SUMMER INTERNSHIP PROJECT REPORT

SESSION 2014-2018

BY
SADAM RAFIQUE
ROLL NO: 37443
BBA (Hons) MARKETING

DEPARTMENT OF MANAGEMENT SCIENCES

HAZARA UNIVERSITY MANSEHRA
 SUMMER INTERNSHIP PROJECT REPORT

SESSION 2014-2018

BY
SADAM RAFIQUE
ROLL NO: 37443
BBA (Hons) MARKETING

An internship report is submitted to the Department of Management Sciences, Hazara University

Garden Campus in the partial fulfilment of the requirements for the degree of master’s in
management sciences.

DEPARTMENT OF MANAGEMENT SCIENCES

HAZARA UNIVERSITY MANSEHRA
CERTIFICATE

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 CERTIFICATE OF PROJECT GUIDE
This is to certify that the mission report titled “Digital Products & Services Sales Operations
of Karwaan Solutions International”, became executed by way of Mr. Sadam Rafique
(37443), under my guidance.

SUPERVISOR: _________________________________

BASEERAT
Lecturer
Department of Management Science
Hazara University, Mansehra

EXTERNAL EXAMINER: _________________________________

CHAIRMAN: _________________________________

DR. WASEEM
H.O.D
Department of Management Sciences
Hazara University, Mansehra

DEPARTMENT OF MANAGEMENT SCIENCES

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 DECLARATION BY STUDENT

I hereby verify that the undertaking entitled “Digital Products & Services Sales Operations of
Karwaan Solutions”, is a sincere mirrored image of my work at Karwaan Solutions International,
which become executed with accuracy and skill ability on my component. This undertaking has
never been associated with any other degree, award or similar titles.

Sadam Rafique
Roll Number 37443
BBA (Marketing)

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 ACKNOWLEDGEMENT

Me enjoy as an intern at Karwaan Solutions International became pleasing in addition to

knowledgeable. It helped me get a whole arms-on at a begin-up. It helped me to recognize every
component of beginning a new enterprise from product improvement, pre-income, sales to new
product improvement.

I would love to express my gratitude to Mr. Wasim Khan, Managing Director at Karwaan
Solutions International who gave me the possibility to revel in the work tradition of a budding
startup and also offer ocean of opportunities to apprehend extraordinary factors of the
commercial enterprise in E-Tech Industry.

I could additionally like to increase my heartfelt gratitude to MR Norman Tariq, Project

Manager, at Karwaan Solutions. My inner college manual Mr. Tauseef for their aid and
encouragement on this enterprise.

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 EXECUTIVE SUMMARY

Project: Digital Products & Services Sales Operations of Karwaan Solutions International

Objective: To Promote and make sales of digital products and online services of Karwaan
solutions international. We have to do promotion of software’s, websites, applications, SEO,
SMO and many more.

The major objectives encompassing my work at Karwaan Solutions International are as follows

• Pre-Sales: To understand the digital situation of Pakistan and net penetration in Pakistan
including destiny likely tendencies. To make pre-sales calls to generate lead. To
apprehend which all websites the students are journeying for examination practise. Carry
out a survey to recognize what college students opt for in a coaching elegance and what
sort of are they relaxed with the use of on line platforms to look at and prepare for the
aggressive tests.

• Lead Generation – Making cold calls and maintaining and updating the database
regarding every call made. Using email marketing to create a contact with the potential
customer.

• Sales and New Product Development - To go out on the sector and go to customers
with whom the assembly got constant, try to sell the product. The important recognition
become to persuade them to get them registered with our on line platform and to
apprehend what are greater functions or necessities of the customers. After onboarding
training . We took inputs from our customers and our traders concerning the features and
personalization’s that each coaching elegance may require and construct a new product.

This project worried a entire arms-on the product Karwaan Solutions International, which is an
interactive platform which will assist students getting ready for competitive tests. A survey
became finished to understand the desire and inclination of college students preparing for
competitive exams, closer to e-mastering. It changed into also finished to understand the

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elements which can be critical for the students to choose a training class so that the capabilities
can be covered thus. The survey was carried out on distinctive age organizations, operating and
non-operating, freshers and repeaters. During the survey, rather than asking direct questions, 2nd
degree questions were asked in order that the response inside the subconscious thoughts of the
respondents may be captured and biases can be eliminated. Result cautioned that students are
already the usage of the internet for reading. The results have been within the favors of the
product.

