A PROJECT REPORT ON

A report on working as sales executive at Nesco F&B

A PROJECT SUBMITTED TO

UNIVERSITY OF MUMBAI for partial completion of the degree of

Bachelor of Management Studies
Under the faculty of Commerce

By
Mr. Bhushan Naresh Hatankar

Under the Guidance of

Prof. Diya

ROLL NO. 30

DIV - B

NIRMALA MEMORIAL COLLEGE

KANDIVALI (E), MUMBAI-400067

(2019 - 20)
Nesco F&B
 DECLARATION

I, the undersigned Mr. Bhushan Naresh Hatankar hereby, declare that the
work embodied in this project work titled “A report on working as sales
executive at Nesco F&B ” forms my own contribution to the research work
carried out under the guidance of Prof. Diya is a result of my own research
work and has not been previously submitted to any other University for any
other Degree/ Diploma to this or any other University.

Wherever reference has been made to previous works of others, it has been
clearly indicated as such and included in the bibliography.

I, hereby further declare that all information of this document has been obtained
and presented in accordance with academic rules and ethical conduct.

Mr. Bhushan Naresh Hatankar

Certified by

Prof. Diya
Date: 5th January, 2020

CERTIFICATE

This is to certify that Mr. Bhushan Naresh Hatankar has worked and duly
completed his project work for the Degree of Bachelor of Management Studies
under the faculty of Commerce in the subject of FINANCE and his project is
entitled “ A report on working as sales executive at Nesco F&B ” under my
supervision.

I further certify that my entire work has been done by the learner under my
guidance and that no part of it has been submitted previously for any degree or
diploma of any University.

It is his own work and facts reported by his personal findings and
investigations.

Signature of the Project Internal Guide

(Prof. Diya)

Date of Submission :
 ACKNOWLEDGEMENT

To list who all have helped me is difficult because they are so numerous and
depth is so enormous.

I would like to acknowledge the following as being idealistic channels and fresh
dimensions in the completion of this project.

I take this opportunity to thank the University of Mumbai for giving me

chance to do this project.

I take this opportunity to thank our Coordinator Prof. Poonam Kakkad , for
her moral support and guidance.

I would also like to express my sincere gratitude towards my project guide Prof.
Diya whose guidance and care made the project successful.

I would like to thank my college library, for having provided reference books
and magazines related to my project.

Lastly, I would like to thank each and every person who directly and indirectly
helped me in the completion of the project especially my parents and peers
who supported me throughout my project.
 INDEX

SR
TITLE PAGE NO.
NO.

7
1 EXECUTIVE SUMMARY

INTRODUCTION TO 8
2
THE COMPANY

23
3 STATEMENT AND OBJECTIVE

ROLE IN THE ORGANIZATION

30
4 DURING THE INTERNSHIP

47
5 CHALLENGES

CONCLUSION &
51
6 SUGGESTIONS

ANNEXURE 56
 Executive Summary

It wasn’t as hard for me to switch off from college to my internship. Personally, I found
my internship far more interesting than my college textbooks. However, you can’t start
slacking in college once you have an internship. You still have projects and presentations
will not pause where it’s at so you can focus on your internship. Don’t procrastinate in
your classes or other priorities by doing too much extra work for your side gig. Write
down your ideas as they come to you and then work on them if you can make time while
you’re actually at your internship. Dividing up your free time from your internship work
will make you less stressed and allow you to focus on your current task.

Whatever you choose to do with your time in your internship, it is essential to take away
some lesson from your experience. There is always something to be learned every day
from your internship. You don’t have to learn something elaborate every day, just keep an
eye out for the little things you can learn and use in the future. Remember any new
tactics, skills, ways of communicating, and ways of thinking that you find on the road
through your internship.

So, after completing a tenure of 2 and a half months I had polished on a lot of my skills
and main things were communication and self-confidence and now I can list down a
couple of good lessons or learning which i gained from my company.
 INTRODUCTION TO THE COMPANY

About Company

From being one of India’s few renowned engineering companies to becoming a

diversified conglomerate, we have seen a series of adventurous, bold and creative steps
these past decades. Each of these have enriched the company, our employees and the
people we serve.

With business verticals as varied as exhibitions, events, hospitality, MICE and realty, our
steady expansion augments our growth as we watch several new ideas find form.

With the continued expansion of the Bombay Exhibition Center, there is now a versatile
solution for any trade fair. The BEC is already India’s largest exhibition venue in the
private sector, hosting all the Messe’s as well as organisers from across the globe.

Nesco Realty carved a new benchmark with its premium IT Park. A self-sustained
facility, the Park is laid out over several million square feet. It accommodates the world’s
leading multinationals such as HSBC, KPMG, PWC, MSCI, BlackRock and several
others. The division is now looking to offer maximum value, comfort, luxury and style in
the housing market.

Indabrator, our engineering division is a pioneer in the surface-preparation category.

Backed by best-in-class technology, Indabrator boasts of the finest manufacturing units.
Today, it remains a company with impressive market share and multiple innovations in
the pipeline.
Our foray into the event space has been buoyed with excitement. Nesco Events has
created unique properties that have quickly become resounding successes. This is taking
the business off to an impressive start and is enhancing the Group’s strengths to deliver
quality entertainment to a burgeoning audience of eager enthusiasts.

Nesco Foods caters to all levels of social, business and luxury events. It is one of
Mumbai’s most preferred hospitality providers, well-recognised for their varied
capability and array of cuisines. The division operates the largest non-flight kitchen in
the city with a capacity of over 50,000 meals a day.

As we leap ahead with the new, the glue that holds us together is the culture of ‘Believe’.
More than a philosophy, it is the reality that we live every day and share with the world
in our products, services, social initiatives and the countless lives we impact.

RECRUITMENT PROCESS

• The candidates will preferably come with a reference or walk in.

