internship report_prateek

8/7/2019 Internship Report_Prateek

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A

Report on

Internship Experience

Submitted by

Prateek shrivastava

PGPM-0911-031

International Academy of Management and

Entrepreneurship

2010-2011


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Places of Internship

During the second year of my PGPM degree I have done internships in two

different companies. I have learnt the basics of sales and marketing during myinternship. I have completed my internship in two phases. The first includes

learning the basics of B2C sales and the second phase includes B2B sales &

marketing. The details of are given below:

Name of Company Duration Start Date End DateHUL 2 months 14th June 2010 13th August 2010

Systech Services PvtLtd 6 months 16th August 2010 15th February 2011

Nature of work Performed

y HULs PUREIT: In HUL I worked as PUREIT WATER EXPERT inwater purifier department of Fast Moving Consumer Durables section.

This phase of my internship deals with B2C sales and services. I have

contributed in sales and lead generation along with customer service. I

have done cold calling, kiosk activities and other promotional activities

for HULs water purifier PUREIT. I have to submit daily reports and

weekly reports to the team leader and ZSO.

y Systech Services Pvt Ltd: Systech is the premium partner of IBM andLenovo for B2B business. I worked as a Business Development

Executive. This phase of my internship deals with B2B sales and

services. My role is to increase the profitability of the organization by

searching potential customers, adding new accounts, lead generation,follow ups and customer service. Along with these core activities I have

to ensure timely delivery of goods to the customer, timely payment

collection from the customers and ensuring full customer satisfaction.

This company deals with corporate customers only so my target

customers were other organizations (government, semi-government and

private), hospitals, educational institutes etc.


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Learning Experience

During my internship with both HUL and Systech Services my areas of

working were sales and marketing. I have been exposed to both B2C and B2Bsales. I realised that learning theory is easier than practically implementing the

learned theory. It depends upon the individual that how he/she uses the learned

knowledge in college to solve real life problems. I have found some major

differences between the consumer behaviour and purchase patterns in B2C and

B2B sales and thus the learning in each phase vary. I would like to explain the

learning phase wise.

y B2C Sales & Marketing (HUL) Individual customers may compromise on quality and

configuration

Word of Mouth communication is very effective in low incomegroups

Empathy is the most essential skill Customer service is the best way to gain competitive advantage Customer can only be convinced by providing complete

knowledge and showcasing the benefits of the products

Sales depends upon the awareness of the people Brand loyalty is less

y B2B Sales & Marketing (Systech Services Pvt Ltd) Maximum revenue is generated by repetitive sales Creating a good relationship with potential customer is most

important; it further helps in getting more customers i.e. Sales

through reference.

Customers are brand loyal so converting them from one brand toanother is very difficult

B2B sales is specification driven Quality is given top priority in most of the cases Payment terms and delivery schedules make huge differences They follow a standard purchase procedure so closing of a sale

takes comparatively longer time than B2C sales.


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Gaps between theoretical inputs and real world practices

As it is proven that learning theory in theory is easier than practically

implementing the learned theory. I have found that the theoretical knowledge ishelpful to understand a given situation and problem but solving that problem

only through theoretical knowledge is very difficult. It depends upon the

individuals how they use their knowledge to solve different problems under

different situations. Some of the gaps I have found are

1. Approaching a consumer in reality is totally a different thing. Selling of acommodity or service is very difficult in real life.

2. Sales & Marketing involves some of those practices which are not taught intheory

3. Communication with a customer varies depending upon the nature,behaviour and status of the customer. Business communication ethics need

not to be followed always.

4. Business ethics are not always applicable; it depends upon the nature ofbusiness and the customers.

5. Building a sound relationship with customer is more important than justconvincing him to purchase. It helps in long term business.

6. Only large and mid-size organizations are process and system driven, smallorganizations are still person driven.

7.

The sales policies of companies vary depending upon the size andimportance of the customer accounts. These policies are highly flexible.

8. Coordination among the stakeholders (Customers, Business, SuppliersandEmployees) is practically a very difficult to task than it looks.


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Role of internship in career building in future

Internship is a phase where students get chance to learn the practices of

corporate world by working with them. Its a learning phase which provideshands on learning to the students.

This internship helped me to know my weaknesses and strengths. I got to know

the exact requirement of the corporates and their expectations from a fresher. I

have been exposed to B2C and B2B sales & marketing during my internships

thus enabling me to understand the basics of sales and marketing at all levels.

It helped me to improve my skills and develop the additional skills required by

the corporates. It helped me to understand the real life problems and the way

they are solved in todays business environment. I have faced various ups and

downs during my internship which enabled me to understand the tough

environment of the business world. It helped me in preparationfor my entry in

to the corporate world. This learning experience was very good and I thank my

college for providing me this opportunity. I believe this learning experience

will definitely help in building my career. The overall internship experience

was very good.

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