key role in international education. Our team of executives
creates appropriate and class-leading solutions based on experience, information
and industry relationships.
The ILP OVERSEAS team has more than 14 years of overseas education
counselling experience and has successfully placed more than 10,000 candidates
at universities and colleges around the world.
ILP OVERSEAS is devoted to providing direction to prospective candidates
wanting to pursue their chosen careers, thereby guiding them with a very
comprehensive umbrella of services right from the choice of college/university
to visa preparations and financial scholarships. At ILP OVERSEAS, we revel in
our ability to provide accurate information, make the right decisions, and be
time and cost-efficient while building strong relationships with candidates and
universities alike. Our management is of the firm belief that in today’s fast and
highly competitive times, to stand still is the same as moving backward.
Productivity and Performance is everything. Our principle is to offer each and
every student the same world-class service that our clientele has come to expect
of us.
We take pride in the fact ILP OVERSEAS Alumni have graduated from
universities as prestigious as Harvard University (USA), University of Oxford
(UK), London School of Economics and Political Science (UK), University of
Toronto (Canada), Stanford University (Canada), INSEAD (France), University
of Pennsylvania (USA), Cornell University, Carnegie Mellon University (USA)
and many more.
PRINCIPLES:-
“Our principle is to offer each and every student the same world-class service
that our client has come to expect of us. The entire team makes it their prime
motto to see that the educational, as well as career objectives of our candidates
are exceeded.” – Ayaz Arab

AWARDS AND RECOGNITION

 Member of AAERI (Association of Australian Representatives in India)
 Member of NAFSA: Association of International Educators.
 Member of AFECI (Association of Foreign Educational Consultants in
India).
 Gold Member of Canadian India Education Council (CIEC)
 Member of QISAN (The International Study Abroad Network)
 IELTS Registration Centre for British Council

HIGHLIGHTS OF OUR SERVICES

 100% success rate with admission of students to colleges/universities in USA,
UK, Canada, Australia, New Zealand, Singapore, France, Switzerland and Italy.
 100% success rate with expert Visa Guidance through personalized tailor
made consulting services.
 Focus on Scholarships, bursaries and application fee waiver to help reduce
your financial burden.
 Small batch size coaching provided for IELTS, TOEFL & PTE exams to
ensure students gain high exam results.
 Personal guidance by experts for course, university and country selection
based on your, career goals, budget, and other preferences etc.
 Assistance with university/college application forms, scholarship
procurement forms, document preparation and editing of documents like essays,
recommendation letters, resume etc.
 Constant follow-up with the university admission officers for admission offer
letters, scholarships etc.
  Meeting with University delegates from over 200+ universities for direct
interviews, application fee waivers, spot admission offers and scholarships.
 Free services for admissions and visa guidance processing to all the 200+
universities/colleges we represent in over 10 countries.

BRIEF HISTORY OF ILP OVERSEAS :-

ILP Overseas founded in 2007.
International Learning Planners play a vital role in providing quality education
to students who are interested to study in foreign universities. ILP Overseas
focuses on providing a meaningful semester and abroad experience for college-
age volunteers which makes a difference by helping children in foreign
countries. At ILP Overseas we guide every student through the entire exam
syllabus. Moreover, we also provide them the sample paper to make sure that
they are confident enough before appearing for an actual examination.
We provide unique teaching methodology makes them one of the best coaching
institute The International Learning Planners team has more than 14 years of
experience in overseas education counselling, admission counselling, visa
counselling, scholarship counselling well as coaching classes. They have
successfully placed more than 10,000 students in the world’s best colleges as
well as universities around the world.
MISION VISION OBJECTIVES

Mission statement:

To offer each and every student the same world-class service that our client has
come to expect of us. The entire team makes it their prime motto to see that the
educational, as well as career objectives of our candidates are exceeded Vision
statement:

Vision:

To enhance and increase vocational education in India and in foreign countries

also and so businesses can work better together and increase their value.