• For sales force level candidates will have a minimum qualification of HSC
• For executive levels, candidates with a minimum experience in similar work
backgrounds in reputed industries/Corporate or commercial establishments will be
given preference
• The biggest challenge faced in the whole process of recruitment is that only 50% turn
up after recruitment.
• Two rounds of interviews are conducted (department & HR)
 Aim of the Culture Brewed by the Company

The top management has taken a great deal of efforts in order to help establish a
working environment that:

i) Reflects Nesco’s core values in each area of their operations- Respect, Loyalty, Care
and Boldness.

ii) Helps employees to grow individually and in turn help the organization grow as well.

iii) Provides a fun and positive atmosphere for employees to work in.

iv) Institutes an open-door policy for employees to be able to freely voice their opinions
and concerns in front of the head of department.

v) Encourages employees to keep improving their performance by means of regular

performance appraisals, training and development sessions and performance
improvement plans. (PIPs)

vii) Fosters an environment that encourages employees to think out of the box and
continuously innovate to propel organizational growth.

viii) Ensures that principles of sustainability are imbibed by the employees on not only a
professional basis, but also in their personal lives.

ix) Teaches employees the importance of upholding their professional ethical values and
ensuring they are in alignment with the Nesco’s organizational vision and philosophies.

x) Empowers its employees to be righteous, unafraid to voice their opinions and make
mistakes and learn from them; ultimately aiding them to grow into better professionals
and more importantly, better human beings.

xi) Wishes to make the culture a reflection of the company’s core values.
 xii) Ensures that employees are able to understand the interests of the various
stakeholders Nesco caters to in order to better perform the company’s corporate social
responsibilities.

xiii) Integrates employees of the organization by creating a civilization in the

workplace. 


SCOPE AND STUDY

The market potential study of food and beverages covers range variables. This
comprehensive study helps to analyse the market for growth of f&b . It helps to
understand the usage trends of existing products and helps to find out wants and
preferences of the customers. Such a study forms the groundwork for future research. It
will also help the organisation to formulate the sales strategy based on the findings and
the survey.

SWOT ANALYSIS

SWOT stands for strengths, weaknesses, opportunities, and threats. From a sales and
marketing perspective, a SWOT analysis helps you assess where your business stands in
the market. You can gain insights on how it compares with your competitors and how to
leverage your unique selling points to get more market shares.

Here's how the components of a SWOT analysis apply to sales and marketing:

• Strengths: the reasons why customers choose your products or services over your
competitors'. These could be the price point, the benefits of your products, or your
customer service. You should focus on these selling points to distinguish your
offerings.
• Weaknesses: aspects in which your products or services pale when compared to
your competition. For example, maybe your competitors are offering a better price
point or a higher quality product. Understanding these weaknesses can help you
prepare for objections while adjusting the sales approach to focus on your strengths in
your sales communications.

• Opportunities: areas in which you can make improvements to your products,

provide better services to your customers, expand into new markets, or edge out some
of your competitors. Your opportunities are often informed by your strengths and
weaknesses -- e.g., how you can better leverage your strengths to attract more
customers or improve on the weaknesses to become more competitive.

• Threats: risks in your sales and marketing strategy that could impact your
company's profitability. These risks could be external, such as customers switching to a
different brand because of pricing. Or they could be internal, such as the inability to
deliver the right messaging to your target market, which could isolate your customer
base. After you have identified the threats, you'll be able to devise solutions to lessen
their impacts.
 Sample Sales and Marketing SWOT Analysis

Now you may wonder how a SWOT analysis applies to sales and marketing. Here is a
sample created for a local spa business:
Strengths:

• The business has many loyal and returning customers who are satisfied with the
services.
• Customers recommend the service to their friends and family, generating positive
word-of-mouth.
• The store location attracts some walk-in clients.
• Relationships with other local businesses are yielding referrals.

Weaknesses:

• Lacking a marketing budget and strategy to systematically generate more leads.

• Most new clients come from word-of-mouth, which limits the reach to a new audience.
• The website is static, purely informational, and not optimized for search engines.

Opportunities:

Drive more traffic with social media marketing and advertising as the target market is
active on Facebook and Instagram.

• Increase walk-in traffic with local SEO and special offers.

• Build brand awareness in local events.
• Create strategic alliances with other businesses to expand market reach.

Threats:

• Other businesses are opening in the area so there's more competition.

• A competitor is running radio ads and newspaper ads.
• The cost of running ads can be high.
• After you have listed out all the factors, you can now consider:
• How you can leverage your strengths to open up more opportunities.
• How you can reposition weakness into a strength.
• What you can do to leverage the opportunities.
• What you can do to neutralize the threats.

Internal and external factors

SWOT analysis aims to identify the key internal and external factors seen as important
to achieving an objective. SWOT analysis groups key pieces of information into two
main categories:
1. Internal factors — the strengths and weaknesses internal to the organization
2. External factors — the opportunities and threats presented by the environment external
to the organization
Analysis may view the internal factors as strengths or as weaknesses depending upon
their effect on the organization's objectives. What may represent strengths with respect
to one objective may be weaknesses (distractions, competition) for another objective.
The factors may include all of the 4Ps as well as personnel, finance, manufacturing
capabilities, and so on.
The external factors may include macroeconomic matters, technological change,
legislation, and sociocultural changes, as well as changes in the marketplace or in
competitive position. The results are often presented in the form of a matrix.
SWOT analysis is just one method of categorization and has its own weaknesses. For
example, it may tend to persuade its users to compile lists rather than to think about
actual important factors in achieving objectives. It also presents the resulting lists
uncritically and without clear prioritization so that, for example, weak opportunities
may appear to balance strong threats.
It is prudent not to eliminate any candidate SWOT entry too quickly. The importance of
individual SWOTs will be revealed by the value of the strategies they generate. A
SWOT item that produces valuable strategies is important. A SWOT item that generates
no strategies is not important.

Use

The usefulness of SWOT analysis is not limited to profit-seeking organizations. SWOT

analysis may be used in any decision-making situation when a desired end-state
(objective) is defined. Examples include non-profit organizations, governmental units,
and individuals. SWOT analysis may also be used in pre-crisis planning and preventive
crisis management. SWOT analysis may also be used in creating a recommendation
during a viability study/survey.
Strategy building

SWOT analysis can be used effectively to build organizational or personal strategy.

Steps necessary to execute strategy-oriented analysis involve identification of internal
and external factors (using the popular 2x2 matrix), selection and evaluation of the
most important factors, and identification of relations existing between internal and
external features.
For instance, strong relations between strengths and opportunities can suggest good
conditions in the company and allow using an aggressive strategy. On the other hand,
strong interactions between weaknesses and threats could be analyzed as a potential
warning and advice for using a defensive strategy.

