TRAINING REPORT

ON

BUSINESS DEVELOPMENT EXECUTIVE IN CRANIUM INFOTECH PVT LTD

Submitted to GAUHATI UNIVERSITY, GUWAHATI in partial fulfillment of the requirements for the award of the degree of

MASTER OF BUSINESS ADMINISTRATION (INDUSRTY INTEGRATED) ( III SEMESTER )

Submitted By: Tripta Narwara G.U Registration No.10010123 of 2010-2012 NEW DELHI INSTITUTE OF MANAGEMENT STUDIES 52, Tughlakabad Institutional Area, New Delhi March 2012

CERTIFICATE
This is to certify that Tripta Narwara, a student of the Gauhati university, Guwahati has prepared her Training Report entitled Business Development Executive in Cranium Infotech Pvt. Ltd, under my guidance. She has fulfilled all requirements leading to award of the degree of MBA (industry integrated). This report is the record of bonafide training undertaken by her and no part of it has been submitted to any other University or Educational Institution for award of any other degree/diploma/fellowship or similar titles or prizes. I wish her all success in Life.

STUDENTS DECLARATION I hereby declare that the Training Report conducted at Cranium Infotech Pvt. Ltd. , New Delhi Under the guidance of Ms. Geetanjali Kwatra

Submitted in partial fulfillment of the requirements for the Degree of MASTER OF BUSINESS ADMINISTRATION

(Industry Integrated)
TO GAUHATI UNIVERSITY, GUWAHATI

Is my original work and same has not been submitted for the award of any other Degree/ diploma/ fellowship or other similar titles or prizes.

Place: New Delhi

Date:

TRIPTA NARWARA Reg. No. 1001-0123 of2010-12

ACKNOWLEDGEMENTS

I am thankful to our Director of NDIMS Mr. R K PUSHKARNA as he provided me the opportunity for doing Industry Integrated Programme and its only because of him that I got to know about the real corporate world with the help of the company Cranium Infotech Pvt. Ltd. My Faculty Guide Ms. Geetanjali Kwatra helped me a lot to prepare my project and provided the important guidelines throughout the project. My training Incharge Mr. Nitin Jha provided me information about the company and he is the only guy who guided and prepared me for my field work and taught me about the marketing skills. I end this note by taking sole responsibility for any of the mistakes.

Thanking you TRIPTA NARWARA

CONTENTS: CHAPTER 1. INTRODUCTION 1.1 General introduction about the sector. 1.2 Industry profile. a. Origin and development of the industry. b. Growth and present status of the industry. c. Future of the industry. CHAPTER 2. PROFILE OF THE ORGANIZATION 2.1 Origin of the Organization. 2.2 Growth and development of Organization. 2.3 Present status of the Organization. 2.4 Functional Departments of the Organization. 2.5 Organization structure 2.6 Product and Service profile of the Organization Competitors. 2.7 Market profile of the Organization. CHAPTER 3. DISCUSSIONS ON TRAINING 3.1 Work profile (Roles and responsibilities), tools and techniques used. 3.2 Key learnings. CHAPTER 4. STUDY OF SELECTED RESEARCH PROBLEM 4.1 Statement of research problem. 4.2 Statement of research objectives. 4.3 Research design and methodology. CHAPTER 5. ANALYSIS 5.1 Analysis of data. 5.2 Summary of finding. CHAPTER 6. SUMMARY AND CONCLUSIONS 6.1 Summary of learning experience. 6.2 Conclusion and recommendations.

Bibliography

CHAPTER 1 INTRODUCTION

CHAPTER 1 : INTRODUCTION

1.1 GENERAL INTRODUCTION ABOUT THE SECTOR

IT SERVICES SECTOR IT is the area of managing technology and spans wide variety of areas that include computer software, information systems, computer hardware, programming languages but are not limited to things such as processes, and data constructs. In short, anything that renders data, information or perceived knowledge in any visual format whatsoever, via any multimedia distribution mechanism, is considered part of the IT domain. IT provides businesses with four sets of core services to help execute the business strategy: business process automation, providing information, connecting with customers, and productivity tools. IT professionals perform a variety of functions (IT Disciplines/Competencies) that ranges from installing applications to designing complex computer networks and information databases. A few of the duties that IT professionals perform may include data management, networking, engineering computer hardware, database and software design, as well as management and administration of entire systems. Information technology is starting to spread further than the conventional personal computer and network technologies, and more into integrations of other technologies such as the use of cell phones, televisions, automobiles, and more, which is increasing the demand for such jobs. In the recent past, the Accreditation Board for Engineering and Technology and the Association for Computing Machinery have collaborated to form accreditation and curriculum standards for degrees in Information Technology as a distinct field of study as compared to Computer Science and Information Systems today. SIGITE (Special Interest Group for IT Education) is the ACM working group for defining these standards. The Worldwide IT services revenue totaled $763 billion in 2009. Information technology (IT) is concerned with technology to treat information. The acquisition, processing, storage and dissemination of vocal, pictorial, textual and 7

numerical

information

by

a microelectronics-based

combination

of computing and telecommunications are its main fields. The term in its modern sense first appeared in a 1958 article published in the Harvard Business Review, in which authors Leavitt and Whisler commented that "the new technology does not yet have a single established name. We shall call it information technology (IT)." Some of the modern and emerging fields of Information technology are next generation web technologies, bioinformatics, cloud computing, global information systems, large scale knowledge bases, etc. Advancements are mainly driven in the field of computer science.

