A REPORT ON THE INTERNSHIP

PROGRAMME
at
FIZZ E-VENTURES PVT LTD.

Submitted to Loyola College (Autonomous), Chennai in partial fulfillment of

the requirements for the Skill Based Course for the award of the Degree of

BACHELOR OF COMMERCE
by
PRAVESH SHAH
13-CO-235

Under the guidance of

Prof. K.T.Manivanan, M.com
Prof. P.V.SARAVANAN,M.Com., M.Phil., MBA

Department of Commerce (Shift –II)

Loyola College
Chennai 600 034
March 2016
 CONTENT
CHAPTER PARTICULARS PAGE
NO NO.
CERTIFICATE

DECLARATION

ACKNOWLEDGEMENT

COMPLETION CERTIFICATE

I INTRODUCTION 1-8

II PROFILE OF COMPANY 9-21

III MARKETING MIX STRATEGIES 22-39

IV DAILY WORK REPORT AND STRATEGIES LEARNED 40-46

V UNDERSTANDING AND SUGGESTIONS 47-51

BIBLIOGRAPHY

ANNEXURE
 DECLARATION

I hereby declare that this project submitted to the Department of Commerce

Shift – II Loyola College, is a record of an original work done by me under the
guidance of Prof. P.V.Saravanan, M.Com., M.Phil., MBA, Assistant professor,
Department of Commerce and this project is submitted in partial fulfillment of
the requirements for the Skill Based Course the award of the Degree of Bachelor
of Commerce

PRAVESH V SHAH
Date : 13-Co-235
 ACKNOWLEDGEMENT

My sincere gratitude goes to all those who have helped, supported and
encouraged me during this internship program. My deepest Thanks to the guide
of the project Prof. P.V.Saravanan,M.Com., M.Phil., MBA for extending his
support and guiding me towards this project.
I express my thanks to the principal of Loyola college Rev. Fr. G. Joseph
Antony Samy, S.J, for giving me an opportunity to learn the importance’s of
internship training .My deepest sense of gratitude to Mr.Pragun Khemka and
Aditi Jalan ,the FOUNDER’S OF FIZZ E-VENTURES INDIA PVT LTD, for
his support and encouragement.
Thanks and appreciation to all the helpful people who trained me at FIZZ E-
VENTURES INDIA PVT LTD for their support. I would also like to thank our
college for providing me such a wonderful opportunity which helped me to
understand the various concept of the way marketing is carried out in
companies.
I would also thank my family, friends and everybody who directly and indirectly
helped me in completing the project successful.
CHAPTER 1 - INTRODUCTION
 CHAPTER - I
INTRODUCTION

1.1 DEFINTION OF TRAINING

In simple terms ,training refers to the imparting of specific skills, abilities and
knowledge to a trainee. A Formal definition of training ‘’it is any attempt to improve current
or future employee performance by increasing an employees ability to perform through
learning usually by changing the employee’s attitude or increasing his or her skills and
knowledge.

Training refers to the process of imparting specific skills. Training is the process of
enhancing the skills , capabilities and knowledge of employee for doing a particular job.
Training process moulds the thinking of employee and leads to quality performance of
employee .It is continuous and never ending in nature. Training is an organized activity aimed
at imparting information and /or instructions to improve the recipient’s performance or to
help him or her attain a required level of knowledge or skill

1.2 DEFINITION OF INTERNSHIP TRAINING

An internship is a system of on-the-job training that allows learners to gauge their
interest in a chosen professional area. Internships also provide real-world experiences instead
of second-hand experiences. For example, instead of studying farms in a book an internship
may allow an individual the chance to actually get their hands dirty (so as to gain insider
knowledge in a field) on real organic farm while planting, harvesting, working with
livestock and much more.

Internship experience plays a vital role for every student to implement their theoretical
knowledge and get a practical knowledge from any organization. For completing my B.com
degree, internship report is one of the parts at the final semester of Department of Commerce,
Loyola College, Chennai. This gives me the opportunity for gathering practical experience
and preparation of the report.
Software and IT service industry in India has crossed a long road over the last few
decades. It has matured. The industry no more remains at the sideline. It joined the
mainstream. Not only the industry is contributing significantly in the national income, but
also it has been playing very crucial role in creating high quality employment for a sizable
portion of young graduates of the country.