Matching and converting

One way of using SWOT is matching and converting. Matching is used to find
competitive advantage by matching the strengths to opportunities. Another tactic is to
convert weaknesses or threats into strengths or opportunities. An example of a
conversion strategy is to find new markets. If the threats or weaknesses cannot be
converted, a company should try to minimize or avoid them.

Corporate planning

As part of the development of strategies and plans to enable the organization to

achieve its objectives, that organization will use a systematic/rigorous process known
as corporate planning. SWOT alongside PEST/PESTLE can be used as a basis for the
analysis of business and environmental factors.

• Set objectives — defining what the organization is going to do

• Environmental scanning
 • Internal appraisals of the organization's SWOT — this needs to include an
assessment of the present situation as well as a portfolio of products/
services and an analysis of the product/service lifecycle
• Analysis of existing strategies — this should determine relevance from the results
of an internal/external appraisal. This may include gap analysis of environmental
factors
• Strategic Issues defined — key factors in the development of a corporate plan that
the organization must address
• Develop new/revised strategies — revised analysis of strategic issues may mean
the objectives need to change
• Establish critical success factors — the achievement of objectives and strategy
implementation
• Preparation of operational, resource, projects plans for strategy implementation
• Monitoring all results — mapping against plans, taking corrective action, which
may mean amending objectives/strategies

Marketing

In many competitor analysis, marketers build detailed profiles of each competitor in the
market, focusing especially on their relative competitive strengths and weaknesses
using SWOT analysis. Marketing managers will examine each competitor's cost
structure, sources of profits, resources and competencies, competitive positioning and
product differentiation, degree of vertical integration, historical responses to industry
developments, and other factors.
Marketing management often finds it necessary to invest in research to collect the data
required to perform accurate marketing analysis. Accordingly, management often
conducts market research (alternately marketing research) to obtain this information.
 Marketers employ a variety of techniques to conduct market research, but some of the
more common include:

• Qualitative marketing research such as focus groups

• Quantitative marketing research such as statistical surveys
• Experimental techniques such as test markets
• Observational techniques such as ethnographic (on-site) observation
• Marketing managers may also design and oversee various environmental scanning and
competitive intelligence processes to help identify trends and inform the company's
marketing analysis.

Strengths Weaknesses Opportunities Threats

Reputation in Shortage of Well established Large
marketplace consultants at position with a consultancies
operating level well-defined operating at a
rather than market niche minor level
partner level

Expertise at Unable to deal Identified market Other small

partner level in with for consultancy consultancies
HRM multidisciplinary in areas other looking to invade
consultancy assignments than HRM the marketplace
because of size or
lack of ability
 In community organization

The SWOT analysis has been used in community work as a tool to identify positive and
negative factors within organizations, communities, and the broader society that
promote or inhibit successful implementation of social services and social change
efforts. It is used as a preliminary resource, assessing strengths, weaknesses,
opportunities, and threats in a community served by a nonprofit or community
organization. This organizing tool is best used in collaboration with community
workers and/or community members before developing goals and objectives for a
program design or implementing an organizing strategy. The SWOT analysis is a part
of the planning for social change process and will not provide a strategic plan if used
by itself. After a SWOT analysis is completed, a social change organization can turn the
SWOT list into a series of recommendations to consider before developing a strategic
plan.

one example of a SWOT Analysis used in community organizing

 A simple SWOT Analysis used in Community Organizing

Strengths and weaknesses (internal factors within an organization)

• Human resources — staff, volunteers, board members, target population

• Physical resources — your location, building, equipment
• Financial — grants, funding agencies, other sources of income
• Activities and processes — programs you run, systems you employ
• Past experiences — building blocks for learning and success, your reputation in the
community

Opportunities and threats (external factors stemming from community or societal

forces):

• Future trends in your field or the culture

• The economy — local, national, or international
• Funding sources — foundations, donors, legislatures
• Demographics — changes in the age, race, gender, culture of those you serve or in your
area
• The physical environment —is your building in a growing part of town? Is the bus
company cutting routes?
• Legislation — do new federal requirements make your job harder...or easier?
• Local, national, or international events
Although the SWOT analysis was originally designed as an organizational method for
business and industries, it has been replicated in various community work as a tool for
identifying external and internal support to combat internal and external opposition.[10]
The SWOT analysis is necessary to provide direction to the next stages of the change
process.It has been used by community organizers and community members to further
social justice in the context of Social Work practice.

Application in community organization

As mentioned above, SWOT can be crucial to determining the success of a project,

while factoring in funding, as well as accessibility and logic. Often, a city will spend a
year weighing the Risk-benefits of a project before they even vote on it.

Elements to consider

Elements to consider in a SWOT analysis include understanding the community that a

particular organization is working with. This can be done via public forums, listening
campaigns, and informational interviews. Data collection will help inform the
community members and workers when developing the SWOT analysis. A needs and
assets assessment is tooling that can be used to identify the needs and existing
resources of the community. When these assessments are done and data has been
collected, an analysis of the community can be made that informs the SWOT analysis.
 Steps for implementation

A SWOT analysis is best developed in a group setting such as a work or community

meeting. A facilitator can conduct the meeting by first explaining what a SWOT
analysis is as well as identifying the meaning of each term.
One way of facilitating the development of a SWOT analysis includes developing an
example SWOT with the larger group then separating each group into smaller teams to
present to the larger group after set amount of time. This allows for individuals, who
may be silenced in a larger group setting, to contribute. Once the allotted time is up, the
facilitator may record all the factors of each group onto a large document such as a
poster board, and then the large group, as a collective, can go work through each of the
threats and weaknesses to explore options that may be used to combat negative forces
with the strengths and opportunities present within the organization and community. A
SWOT meeting allows participants to creatively brainstorm, identify obstacles, and
possibly strategize solutions/way forward to these limitations.

When to use SWOT analysis

The uses of a SWOT analysis by a community organization are as follows: to organize

information, provide insight into barriers that may be present while engaging in social
change processes, and identify strengths available that can be activated to counteract
these barriers.
A SWOT analysis can be used to:
• Explore new solutions to problems
• Identify barriers that will limit goals/objectives
• Decide on direction that will be most effective
• Reveal possibilities and limitations for change
• To revise plans to best navigate systems, communities, and organizations
• As a brainstorming and recording device as a means of communication
• To enhance "credibility of interpretation" to be used in presentation to leaders or key
supporters.