1.2

INDUSTRY PROFILE

a) ORIGIN AND DEVELOPMENT OF THE INDUSTRY In the recent past, the Accreditation Board for Engineering and Technology and the Association for Computing Machinery have collaborated to form accreditation and curriculum standards for degrees in Information Technology as a distinct field of study as compared] to Computer Science and Information Systems today. SIGITE (Special Interest Group for IT Education) is the ACM working group for defining these standards. The Worldwide IT services revenue totaled $763 billion in 2009.

Hilbert and Lopez identify the exponential pace of technological change (a kind of Moore's law): machines application-specific capacity to compute information per capita has roughly doubled every 14 months between 1986-2007; the per capita capacity of the worlds general-purpose computers has doubled every 18 months during the same two decades; the global telecommunication capacity per capita doubled every 34 months; the worlds storage capacity per capita required roughly 40 months to double (every 3 years); and per capita broadcast information has doubled roughly every 12.3 years. India is now one of the biggest IT capitals in the modern world. The economic effect of the technologically inclined services sector in India accounting for 40% of the country's GDP and 30% of export earnings as of 2006, while employing only 25% of its workforceis summarized by Sharma (2006): Today, Bangalore is known as the Silicon Valley of India and contributes 33% of Indian IT Exports. India's second and third largest software companies are headquartered in Bangalore, as are many of the global SEI-CMM Level 5 Companies. Mumbai too has its share of IT companies that are India's first and largest, like TCS and well established like Reliance, Patni, LnT Infotech, I-Flex, WNS, Shine, Naukri, Jobspert etc. are head-quartered in Mumbai. And these IT and dot com companies are ruling the roost of Mumbai's relatively high octane industry of Information Technology. Such is the growth in investment and outsourcing, it was revealed that Cap Gemini will soon have more staff in India than it does in its home market of France with 21,000 personnel+ in India. 9

On 25 June 2002 India and the European Union agreed to bilateral cooperation in the field of science and technology. A joint EU-India group of scholars was formed on 23 November 2001 to further promote joint research and development. India holds observer status at CERN while a joint India-EU Software Education and Development Center is due at Bangalore.

India's IT industry (in USD bn)

Particulars

FY 2004

FY 2005

FY 2006

FY 2007

FY 2008

IT Services

10.4

13.5

17.8

23.5

31.0

- Exports

7.3

10.0

13.13

18.0

23.1

- Domestic

3.1

3.5

4.5

5.5

7.9

ITES-BPO

3.4

5.2

7.2

9.5

12.5

- Exports

3.1

4.6

6.3

8.4

10.9

- Domestic

0.3

0.6

0.9

1.1

1.6

Engineering services, R&D and Software products

2.9

3.9

5.3

6.5

8.6

- Exports

2.5

3.1

4.0

4.9

6.4

10

- Domestic

0.4

0.7

1.3

1.6

2.4

Hardware

5.0

5.9

7.0

8.5

12.0

- Exports

0.5

0.5

0.6

0.5

0.5

- Domestic

4.4

5.1

6.5

8.0

11.5

Total IT industry (including hardware)

21.6

28.4

37.4

48.0

64.

b) GROWTH AND PRESENT STATUS OF INDUSTRY The Indian Information Technology industry accounts for a 5.19% of the country's GDP and export earnings as of 2009, while providing employment to a significant number of its tertiary sector workforce. However, only 2.5 million people are employed in the sector either directly or indirectly. In 2010-11, annual revenues from IT-BPO sector is estimated to have grown over $54.33 billion compared to China with $35.76 billion and Philippines with $8.85 billion. It is expected to touch at US$225 billion by 2020. The The most other prominent emerging IT hubs are

Bangalore and Hyderabad.

destinations

are Chennai, Coimbatore, Kolkata, Trivandrum, Pune, Mumbai, Ahmedabad, NCR. Technically proficient immigrants from India sought jobs in the western world from the 1950s onwards as India's education system produced more workers than its industry could absorb and dearth of opportunities. India's growing stature in the Information Age enabled it to form close ties with both the United States of America and the European Union. However, the recent global financial crises has deeply impacted the Indian IT companies as well as global companies. As a result hiring has dropped sharply, and employees are looking at different sectors like the financial service, telecommunications, and manufacturing industries, which have been

11

growing phenomenally over the last few years. India's IT Services industry was born in Mumbai in 1967 with the establishment of Tata Group in partnership with Burroughs. The first software export zone SEEPZ was set up here way back in 1973, the old avatar of the modern day IT park. More than 80 percent of the country's software exports happened out of SEEPZ, Mumbai in 80s. Major IT Hubs

Ranking

City

Description

Popularly known as the capital of the Silicon Valley of India is 1 Bangalore currently leading in Information Technology Industries in India.

It is the Second largest exporter of Software next to Bangalore. It has the largest operations for India's top software company TCS, Infosys ( has world's largest development 2 Chennai center with 25,000 employers in Mahindra world city at Maraimalainagar, and many centers in IT corridor), and other software companies like Wipro, CTS, Patni, L&T infotech and many companies have major operations in IT corridor, Ambattur and other places in Chennai

Hyderabad called as Cyberabad, which has good infrastructure and good government support is also a 3 Hyderabad goodtechnology base in India. The Government of AP Has built a separate township for IT Industry called the HITEC City.

Pune

Pune, a major industrial point in India.