1.3 BACKGROUND:
I am the student of Commerce (Marketing) as a fulfillment of my B.com degree I have
completed my internship report. My honorable supervisor Prof. P.V.Saravanan assigned me to
prepare this report on “Internship Program at FIZZ”. This report is prepared based on
qualitative research.

1.4 NEED FOR INTERNSHIP TRAINING:

A growing number of universities now require students to complete an internship before
graduation. If I ran a university, I would seriously consider doing the same. Before we get into
why internships are so valuable, I’d like to take a moment to say not all internships are
created EQUAL.

Apply What You Learned In the Classroom

Regardless of how rigorous your university is, there are limits to what you’ll get out of your
coursework. Classes provide you with the theory, concepts, and skills central to your chosen
field, while labs and culminating projects encourage you to apply that knowledge.
What’s still missing is real-world application – the most important piece of all. By completing
an internship, you’ll have continual opportunities to apply, refine, and build upon what you
learned in the classroom.

Discover Wh at You Do And Don’t L ik e

Every job and every company is unique. By interning, you can identify whether a certain job
is right for you, while also gaining insight into the type of organization you want to work for
(e.g. big or small, profit or not-for-profit, laid-back or highly structured, etc.). Think of it like
test driving a car before you buy.

Network with the Right People

What better place to make professional contacts that in a professional setting? Whether in
person or over the phone, interns regularly meet people in their target industry. Aside from
diversifying your network, some of this contact (like your internship supervisor) will be able
to attest to your work ethic and competencies in a way that professors can’t.

Get The Experience Employers Want

There are millions of job seekers nationwide, yet 52% of companies report difficulty filling
positions. Of these companies, 47% say candidates lack the “hard” job skills or technical
skills necessary, and 35% say job seekers lack in experience.
Get the experience they crave by completing an internship. Better yet, complete multiple
internships.

Develop Your Professional Identity

Thriving with colleagues in the workplace is different than thriving with your college peers.
Use your internship to develop your workplace confidence, etiquette, and habits, and to
determine what type of worker you are, what motivates you, and what you need to succeed.

Transition To A Full-Time Position

While not guaranteed, internships often end up in full-time job opportunities. Why?
Employers have already invested time and money training you, and they already know what
type of worker you are.
1.5 SCOPE OF INTERNSHIP

1.Full and realistic view of the world-of-work:

All this time I was under the shelter of my parents and I had no idea about the work life. With
the help of internship I was very much able to figure out the work done in the real world. It
gave me realistic view about the work and the world-of-work. This place needs to be given
the whole attention by the person who is working on it.

2. Integrates academic preparation with practical application and skill development in

the workplace:

The experience, which I enjoyed the most seeing the academic knowledge matching with the
practical working at the work place. I understood even better the concepts, which were
thought with the practical application. This helped me to recall all my topics. At the work
place I developed my skill set, Skills like talking, way of dressing up, cold calls and many
more.

3. Acquire hands-on work experience:

The world of work-of-work is very much different from the college life. Internship helped me
out to figure the work, which is done in real life with the real people and where the examples,
which we studies in college, comes true while working. The work experience gives a student
an exposure of to lead a life in a disciplined manner. The student gets to a world were there is
real work and learns how tackle customers.

4. Opportunity to network with professionals:

Working with friends on a college project is very much different than working with the
professionals who have been working in that field for quite a long time. This enhances the
student knowledge and learns from his superior the work to be dealt in the office. After the
student is out from the college he shall a network of people whom he desires to work with.
5 .Explore career options:

While doing internship the student works under one particular field with this the candidate
can decide what career he has to opt after his he finishes his college. The career is something,
which the students shall be defined with. The better the career option the better the students
get exposure. While I was doing my marketing internship I found out the skill sets in me and
which helps me to choose the career after I’m done with college.

1.6 MY OBJECTIVE TO DO INTERNSHIP TRAINING:

 To gain college credits.

 To fulfill a specific college major requirement.
 To decide if a specific career is the right path.
 To learn skills from someone experienced in a field.
 To gain more confidence in current abilities.
 To learn how to apply skills learned in books or a class
 To meet others in a field.
 To get experience before joining a job.
 To get a wider scope to plan for my future.
 To improve my skills of communication.