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 TABLE OF CONTENTS
EXECUTIVE SUMMARY ............................................................................................................ 5
CHAPTER 1 ................................................................................................................................... 9
INTRODUCTION TO THE REPORT ........................................................................................... 9
1.1 Foundation of the study ......................................................................................................... 9
1.2 PROJECT OBJECTIVE ........................................................................................................ 9
1.3 Research Methodology:......................................................................................................... 9
1.3.1 Primary data are collected through: ................................................................................ 9
1.3.2 Secondary data are collected through: .......................................................................... 10
1.4 Limitations of the Study: ..................................................................................................... 10
1.4.1 The limitations of this study are: .................................................................................. 10
CHAPTER 2 ................................................................................................................................. 11
INTRODUCTION TO THE ORGANIZATION .......................................................................... 11
2.1 The Ed-Tech Industry.......................................................................................................... 11
CHAPTER 3 ................................................................................................................................. 13
MARKETING OPERATIONS ..................................................................................................... 13
3.1 Pre-Sales .............................................................................................................................. 13
3.2 Lead Generation .................................................................................................................. 13
3.3 Sales and New Product Development ................................................................................. 13
3.4 Solution Selling ................................................................................................................... 14
3.5 PRE- SALES ....................................................................................................................... 14
3.5.1 Analyzed the digital scenario in Pakistan ..................................................................... 14
3.6 Internet Adoption in Pakistan: ............................................................................................ 16
3.7 Market segmentation ........................................................................................................... 17
3.8 Survey.................................................................................................................................. 18
3. 8.1 Analysis ....................................................................................................................... 19
3.8.2 Analysis ........................................................................................................................ 20
3.8.3 Analysis ........................................................................................................................ 21
3.8.4 Analysis ........................................................................................................................ 21

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 3.8.5 Analysis ........................................................................................................................ 22
3.8.6 Analysis- ....................................................................................................................... 22
3.8.8 Analysis ........................................................................................................................ 24
3.9 LEAD GENERATION ....................................................................................................... 25
3.10 Cold Calling ...................................................................................................................... 25
3.11 E-mail Marketing .............................................................................................................. 26
3.12 SALES AND NEW PRODUCT DEVELOPMENT ......................................................... 27
3.12.1 Sales ............................................................................................................................ 27
3.12.2 SPIN Selling: .............................................................................................................. 27
3.12.3 SPIN selling at Karwaan Solutions International ....................................................... 28
3.12.4 Insights that we got through SPIN Selling: ................................................................ 28
3.12.5 Solution Selling: ......................................................................................................... 28
3.13 NEW PRODUCT DEVELOPMENT – ............................................................................ 29
CHAPTER 4 ................................................................................................................................. 33
SWOT ANALYSIS OF KARWAAN SOLUTIONS ................................................................... 33
4.1 Strengths .............................................................................................................................. 33
4.2 Weaknesses: ........................................................................................................................ 34
4.3 Opportunities: ...................................................................................................................... 34
CHAPTER 5: ................................................................................................................................ 35
CONCLUSION AND RECOMMENDATION ............................................................................ 35
5.1 MAJOR FINDINGS ............................................................................................................ 35
5.2 RECOMMENDATIONS .................................................................................................... 35
CONCLUSIONS........................................................................................................................... 37
BIBLIOGRAPHY ......................................................................................................................... 38
APPENDIX ................................................................................................................................... 39

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CHAPTER 1

INTRODUCTION TO THE REPORT

1.1 Foundation of the study

This report is an internship report prepared as a requirement for the completion of BBA program
(Major in marketing) of Hazara University. The primary goal of internship is to provide the job
exposure to the student and an opportunity to implement theoretical knowledge in real life
situation. The program covers a period of 8 weeks of organizational attachment.

1.2 PROJECT OBJECTIVE

The project has been undertaken in Ed-Tech Industry. The budding industry in education sector.

The following are the objectives of the project:

• To understand the product Karwaan Solutions International

• Do presales research

• Do cold calling and email marketing for lead generation 4) Sell the product

1.3 Research Methodology:

To make the Report more meaningful and presentable, two sources of data and information ‘s
have been used widely.
a. Primary Data.
b. Secondary Data.
Both primary and secondary data sources were used to generate the report. The relevant
information is collected from the primary sources and also uses the secondary sources of
information.

1.3.1 Primary data are collected through:

1. Observation for the total internee period.

2. Open ended and closes ended questions.
3. Conducted interview stuffs at the office.

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 4. Face to face contacts with the officers.

1.3.2 Secondary data are collected through:

1. Manuals of Karwan solution.

2. Website browsing.
3. Organization’s other published information

1.4 Limitations of the Study:

There are some limitations in every study, I also faced some limitations or obstacles in the way
of completed my internship report.

1.4.1 The limitations of this study are:

• All the time of preparing my report I tried to gather every detail of process but the major
limitation is lack of adequate information.

• Sufficient records, publications were not available as per my requirement.

• Although employees have tried their best to help me, their nature of job is such that gives
them little time to discuss.

• Such a study was carried out by me for the first time. So, inexperience is one of the main
factors that constituted the limitation of the study

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CHAPTER 2

INTRODUCTION TO THE ORGANIZATION

2.1 The Ed-Tech Industry

Ed-Tech industry or Education Technology Industry consists of everything starting from small
things like teaching math and science to preparing for an entrance exam.