12

It is the Manchester of South India.Among major metromarkets Coimbatore (up 31%) MAY 11 (Bangalore showed 5 Coimbatore the slowest rate of annual growth at 4 percent driven by reduced demand in the BPO/ITES sector),It Become an Upcoming Major IT hub of India

The National Capital Region of India 6 NCR comprising Delhi, Gurgaon, Faridabad, Noida, Greater Noida and Ghaziabad are having ambitious projects and are trying to do every possible thing for this purpose.

Popularly known as the commercial, entertainment, financial capital of India, This is one city that has seen tremendous 7 Mumbai growth in IT and BPO industry, it recorded 63% growth in 2008.[10] TCS, Patni, LnT Infotech, I-Flex WNSand other companies are headquartered here.

Kolkata is a major IT hub in eastern India. All major IT 8 Kolkata companies are present here. The city has tremendous potential for growth in this sector with upcoming areas like Rajarhat.

Trivandrum, the capital of Kerala is a green metropolis and tier 9 Trivandrum I city. GOK provides a good platform for IT development in the city with India's largest IT park Technopark and dedicated Technocity SEZs.

This rapidly growing industrial hub houses a lot of IT/ITES 10 Jaipur and BPO giants. Genpact, Connexions IT services, Deutsche Bank and EXL BPO, Infosyss, Tech Mahindra, and Wipro are here. There are plans to build the largest IT SEZ in India by

13

Mahindra under the Mahindra World City.

c) FUTURE OF THE INDUSTRY Opportunities India offers an unprecedented opportunity for internet service operators, infrastructure vendors, manufacturers and associated services companies. A host of factors are contributing to enlarged opportunities for growth and investment in telecom sector: An expanding Indian economy with increased focus on the services sector Population mix moving favorably towards a younger age profile Urbanization with increasing incomes

Investors can look to capture the gains of the Indian IT boom and diversify their operations outside developed economies that are marked by saturated IT markets and lower GDP growth rates. Information Technology is the industry that has given a face to India on global level. Today, the country has developed great relationship with various other western countries on the basis of its remarkable IT services. It is certainly a fact of pride that India is known for outsourcing IT services and software to more than 95 countries in the world. With the power of information technology, the country has not only remarkably gained in its reputation and recognition in the world but also has improved its overall economy. Naturally, this promises a long and prosperous future of Information technology in India. The future of information technology in India in terms of employment. If one is naming countries that have IT as one their most important employment sectors, then you cannot miss India.The IT industry in India has massive scope for natives as it offers jobs to both technical and non-technical graduates and also bears the potential to breed huge foreign exchange influx. Globally, Indias IT growth is mainly subjugated by IT software and services including system integration, bespoken application development and maintenance, application management, software testing , IT consulting, infrastructure management services, complete web solutions and

14

services and service-oriented architecture. India specializes in all these competent and highly demanding IT services and solutions and delivers them at affordable prices.

Information Technology Colleges and Institutes

It is natural to witness the magnanimous growth of IT colleges and universities in India, when such a great percentage of population is earning their bread and butter with this industry. Not it is a great renders a great profession but also offers people with the security of never falling out their job prospects because IT companies are coming up like mushrooms in India and other countries as well. Today, India would easily beat any other nation in the count of IT colleges and institutions. It seems like that the populace is all set to welcome the future of information technology in India and gain through it massively. the information technology services of India are of high quality and offer great help to the other industries all over the world. since in India the workforce is available at lower rates than in foreign, Indian IT services has received a boom in the international market. it is offering great job opportunities to the students who have done their B.Tech. even the number of companies are increasing slowly and so I think the future seems to be good. In small decades of human existence, IT has permeated each corner of the world as well as each aspect of the human experience. The high accessibility of Indias technically trained employees, whore multilingual as well make it very significant and competitive in the universe economic stage. The sector of information technology in India is hugely taken over by the software as well as services such as application development as well as maintenance, Cisco, Dell, Oracle and system integration are enduring to look to Indias IT organizations to offer technology services. The future of IT in India is very much bright and prosperous because India has very few industries compared to that of foreign nations. In course of time, the industries would increase and the need to cater their requirements would also increase. In such a case the IT would play a major role in catering their needs. The future of Information Technology is indeed is great in India 15

as many young people are showing their deep interests in the IT companies that are there in India. IT companies number is surely going to increase in the coming time period as the need of the IT professionals and the companies will rise high.

16

CHAPTER 2 PROFILE OF THE ORGANIZATION

17

CHAPTER 2: PROFILE OF THE ORGANIZATION 2.1 Origin of the organization.

Cranium Infotech Pvt. Ltd. was conceptualized in April 2009 by Mr. Sanjay Razdan who is located in USA.The company is sister concern to Amicus Infotech Pvt. Ltd. and has its branches in New Delhi and Chennai from the past 1.5 years , it has grown successfully with its offerings in education society. Its main aim is to build Indias largest database of institutes and courses. Mr. Sanjay Razdan who has 22 years of international experience in developing, manufacturing and marketing technology products & solutions globally. An electronics engineer, Mr. Sanjay is also MBA and has completed his Advanced Management Program, from Harvard Business School. We have a great talent pool of creative professionals specializing in the field of applications development and visual communication. Multifaceted Business Development and Client Relations Executives, Project Managers, Programmers, Media Specialists, highly skilled operators and others constitute the backbone of our various activity.