1.7 METHODOLOGY:

The internship report plays a good role for me, because that gives me somehow practical
experience to implementation of the theoretical knowledge. Without adopting proper methods
it is difficult to conduct a successful research. The optimum outcome of the research depends
largely upon the adopting of the proper methods suitable to the research topic in the field of
investigation.
To prepare this report I mostly depend on the experience and secondary data beside this I also
use primary data. Company Insight, advertising, Catalogs of the Company brochures, books,
reports etc are the source of secondary data. Based on this information I prepare this
qualitative report.
1.8 LIMITATIONS TO THE STUDY
In undertaking this study, a number of problems were faced. Thus the study has several
limitations. The limitations are:

a) Lack of knowledge:
As a student, in the marketing field, I have no past practical experience of data collection,
data processing, site visits, communication and presenting. So it is a limiting factor for
obtain accurate information.

b) Lack of time:
For the time limitation I could not gather more information to justify exact condition. The
time constraints are limiting factors.

c) Small sample size:

The company usually where restrictive I giving exact inner details about the company. The
small sample size of the data given to me by the company are limiting factors.

d) No pay :
The company where I worked didn’t pay me for the work done by me. Moreover I
wasn’t even given allowances.

e) Customers willingness:
Most of the customer of the company and employee were not willing. So, they could not
give me enough time to answer to all my questions. Also they are not willing or afraid to
provide appropriate data.
1.9 CHAPTER DETAILS:

This report would include following details

PROFILE OF FIZZ

(Company History / Culture / vision / mission / objectives / functioning / activity /

product / social commitment / SWOT analysis etc )

MARKETING MIX STRATEGIES OF FIZZ

(Conceptual Framework of Marketing / Advertisement / Marketing Research / Sales /

marketing mix approach / product strategies / pricing strategies / placing strategies /
promotion strategies)

DAILY WORK REPORT AND STRATEGIES LEARNED

(A detailed review to be written based on the daily work sheet and listing the strategies
learned)

UNDERSTANDING AND SUGGESTIONS

(Suggestions to improve the quality of internship program) Bibliography, annexure

CHAPTER 2- PROFILE OF COMPANY
 CHAPTER II
COMPANY PROFILE

2.1 ABOUT FIZZ :

It’s a next-gen lifestyle mobile app that brings you the best discounts and loyalty rewards
completely on the go. No more pre-purchasing and printing vouchers.
FIZZ has created something extraordinary. You can have the best deals and offers at your
fingertips. But it’s not just another discount app. It has curated a special set of partnerships to
give you the perfect balance between the new and the familiar. Whether it is that new karate
class you’ve been meaning to check out or that restaurant you love, they have got it all!

It doesn’t just stop there. The app is specially designed to make payments as effortless and
seamless as possible. User can now have the ease of receiving the bill on his/her phone!
Decide how you pay and keep a track of all your expenditures on the app. All this and more,
only with FIZZ. Say goodbye to printing vouchers and say hello to the future.

2.2ACHIVEMENT:
Awarded 3rd place at startup weekend Chennai 2015 powered by Google for Entrepreneur and
sponsored by PayPal.
2.3 KEY PERSONNEL OF FIZZ :

Completing his schooling in commerce, Pragun

persuaded his Bachelors in Business management
from kings College London. Genuinely a team leader,
his boundless energy towards learning new things is
admirable. Well versed with fluent communication
skills and ability to understand fellow team mates
make him outperform others. His result oriented
approach, leadership qualities and team spirit are his
greatest assets. Business blood is a family heirloom.
An inspiring New-Gen Entrepreneur in making.

Position at FIZZ: Co-Founder/ Functioning

Pragun Khemka Activities

After completing her high school from Sishya,

Chennai ; she further pursued her bachelor’s degree
in politics, philosophy & economics from University
of Warwick, UK. Apart from her educational
qualifications her fascination and enchanting interest
towards fashion, designing, social media marketing,
and digital marketing makes her an integral member
of FIZZ. An aspiring Women entrepreneur .