Benefits and advantages

The SWOT analysis in social work practice framework is beneficial because it helps
organizations decide whether or not an objective is obtainable and therefore enables
organizations to set achievable goals, objectives, and steps to further the social change
or community development effort. It enables organizers to take visions and produce
practical and efficient outcomes that effect long-lasting change, and it helps
organizations gather meaningful information to maximize their potential.Completing a
SWOT analysis is a useful process regarding the consideration of key organizational
priorities, such as gender and cultural diversity and fundraising objectives.

Limitations

1. Time period is one of the limitations because we have not got enough
time to study this project.

2. Sample size is only 50 which does not cover the universe.

3. The data available is not accurate because nobody has filled it sincerely.

4. As the data available is not accurate we can’t be reliable on the data we have
received.
 5. As the sample size is only 50 the data available is not universally acceptable.

The SVOR alternative

In project management, the alternative to SWOT known by the acronym SVOR

(Strengths, Vulnerabilities, Opportunities, and Risks) compares the project elements
along two axes: internal and external, and positive and negative. It takes into account
the mathematical link that exists between these various elements, considering also the
role of infrastructures. The SVOR table provides an intricate understanding of the
elements at play in a given project

Forces Internal Mathematical link External

Total Forces given constraints

Positive Total Forces = Infrastructures / Opportunities
Opportunities

Vulnerabilities Opportunities given

Mathemati
given constraints = constant k constraints = 1 /
cal link
1 / Total Forces Risks

Risks given constraints = k /

Negative Vulnerabilities Risks
Vulnerabilities
 STATEMENT AND OBJECTIVES

LEARNING OBJECTIVES

The intern had the following key expectations to be met from the internship in terms of
the knowledge that would be assimilated:

i. To understand the history, vision, mission, policy and philosophies of Nesco .

ii. To get an insight into the business of the company and understand the different kinds of
products and their specialties.

iii. To observe the organizational structure and culture inherent in the company.

iv. To know how the company sets its organizational targets and thus, percolate it to their
employees via departmental and individual objectives.

v. To learn about sales and its targets so that it can benifit the organization.

vi. To understand the concept of talent management through practical experience and be
able to know the talent management system instituted by Nesco .
 What is Consumer Perception ?

Consumer behaviour is the study of when, why, how, and where people do or do not
buy a product.

It blends elements from psychology, sociology, social anthropology and economics. It

attempts to understand the buyer decision making process, both individually and in
groups. It studies characteristics of individual consumers such as demographics and
behavioural variables in an attempt to understand people's wants. It also tries to assess
influences on the consumer from groups such as family, friends, reference groups, and
society in general.

Customer behaviour study is based on consumer buying behaviour, with the customer
playing the three distinct roles of user, payer and buyer. Research has shown that
consumer behavior is difficult to predict, even for experts in the field. Relationship
marketing is an influential asset for customer behavior analysis as it has a keen interest in
the re-discovery of the true meaning of marketing through the re-affirmation of the
importance of the customer or buyer. A greater importance is also placed on consumer
retention, customer relationship management, personalization, customization and one-to-
one marketing. Social functions can be categorized into social choice and welfare
functions.

Research suggests that customers go through a five-stage decision-making process in

any purchase. This is summarized in the diagram below:


Buying Decision making process - 


This model is important for anyone making marketing decisions. It forces the marketer
to consider the whole buying process rather than just the purchase decision.

The model implies that customers pass through all stages in every purchase. However, in
more routine purchases, customers often skip or reverse some of the stages.

For example, a student buying a favorite hamburger would recognize the need (hunger)
and go right to the purchase decision, skipping information search and evaluation.
However, the model is very useful when it comes to understanding any purchase that
requires some thought and deliberation.

The buying process starts with need recognition. At this stage, the buyer recognizes a
problem or need (e.g. I am Thrust, I need soft drink, ) or responds to a marketing
stimulus.
An “aroused” customer then needs to decide how much information (if any) is required.
If the need is strong and there is a product or service that meets the need close to hand,
then a purchase decision is likely to be made there and then. If not, then the process of
information search begins.

3.2 Theoretical background

A customer can obtain information from several sources:

Personal sources;-

Family, Friends,Neighbours etc.



Commercial sources;-

Advertising, Salespeople, Retailers, Dealers, Packaging, Point-of-sale displays



Public sources;-

Newspapers, Radio, Television etc.



Experiential sources;-

Handling, Examining, Using the product

The usefulness and influence of these sources of information will vary by product and by
customer. Research suggests that customers value and respect personal sources more
than commercial sources (the influence of “word of mouth”). The challenge for the
marketing team is to identify which information sources are most influential in their
target markets.

In the evaluation stage, the customer must choose between the alternative brands,
products and services.
How does the customer use the information obtained?

An important determinant of the extent of evaluation is whether the customer feels

“involved” in the product. By involvement, we mean the degree of perceived relevance
and personal importance that accompanies the choice.

Where a purchase is “highly involving”, the customer is likely to carry out extensive
evaluation.

High-involvement purchases include those involving high expenditure or personal risk

– for example buying a house, a car or making investments.

Low involvement purchases (e.g. buying a soft drink, choosing some breakfast cereals
in the supermarket) have very simple evaluation processes.

Why should a marketer need to understand the customer evaluation process?

The answer lies in the kind of information that the marketing team needs to provide
customers in different buying situations.

In high-involvement decisions, the marketer needs to provide a good deal of information

about the positive consequences of buying. The sales force may need to stress the
important attributes of the product, the advantages compared with the competition; and
maybe even encourage “trial” or “sampling” of the product in the hope of securing the
sale.

Post-purchase evaluation - Cognitive Dissonance

The final stage is the post-purchase evaluation of the decision. It is common for
customers to experience concerns after making a purchase decision. This arises from a
concept that is known as “cognitive dissonance”. The customer, having bought a
product, may feel that an alternative would have been preferable. In these
circumstances that customer will not repurchase immediately, but is likely to switch
brands next time.