Our clients have come to rely on our creativity, skillfully honed production systems and proactive solutions. Our systematic and thoughtful problem solving approach, innovative ideas provide full customer satisfaction. Our services span all aspects of Internet design, online marketing and customized application development for clients based on their requirements and area of operation. We offer enterprise solutions for all business processes that can be customized as required. Our aim is to deliver customer satisfaction by providing value-added, innovative and technically superior solutions to clients. Cranium Infotech has been mainly focusing on Total Quality and Customer satisfaction. A list of so many satisfied clients is testimonial to our endeavor. Cranium Infotech has launched the education portal MAKEMYCAREER.COM in the market so as to cater the needs of both students as well as educational institutes.

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2.2

GROWTH AND DEVELOPMENT OF THE ORGANIZATION

In a very short period of time we have achieved high growth from a garage startup to a 60 people company with revenue ranging in several lakhs. The success has come through the focused leadership and exceptional contribution from each and every single employee. The company is now looking beyond the geographical boundaries to foray into developed markets where it can deliver cutting-edge services leveraging the benefit of inexpensive infra from India. Our strength is our knowledge and the experience of serving hundreds of businesses in India.

Company Details Year Legal Turnover Nature Major of Business Markets

of Status

Establishment of Firm

2009 Limited (Privately Held) US$ 0.25 Million (or Rs. 1 Crore Approx.)

Service Provider Indian Subcontinent East Asia

Our modern infrastructure facilities enables us to successfully meet the emerging demands of the industry. We have with us well equipped production units that are backed by hi-tech machines & latest technology. This coupled with the expertise of our professionals who posses rich industry experience assist us in bringing out superior quality in our product range. We are also committed to our employees professional development and conduct both internal & external training that helps them to upgrade their knowledge base as per the latest industry trends & technology. Since the inception of the company, quality has been one of our major priorities. We are committed to provide competitive & reliable products, solutions and services that help us to stay ahead of our competitors. International quality standards have always been maintained in all the processes of devise design and development. Our team of quality control personnel make optimum use of the available testing equipments and ensure that they meet the laid down quality parameters. 19

2.3

PRESENT STATUS OF THE ORGANIZATION

"Makemycareer.com" owned by Cranium InfoTech Private Ltd. is an educational portal' with a motive to help bridging gap between growing needs of student community and the educational Institutes. The portal has been developed with a sole idea of helping student community to take an informed decision for their career with ease. "A one stop shop for all education and career related options in India as well as abroad, Makemycareer.com envisages to build India's largest database of Institutes and courses so as to provide our student community a wide range options to choose from. Makemycareer.com has involved subject matter experts to help answering student queries .Toll free number has also been assigned to encourage more participation. News alerts' admission notifications' exam dates, scholarship avenues are updated very regularly. Once a student gets clarity about the course to pursue'Makemycareer.com helps students find the best colleges and courses and keep themselves updated about latest happenings of education industry. Starting from Locating an institute with help of Map to finding all about a education opportunities in a particular country, Makemycareer.com provides an easy access to all kind of educational details. For students aspiring for educational loans, we do work closely with our associates. Already attracting a huge traffic from more then 240 cities/regions of 150 plus countries/territories from all over the world, the growing internet user population with high dependence on search results has helped makemycareer.com to reach the masses. Some Statistics of Makemycareer.com:

Attracted more than 6,50,000 page hits per month at peak Specialist in Institute specific campaigns to increase brand visibility and capture interested students. Attracts 32% traffic from Under 18 and 52 % of 18-26 Age groups. 25,000+ members on social networking sites. The portal gets first page listing for more than 500 keywords on Google , Yahoo and msn

Makemycareer.com has established a direct contact with every student who logs on to find information about various colleges and courses in the field of Management, but abroad too. Our solutions help institutes to increase visibility and strength . Engineering, Finance, Animation, vocational courses etc. We also want institutes to expand its reach so as to fill the growing demand of skilled manpower not only in India n your brand so that they get the brightest mind from the community.

20

Some of our Partnering Institutes : SRM University Sikkim Manipal University JRE Group of Institutes Sitapur Shiksha Sansthan Times Business School Vels University Indian Institute of Financial Planning ICRI IIPM

21

2.4

FUNCTIONAL DEPARTMENTS OF THE ORGANIZATION 1. GENERAL AND ADMINISTRATIVE

The main functions of Administration can be further sub-divided into : Personnel i.e., H.R. Salary & deductions, staff benefits and other miscellaneous expenditure. House keeping. Protocol and PR section. Miscellaneous. Documentation Centre and Library

2. SALES AND MARKETING The marketing department must act as a guide and lead the company's other departments in developing, producing, fulfilling, and servicing products or services for their customers. Communication is vital. The marketing department typically has a better understanding of the market and customer needs, but should not act independently of product development or customer service. Marketing should be involved, and there should be a meeting of the minds, whenever discussions are held regarding new product development or any customer-related function of the company. Researching and analyzing your business and the market Planning and writing the plan Implementing the plan Evaluating the results

3. RESEARCH AND DEVELOPMENT This departments function is to seek the highest quality of development and design for future growth of forest preserve sites; foster and encourage public participation; protect plans for future growth of the county in order to enhance the quality of life; work with local, regional, state and federal agencies to implement safe and effective programs and policies to protect natural resources; and prepare department budget and expenditures that provide the most beneficial use of District funds. It comprises the following positions: Planning and Development Manager Land Preservation Planner 22

4. EXECUTIVE LEADERSHIP The roles that the top leadership of the executive branch may fulfill include: running the functions of the firm, managing , and deciding how to enforce laws; managing and determining working conditions. The organizational structure of the executive branch will determine the relationship between the heads of state and government respectively. The Executive Branch also carries out the laws.