Position at FIZZ: Co-Founder/ Creative Team

Aditi Jalan
 With over 10 years of experience in his domain .He
acts as an advisor to the management and a guide to
the subordinates. A strategic thinker and planner, his
passion to learn and his commitment to work make
him best suited for a management position at FIZZ.
He is a highly motivated person and is capable of
both individual and team work.

Position at FIZZ: Business Alliance / HR

Bharni

Perhaps the most experienced member of the team,

Mahendran is a Personable individual , out of the box
thinking is always been his style towards any
approach. His sense of humor createsa frolic
environment at work place. Qualities like discipline,
devotion, originality, punctuality are his essential
character.

Position at FIZZ :New Business Development

Executive
Mahendran

An optimistic person, he has the ability to voice his

ideas clearly and creatively which greatly enhances his
expressiveness in solving problems when approached
by management or fellow team members. His extreme
interest, persistence attitude and intellectual curiosity
drive him to get deeply involved in his work and excel
in it.

Position at FIZZ :New Business Development Exec

Mathan.P

Position at FIZZ :New Business Development

 An alumina of Hindustan College, Manoj is a true
professional; his ability to foray to challenges is
commendable followed by his resilient attitude.
Renowned for his pragmatic approach towards
everything, makes him an integral part of the team.

Position at FIZZ:New Business Development Exec

Manoj

With Bachelor’s Degree in Mechanical Engineering,

Arun started his career as Sales representative with
“Zoom car”. He poses great command over the
language whether it’s English or Tamil. His ability to
simplify concepts makes him achieve the targets at
earliest. A practical oriented person , comes up with
solution for every problem.

Position at FIZZ :New Business Development

Executive
ArunGajendran

Position at FIZZ :New Business Development

With a bachelor’s in History from Loyola College ;
MBA (Marketing) from Anna University, he has
had a years’ experience with “Group on“and
“Ceequence“ as a customer service Ex respectively.
He is a multi-talented individual his sketching
skills, ability to converse affluently in more than 5
languages , elegant dancing skills and more over
his attitude towards any work assigned to him is
admirable.

Position at FIZZ :New Business Development

Ashwin James Exec

Position at FIZZ :New Business Development

 Ardent towards achieving organizational objectives
and accomplishing task assigned to him, His
proclivity for hard work postures his character. A
Team player , Gautham is a guy which every team
would love to have.

Position at FIZZ :New Business Development

Exec

Gautham

A keen observer and a great enthusiasm

towards technology is what makes him going .
Covet to learn different things and quickly
adapting to changes are his strength. He is a
young aspirant with strong urge to achieve
something in his domain. Definitely backbone
of the entire team.

Position at FIZZ :ioS App Developer

Jashwanth

A devoted and dedicated person , Deepan

accomplishes all his target with at most
modesty. He is also personally likeable . His
sincerity in doing jobs assigned to him is
commendable. His passion to learn and his
commitment to work make him an important
member of the team.

Position at FIZZ :New Business Development Exec

Deepan
2.4 COMPANY HISTORY:

Pragun Khemka perused his master in Bachelor of Science (BSc) Hons, Business
Management, 2011 – 2014 from King’s college London. On completion of his course he came
back to India.

The blood of an entrepreneur was always in him; his grandfather moved down towards
southern India at a very young age to earn a living, his father at the age of 22years started his
own aircraft company with 30 fleets. Being a part of such majestic legacy, the urge to own a
business was instinctive. His father never wanted his son to join his office and was always
keen on wanting him to do something else on his own. Inspite of him being nebulous to which
path to follow, Pragun was determined and confident to set up his business in India. He
believes opportunities in India are great and after all this is where his entire roots come from.

His father once told him “Every idea is business whether it is pin or plane”. This incident
made him explore various business opportunities. Soon Pragun started his chase, towards his
entrepreneurial ventures. Initially he had various ideas which could be converted into a
business model. Being a recent graduate he always understood problems faced by fellow
student community and wanted to do something for them. He came up with an idea of service
apartment exclusively for students, on doing further more in depth research he serendipities
an idea of student discount card perhaps this was inception to FIZZ.