Objectives:

To provide quality education to students who are interested to study in foreign

universities.
Benefits of ILP Overseas:-
 ILP Overseas gives Career changing opportunities: ILP Overseas wants to
work on students in the States after graduation or not, the knowledge and
diploma you will acquire can serve as a great recommendation for companies
worldwide.
 ILP Overseas mainly focuses on Approach towards education: ILP Overseas
focus more on practical approach & emphasize more on new talents and they
also focus more on theoretical approach towards education.
 ILP Overseas provides Training sessions to students for free: ILP Overseas
provides various course options, peculiarities to the students from the very
beginning, and free training sessions to students for free whereas, It helps
students to pursue new knowledge of various bodies.
 .ILP Overseas provides FUNDS & SCHOLARSHIPS: ILP provides pursuing
education abroad is expensive in overall terms (food, travel), etc. & they
provide a varied number of scholarships to the students and it benefits every
single student to pursue education abroad.
 ILP Overseas helps teenagers to experience new countries and lifestyles = A
huge benefit of studying abroad is gaining life experience in different countries
and cultures. ILP overseas provides students to experience new countries and
lifestyles.
 ILP Overseas helps in Getting a higher quality of education: One of the main
reasons ILP Overseas study abroad is the standard of teaching. Having access to
a higher level of education can help students in their chosen career helps
students get a high quality of education.
 ILP Overseas helps to Apply for further study abroad: ILP Overseas gives an
important aspect of search students who are further studying abroad. So,
students have the benefits to view different country means you will have
international connections and fresh ideas on topics.
 ILP Overseas helps in Admission Counselling: International Learning
Planners also known as ILP is one of the largest and most well-known foreign
education consultants in India. ILP is renowned throughout the world for its
admission counselling.
 ILP Overseas helps to provide VISA facilities: International Learning
Planners has a team of the best visa counsellors in India. There are International
Learning
Planners has a team of the best visa counsellors in India. There are very well
trained and have more than 14 years of experience in the visa counselling
process.
 ILP Overseas helps to support students: ILP Overseas even though we have a
team of experts, we understand that studying abroad for the first time can be a
huge challenge for most of us. So, ILP provides a host of support services to
young students.
 ILP Overseas provides the best coaching classes: International Learning
Planners provide in-depth knowledge for all the examinations such as GRE,
GMAT, IELTS, and many more. They provide the best coaching classes for all
students.
 ILP Overseas helps in providing foreign education consultants: The
International Learning Planners team has more than 14 years of experience in
overseas education counselling, admission counselling, visa counselling,
scholarship counselling as well as coaching classes.
to ensure that each student's academic and professional goals are met. The
company invests a significant portion of our work to ensuring that candidates
get accepted into the college or institution of their choice. The company also
offers comprehensive guidance for a wide range of undergraduate, graduate,
diploma, postgraduate diploma, and certificate programs.
SWOT ANALYSIS OF THE COMPANY

STRENGHTS:-
• The company have a highly trained and experienced team dedicated to giving
the greatest education to all candidates looking to ace the GMAT, GRE, SAT,
ACT, IELTS, and TOEFL exams with minimum effort. The teaching methods
are varied to meet the needs of each individual learner. There are varieties of
learning modes to all candidates based on their preferences.
• A staff of counsellors those are exceptionally professional and well-trained to
ensure that the student's application stress is reduced by leading them through
the whole application process and giving constant assistance by responding to
all of their questions.
• There is a wide selection of universities, courses, and countries to choose
from, as well as customizable packages and solutions to fit any background,
career plan, or budget.
• The team is well versed in visa counselling process and they assist candidates
with each and every essential procedure to make sure that every student secures
their study visa.

WEAKNESSES:
• Lack of highly skilled technical staff
• Barriers in employee engagement due to remote work
• Lack of research facilities
OPPORTUNITIES:
• We have candidates who want to travel abroad but may not be able to do so
right now or in the near future, providing us opportunity to carefully evaluate
the design of our upcoming programs and orientations, which will include a
greater emphasis on competency of students.
• We have candidates who may be placed in lockdown in various countries, or
who may be obliged to work from home under specific circumstances, allowing
us to expand our virtual programming and be more innovative in our teaching
methods.
• Long-term international collaborations/partnerships.
• The company have employees that are working online for the first time, and
they have an opportunity to learn new skills related to virtual teams and
communication