5. FINANCE This departments function involves budgeting and financial management, administering payroll, overseeing licenses and agreements, providing bid and purchasing processes, providing fund account reporting for the public and complying with all federal and state accounting practices. It comprises the following positions: Director of Financial Services Administrative Assistant Accounting Clerk II and Buyer Accountant

23

2.5

ORGANIZATION STRUCTURE

This is the organization structure followed in Cranium Infotech Private Limited.

24

Here, the company structure is shown, where the company is headed by the management that incudes the CEO Mr. Sanjay Razdan and the Director Mr. Rajesh Pandit. All the employees have to report to the Director of the company. Then there is this administrative department, where all the accounting and budgeting of the company takes place. All the account of the invoice raised and delivery are recorded here. Here itself , the expense sheet of the company is prepared. In Sales department , all the dealings with the clients are done, they interact with prospective as well as present clients and bring business for the company. In Manufacture department , all the clients requirements are fulfilled by providing them the desired services. The programming , counseling , SEO and designing teams are under this department. In Quality Control department, the operations team work for the maintenance of the quality of leads provided to the clients. They work in collaborations with the counseling team.

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2.6 PRODUCT AND SERVICE PROFILE OF THE ORGANIZATION COMPETITORS PRODUCTS AND SERVICES OF THE ORGANISATION Cranium Infotech Private Limited has launched Makemycareer.com which is an education portal developed to help bridging gap between growing needs of student community and the Educational Institutes. Makemycareer.com has been successful in catering to the needs of various reputed colleges, institutes and universities across India and abroad. We are One Stop Solution for all education related queries STUDENT SERVICES: Update on Admission, Results, News Motivating Articles by renowned people. Articles about the streams of categories. Personalized Career Counseling via Toll Free. Expert Advice on the queries. Category wise Institute list. Assistance on Education Loan. Information of Coaching Institutes. Entrance Exams Guide. Exclusive Section for MBA And Engineering aspirants. Maps to locate the institutes. Complete detail about courses and admission procedure of Institutes. Interactive form to interact with Institutes and sort queries.

INSTITUTE SERVICES: Microsite of Institute with complete information which includes: Courses Offered Image and Video Gallery Infrastructure and Facility Offered Faculty 26

Placements Maps

Interactive form to interact with students. Keyword search with specified keywords. Promotion of institutes on Google, MSN and Yahoo. Banners to increase visibility. Articles about the courses offered. Mailers / SMS campaigns. Newsletter Updates. Personalized Counseling for the Institute Lead Generation. Exclusive MBA and Engineering section.

Here is a view of the portal:

27

28

Makemycareer.com offers promotional activities to its clients in the form of two processes: LEAD GENERATION

Lead generation is a marketing term used, often in Internet marketing, to describe the generation of consumer interest or inquiry into products or services of a business. Leads can be generated for a variety of purposes; for example: list building, enewsletter list acquisition or for winning customers. There are many tactical methods for generating leads. These methods typically fall under the umbrella of advertising, but may also include non-paid sources such as organic search engine results or referrals from existing customers. Businesses strive to generate 'quality' leads. Quality is usually determined by the propensity of the inquirer to take the next action towards a purchase. A presence on the Internet, along with effective search engine optimization, is utilized by many companies in service industries to generate leads. Companies also heavily rely on referrals, telemarketers, and advertisements to generate leads. Some use a phony local address is used to fool the search algorithm, as is liberal posting of the lead generator's NAP, name, address and phone number, on the internet. The practice is used in other industries such as auto glass replacement, roofing, or carpeting. Similar practices are used in Yellow Pages ads as well.

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BRANDING SOLUTIONS

Surviving the market amidst the swarming competition is extremely essential for all online business entrepreneurs. And, Branding is a special component that helps online property achieving your targeted business goal with ease. For every small company created in the web market, branding is an essential factor that carves its path to success. Branding solutions form an important factor for a new novice online property as it is for any multi-national company. In simple words, branding gives your business an online recognition or identity amongst the millions of other online companies. Thus, if want online business to be renowned amongst the major business corporations, it is essential that you brand your business with the help of the best marketing company that offers you ideal business branding solutions. At SEO Management, we understand the value of business branding and hence offer a range of web branding solutions that will help your venture achieve its targeted online success. We offer complete branding solutions right from designing your business logo, business card, business envelope,news letter head to also creating your Facebook Custom Page. Overall, we offer with a complete business branding package, thus aiming online success.

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2.6 PRODUCT AND SERVICES OF THE COMPETITOR ORGANISATIONS There are various competitors of makemycareer.com in the industry. All the competitors are offerings the same services of the education industry to its clients. The student as well as the institute offerings are same. The slight difference comes in the costing of the services and the plans duration. As it is new in the business , it has to face many problems , but still it has made a niche for its survival in this cut-throat competition. The various competitors are: Shiksha.com Studyplaces.com Pagalguy.com Htcampus.com Infinite courses.com Minglebox.com

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2.7 Profile

MARKET PROFILE OF THE ORGANIZATION

Cranium Infotech is an IT services company offering innovative promotional solutions to both the student as well as the educational institutes.It has launched the Makemycareer.com which is an education portal developed to help bridging gap between growing needs of student community and the Educational Institutes. Makemycareer.com has been successful in catering to the needs of various reputed colleges, institutes and universities across India and abroad. We are One Stop Solution for all education related queries We have a great talent pool of creative professionals specializing in the field of applications development and visual communication. Multifaceted Business Development and Client Relations Executives, Project Managers, Programmers, Media Specialists, Instructional Design Specialists, inspired Designers, highly skilled operators and others constitute the backbone of our various activity-focused service offerings.