To manage the post-purchase stage, it is the job of the marketing team to persuade the
potential customer that the product will satisfy his or her needs. Then after having made
a purchase, the customer should be encouraged that he or she has made the right
decision.
 ROLE IN THE ORGANIZATION DURING THE INTERNSHIP

CORE INTERVIEW:

My first interaction at Nesco was with the corporate manager of the Mumbai branch Mr.
Santosh Patel . I had come across this company on an internship app known as Frapp.
The brief about the company was very different from the other companies’ briefings that
I had read and I decided to go for this interview. I applied for the post of a marketing
intern. After receiving the confirmation call for the interview, I was given a week’s time
to research and prepare myself for the interview. I looked up on the internet for company
reviews by customers and the employees already working there in order to get a better
idea of what I was going to work for. Since the firm is a very year old company, I did not
find much to gather information from except their website. I started asking around but
my friends did not know anything about it. As I began to lose interest, my cousin who
has been working in the corporates for a decade told me that corporate transportation is a
new industry and is especially designed to cater to the corporate sector. Not only did she
know about Nesco, she was also a customer and gave me a positive review of the same.
This is what motivated me to go for the interview and seize the opportunity to work at a
start-up that is bound to grow in the coming years.

The interview was of two rounds where the first round was normal wherein I had to
describe myself and talk about my CV in a creative way. I also talked about the work
that I had previously done in my internships that gave me edge over the other candidates
who were there with me because for them it was their first working experience. The
interviewers were satisfied with my presentation and confidence and I got qualified for
the second round. The second round turned more challenging for me as we were going to
be judged based on several parameters - how we react to working under pressure, my
knowledge about the industry, communication skills, innovation and most importantly
self-confidence. They gave us a situation wherein we had to convince a potential
customer to sign up for our services. I came up with a strong pitch which emphasised
and highlighted the points that the company used as it’s USP to sell it’s product to the
client. I was also able to come up with a script for a cold call to prospective clients that
would widen the reach of the company. This cold calling script helped me showcase my
communication skills. This round was meant to give us a clear gist of what the work
would be like and that part of my interview was the best. Although I was given only 5
minutes to prepare for the scenario, I did not succumb to the pressure and was able to
perform well. So to conclude, the last round was totally to check if I was fit enough to
become a representative of the company in front of the clients.

After getting out of the room, I was relieved that the interview that I had been preparing
for, for the last one week went well and I had performed according to my expectations.
After meeting my seniors and other colleagues I was looking forward to working with
them and within a few hours, I got a call stating that I was selected and was asked to join
from the coming week. Before that, I had to undergo training for two days to prepare for
the field work so that I could be at my professional best from day one.

JOB DESCRIPTION:

Initially my work as a sales intern started as a desk job where I had to use my Microsoft
excel skills to work on the spread sheets and follow up on my leads. My seniors had
given an entire two weeks’ plan of what I had to do in that time based on business to
consumer model (B2C) where I had to map out all the corporate hubs of Mumbai. There
were 400 in total but I was assigned 130 to work at while the rest were allotted to other
interns. I had to list all the names of the companies which were in my jurisdiction on the
spread-sheet, add other columns such as number, address, email, contact, names of HR
managers, etc.
I took a weeks’ time to finish the spread sheet and then received the cold calling script
from which I had to memorize the necessary things. I started my cold calls to pitch the
potential customers about our services, the main purpose of which was to reach the HR
managers or the Marketing Heads of the companies for lead generation.

LEARNING FROM THE INTERNSHIP

Sales is a word which puzzles several students. While some seem to do it effortlessly,
there are several who struggle like me to get it right. So what is marketing and why does
it leave so many of us puzzled, frustrated and amazed at the same time?

A common misconception is that it is for the glib talker, the one who can talk his way
through anything and coax people into buying things they do not need. Several of us
could never get the answers right in marketing class, because what is correct for one
company might not be true for another. In that way it is unlike science where the same
rules apply to all, gravity does not discriminate but sales does.

For example consider this: How would you segment your consumer? Would it be
psychographic, demographic etc., and how would you know which one is the right
segment? What if you are alienating a major chunk of your consumers by segmentation?
All these and several other questions were in my head before I took a sales internship.

The first thing I understood while working was identifying the Business need or in
Marketing terms, what is the Value you are creating for your consumer through your
product.

The first question that came to my mind after getting an interview call from Nesco was
that what exactly the fashion scene like in metro cities is. As a college student, it was a
relatively new concept where I was unaware about everything that goes around the field
I was going to work in. Another surprising revelation for me was that corporates are
arranging/providing there employees with transportation facilities which makes it easy
for them to commute. They are also taking advantage of the fact that a convenient
journey to the work place increases their productivity and efficiency in order to perform
better.

At first it seems like way too much information and that there is no possible way that
you will remember everything that’s being thrown at you. I was completely
overwhelmed by the first week of my internship because it became apparent to me that I
had learned only a fraction of what I was being trained in while in college. I assured
myself everything was going to be fine and reminded myself internships are made for
learning. I had to trust the process!

The first lesson I learned was that no one expects you to already know everything about
your Sales internship. When you realize there is no possible way you already know
everything that is expected of your position, the easier your Sales internship becomes.
Learning the ins and outs of your internship is crucial for your success. It seems like a lot
of instructions, but there are ways to learn it all if you’re willing to put in the effort.

Also, being in a fresh working environment became a lesson for me because it was the
first time after my interview I had walked in the office to work. my perception of what
corporate transportation marketing was changed completely since when I started my
Sales internship. Not only that, but there was actually a team I would get to work with
instead of working solo because it was sales internship also. It was great knowing I could
turn to anyone and ask a question, but also intimidating. Unless you’re part of a new
business, everyone in your workplace will already have relationships and connections
that have been formed over the years.

I am usually social and often times talk more than I should. But for the first time, talking
and fitting in was hard for me. My co-workers already had built a culture and had
personalities and knew how to flow with each other. Being an intern kind of makes you
feel out of place and under qualified to be where you are. Stop yourself if you catch
yourself thinking you aren’t good enough to be in the position you're in because you
don’t know as much as your co-workers. They work there; you don’t. They have been
there for way longer than you and have careers based on their talents and experience.

An on-going struggle for me was finding balance between college and my marketing and
sales internship. Knowing when to switch gears from internship to college work was
where I had trouble. Many people have troubles with work-life balance and you too will
run into the difficulty of separating work from play. I wanted to always be doing my
internship and the temptation was constantly there when you’re a sales intern.