Education sector being one of the biggest sector in the world now met the technology and the
industry is known as Ed-Tech Industry. Pakistan’s Ed-Tech industry is expected to grow at
almost eight times to hit $ Millions by 2021.

A figure of 44% of total education-related searches are now started coming from outside of the
top six cities in Pakistan. Also, there has been a four-fold growth in the consumption of
educational videos on YouTube in the last one year, the report added. If we arrange things
funding wise, then the top 3 sectors are as follows –

• Online learning – 28 per cent

• Marketplace – 20 per cent
• Blended learning – 14 per cent

Our product Karwaan Solutions International is likewise an Ed-Tech product and we worked
lots on our product to get maximum out of this quarter.

Traditional schooling structures are inherently inefficient.

Worldwide, the blended schooling and schooling industries account for spending of greater than
$4 trillion, representing a large 84 percentage growth on the grounds that 2000.

Despite this, studying and math ratings have remained stagnant in the US, while it's far
anticipated that eighty-five percentage of each greenback spent on education is spent turning in it
– the costs of bricks and mortar and coaching personnel, amongst different matters.

A bunch of ed-tech startups have raised investment over the last twelve months. The reasons for
this lack of investment are likely two-fold –

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• These businesses are capital light

• These organizations are viewed as too unstable for VC’s to invest in

There is a big possibility in the Ed-Tech Industry but since it’s in nascent stage the fund
elevating regarded to be a piece hard in comparison to different industries.

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CHAPTER 3

MARKETING OPERATIONS

3.1 Pre-Sales

For the pre-sales process the technique changed into to do the studies about the trends of net
usage and net penetration in Pakistan. Secondary records became accrued from the internet the
usage of google traits. With google tendencies we come to realize approximately the search
behavior concerning positive aggressive checks. The data for the internet penetration is taken
from ISPAK, World Bank, PTA, Techno Pak Analysis. We created a list of potential customers
whom we centered at some point of the cold calling procedure.

3.2 Lead Generation

• We used cold calling and email marketing for generating the leads

Surveyed, instead of looking for contacts on Internet - We surveyed Mansehra & Abbottabad
towns and looked for the hoardings, pamphlets, nearby newspapers like “Shamal / Hazara News
/ Mansehra News” to search for the touch info of the training. We used this technique due to the
fact maximum of the contact info that became available at the yellow pages and simply dial
become wrong. Hence, we decided to collect statistics from the neighborhood sources instead.
The system turned into a piece extra time eating but the statistics become accurate and we have
been capable of collect statistics of Some education training in Mansehra and Abbottabad itself.

3.3 Sales and New Product Development

During our sales process we used two sales methodologies

• SPIN Selling: Spin Selling involves asking questions to understand the consumer’s state
of affairs, concerns and issues.
• SPIN promoting has demonstrated to be a great approach but requires true conversation
skills. It specializes in asking questions which can be based totally at the patron’s
possibilities and that is achieved to recognize the desires of the clients and make it in sync

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 with the product or service that we provide. The purpose of this is to establish believe and
help us align our answers with the services and product that we offer. This is a conventional
income method that's quality desirable for smaller and more transactional income that don’t
have a big variety of stakeholders involved in the buying system.

3.4 Solution Selling

In solution promoting we promote solutions rather than selling a products or services. At

Karwaan Solutions International as nicely we projected our product as a solution for the
coaching instructions to go digital and provide an ad-on service to their present coaching
magnificence infrastructure.

3.5 PRE- SALES

Pre-sales can be described as a method that's executed before the real promoting takes location.
It is used to provide the consumer a perception approximately the actual product. It is also used
to begin with create hobby approximately the product within the mind of the clients. In pre-
income, the activities that are performed are used to know approximately the target marketplace
and prospective purchaser as well. During pre-sales, we carried out following activities:

3.5.1 Analyzed the digital scenario in Pakistan

This evaluation turned into finished to get an perception about the net customers and net
penetration in Pakistan. Since the product Karwaan Solutions International became particularly
in EdTech Industry, so it turned into important for us to realize the statistics approximately the
cutting-edge utilization and mode of net get entry to in Pakistan.

The number of net person in Pakistan are increasing swiftly and is also expected to increase in
destiny. The consumer base of Pakistan’s net customers is estimated to reach a determine of
million by way of 2020 with a penetration of approximately 50%. This is a sizeable boom from
the contemporary penetration.

In last few years it’s been observed that there's a good-sized growth in the variety of internet
users in Pakistan.

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 Figure 1 - Digital Scenario in Pakistan

According to a document by the management consulting company, the virtual gaining

knowledge of market in Pakistan is envisioned at Millions of greenbacks. As the quantity of
net customers in Pakistan will reach 200 million via the yr 2025, the e-getting to know
marketplace in Pakistan is also predicted to attain 1 billion bucks. The increase on this wide
variety is vast as it's miles a growth of 35 percent from 2016.