Our clients have come to rely on our creativity, skillfully honed production systems and proactive solutions. Our systematic and thoughtful problem solving approach, innovative idea generating methodologies and a firm commitment to the job of operation. We offer enterprise solutions for all business processes that can be customized as required. Our aim is to deliver customer satisfaction by providing value-added, innovative and technically superior solutions to clients and help them improve their business processes.

Our Quality Cranium Infotech has been mainly focusing on Total Quality and Customer satisfaction. Since the inception of the company, quality has been one of our major priorities. We are committed to provide competitive & reliable products, solutions and services that help us to stay ahead of our competitors. International quality standards have always been maintained in all the processes of devise design and development. 32

Our team of quality control personnel make optimum use of the available testing equipments and ensure that they meet the laid down quality parameters. Our Infrastructural Facilities Our modern infrastructure facilities enables us to successfully meet the emerging demands of the industry. We have with us well equipped production units that are backed by hi-tech machines & latest technology. This coupled with the expertise of our professionals who posses rich industry experience assist us in bringing out superior quality in our product range. We are also committed to our employees professional development and conduct both internal & external training that helps them to upgrade their knowledge base as per the latest industry trends & technology.

Some Statistics of Makemycareer.com:

Attracted more than 6,50,000 page hits per month at peak Specialist in Institute specific campaigns to increase brand visibility and capture interested students. Attracts 32% traffic from Under 18 and 52 % of 18-26 Age groups. 25,000+ members on social networking sites. The portal gets first page listing for more than 500 keywords on Google , Yahoo and MSN.

Some of our clients: Our consistency in delivering a wide range of quality products assist us in meeting the varied needs and specific requirements of the industry. There are number of prestigious companies that we have worked with portrays our quality and commitment.

33

34

Chapter 3 Discussions on Training

35

CHAPTER 3 : DISCUSSIONS ON TRAINING 3.1 STUDENTS WORK PROFILE(ROLE AND RESPONSIBILITIES), TOOLS AND TECHNIQUES USED

Work Profile:NameDesignationWork placeTripta Narwara Business Development Executive Delhi /NCR

Work Criteria- To meet up the prospective clients and close the deals by explaining them about the various branding solutions offered by makemycareer.com through presentations . I have to generate the leads by database provided, and sometimes used to do follow-ups of the clients.

Roles & Responsibility-

Accountable for completing sales objectives and general quality of service. Perform sales and marketing calls to reserve meetings with prospective clients. Sent follow-up marketing materials and build follow-up calls/monthly until relationship is recognized. Call and face-to-face visit prospective, new and presented customers to assist new business. Carry out client presentations expressing the value plan of products and service offering. Direct efforts to develop customer experience at the point of sales. Working with managers effectively to execute the policies and goals of the organization.

36

3.2 KEY LEARNINGS Information regarding IT industry and the online services, and how Cranium infotech has enhanced the features of makemycareer.com by using internet. Information regarding all the services offered by Makemycareer.com .

Understanding of customer behavior regarding online marketing. Understanding the flow of product at place at right time. Information regarding branding need for an organisation.

The live experience during the training 1. Each client is unique and are not alike. Each individual has a separate set of personal characteristics. 2. Before going in front of the client, we must have the detailed knowledge of services, facilities, company profile, market price and competitors. 3. In each meeting, we must be on time. 4. Some clients are not ready to pay charges. 5. In some cases, we find that clients are not satisfied with the charges and services. 6. Candidates want more services in fewer charges. 7. Brand issue is main concern in the mind of client. 8. Clients are more aware about the market 9. Delay in services can lead to loss of client. 10. Quick response is necessary for the future healthy relationship with the client and candidates. 11. Service charges negotiation is most important to deal with the client.

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CHAPTER 4 STUDY OF SELECTED RESEARCH PROBLEM

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CHAPTER 4 : STUDY OF SELECTED RESEARCH PROBLEM 4.1 STATEMANT OF RESEARCH PROBLEM

To analyze the preference of customers toward online services of Makemycareer.com . Product Research: Assessment of suitability of our branding solutions with respect to their features and cost. Market Characteristics Research (Qualitative): Here we analyzed that, Who uses the services ? Relationship between customer and salesperson , selling motive,how a product is used, analysis of consumption rates, needs affecting the use of a product , services demanded by the customers, consumer attitude , Interest of consumers, brand loyalty, research of special consumer groups, survey of local markets, basic economic analysis of the consumer market, etc. Size of Market (Quantitative): Market potential, total sales quota, territorial sales quota, quota for individuals concentration of sales and advertising efforts; appraisal of efficiency, etc. Competitive position and Trends Research. Sales Research: Analysis of sales records. Distribution Research: Channels of distribution activity. Advertising and Promotion Research: Testing and evaluating, advertising and promotion.