One fine day he meet his friend at coffee shop, who perhaps happened to be on the same page
with pragun’s idea; she was Aditi Jalan co-founder, who recently had graduated from
University of Warwick, United Kingdom. Now the idea was getting reified day after day.
Soon after being confident enough to shape their ideas into business model they came up with
a name and coined it as “FIZZ” which sounded more energetic, powerful, and refreshing.

However the entire process was challenges and time consuming. The only way to overcome
it was by meeting right people, exploring different things , being patient, and being
persistence.
They both strongly believe in what they say, “Don’t follow the trend, let trend follow you”
2.5 CULTURE:

This organization is one of the most disciplined organizations with a distinctive culture.
People here believe in shared meaning, shared understanding and shared sense making,
they can see and understand events, activities, objects and situation in a distinctive way.
They mould their manners and etiquette, character individually to suit the purpose of the
needs of the customers who are of paramount importance to the company. The people in
the organization see themselves as a tight knit team that believes in working together for
growth.

The culture they belong has not been imposed; it has rather been achieved through their
cultural conduct.
2.6 WORKING EMPLOYEES OF COMPANY

At Present there are 20 employees working for the company.

2.7 VISION:

To be the best Organization in given domain in terms of efficiency, capital adequacy, asset
quality, sound management and profitability having strong liquidity.
Available-
All customer should be able avail its service.
Affordable-
All income group people must be able to use it.
Accessible-
It should be within convenient place from their place of work or home.

2.8 MISSION

 To ensure quality of the products.

- To promote technology
 To provide excellent quality services
 To maintain business ethics
 To maintain the delivery just in time.
- To improve Merchant’s business.
To satisfy the customers’ needs and wants.

2.9 OBJECTIVE:

 To follow the highest ethical standards.

 Total committed to the needs of customer.
 To be pioneer in the field.
 Continuous improvement of all work process.
 2.10 THE MAIN ACTIVITIES

FIZZ focuses on getting user the best discounts with virtually no effort at all. It is offering
users a platform that gets them offers instantly without the hassle of pre-purchasing, printing
vouchers and carrying loyalty cards!

It offer a variety of hangouts across 7 categories - Food & Drink, Beauty & Spa, Retail,
Entertainment, Health & Wellness, Services and Education. To avail, the user first select
his/her favorite offer and hit the 'Request Bill' button. The cashier would then prepare the
discounted bill and have it sent to your FIZZ app.

User can then choose to pay using debit/credit card, net banking or Pay TM, MobiKwik, Jana
Cash & Jio Money wallets. It also provides users the additional option to pay with cash!
Effortless offers, loyalty rewards and payments at your fingertips.
Despite of the stiff competition in the market the company availed to maintain its increasing
growth tendency as well as market leadership.
How it works
?
 2.11 SOCIAL COMMITMENT

It is also another great pleasure to mention that company is always tried to contribute in
every aspect in the development of the country. During the year contribution in the
wellbeing of the nation, company organized directly and in same cases by provided the
financial and technical support to help the society through the development of education,
environment, sports and cultural sector of the nation. During the Chennai flood (Dec2015)
company contributed its resources in the fullest and best possible manner towards
regenerating the city and its effected people.

2.12 OUR PARTNERS :

We have more than 60 merchants on board and is likely to increase in future.

Among the 60 odds here are few of them who have partnered with us.

\
 CHAPTER- 3
MARKETING MIX STARTEGY
 CHAPTER III
MARKETING MIX STARTEGY

3.1 WHAT IS MARKETING ?

Marketing is the management process through which goods and services move from concept
to the customer. As a philosophy, marketing is based on thinking about the business in terms
of customer needs and their satisfaction. Marketing differs from selling because selling
concerns itself with the tricks and techniques of getting people to exchange their cash for
your product. It is not concerned with the values that the exchange is all about. And it does
not, as marketing invariably does, view the entire business process as consisting of a tightly
integrated effort to discover, create, arouse, and satisfy customer needs.