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3.6 Internet Adoption in Pakistan:

Figure 2– Internet Penetration in Pakistan

The above data suggests that the internet adoption is maximum inside the age institution of 19-25
yrs. In Pakistan greater than 50% of its populace is under the age of 25 and extra than sixty-
five% population is under the age of 35. And if we see the focused audience for Karwaan
Solutions International, they are in particular the folks who fall below the age institution of 19-30
yrs. In Karwaan Solutions International we centered individuals who are preparing for the
competitive exams due to the fact Karwaan Solutions International is an aggressive exam
preparation platform.

The e-mastering can't update the traditional teaching in Pakistan, this is what we came to
recognize by journeying different education lessons and asking students about this. According to
a survey completed by Google and the web education industry in Pakistan is estimated to grow 8
times to attain 1.90 billion bucks by the 12 months 2021. From mobile gadgets the boom has
been 3 instances and it witnessed a twofold boom in on line searches for training. The important
elements driving this increase consists of comfort, most reach and personalization supplied via
on line channels.

This boom has been witnessed in metros as we will see from the virtual penetration chart that for
metros its seventy-seven% in which as for tier and tier 3 towns its 20% and three% respectively.

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3.7 Market segmentation

In Karwaan Solutions International we segmented the focused marketplace based on the checks
for which the scholars have been performing for. We Targeted the scholars and the coaching
training which might be presenting lessons for competitive exams for instance IIT-JEE, NEET,
UPSC assessments etc.

The age institution for this segment of market lies between sixteen yrs to 35 yrs. We decided on
the coaching classes based at the sorts of competitive checks. Since the evaluation is achieved
inside the month of April – May, we selected the coaching classes which are offering training for
MBA front assessments, IBPS assessments due to the fact the entrance exams for these lessons
will begin from the month of September cease. Hence it turned into very important for us to
faucet those instructions where the maximum of the scholars had been coming in that duration.
Because in that point students who had been coming to these training have been the scholars who
were both taking the regular guides in conjunction with the scholars who have been taking only
mock checks. Hence the footfall in the ones education classes accelerated in that length. We used
to google tendencies to discover what is the maximum searched competitive checks on google.

Here is the example of IBPS Exam Preparation search trends

Source – Google trends (Top searches – 1 is most searched)

After searching “IBPS Preparation” on google trends, got the following data

• IBPS RRB
• IBPS RRB Preparation
• IBPS PO 2016
• IBPS PO preparation 2016
• IBPS PO 2015
• IBPS clerk 2016
• IBPS PO preparation strategy
• Gr8ambitionz
• IBPS SO 2016
• IBPS PO admit card
• Free job alert

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 • Pakistan bix
• Sarkari results
• IBPS SO preparation
• IBPS PO English preparation
• IBPS English preparation
• IBPS PO syllabus
• SSC

The highlighted named are the websites that students usually visit for preparing for competitive
exams. These names were crucial as they will provide an insight as to what students look for
while visiting any exam preparation website.

Based in this segmentation we made a listing of training lessons in Pune and commenced calling
them for our product.

Our initial intention was to goal the ones training which are well-known but are not pan Pakistan
Coaching Classes and training owned by using a single person .. The motive for deciding on
these sorts of instructions turned into to get a pool of instructions on our platform so that after we
technique big instructions then there could be enormous number of coaching instructions to
show. Our principal awareness at the same time as on boarding massive lessons changed into to
expose them that most of the classes are using our platform and in the event that they don’t need
to overlook the bus they should also bear in mind our platform.

3.8 Survey

The survey was done on the students who had taken any competitive exam or are preparing for.
In the survey, we used second level questions. Second level questions in a questionnaire are the
questions which are asked indirectly and try to get the unbiased answers, Since the questions that
are asked are second level questions, hence there are very less chances of the introduction of
personal bias in the survey.

Exams Analysis
• This query became put within the questionnaire to understand which exams are famous
in the Pune city location. From the graph we see that human beings performing for the
management entrance checks are the maximum. If we see the share of folks who are

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 performing or regarded for the management competitive checks, then we will see that
forty six. Eighty three% of the full college students who were surveyed are going for
management front checks.
• After management entrance exams comes the engineering entrance exams(graduation and
post graduation).

3. 8.1 Analysis

• This query become used to find out whether or not students are transferring completely in
the direction of the virtual platform or still depend on the physical classrooms or combo of
each. This we attempted to find out by using asking this oblique query. The students who
responded closer to the self-observe are the those who can be prospective customers for
the net handiest courses and college students who spoke back greater closer to training
instructions are more counting on the bodily lecture rooms and personal help. The students
who are in between this is around the size 2, 3 and 4 are much more likely accept the net
platform as an adon provider to the coaching instructions.