CHALLENGES:
• Financial losses due to withdrawals of applications from candidates who plan
to study abroad, reimbursements, and other expenses
• Candidates who may be hesitant to enrol. to study abroad.
• Fear of foreign education exchange departments being closed down and/or
personnel being laid off
. • Competition from other organizations in the industry
 COMPANY DETAILS:-

ILP Overseas Social media Platforms

 Company MD – Mr. Ayaz Arab Sir
Industry type: education administration programs
 Youtube: https://youtu.be/x1lVSuv6BsY
.  Instagram: https://www.instagram.com/ilpoverseas/
 Linked in: https://www.linkedin.com/in/ayaz-arab-b1199258/
https://www.linkedin.com/company/72338235/admin/
 Facebook -
https://www.facebook.com/EDUWORLDINTERNATIONALSURAT/
 Founded – 2007
 Type - learning management Education in foreign Visa consulting company
 Specialities – visa consulting services, education in abroad
 ILP Overseas | International Learning Planners @ilpoverseas
 75,000+ LinkedIn Followers,
 3000+ Google Reviews with 4.7 Ratings,
 4000+ Just dial Reviews with 4.9 Ratings,
 11000+ Interns' training Completed till 2022.

Connect with us:

 Contact no.: 9664884244, 7863000278
 Email: India@ilpoverseas.co.in
 Website- please visit: www.ilpoverseas.co.in
WORK PROFILE
 JOB BRIEF
Organisation is looking for a results-driven Sales Representative with excellent
interpersonal skills to actively seek out and engage customer prospects.

• ROLES & RESPONSIBILITIES:

1. Present, promote and sell products/services using solid arguments to existing
and prospective customers
2. Establish, develop and maintain positive business and customer relationships
3. Reach out to customer leads through cold calling
4. Achieve agreed upon sales targets and outcomes within schedule
5. Coordinate sales effort with team members and other departments
6. Keep abreast of best practices and promotional trends
7. Continuously improve through feedback
8. Update call records daily

• REQUIREMENTS & SKILLS:

1. Must be a student/fresher/ experience 1 year in any undergraduate programme
2. Have a basic knowledge of M S office
3. Highly motivated and target driven
4. Fairly good selling, negotiation and communication skills
5. Prioritising, time management and organisational skills 6. Relationship
management skills and openness to feedback
PERKS & BENEFITS:
1. Receive quality master classes in regards to learning manual
2. Get trained in various at sales related tasks and perform hands on tasks, to
learn practically
3. Participate and receive performance certificates for the months and weekends
4. Get a verified website international certificate of completion, letter of
completion and letter of recommendation (performance based)
5. Also get a chance to earn incentives performance based
6. Get clear and to the point mentoring in your lacking areas
7. Also, grab the chance to experience the roles at various hierarchies of the
domain, and learning corporate culture
8. Convenient and concise – i.e. work from anywhere at you own times, which
will make you competitive and reliant in the job market.

MY EXPERIENCE IN ILP OVERSEAS AS SALES AND

MARKETING INTERN:-
During this internship, I had the opportunity to dive deep into the world of sales
and marketing. From market research to developing marketing strategies, from
building relationships with clients to analysing sales data, I've had hands-on
experience in various aspects of the field. These experiences have not only
broadened my understanding but also sharpened my skills in communication,
problem-solving, and critical thinking.
Starting from day 1 it was an amazing and overwhelming experience of working
in this prestigious organisation. A big thanks to all the core team members and
Ayaz Arab Sir for always motivating me to do more, achieve more, learn more.
When it comes to my ROLES and RESPONSIBILITIES so I have to do sales
on daily basis for our organisation perspective.
I have to make calls to different organisations of different cities of Gujrat and to
engage them with us. I used to make 50-60 calls daily basis depending on my
mentor providing the list of callings for promoting our products. It although
increases my communication skills, interpersonal skills, leadership skills, and
marketing communication skills.
Also to provide complete and appropriate solutions for every customer in order
to boost top-line revenue growth, customer acquisition levels and profitability.
1. Present, promote and sell products/services using solid arguments to existing
and prospective customers
2. Establish, develop and maintain positive business and customer relationships
3. Reach out to customer leads through cold calling
4. Achieve agreed upon sales targets and outcomes within schedule
5. Coordinate sales effort with team members and other departments
6. Keep abreast of best practices and promotional trends
7. Continuously improve through feedback
8. Update call records daily.
Lastly, I want to express my gratitude to the organization for giving me this
opportunity. This internship has been a stepping stone in my career journey, and
I am excited to take the skills and knowledge I've acquired here and apply them
to future endeavors.
To all my fellow interns, congratulations on completing this internship! We
have all worked hard and grown so much during this time. Let's celebrate our
achievements and look forward to the bright future ahead.
RESEARCH METHODOLOGY
Business research is a systematic enquiry that provides information to guide
business decision and aimed to solve managerial problems. Business research is
of recent origin and it is largely supported by business organizations that hopes
to achieve competitive advantages Research Methodology is a way to
systematically solve the problems. It may be understood as a science of
studying how research is done scientifically. It include the overall research
design, the sampling procedure, data collection method and analysis procedure.
1. Title:-