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4.2

STATEMANT OF RESEARCH OBJECTIVES .1 To study the behavior of customer of online services of makemycareer.com .2 How to convince the individual ? .3 To know what is the actual need of the customer .4 Selling pattern based on full benefit. .5 To make a follow-up (with not interested customer) .6 To study the market trends for makemycareer.com

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4.3

RESEARCH DESIGN AND METHODOLOGY

Data Source: Any marketing research requires data collection to arrive at the solution of the problem. Data collection always starts with secondary data. Hence, in a way we can say that: Any marketing research starts with secondary data. Data can be broadly classified into two categories: Primary Data Secondary Data

1. Primary Data: It can be defined as the data which are collected at first hand either by the researcher or by someone else especially for the purpose of the study. For example, I collected the statistics of customer behavior towards the Insurance product 2. Secondary Data: Any data which have been gathered earlier for some other purpose are secondary data in the hands of the marketing researcher. When sufficient secondary data are available, considerable time and money may be saved. It helps us in better understanding of the problem. The secondary data is collected by the internet by knowing how the competitor use the various ways to promote their product, how much they invest on the BTL advertisement, what are the various ways of BTL advertisement . Data collection: Methods of Primary Data collection: 42

1. OBSERVATION 2. SURVEY Anything from a short paper & pencil feedback form to an in depth one to one interview is called as survey research. Survey can be divided into two broad categories:

1. The Questionnaire

2. The Interview

While considering the type of survey, we need to consider the costs, physical resources, and time required to conduct the survey.

Choice of particular survey method mainly based on:-

1. Returns

2. Maturity 3. Coverage

Since each survey is different, there are no hard and fast rules for determining its size. The deciding factors in the scale of the survey operations are time, cost, operational constraints and the desired precision of the results. Also, consider what should be the acceptable level of error in the sample. If there is a lot of variability in the population, the sample size will need to be bigger to obtain the specified level of reliability. METHOD OF DATA COLLECTION: Person-Administered: In this method interviewer reads questions, either face-to-face, to the respondent or record his or her answers. Different ways of this method are as follows

Face-to-face- Involves trained interviewers visiting people to collect scheduled data. It is a good approach for ensuring a high response rate to a sample survey or census, and trained interviewers gather better quality data. So during the survey I did the face to face interaction with the people so by this way I understand the respondent behaviour towards the product. Close-end questions - Respondents choose from possible answers included on the questionnaire. Types of close-end questions include: 43

Multiple choice questions which offer respondents the ability to answer "yes" or "no" or choose from a list of several answer choices. Like in the questionnaire I asked several question which are in yes or no such as Would you prefer to take a policy to your dear one Scales refer to questions that ask respondents to rank their answers or measure their answer at a particular point on a scale. For example, a respondent may have the choice to rank their feelings towards a particular statement like How would you rate Policy in terms of Safety, brand value, Returns, and After Sales Service the scale may range from "very good", "good " and "neutral" to "satisfied" and "not satisfied" .

Open-end questions - Respondents answer questions in their own words. Completely unstructured questions allow respondents to answer any way they choose. Questionnaire of our project was open ended too. We provided respondent with range of options to answer. As we were evaluating brand of Insurance product, there were questions that on what fronts does Insurance product, as a brand, need to improve.

Sampling Plan: In our daily life we reach to conclusions by describing the characteristics of a large number of items of a phenomenon usually referred as (population) based on an analysis of a limited number of items from that phenomenon (called sample). The major reasons for sampling are as follows: Decision makers will have stipulated time to make decisions. If they consider the whole population, they cannot come to consensus within the stipulated time. The cost of gathering information is highly important. The accuracy can be maintained if we take small sample of a population. The following are the managerial objectives of sampling: The data can be collected from the desired section omitting others. Sufficient accuracy that can be obtained by considering the sample. Research resources can be efficiently used. By sampling also sometimes we get unimportant data. They are as follows: Data produced is of high quality but not applicable to the problem definition. The data produced is of stable result but becomes obsolete till it is produced.

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Type of Sampling Procedures: There are two types of sampling procedures. Probability Sampling Methods Non probability Sampling Methods Probability Sampling Methods Much of the sampling in marketing research is non-probability in nature. That is, samples are selected on the basis of the judgment of the investigator, convenience, or by some other non random process rather than by the use of a table of random numbers or some other randomizing device. Non probability sampling procedures: Quota Sampling: In quota sampling the sizes of various subclasses in the population are first estimated from some outside source, such as from Bureau of the Census Data. Since the interviewers judgment is relied upon to select actual respondents within each quota, many sources of selection bias are potentially present. Judgment Sampling (Purposive Sampling): The key assumption underlying this type of sampling is that, with sound judgment or expertise and an appropriate strategy, one can carefully and consciously choose the elements to be included in the sample so that samples can be developed that are suitable for ones needs. The intent is to select elements that are believed to be typical or representative of the population in such a way that errors of judgment in the selection will cancel out each other out. Convenience Sampling: In convenience sampling selection, the sampler chooses the sampling units on the basis of convenience or accessibility. This form of sample selection is commonly used in the man on the street form of interviewing and, at times, associates may be interviewed, and, at times associates may be interviewed simply because they are accessible.

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CHAPTER 5 ANALYSIS

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CHAPTER 5 : ANALYSIS 5.1 ANALYSIS OF DATA

Analysis of branding solutions of Makemycareer.com Makemycareer.com is owned by Cranium Infotech Private Limited which was conceptualized in 2009 by Mr. Sanjay Razdan. In a very short period of time we have achieved high growth from a garage startup to a 60 people company with revenue ranging in several lacs! The company is now looking beyond the geographical boundaries to foray into developed markets where it can deliver cutting-edge telephony products leveraging the benefit of inexpensive infra from India. The company has cluster setup in Delhi, and Chennai. Makemycareer.com has a network of associates to help the company conduct its marketing, sales promotion, lead generation and branding activities in towns and cities that they are locally strong. Company Work as service provider in the competitive market Where the customer get good opportunity to choose the product Company focuses on the customer day to day needs Remind the customer time to time about their product. The portal is One Stop Solution for all education related queries. The portal has been developed with an idea of helping student community to take an informed decision for their career with ease. Makemycareer gives students the platform to search their dream institutes and provide information to fulfill there dreams. A Platform for institutes to showcase their strength and increase visibility. User Details: 35,000 + Registered members, 1.5 lakh subscribers. Attracted more than 6,50,000 page hits per month at peak Specialist in Institute specific campaigns to increase brand visibility and capture interested students. Attracts 32% traffic from Under 18 and 52 % of 18-26 Age groups. 25,000+ members on social networking sites. The portal gets first page listing for more than 500 keywords on Google , Yahoo and MSN.