• We were projecting our product as an assistance and an advert-on service to the prevailing
physical lecture room coaching. The consequences are also displaying that the usage of
SaaS model (Software as a Service) for our product will now not handiest prevent a right
away opposition with the training but it will likely be simpler for us to persuade that we
aren't their competitor but felicitator for their commercial enterprise boom.

• If we look at the respondent’s statistics, we can see that 63.29% of respondents are in
among the self-take a look at and education classes bracket. This method most of the
scholars need education lessons and additionally depend upon the self-take a look at. By
this we had been capable to show the coaching classes that there are extensive quantity of
college students who are like this and hence they have to use our product to help college
students at some point of their self-examine and via providing this extra carrier to their
current college students they may be growing the first-class of their carrier due to the fact
most of the students assume that there's a giant fee addition if the training instructions

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 offer on-line observe cloth as properly. This is validated through the reaction of the sixth
query within the survey.

Figure 3 - Factors important for selecting a coaching class

3.8.2 Analysis

This particular query within the questionnaire became used to understand the elements on which
students pick the coaching instructions. For our product this question was beneficial in the sense
that it furnished us the factors on which we have to choose the education centers and how much
is online observe fabric applicable to the students.

The maximum critical factors whilst choosing a education class, as we are able to see from the
graphs above are college, past success, expenses and on-line take a look at material.

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Faculty - In the survey most of the respondents indicated that school is the most important aspect
for a coaching magnificence. Fees additionally plays an essential position in choosing a
education elegance. But at some stage in the survey we asked students that if the faculty is
sincerely excellent then in that case will the expenses nevertheless subjects lots. Most of the
scholars have been equipped to compromise on expenses if the faculty is certainly superb.

Online Study Material - The subsequent issue that changed into critical from our product factor
of view was, the supply of on line look at cloth. If we see the graphs,we will see that there's a big
peak at the scale of 3 and there are substantial quantity of respondent inside the scale bracket of 4
and five. This was a very good indication for us as there had been substantil quantity of college
students who thinks that the web study fabric is vital for them. If we examine this percent smart
then we can see that 27.84% of respondents feels that on-line take a look at cloth are important
whereas 41.Seventy seven% are on fence but may be convinced to apply our product.

3.8.3 Analysis

This query changed into put within the questionnaire to check the feasiblity of one of our
characteristic that we were going to include in our product. Hence we attempted to check if the
scores of training lessons were furnished then how a whole lot they would rely on those. From
our survey we located out that

30.Four% of the respondents would rely upon the ratings to a point and there were great wide
variety of folks who have been there inside the scale of three which fall within the category of
clients who can be convinced to consider the rating over a time frame.

The preliminary result of the survey regarded to be very promising because the most of the
elements that we taken into consideration and features that we deliberate to include had visible a
effective reaction.

3.8.4 Analysis

At Karwaan Solutions International we were planning to introduce the rating feature in our
platform. We thought of making students fill the ratings so that on one hand it will be for
students ,by students and this will also increase the reliability and authenticity of the ratings.

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 Figure 4– Reaction of people on the offering of online videos

3.8.5 Analysis

This question was put in the questionnaire to see if our product is getting in sync with the needs
of the students. Generally coaching classes takes feedback from students and implement which
facilities does students want. And by this result, it was easy to convince the coaching classes as
well that students are inclined towards e-learning as well along with the traditional classroom
teaching.

3.8.6 Analysis-

This changed into the principle question inside the questionnaire whose end result changed into
supported by the result of some preceding questions within the questionnaire as properly like
how a great deal value do you believe you studied will be brought to your gaining knowledge of,
if the coaching training also offer the online films and test along side the ordinary study room
teaching. And primarily based in this we get the result as maximum of the students wanted a mix
of each on-line school rooms and conventional classrooms and that is wherein our essential
concept of selling our product came into photo. At Karwaan Solutions International we've got
continually conceptualize our product as an enabler to provide exact and excellent experience to
the students so that they may be able to get most out of what they may be buying.

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 Figure 5 - How often students purchase online study material(eg e-books)

3.8.7 Analysis

This query become used to test the behavior in the direction of one more characteristic of our
product that turned into related to making available the online observe arterial to the scholar. In
this we tried to get into the minds of the scholars to see how cozy are they at the same time as
studying on line and the way often they may have a tendency to purchase the net have a look at
material if made to be had by using the training instructions.

As we will see from the pie chart as nicely that most effective 34.2% of the respondents never
offered any on line resource like e-book. Whereas rest of the respondents have purchased any on-
line study fabric out of which 17.7% offered books often and forty-six. Eight% sometimes sold
the observe material.

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 Figure 6– Data showing websites students visit for study

3.8.8 Analysis

We blanketed this query to realize about the engagement of students with the web sites which
can be to be had for examination coaching. If more students used to go to a specific website, then
it might were difficult for us to move them form their preferred internet site. Because it might be
convincing them on the premise of more functions that we are going to offer.