To study, evaluate and analyse sales and marketing process in ILP OVERSEAS

2.Objectives of study:-

 To understand process of sales and marketing in ILP OVERSEAS.

 To Understand and analyse various Marketing factors.

The research design refers to the overall strategy that you choose to integrate the
different components of the study in a coherent and logical way, thereby,
ensuring you will effectively address the research problem; it constitutes the
blueprint for the collection, measurement, and analysis of data. A well-planned
research design helps ensure that your methods match your research objectives
and that you use the right kind of analysis for your data.

A well-designed research study should have a clear and well-defined research

question, a detailed plan for collecting data, and a method for analysing and
interpreting the results. A well-thought-out research design addresses all these
features.

Here we have used EXPLORATORY research design.

A research design is the specification of methods and procedures for acquiring

the information needed to structure or solve the problem. It is the overall
operational pattern or framework of the project that stimulates what information
is to be collected from which
source and by what procedure. On the basis of major purpose of our
investigation the EXPLORATORY RESEARCH was found to be most suitable.
This kind of research has the primary objective of development of insights into
the problem. It studies the main area where the problem lies and also tries to
evaluate appropriate courses of action.

Sampling:-
  Sampling type - Simple Random Probability technique
 Sample Population – 784

DATA COLLECTION

Both Primary and Secondary sources of data have been used in this research
report. So MIXED DATA is used in this research. The key point here is that the
data you collect is unique to you and your research and, until you publish, no
one else has access to it.

PRIMARY DATA-

Data that has been generated by the researcher himself/herself, surveys,

interviews, experiments, specially designed for understanding and solving the
research problem at hand. The primary data is also called raw data which is
collected first hand by the researchers. The primary data is collected according
to the objectives laid out by the research.
The data that is collected first hand by someone specifically for the purpose of
facilitating the study is known as primary data.

 PRIMARY SOURCES

The data required for the study has been collected from OBSERVATIONS

SECONDARY DATA -
Secondary data is the data that has already been collected through primary
sources and made readily available for researchers to use for their own research.

SECONDARY SOURCES: The secondary data has been collected from:

 Company brochure
 Internet
 websites (company)
 Organizational Reports and records
 Case Studies
 Business magazines
 Books
 Journals on e-learning Industry
RESEARCH METHOD-

In investigating the Consultative Sales concept, a descriptive method in form of

personal observation has been chosen. The observations were carried out in
order to get a deep comparative knowledge regarding the different practices and
processes at the ILP OVERSEAS company. Subjectivity that may creep into the
research has been kept in mind at all times and efforts have been made to make
the research as objective as the research methodology permits.
I have chosen the Observation methods of data collection due to limited time in
hand. While designing data-collection procedure, adequate safeguards against
bias and unreliability must be ensured. I have examined the collected data for
completeness, comprehensibility, consistently and reliability. I have also
gathered secondary data which has already been collected and analysed.

So in this research the data is collected from respondents through

OBSERVATIONS.

OBSERVATIONAL RESEARCH
A wide ranging set of research techniques aimed at observing consumers
interacting naturally with their surroundings including products and services in
use. A key advantage of observation research is that often the respondent or
consumer is unaware that they are being observed, allowing their behaviour to
be observed naturally. A personal observation was carried out to gain a vision
into the behavioural patterns of the business executive while on a sales call with
the client, before and after training. Consent was gained from the Industry
Mentor to carry out the research on such lines.