3.2 WHAT IS MARKETING STRATEGY?

A marketing strategy defines objectives and describes the way company going to satisfy
customers in own chosen markets. It does not have to be written down but it is easier
to communicate to outsiders. Marketing Strategy includes –

 Marketing Mix
 Target Market
 Competition

The Marketing mix is a set of four decisions which need to be taken before launching any
new product. These variables are also known as the 7P‟s of marketing. These seven
variables help the firm in making strategic decisions necessary for the smooth running
of any product / organization. These variables are
3.3 MARKETING MIX :

PRODUCT :
Product and Service is the main item for an IT firm. Therefore Product is also the first
variable in the marketing mix. Product decisions are the first decisions which need to take
before making any marketing plan. A product can be divided into
three parts - The core product, the augmented product and the tertiary product.

PRICE:
Pricing of a product depends on a lot of different variables and hence it is constantly updated.
Major consideration in pricing is the costing of the product, the advertising and marketing
expenses, any price fluctuations in the market, distribution costs etc. Pricing affects the
targeting and positioning of a product.
Pricing is used for sales promotions in the form of trade discounts. Thus based on these
factors there are several pricing strategies, one of which is implemented for the marketing
mix.

PLACE:

Place refers to the distribution channel of a product. The place where the product is
distributed depends on the product and pricing decisions, as well as any STP (situation/
target/ proposal) decisions taken by a firm.

PROMOTION:

Promotions in the marketing mix include the complete integrated marketing communications
as well as sales promotions. If the product is completely new in the market, it needs brand /
product awareness promotions, whereas if the product is already existing then it will need
brand recall promotions. Promotions also decide the segmentation targeting and positioning of
the product. The right kind of promotions affects all the other three variables – the product,
price and place. If the promotions are effective, a company might have to increase
distribution points, might get to increase the price because of the rising brand equity of the
product, and the profitability might support a company in launching even more new products.

PEOPLE:

All companies are reliant on the people who run them from front line Sales staff to the
Managing Director. Having the right people is essential because they are as much a part of
your business offering as the products/services you are offering.
PROCESSES:

The delivery of your service is usually done with the customer present so how the service is
delivered is once again part of what the consumer is paying for.

PHYSICAL EVIDENCE:

Almost all services include some physical elements even if the bulk of what the consumer is
paying for is intangible. For example a hair salon would provide their client with a completed
hairdo and an insurance company would give their customers some form of printed material.
Even if the material is not physically printed (in the case of PDF’s) they are still receiving a
“physical product” by this definition.

3.4 RELATED MARKETING MIX WITH FIZZ:

1.PRODUCT:
Fizz e-Venture Pvt Ltd, is a lifestyle mobile application which facilitates various services
across different categories such as food and drink, Beauty and spa, retail shops, entertainment,
health and wellness, services, and education. All this is possible through its mobile app which
is available for android and apple users. Thus the product which the company sells is a service
which can be rendered through its mobile app.

2.PRICE:

 The application is available for free of cost both for users as well as merchants i.e zero
cost set.
 The users are being benefited by getting a discount on their purchase.
 Whereas for merchants fizz does brand promotion and enhance their market visibility by
charging a certain percentage of commission, for each sales occurring through fizz.
Thus price various accordingly with each merchant.

3.PLACE:

 The Fizz office is located at T.nagar.

 The app is available at Google play store and App stores.
 To avail the benefits provided by fizz the user must visit the merchants place as
mentioned in the description.

4.PROMOTION:

Fizz itself does brand promotion for other brands, but when it comes to promoting its own
brand fizz use various ways to attract its target audience in the market, namely by

 Newspaper Ads
 Tv Commercials
 Radio Ads
 Vouchers
 Online marketing
  Social media Campaigns
 Conducting event at public places, colleges, schools etc.

5.PEOPLE:

Every organization involves human resource to run its activities, at fizz people includes :

 Fizz employees
 Users
 Merchants

6.PROCESS:

Marketing Process is a section in the Marketing Policies and Procedures manual.

Sales Policy Procedures provide the critical interface between your company and your
customer. Besides being the company representative to the customers, sales must also apply a
process approach to setting targets, measuring results, then making corrections and implement
improvements.

SALES CALL MANAGEMENT PROCEDURE

1. PROSPECT FOR LEADS

You can't prospect effectively without knowing all about your product(s). If you don't
understand the product, how could you know who will want to buy or sell it?
2. SET AN APPOINTMENT

It's time to use those leads you collected in stage 1. Many salespeople prefer to cold call over
the phone, but you can also call in person, send email or even mail out sales letters.