But as we study the result of the survey we will see that maximum of the scholars don’t have any
favored website to look upon for their exam practice. Hence it turned into easy for us to
introduce our product in that gap. One element to note here is that students are not the use of the
web sites like Pakistan bix for his or her examination coaching and people are the usage of
websites of TIME only for giving their online exams.

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3.9 LEAD GENERATION

Initially to generate the leads we did cold calling and e-mail marketing. But before actually
making the calls we were asked to create the database of the prospective customers in Pune city.

Initial Data Collection of Coaching Classes -

Initially we started creating and developing the database of coaching classes by searching online
about the classes. Initially we target only those classes which we think were relevant according
to our initial survey. But as we started calling the classes we came to realise that most of the
contacts were wrong or are irrelevant as nobody was picking up the calls.

3.10 Cold Calling

During our cold calling process, we followed three guidelines

• Who we are
• Purpose of calling
• What we offer

For us the principle project throughout bloodless calling changed into to be clean and particular
as to who we are. We essentially see the second and the 1/3 factor as an opportunity to create
curiosity within the mind of the patron. During a chilly call, we normally were given two to 3
mins to create curiosity approximately our product.

Our give up objective all through a chilly changed into to get an appointment to offer an
illustration of our product. Since we didn’t need to sound like a telemarketing agency and given
that we were a professional startup, we accompanied the appointment approach. Sometimes the
coaching instructions requested us to electronic mail them describing about the product and
functions and every so often we have been now not able reach a person on the decision who can
supply us an appointment. And the main hurdle in the front of us turned into that many contact
information that we got via the telephone book and just dial had been wrong. So we determined
to visit the regions and searched for the pamphlets, training centers and hoarding for his or her
touch records. Also all through this we attempted to find out if the training magnificence has a

25
head office in Pune city itself. Because if the top office and the proprietor of the class is there in
Pune then it might be less difficult for us to close the deal.

3.11 E-mail Marketing

During our electronic mail advertising marketing campaign, the primary element that we
decided was now not to buy the e-mail info of people. The important cause for doing this turned
into to stick to the audience.

Because normally whilst we purchase the e-mail details of people we don’t realize whether that
individual is interested in this form of product or not. And these days these mails is going
directly into the junk mail folder. Since we were a startup we didn’t desired our companies e
mail ID to be considered as a unsolicited mail because then it'd have been very hard for us to
whitelist that and in the long run as a way to create a terrible impact of our company within the
budding level itself.

So in preference to sending random e mails to a few random people what we did become we
made some cold calls to the training instructions and used to invite them for the appointment.
Even if we didn’t get the appointment 90 out of one hundred human beings really ask for an
electronic mail and this changed into the time when we marketplace our products via emails.
After sending emails to the coaching training we used to name them again showing that we had
been virtually interested in that training class and were attempting a bit extra to get the
appointment.

The following is a screenshot of the mail that we used to send to the customer.

Instead of attaching an photo to the e-mail we combine the picture in the electronic mail.
Because most of the people don’t open an image if it became sent in an attachment, additionally
that breaks the drift of an e mail.

The photograph within the electronic mail is the touchdown page that I created for Steps
Foundation. After Doing bloodless calling the requirement of the Steps Foundation came
regarding the look of the customized touchdown web page that we're offering. So, I advanced
this landing page for the Steps Foundation bringing up the primary training fields of the training
and approximately the owner of the coaching magnificence who could be making account on our
platform.

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Since we didn’t have a separate team for coping with the email advertising campaign so we used
to manage the whole lot and we used to give the assist ID in addition to our private touch range
for any similarly query or any form of help.

3.12 SALES AND NEW PRODUCT DEVELOPMENT

3.12.1 Sales

The sales began as soon as we got our first appointment. The calling and the selling manner
changed into executed concurrently. In the morning hours, we used to name education lessons
and after lunch time we used to visit the education training. The foremost motive for deciding on
this timing turned into that during coaching training the morning slots ends until 12:30 or 1:30
p.M. And the next batch typically have instructions beginning from 3:00 or 4:00 p.M. So in
between these times stamp it became easy to pitch our product. And this changed into the cause
we used to try to get appointments that had been earlier than the evening batch begins.

Types of sales approaches that we used are as follows:

3.12.2 SPIN Selling:

Spin promoting is a sales approach which includes asking questions to the client to understand
the want, troubles and concerns of the customer.
We had been taught in our income subject that a terrific sales character is one who listens
cautiously to its purchaser, due to the fact if we don’t recognize the want of the purchaser then
we won’t be capable of convert that need into want, need into call for and so on and so forth.
SPIN promoting has validated to be a terrific approach but requires accurate verbal exchange
abilties. It specializes in asking questions that are primarily based at the purchaser’s alternatives
and this is carried out to understand the needs of the clients and make it in sync with the service
or product that we provide. The purpose of that is to establish believe and help us align our
solutions with the offerings and product that we provide. This is a classic income technique that
is nice proper for smaller and greater transactional sales that don’t have a big quantity of
stakeholders concerned in the shopping for procedure.