Procedure and Techniques

The business development executive was observed during the sales meetings
with the clients through a viewing window for 20-30 minutes. A behavioural
checklist was used to record each instance of a listed behaviour during the
meeting.
DATA INTERPRETATION
1. How many candidates wanted to refer ILP OVERSEAS to their friends and
family members?

Reference

29% no

71% yes

INTERPRETATION:-

Out of 10 candidates in the academy 7.1 wanted to give ILP OVERSEAS

reference to their friends, families and others whereas 2.1 did not have any
referral.
2. Sources from where the candidates got to know about ILP OVERSEAS ?

source of information

10%
5%
40%
20%

25%

INTERPRETATION:-

Out of 100 candidates,

40 came to know about ILP OVERSEAS through internet as social media
platforms as LinkedIn, Instagram, Facebook etc.
25 came to know from friends
20 came to know from tele-calling
5 came to know from posters.
& 10 came to know through other sources.
 3. How many different organisations of Gujrat done sales and marketing
with ILP OVERSEAS?

Sales

32%

68% 1st Qtr 2nd Qtr

INTREPRETATION:-

68 % different organisations of Gujrat accepted sales with ILP OVERSEAS

while 32 % denied sales with ILP OVERSEAS.
 FINDINGS

 The prescreening process is done well in order to get the good talent
pool.
 All the company policies are strictly followed at any point of time.
 It more that consumes a lot of time.
 Company provides good facilities for both applicants as well as
employee.
RECOMMENDATIONS&
SUGGESTIONS:-
 40 % of the candidates came to know about ILP OVERSEAS from
internet so; the promotion must be mainly focussed on internet.
 Candidates rating on an average were 3.91 which means there is a further
scope of improvement.
 Candidates reference is one of the major source of getting more.
 There should be few techniques while counselling to take out reference
from the candidates.
 Library and canteen facilities should be improved.
 Management should cooperate with interns in every aspect of internship
clearing all their doubts and solution to their problems.
 Sales and marketing process should be improved.
 LIMITATIONS OF STUDY

Here are some limitations of the study which are as follows: -

1. Lack of available or reliable data

2. Limited access to information

3. Lack of context

4. Limited flexibility

5. Selection biasness

6. Cultural related biasness

7. Limited access to resources as financial resources

8. Lack of time

9. Sample size selection biasness

10. Limited access to data collection

methods 11.Number of clients were less.

 CONCLUSIONS
At this moment I have reached to the end of this research on the topic “SALES
AND MARKETING IN ILP OVERSEAS.”

Now I have an idea of how a sales and marketing in a company works. By

research I also came to know that the candidates are placed on the daily basis. I
have a deeper understanding of its logical design.

I have only a theoretical knowledge regarding sales and Marketing concepts in

any organisation but after doing this internship I go deeper with practical aspect
of all these concepts and exceptionally helped me a lot in developing
interpersonnel and marketing skills as well.

This Summer Internship project has helped me gain huge practical knowledge
which can't be gained only through books. This experience gave me an
opportunity to learn new things which provided me a peek into the corporate
culture. Being a fresher, I would never be exposed to a corporate environment if
it were not for this project. I thank ILP OVERSEAS for giving me the chance to
work with them as a summer intern and showing me the path of knowledge and
experience which will help me succeed in my career and enter into a bright fun.

As a whole it’s that this paperwork report has introduced benefits in the
placement procedure. May this summer training project (STP) helps in
understanding candidates mind set in further development in the promotion and
advertising of a company.
 BIBLIOGRAPHY
.

 Research Methodology –C.R. Kothari.

 www.ilpoverseas.com

 https://www.ama.org/the-definition-of-marketing-what-is-marketing/
 https://builtin.com/marketing
 https://www.deskera.com/blog/pr-marketing/
 https://blog.hubspot.com/marketing/public-relations-definition
 https://unacademy.com/content/difference-between/primary-and-
secondary-data/
 https://www.geeksforgeeks.org/difference-between-primary-and-
secondary-data/