You need to draw the line between your internship and your free time. Though it may be
tempting to check your work email every hour or make a quick post on an idea you just
created, you can’t always be working. Enjoy your free time! Don’t just work on projects
outside of your internship. See your friends, focus on your studies, and turn off the part
of your brain that keeps coming up with ideas for your internship when you aren’t at
work.

It wasn’t as hard for me to switch off from college to my internship. Personally, I found
my internship far more interesting than my college textbooks. However, you can’t start
slacking in college once you have an internship. You still have projects and
presentations will not pause where it’s at so you can focus on your internship. Don’t
procrastinate in your classes or other priorities by doing too much extra work for your
side gig. Write down your ideas as they come to you and then work on them if you can
make time while you’re actually at your internship. Dividing up your free time from
your internship work will make you less stressed and allow you to focus on your current
task.

Whatever you choose to do with your time in your internship, it is essential to take away
some lesson from your experience. There is always something to be learned every day
from your internship. You don’t have to learn something elaborate every day, just keep
an eye out for the little things you can learn and use in the future. Remember any new
tactics, skills, ways of communicating, and ways of thinking that you find on the road
through your internship.

So, after completing a tenure of 1 and a half months I had polished on a lot of my skills
and main things were communication and self-confidence and now I can list down a
couple of good lessons or learning which i gained from my company.

1. Never Stop Learning and Change Will Become Your Comfort Zone

It is pretty safe to say that for the better part of my life I’ve been trapped in my comfort
zone. After the third year of college has passed, I realized that no matter how
knowledgeable college has made me, it still pales compared to an actual work
experience. So, when I found out that Bamboo Lab is looking for a Sales intern, I
decided to go for an interview. Even though I felt nervous, I knew that this was the first
step towards breaking out of my comfort zone.

2. Find What Suits You Best

Which business area will enable me to utilize myself to the fullest? What should I devote
my time and energy to? Sheer magnitude of fields concerning Corporate transportation
can be quite overwhelming, especially for the beginners and finding which one works
the best for you is not a just a mere decision, it's a process. Never regret spending time
bettering you.
3. Don’t be Scared of New Tasks

In this ever-changing field new tasks are something unavoidable. Instead of dreading
about it, seize the most that it can offer to you. Even if you feel inadequate at that
moment, keep in mind that every single person was at one point in the same place where
you are. I overcame this problem by taking following steps. First, break down the main
task into smaller subtasks. Then, if you are stuck during the solving process, look for
help or ask your mentor for advice but keep in mind that it’s crucial to do it yourself. You
will realize that it wasn’t that hard and feedback will help you to get better next time.
Trust me, with time and effort you will look back at that situation with joy.

4. Never Assume

The best tip that I’ve learned while working with people is to never assume.
Communication is prone to misinterpretation that is why it’s always better to send
detailed email or have feedback from the other side. At Nesco we were told strictly to
listen to the demands of the clients and then give necessary details when I used to do
cold callings because to communicate until both sides get a clear understanding. It’s
always good to double check especially when working with clients. After talking over
the phone or in person, send the follow up email with brief overview of your
conversation. The result of that is a clear grasp of the situation concerning the goal
which leads to better work efficiency.

5. Ask Questions
Asking is a natural part of the learning process. There is no learning without asking
questions and making mistakes. My seniors were very helpful during my tenure, I had
the freedom to call them freely anytime regarding my field works in the corporate areas
By asking questions I made a progress because I was thinking about the problem on the
deeper level and it just shows I am curious about the topic and that the topic is of interest
to me. By requiring input, I also showed genuine interest and will to learn more.so it
saved lots of energy and can even prove to be bonding agent between people.

6. Networking
Whether you are extrovert or introvert, like I am, one should meet and create contacts
with people within your industry. By generating contacts, meeting new people and
attending events, both the company and as an individual gain awareness among experts
in areas concerning digital marketing. You can acquire first-hand insight into their work,
or to be more specific their grasp of certain problems, as well as an access to certain
seminars and educations. This way anyone can generate ideas, get a better understanding
of the industry and working for and learn from the best

7. Self-awareness

It’s crucial to know who you are. What means being self-aware? It means both strong
and weak sides. What may work for me does not necessarily mean it will work for
someone else. After becoming aware and accepting skill set, it’s time to master it. Talk to
the mentor; tell them in which areas of your strength can contribute to the most. They
will provide you with guidance by giving you more tasks that improve your skills. If a
good communicator, naturally you will get more tasks that will orient towards mastering
that skillset.

8. Priorities

Evaluate what currently takes precedence by thinking about goals and what can makes
us happy and content in the long run. Writing down all aspects of your life and analysing
them individually has helped me to get a grasp on which activities I have to put both my
energy and focus on. Of course, won’t have as much free time as i had compared to
before, but priorities are set straight then the zone for regrets shrink respectively.
Apart from these basic learning which helped me the most there are various important
reasons why college has helped me to have prior knowledge about a lot of important
concepts which I had been learning theoretically in my past years of graduation. Some of
these concepts I had directly applied to my internship so that I can get a prior grip over
the things I will be doing.so first thing was to present a resume which can be accepted by
the company and through which I can present my strengths before my interview .

My Experience:

My company “Nesco” was a horizontal management style, where all employees were
treated equally. The young employees of the company were at the core, and their energy,
enthusiasm and interest in their work bled into the company itself.

The division of labour was equal between everyone from the head to the intern. Talks
about everything from projects to all the deals, helping in building a bond between
everybody. The small size of group helps in better interaction, making the flow of
information faster and easier, the communication channels ranging from WhatsApp to
emails to calls. It also helped build friendship apart from the usual colleague
relationships such a healthy, happy, and joyful environment was a boon to work in,
making the experience much more fruitful and something I’d like to repeat.

There was a definite newness to everyday, the work culture affecting the overall working
of the company, hence the people worked with a positive attitude and were valued for
their contribution. All the interns were noticed and their work appreciated, which in turn
increased the productivity as working was not a forced task anymore, but actually a fun
one. The informal culture also allowed for a certain amount of flexibility, which was
very helpful at certain times, I was not able to make it to office due to unavoidable
reasons.
 All those factors adding up made me understand that I liked this working environment
better than any other.

Why Nesco?

• Dynamic Team:

Our team comprises of young professionals and experienced individuals from diverse
fields- digital marketing, event planning, expert in art and drama.