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3.12.3 SPIN selling at Karwaan Solutions International

During our sales calls we used to carry the tablet and portable wifi hotspot to give the customer a
demo of our product. To understand the product and to beforehand figure out what could be
questions in the mind of the educator, we created some demo courses for the educators so that we
had a better understanding of the product and we would able to handle the queries of the
customers more professionally.

3.12.4 Insights that we got through SPIN Selling:

Some of the insights that we were able to gather by asking questions to the educators were : o
Most of the educators wanted their customized landing pages o Some of the educators didn’t
want all the features of our product, so there was a need to give power to the educator to choose
from specific list of the features from where they can select and pay for that specific feature only.
Some of the educators wanted to implement the attendance, notifications sent to students and
faculty feedback through our platforms.

3.12.5 Solution Selling:

Solution selling is a promoting system in that you don’t sell the product or a service as what it's
miles however sell it as a strategy to the need of the patron. But for this one must be an
excellent listener
Solutions that we sold to the coaching classes as a part of answer selling are as follows:
• The essential issue of the coaching class turned into how they can increase their
visibility and growth their income.
• As a part of answer, we advised that with the aid of the usage of our platform you can
reach more quantity of college students without investing much due to the fact we have
been offering our offerings at very nominal fees. Also, if in physical classrooms they
need to increase the strength of the students or a batch then they should invest in their
infrastructure. But with Karwaan Solutions International they could without difficulty
boom their reach and there has been no want to make investments in the infrastructure.

• The other challenge of the training classes turned into that by way of introducing our
platform to other education lessons as properly we are growing the competition and
letting different education realize approximately their techniques.
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 • We instructed education instructions that even supposing they're now not the usage of
our platform, the competition still exists. That’s the reason why most of the training
classes are there in a selected area. But if they use our platform then they'll be capable of
recognize what their competitors are doing which they won’t be able to do after they
have been no longer using our platform. With this we're presenting fair threat to
absolutely everyone to come back within the competition.

• Coaching instructions also had a problem about the loss of their information that they
were going to place on line
• Initially our server was hosted regionally however we moved our server to Amazon. The
service provide by means of Amazon on this subject is fantastic and there's no chance of
hacking, tracing and leak of statistics.

• One of the training elegance confirmed the priority approximately uptime of the server.
They wanted that the server must now not smash down due to the fact that will in the
end dent the popularity of the education magnificence.
• We were already operating on this problem from the beginning. We aimed to offer
100% uptime with our servers and this become the also one of the motives why we had
shifted our server from nearby hosting to Amazon Server.
• During our promoting manner, we were able to onboard training classes for our product.
One of them is a famous Pan Pakistan education magnificence which has two centers in
Pune town itself and numerous branches in cities like Mumbai, Delhi and Bangalore.
• The 2nd coaching class that we were capable of onboard turned into a well-known
UPSC coaching elegance in Pune. This unique training magnificence has some concerns
concerning the product that we had addressed at some point of the second version of our
platform.

3.13 NEW PRODUCT DEVELOPMENT –

After onboarding customers for our platform, we went thru some of the demands and necessities
of our customers.

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We didn’t enforce each demand of the clients as that would permit other clients to demand more
and more and in the end, it will dilute the ought to idea of our product which was providing a
not unusual platform for all education instructions.

Also, we felt that Karwaan Solutions International is very not unusual name and it’s caching a
good deal of an interest inside the marketplace also a few web sites already had phonetically
similar

sound. Hence, we decided to exchange the name of our product.

Naming for brand new product:

For attempting to find domains, we used to google domains portal to get the pricing and

availability of the domains. Some of the sample seek are as follows

Figure 7- Domain names with their pricing year smart

We also looked for different domains as nicely like

• Smart studypk.Com
• E studypk.Com
• EKarwaan Solutions International.Org
• Epreparation.Org

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 • studypk.Org

But after thinking of all the factors like availability of domain, the rate and the connect with our

product we narrowed right down to studypk.com.

So, if we divide the call into two parts we can be to understand the relevance of the name. The
name “studypk” will the inform us that we're equipping the scholars with all of the gear that
he/she can require to excel in the exam and “. Me” will mission as if the pupil is telling the
coaching

training that “studypk” with all the gear.

• Features Implementation -

Some of the most important adjustments that we did in our platform are as follows and this

additionally, consists of the tips:

• We completely focused on projecting our product as SaaS in preference to just projecting

as a product.

• We decided to use rating app as a standalone app that won’t be incorporated into the web
page however will work as a separate entity due to the fact we started out focusing on
score the training classes aside from our normal operations. The personalization that we
can offer could be as an extension of our primary touchdown web page. For instance, if
there is a class naming “xyz classes then the gap on the way to be provided may be like
examify. Me/xyzclasses. O No personalization may be provided on our landing page as
this can dilute our emblem identity.

