Acknowledgement

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

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 Table of Contents

1. ACKNOWLEDGEMENT Page 1
2. EXECUTIVE SUMMARY Page 3
3. OBJECTIVE Page 4
4. COMPANY PROFILE Page 5
5. TASK ASSIGNED Page 6
6. TARGET SET BY THE COMPANY Page 7
7. STRATERGIES ADOPTED Page 8
8. SELLING PROCESS ADOPTED Page 9
9. ACHIVEMENTS Page 10
10. MID COURSE CORRECTION Page 11
11. LIMITATIONS Page 12
12. CONCLUSION Page13

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 Executive Summary

As a part of my MBA curriculum I have done my internship training at Arithme

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

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 Objective

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

MBA summer internships are a great way to jump starts a career, especially
for career switchers.

Landing the best summer internship possible is of huge importance for first-
year MBA students.

Because an internship in the summer has the potential of leading to a full time
job in the future, it is often referred to as the “weeks of interview”.

Since every MBA student is encouraged to get a summer internship,

competition is just as rough as in the real business environment.

Internships can be extremely beneficial to students pursuing MBA looking for

hands-on expertise.

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

In addition to learning valuable new skills and getting the practical

experience that employers want to see on your resume, you are also given an
opportunity to explore your field of interest before “officially” entering it.
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 Company Profile

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

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 Task Assigned

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

To facilitate goals achievement

To facilitate assessment

To reduce risks and loss

To make good decisions

To carry out job division

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

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

 I have to acquire the product knowledge of WEBEL, which is basically

network security solution.

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

 I have to promote an educational product “EASY LINUX”, curriculum based on

Linux also which is designed for the professionals as well as the students.

 In the light of above all the things I have to give business of at least Rs.15 lac
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to the company by selling the IT product of the company and hiring the
students for EASY LINUX.

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 Target set by the company

Targets are basically set by the company against the SIP Students so that they could
analyze themselves that where they stand in the crowd to motivate them to work
continuously
sly towards their target, keep their energy level high and reach the
benchmark set by the company.
Targets give us something to measure our progress against, to see if what we are
doing is moving us closer or further from our ultimate target. If our actions are
moving us closer to our target then we keep doing what we're doing. If our actions
are moving us further
ther from our target, then we must change what we are doing so
that we can move closer to our target.
At Arithme Software & Web Services (P) Ltd I have been given the target in two
different modes:
1. I have to sell the company
company’s software product worth Rs. 15 lakh
2. I have to admit 50 0 students for the educational training throughout my
internship.

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 Strategies Adopted

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

 Advertising is a strapping way to promote the company as it gives the chance

to interact with customer. So the company is very much serious about his
advertisement campaign. They float regular advertisement in local
newspaper, Local TV channels and magazine.

 Company promotes their product through e-mails, blogs, SMS etc. It also

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establishes a natural network effect to make people comfortable in sharing
their ideas through their website.

 It has strong R&D team who was regularly checking the latest threat in the
business technology and tries to patch the bugs as early as possible.
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 It always seeks new market segments/applications for products.

 Pursue strategic alliances with complementary players.

 Start participating in trade shows and missions.

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 Selling Process Adopted

Prospecting for evaluating the potential customer-It is a process of finding and

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

Pre-Approach - After having identified the hot leads, I planed and prepared for
making a sales call on them.
Approach - In this stage I made an initial contact with the potential customer
and tried to find out his needs.
Presentation - It is the most important stage in the sales process. The aim of my
presentation is to attract the prospect’s attention, stimulate his interest and stir a
desire for the product, so that he takes appropriate action. The main aim is to

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communicate the product’s benefits effectively to the prospect and convince him to
purchase the product. I not only spoke about the benefits the customer is looking
for, but also convinced him about the additional benefits of the product.
Handling Objections- I clarified the doubts or objections that the customer had.
Closing - In this stage I asked the potential customer to make the purchase.
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Follow up – It was my last stage wherein I aimed to develop a long-term

relationship with the customer to ensure repeat sales.

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 Achivements

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

5
Organisation visited
4
Unit Sold
3 Student admitted

0
Week 1 Week 2 Week 3 Week 4 Week 5 Week 6

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

Motivating Sales Force: Motivation is the inner drive that triggers people to
achieve their goals. Motivation helps in achieving the desired performance levels
and in maintaining them. Managers ought to motivate their sales personnel in order
to attain desired level of productivity in the organization. Therefore, it becomes
imperative for the sales managers to understand and appreciate the personal goals
of the salespersons and attempt to create a link between the personal goals of sales
person and the organization’s goals.
Basic Amenities provided: As our company is entirely new for Ranchi people we
were facing a lot of problems to convince people. Basic amenities like telecalling,
company factsheet, pamphlets and canopies were not there in the beginning of our
SIP, but now these amenities are being provided to us for easy working.
Target deduction as a motivational tool: Our target has been deducted from
weekly basis to monthly basis just for motivating the student as the revised target
seems achievable, which seemed unachievable in the beginning.
Presentation in corporate instead one to one conversation: As now we have
been provided canopies, letterheads, visiting cards, pamphlets and factsheet, it is
now becoming easy for us to take appointments from the corporate and arrange
presentation where we could get large no. of prospective customers in a very less

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time as compared to one to one conversation.
Training Sales Force: Sales training aims at helping the sales personnel to perform
their job satisfactorily. Product Knowledge and sales demo given which was not
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 Limitations

 Lack of administrative privilege during the product demonstration.

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

 Time bound in the government organization.

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

 As our SIP is supposed to start from the month of March and continue till
june/july which is the hottest month of the year is the biggest limitation of
our SIP. It’s very difficult to move in the market during such scorching heat.

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 Restriction to move only in ranchi for the business.
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 Conclusion

From this 42 days experience in a corporate, I got a good exposure about what really
the corporate life is about. It’s waking along with targets and mind stresses every
morning. The person who can manage these target and stress are shining in those
fields.
I personally think that marketing is not everyone’s cup of tea but if one set his target
high and continuously strive towards that, nothing is impossible. The only thing
required in our field is the right attitude or a positive attitude towards attaining
one’s goal.

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