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5.2

SUMMARY OF FINDINGS

An effective way of communicating your ideas is through attractive presentations. With advancements in multimedia technology, presentations have taken many forms. Be it an online presentation, or a stand alone presentation, we include the right blend of graphics, animation, video and sound, to represent your ideas in the most effective manner. Makemycareer.com helps you create a brand image through the use of latest and most effective tools. We deliver your services following a multidisciplinary approach merged with creativity which helps you stay ahead of your competitors. We have a great talent pool of creative professionals specializing in the field of applications development and visual communication. Multifaceted Business Development and Client Relations Executives, Project Managers, Programmers, Media Specialists, Instructional Design Specialists, inspired Designers, highly skilled operators and others constitute the backbone of our various activity-focused service offerings. Our clients have come to rely on our creativity, skillfully honed production systems and proactive solutions. Our systematic and thoughtful problem solving approach, innovative idea generating methodologies. Our services span all aspects of Internet design, online marketing and customized application development for clients based on their requirements and area of operation. We offer enterprise solutions for all business processes that can be customized as required. Our aim is to deliver customer satisfaction by providing value-added, innovative and technically superior solutions to clients and help them improve Cranium Infotech has been mainly focusing on Total Quality and Customer satisfaction. A list of over a hundred satisfied clients, both national and international, is testimonial to our endeavor.

Interactive presentations and brochures are great tools to introduce any business, its products or services to prospective clients. They leave a good impression on them, and at the same time provide value based information to target audience in a most engaging manner. Complimented by our experience in creating innovative design solutions, we have the skills and the technology to make your company information 48

come alive and stand-out in the crowd. In touch with the latest, our team blends creativity with simplicity to create stunning interactive presentations.

At Makemycareer.com, we provide multitude of superior branding solutions may it be in the form of interactive company profile, event presentations, annual meetings or corporate seminars etc. Presentations created in tools have far more effect than more traditional solutions. We can incorporate animation sequences, video and tailored effects to add impact, dynamism and distinction in the microsite of the institutes. With these high-end tools interactive presentations can be used to swiftly exhibit your company ethos, products and services in short specific sequences, integrating video, moving image and animation clips, giving the ultimate digital experience.

CHAPTER 6 SUMMARY AND CONCLUSIONS

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CHAPTER 6 : SUMMARY AND CONCLUSIONS

6.1

SUMMARY OF LEARNING EXPERIENCE In this industry I learnt that What type of customers are available in the market ? What is the basic need of the customer ? Response of the customer? Behavior ? Attitude of the customer? Ups and down of the company?

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6.2

CONCLUSIONS AND RECOMMENDATIONS

Conclusion Makemycareer.com, an online service provider firm, is trying to expand now in overseas market so as to attract the customers here as well. In a very short period of time it has achieved high growth from a garage startup to a 60 people company with revenue ranging in several lacs ! The success has come through the focused leadership and exceptional contribution from each and every single employee. Small and medium size enterprises in India are the growth engine of India economy. The company has cluster setups in Delhi and Chennai. It has developed a distributed and extensible platform that utilizes and combines the capacity of each cluster on demand to serve high volume requirements for any of its services. Some of the reasons that make it a favorite among are clients are: Interactive form to interact with students. Keyword search with specified keywords. Promotion of institutes on Google, MSN and Yahoo. Banners to increase visibility. Articles about the courses offered. Mailers / SMS campaigns. Newsletter Updates. Personalized Counseling for the Institute Lead Generation. Exclusive MBA and Engineering section.

Its consistency in delivering a wide range of quality services assist us in meeting the varied needs and specific requirements of the industry. The company has been a major telephony business products provider over the years. There are number of prestigious companies that it had worked with , that portrays our quality and commitment.

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SWOT Analysis Strength At the time of dealing with clients, I was full of confidence. I impressed the customer with my knowledge about the product and finally closed the call.

Weakness As I am new to the industry, there is still lack of the existing techniques.

OpportunityAs an opportunity, I have maintained the database of the customers which will be useful in future. ThreatsI am trying to overcome the physical stress.

Recommendation As a recommendation : To identify regions where promotions are required. Makemycareer.com lacks the required promotional campaigns , due to which consumers are unaware of the services as well as company. It is not a brand name , this leads to lack of trust of customers People are asking for some more facilities with the existing services , so some solution should be carved for this problem The database of institutes on the website should be updated time to time , as this leads to unambiguous information. Many a times clients are facing the server problem,which delays the service of website, this problem should be dealt with.

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BIBLIOGRAPHY Books And Newspaper URLs: Economics Times India Today

http://www.makemycareer.com/index.php http://en.wikipedia.org/wiki/Information_technology http://www.google.co.in/search?q=logos+of+education+portals&btnG=Search

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