• For coaching lessons who had their very own web sites, we can offer aggressive pricing
by

way of lowering our cost of operation of internet site, elevating finances and provide extra
feature like college students full overall performance analysis. Because the fee of keep web sites
generally fee as a minimum three to 4 lakhs such as the server and web hosting cost.

• We will be incentivizing students who will price education instructions for us. This could
be like
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scores for the scholars and by the scholars and this could also boom the authenticity of the
ratings as well.

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CHAPTER 4

SWOT ANALYSIS OF KARWAAN SOLUTIONS

Strengths: Weaknesses:
• Selling products directly to the
customers
• Keeping costs below that of • No partnerships or strong
competitors relationships with computer
• Higher responsiveness to retailers
customer demands
Opportunities: Threats:
• Desire of customers for one-stop
shopping • Stronger brand name of
• Customers’ increasing knowledge competitors like IBM and Compaq
about what they want in computers • Strong relationship of competitors
• Internet as a marketing tool with retailers

4.1 Strengths

Selling products directly to the customers having great field work as well as online
Portfolio.
Keeping costs below that of competitors. Their prices are highly acceptable as compare to
The rest of other IT companies Higher responsiveness to customer demands. Karwaan Solutions
Work as per client Requirement.
Skilled and skillful human resources in some areas of expertise. Organizational attributes are
useful in achieving goals.

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4.2 Weaknesses:

• No partnerships or strong relationships with computer retailers

• Strategic direction is not cleared.
• Poor marketing of new services

4.3 Opportunities:

Desire of customers for one-stop shopping.

Customers’ increasing knowledge about what they want in computers
Internet as a marketing tool.

Joint venture with other IT companies to launch new services.

Engage technical staff in specific areas, such as improving customer satisfaction.

Improve customer service.

4.4 Threats:

• Stronger brand name of competitors.

• Strong relationship of competitors with retailers

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CHAPTER 5:

CONCLUSION AND RECOMMENDATION

5.1 MAJOR FINDINGS

• Some of the fundamental findings all through my summer internship at FDS Infotech are
as follows:
• Coaching training are eager to go online because they recognize that internet is the brand
new big component. But they're a piece skeptical about the outcome of that. When we
delivered our product to the coaching instructions they confirmed hobby in our product
and requested questions on our merchandise operating and pricing.
• Students need to observe online for aggressive assessments. They need the convenience
of the e-classroom but they don’t need it as a standalone component mainly if they may
be getting ready for a aggressive exam. They search for a blend of bodily school rooms as
well as on-line platform for reviewing and taking assessments.
• Students offers very less thought to the fees and the important concerns for the scholars
attending education lessons is faculty.
• Coaching training need to boom their revenue and scholar base with less investment in
infrastructure mainly in bodily classrooms and they may be searching closer to digitizing
the whole lot from their attendance to the school remarks.
• Coaching classes have already began making an investment to create their very own
online portals however the providers are charging very excessive even for primary
capabilities and that is wherein our product excels with first-class services at low price.

5.2 RECOMMENDATIONS

• Since the period of the internship changed into limited therefore there had been positive
matters for which I would really like to indicate some recommendation
• The month-to-month condominium of the provider should be a aggregate of constant
rental plus usage based totally. We used to fee much less if the quantity of students of

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 training instructions are greater on our platform. But my recommendation is that the
corporation need to rate a minimal amount on monthly foundation to get into the
condition of break even.
• We need to upload a function like referral software into our rating app and incentivize the
scholars initially. Benefit of this would be that we don’t need to look for extra college
students to get the evaluation filled in our score app.
• Initially we have to isolate education instructions from each other on our platform so that
the issues of the direct opposition can be reduced. Also, whilst the training classes gets
familiar with our platform and become extra assured about the usage of the web platform
we can disclose them to competition. Because that is how a market place will paintings.

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 CONCLUSIONS

• The paintings completed in pre-sales helped in segmenting, concentrated on and

positioning our product. To finish I would love to summarize the challenge as follows:
• Our most important goal at the same time as running on the product Karwaan Solutions
International was to make certain that the product is applicable to the modern-day
marketplace. For this we did the studies and the outcomes had been fairly in our favors.
• We encountered a few problems even as seeking out the contact information of coaching
centers but that was rectified by the use of offline channels as properly for the data series
approximately education lessons.
• With a combination of bloodless calling and email advertising strategies we have been
able to attain the focused target market and had been capable of get a higher engagement.
• The conversion of coaching elegance become correctly done and the insights and advice
had been given to the organization for product innovation purpose.
• Successful implementation of the guidelines became executed at the model Zero of the
product.

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 BIBLIOGRAPHY

Websites –

• www.karwaanhost.com

• Studypk.com

• WWW.Wingboon.com

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APPENDIX

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