• Interesting Events:

Nesco as a company, organises art events which includes dance performances and
exhibition of different type of talents which makes it interesting .

• It keeps you on your toe:

In Nesco I got a chance to engage all my skills, like social skills because work demand to
interact with clients, sponsors, guests and venues.

• Polish Professional skills:

In Nesco, I got to learn how to talk to sponsors and make a pitch and close a deal which
will help me in future with my job.
• Build a Professional Network:

By interning at Nesco I wanted to build a network of people and have contacts in

corporate world. My work profile helped me building a professional network.

• Work Culture:

As Nesco, its work culture differ from other firms. It has a friendly work surrounding and
everyone is so approachable, which is so motivating and you can share all your ideas
without fear of rejection.

Reason for Interning:

• To gain experience:

The best experience comes from internships because I got to do a bit of everything. I
experience the different roles that people play and see working life from different
perspectives. This will help me get a good job and will give me a good learning
experience too.

• Build confidence.

Whether it be public speaking, giving presentations or simply suggesting new ideas, it

build my confidence which allows me to grow as both a worker and a person. Confidence
is a key to success. It helped me to build confidence through practice which had also
helped me in my personal growth. After all, practice makes perfect.
• Have the opportunity to learn and watch:

My internship would provide me with number of opportunities, opportunities for like

everything, for better future also.

• To have a better understanding:

My internship allowed me to take time to understand my role, tasks and the industry. I
learned a lot of professional things and aspects which is only possible while doing an
internship.

• A step closer in getting a job:

It is difficult to get a job directly after my graduation. Internship will give me a huge
advantage over others for getting a good job.

• Prepare for Job Interview:

This internship would provide me with optimum information and experience needed for
any job interview. It would help me in future and also help me improve my decision
making.

• To get a practical view:

All the concepts you study in classroom, it can be difficult to see how all those learning
will impact you in working world. By doing this internship, I can understand all those
concepts more properly when they relate to real people and situation.
• Receive financial compensation:

By this financial compensation the firm can raise their employee’s efficiency. It motivates
employee to work in a better way and helps to keeps his interest.

• Flexible work hours:

It was very difficult for me to manage my college and work together. Due to flexible
working hours, I could skip my work hours in case of unavoidable circumstances.

• Enhancing my portfolio:

This internship will help me not only in getting practical knowledge but also in enhancing
my portfolio which will help me in getting a better job in future.

(1) Surveys:

The Survey method is the technique of gathering data by asking questions to people who
are thought to have desired information. A formal list of questionnaire is prepared.
Generally a non-disguised approach is used. The respondents are asked questions on their
demographic interest opinion.

Advantages:

▪ As compared to other methods (direct observation, experimentation) survey yield a

broader range of information. Surveys are effective to produce information on socio-
economic characteristics, attitudes, opinions, motives etc and to gather information
 for planning product features, advertising media, sales promotion, channels of
distribution and other marketing variables.

▪ Questioning is usually faster and cheaper that Observation.

▪ Questions are simple to administer.

▪ Data is reliable

▪ The variability of results is reduced.

▪ It is relatively simple to analyse, quote and interrelate the data obtained by survey
method

Disadvantages:

▪ Unwillingness of respondents to provide information- This requires salesmanship on

the part of the interviewer. The interviewer may assure that the information will be
kept secret or apply the technique of offering some presents.

▪ Inability of the respondents to provide information- This may be due to

1. Lack of knowledge

2. Lapse of memory

3. Inability to identify their motives and provide “reasons why?” for their
actions

▪ Human Biases of the respondents are there, for eg: “Ego”

▪ Symantec difficulties are there - it is difficult, if not impossible, to state a given

question in such a way that it will mean exactly same thing to each respondent.
Similarly two different wordings of the same question will frequently produce quite
different results.

(2) Focus groups:

A focus group is a common qualitative research technique used by companies for
marketing purposes. A focus group typically consists of a small number of participants,
usually around six to 12, from within a company's target market. The consumers are
brought together and led through discussions of important company and brand topics by a
moderator.

Advantages:

□ They are useful to obtain detailed information about personal and group feelings,
perceptions and opinions

□ They can save time and money compared to individual interviews

□ They can provide a broader range of information

□ They offer the opportunity to seek clarification

Disadvantages:

□ There can be disagreements and irrelevant discussion which distract from the
main focus

□ They can be hard to control and manage

□ They can to tricky to analyse .

□ They can be difficult to encourage a range of people to participate

□ Some participants may find a focus group situation intimidating or off-putting;

participants may feel under pressure to agree with the dominant view.
 CHALLENGES

Understanding the office culture

It sure takes time to understand the office culture. Since every organizational culture
varies from office to office. Some have a rigid structure while the others are flexible.
Though organizations are moving more towards flexibility nowadays, some offices do
have some strict policies. Then again, there are some internal differences too.

For example, the marketing department may be more of social, fun-loving than the
finance department. The vice-versa may happen too. I was a part of the office
environment and mostly I was on the field but when we all used to meet on weekends it
was initially very difficult to be flexible with everyone.

Understanding teamwork

Teamwork in professional sector is a lot different than projects at varsity.

Miscommunication, misinterpretation of the actual objectives, different opinions of team
members are common and varies than that of the project group work done.

Also, mishaps in internal communication also affect one’s work. One feels unsure of how
to resolve issues in many cases. Sometimes we used to work in teams while targeting
bigger groups of people so that promoters can do well so my teammates would function
differently and I had to cope up with everything.

No one listens to you

When one is on the field on their first day of sales internship and nobody is paying
attention, then it gets disheartening which becomes a major challenge in sales. I tried to
communicate with my seniors and they helped me by changing my pitch and by teaching
some techniques through which I can keep the attention of person. So the solution to this
is always be clear with one’s seniors or mentors.
 Staying Motivated

This is the biggest challenge for a sales rep. With the pressure that keeps on rising every
day, it becomes a task in hand for the sales interns to stay motivated and keep the spirits
sky high. As technology is disrupting the playing field when it comes to access to
information, networks, and data - sales intern are finding it harder to keep up with the
rising management pressure. It is important for both, the employee and the employer to
have long-term plans.

Hence, it is a given that the organization should keep the interns happy and motivated by
tweaking their work in such a way that they are always ready to accept new
responsibilities.