3. QUALIFY THE PROSPECT

The qualification stage usually takes place at the appointment itself, although you can also
qualify briefly during your initial contact. The idea is to confirm that your prospect is both
able and potentially willing to buy your product.

4. MAKE YOUR PRESENTATION

The presentation is the core of every sales cycle, and it's probably where you'll invest the most
preparation time. Keep in mind that you're not just selling your product... you are also selling
yourself! You represent your company, so appearance counts.

5. ADDRESS THE PROSPECT'S OBJECTIONS

Here's where you get to deal with your prospect's concerns. The one you'll hear most Often.

6. CLOSE THE SALE

Once you've made your presentation and answered your prospect's questions and objections,
it's time to ask for the sale. This is the second-most neglected stage of the sales cycle... which
is especially sad given that it's probably the most critical one.

7. ASK FOR REFERRALS

This is hands down the most commonly neglected step. Too many salespeople are so relieved
to get a sale that they grab their things and race out the door the second they
get the chance, for fear the prospect will change their mind!
PROSPECT FOR SET AN
LEAD APPOINTMENT

MAKE YOUR QUALIFY THE

PRESENTATION PROSPECT

ADDRESS THE
PROSPECT'S CLOSE THE
OBJECTION SALE

ASK FOR
REFERRALS
7.Physical Evidence:
The company uses various types of physical evidence such as:
 Broachers
 posters
 Bookmarks
 Vouchers
 Power point presentation
 Fizz- Tshirts

Source: Fizz’s Facebook Page.

Source: fizz’s Facebook page

3.5 MARKETING STRATEGY:

Marketing strategy is a process that can allow an organization to concentrate its resources on
the optimal opportunities with the goals of increasing sales and achieving a sustainable
competitive advantage. Marketing strategy includes all basic and long- term activities in the
field of marketing that deal with the analysis of the strategic
initial situation of a company and the formulation, evaluation and selection of market-
oriented strategies and therefore contribute to the goals of the company and its marketing
objectives.

3.6 DEVELOPING A MARKETING STRATEGY:

Marketing strategies serve as the fundamental underpinning of marketing plans designed to

fill market needs and reach marketing objectives. Plans and objectives are generally tested for
measurable results. Commonly, marketing strategies are developed as multi-year plans, with a
tactical plan detailing specific actions to be accomplished in the current year. Time horizons
covered by
the marketing plan vary by company, by industry, and by nation, however, time horizons are
becoming shorter as the speed of change in the environment increases. Marketing strategies
are dynamic and interactive. They are partially planned and partially unplanned.

Marketing strategy involves careful and precise scanning of the internal and external
environments. Internal environmental factors include the marketing mix and performance
analysis and strategic constraints. External environmental factors include customer analysis,
competitor analysis, target market analysis, as well as evaluation of any elements of the
technological, economic, cultural or political/legal environment likely to impact success. A
key component of marketing strategy is often to keep marketing in line with a company's
overarching mission statement.
Once a thorough environmental scan is complete, a strategic plan can be constructed to
identify business alternatives, establish challenging goals, determine the optimal marketing
mix to attain these goals, and detail implementation. A final step in developing a marketing
strategy is to create a plan to monitor progress and a set of contingencies if problems arise in
the implementation of the plan.

3.7 MARKETING PROMOTION STRATERGIES OF FIZZ:

1) Digital marketing
a) Website enquiry – www.fizz.in
b) Bulkmails – sending 10,000 mails in a day c) Google Ad words
d) Social media – Facebook, Twitter, Instagram , Linked in , Google plus, Youtube. etc
e) Streaming on radio – Chennai Live 104.8

2) Hoarding
a) Site hoarding b) Dividers
c) School hoarding d) Vouchers

3) Newspaper advertisement
a) Times of India, The Hindu, Indian Express. b) Local area newspapers
c) Pamplets distribution d) Book marks

4) Birthday campaign : All the customers are wished on their birthdays personally by our
Tele-caller team.

5) Chat box facility for customers to interact with the agents personally.