Your internship stipend isn’t enough

This particular scenario doesn’t apply to everyone. Most internship these days are unpaid.
Some interns are lucky enough to get compensation but it’s mostly because the workload
is heavier than the usual internship or maybe the work entails a lot of expenses

The internship stipend is usually very meagre and does not cover all expenses of the
student like conveyance, food, etc.

You get left out of meetings or work discussions

Being an intern, one is kind of part of the company, but not really. One works on things
alongside other employees but there are simply some things that you won’t be a part of,
such as meetings. Oftentimes, confidential matters are discussed at these meetings and
one just doesn’t have the clearance to know these things. Aside from this, meetings are
nebulous by nature and adding more people can further complicate them and drag them
out longer.
 How were the challenges overcome

Introduction

Challenges causes stress and tension, however these challenges are the one that teach
you new things and expose you to the new aspects that had remained unknown to you.
To explore and test one’s potential, skills and abilities it is very important to put the
person through a number of challenges of different kinds. By facing these challenges one
just tends to improve and become better in whatever aspect they are dealing in.

Facing these challenges taught me an important skill in life i.e., to take any problem by
its horns and stay dedicated and unmoving till you are able to overcome it. Obviously,
there are times when you have to learn to accept defeat. Luckily for me, the challenges I
faced here only propelled me towards solving them.

Solutions

✓ Firstly, they at the company faced the problem of having more employees than required.
Their company came up with this ingenious idea of dividing our customer base into
various packages for buyers, sellers and franchise sellers. This helped us sort their
customers based on priority. This also enabled us to diversify their resources so as to
better attend their clients.

✓ Secondly, he faced the challenge of time management. He had to keep up with both my
work and college. He was determined to gain as much as possible and had previously
decided that he will gain as much as possible even if it meant losing out on a few things.
He tried to maintain everything as normally as possible. In the end, to maintain both work
and college he had to sacrifice his social life, family time and sometimes even sleep. It
was very difficult but he had only a few months to learn about the practicality of the
world.
 Observations about departments

✓ The atmosphere of the firm was very informal and friendly.There were no
communication barriers.

✓ The finance team included all the dedicated professional employees and they took help of
all the sources to collect adequate and correct information about the clients and prospects.

✓ Marketing team was always up to date with its posts. They were very particular about
their reviews and replied to every comment. They were present online every time and
chatted with every person who visited their page.

✓ The sales team were always well equipped and informed about their clients. They worked
on the projects with a lot of dedication and put everything to make that deal happen.
 CONCLUSION

✓ It was really a wonderful experience to work with Nesco Group. I was lucky enough to
receive an opportunity to work in Nesco Group The atmosphere was always welcoming
which made me feel right at home.

✓ Additionally, I felt like I was able to contribute to the company by assisting and working
on projects throughout. The seniors were extremely supportive. They patiently listened to
everyone’s problem and gave a detailed solution over it.

✓ My colleagues were very nice and they really had a great time. The feedback about my
performance (detailed strengths and weaknesses) really helped him towards gaining a
perspective about expectations of a company from a campus recruit.

✓ Working with Nesco Group was an extremely elegant and eternal experience for a newbie
like me. This internship would form a basis for the growth path that the intern has dreamt
of.
Suggestions-

Markets demand greater innovation. Customers have rising expectations. There are more
competitors than before. One needs to learn how to change company culture, its
operations and processes to boost the effectiveness and efficiency of the company.

Coming up with new ideas, efficient processes, innovative products, valuable services,
and more effective ways is mandatory in this age to build a strong company. Where are
you going to get them?

Nothing fuels a start-up like sales. Even if the product isn’t perfect, selling a good
product is better than forgoing sales to sell a perfect product later. Besides, updates to a
product line down the road will be a great opportunity to get some repeat business from
early adopters.

As a Sales intern who has worked at Nesco, there are certain suggestions that I have for
the company.

More of ATL activities –

Above the line (ATL): advertising where mass media is used to promote brands and
reach out to larger and more general consumers. ATL includes television, radio, print,
billboards and anything that is targeted to a wide audience. This advertising tries to reach
out to the masses.

ATL communication methods are what everyone wants to use because they can reach a
wide audience and spread awareness of a brand on a large scale. Unfortunately, the cost
associated with this method means that it is unlikely to be used unless the company has a
big budget.
Using ATL helps to reinforce a brand and give a memorable impression of what a brand
is about. For certain markets and products, ATL works better. General products that have
a mass appeal do well because the communication reaches a widespread audience,
helping to achieve awareness amongst consumers and creating brand recall.

Due to being much more focused, BTL channels drive conversions, get a direct response
and can build customer loyalty. It is possible to tailor messages for particular segments
of the market with relevant offers and information. Unlike ATL, BTL is also highly
measurable. This gives marketers an insight into the return on investment which can then
be used to generate an even more focused and targeted BTL communication. With email
campaigns, you can track the open rates and click through rates, as well as identifying
what users do once they click through.

In markets where competition is high, customer loyalty is essential. So, being able to
directly modify campaigns for existing or potential customers is key. The success of a
strategy depends on the effectiveness of communication, your objectives and allocated
budget. No matter how good the product or service is, the message needs to be clearly
communicated.
In effect, the two working in tandem would provide the best results. Above the line
creates awareness amongst the mass audience while below the line helps to build
relationships and influence the purchase decision. So, to say that one is better than the
other would be negligent.
 BIBLOGRAPHY

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• Corporate Community Relations in the 1990s: A Study in Transformation. Business and

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 WEBSITE

www.google.com

www.wikipedia.com

www.nesco.com

www.wikipedia.com/references

NESCO IT & CO.

CHARTERED ACCOUNTANT
Goregaon (East),
Mumbai – 400063
Maharashtra.
Mobile No. : 7506699650
Email : contact@nescoevents.in

28-dec-2018

TO WHOM IT MAY CONCERN

This is to certify that Mr. Bhushan Hatankar, a class student of

SYBMS, Mumbai University, India has successfully completed ONE
MONTH (23rd October, 2018 to 24th November, 2018) short internship
program at our firm. During the period of his internship program
with us he had been exposed to different process was found
punctual, hardworking and goal oriented.

For,
NESCO IT & CO.
Nesco IT & CO.
CA CERTIFIED
M. NO. 190817 S. M. Shelar

Partner