6) Conducting and sponsoring Event at Colleges, Schools, Malls, Merchants place etc.
7) Distributing Free Fizz Merchandise.
8) Loyalty Programs
9) Press conference / Press release.
3.8 PRICING STRATEGY:

Price is the only revenue generating element of the marketing mix. So for any
organization determine the price of the product plays a major role of success. As Fizz is
totally a new concept in Chennai should determine the price of their product very sensitively.

As Fizz is India’s first Student friendly discount app, they take the first mover advantage.
They followed the price penetration strategy to enter into the market. The practice of ‘price
penetration’ involves charging a relatively lesser price for a short time. The objective behind
choosing penetration strategy is to “penetrate” the customers and inculcate a habit of using
fizz in them. On the other hand when a new company comes to a new market they have to
bear a large amount of initial expenditure. However to regain those initial expenses , company
has to be in market for longer run, that is why in this situation they always try to charge l o w
price for their product.

3.9 TARGET AUDIENCE:

Targeted Group for Fizz is wide and open to all, here are few characteristics which the
targeted group should have:

 Lives in Chennai as of now.

 No age limited, but majorly teenagers who love exploring things.
 Interested in try out different technology.
 Who have a basic smart phone and internet facility.
 Who is or had used any of our competitor’s products.
 Who wish to get better deal for the same product, which he would otherwise purchase
without fizz, i.e Discount
3.10 Competition Analysis

Company Name:NEARBY INDIA PVT LTD (GROUPON)

No.of Downloads:5,00,000

Company Name: LITTLE

No.of Downloads:1,00,000

Company Name:CLOZER
No.of Downloads:1,000

Company Name:TOAST
No.of Downloads:1,000
 The3.11SWOT Analysis:
The SWOT Analysis of Fizz E-Venture Pvt.Ltd is as follows:

STRENGTHS
 Dedicated staff, Key leadership, Quality employees.

 Enjoyable Working condition

 Good Financial Condition.

 Young and energetic Team, right from its founders.

 Teams Led by Democratic Minds.

 The idea itself makes fizz unique.

 Offering a product of daily use.

 Student Friendly product

 Cash as well as Online payment option.

 Portable product

 Technology making life simpler.

 Low cost marketing involved

 Zero set up cost for users and merchant

 The track record of BBCL (investors of fizz).

 Completion on time.

 Flexibility and the ability to shift markets.

 Integrated or standardized operating procedures.

 Internal controls.

 Less promotional activities

 Lack of defined goals.

 Lack of strategic planning and goal setting.

 Lack of unity among employees/leadership.

 New Markets.

 Poor training programs.

 Quality control.

 Weak backend team

 Low sales quotas

 Lack of initiating voluntary responsibilities.

 Limited options available.

 Equipment and software upgrades.

 Expedition training.

 Expanding product line

 Promotional activity planning

 Joint ventures.

 Increase transaction occurring through fizz

 New Data handling software.

 Technological factors

 To expand in other cities as well.

 Very few competitors in market of same domain.

 Opportunity to make strong hires.

 Employee turnover.

 Losing Merchants.

 Merchants unaware of Technology

 Merchants resisting to adapt Fizz

 Changing buyers behavior

 Loss of a key employee/owner.

 Changes in policies by Government.

 App losing its data

 Minimum download of app

 Profitability continuing to decline.

 Rising operational costs.

 CHAPTER- 4

DAILY WORK REPORT

AND

STRATEGIES
 CHAPTER IV
DAILY WORK REPORT

NATURE OF JOB :

I have worked under the Sales & Distribution Department. During this period I had been
assigned to work as a Sales Executive to prepare daily sales and collection report to respective
personnel. My other responsibilities included Forecasting & processing weekly sales.

SPECIFIC RESPONSIBILITY OF JOB ROLE:

Snap shot of my job responsibility:

1. Maintain a data base.

2. Making cold call
3. Fix an appointment
4. Daily sales and visit report
5. Attend team meeting

In the beginning, I was assigned to a sales team where I do lots of activities. This was really
effective for me because my product knowledge was poor when I get joined in Fizz. After
getting the proper training I became more confident.

MAINTAIN DATABASE:
My boss advised me to maintain a potential customers database. I have followed the
instruction of my boss and start maintaining a database where I had different organizations
phone number as well as the top level management contact details. I have made this
database by the help of justdial, zomato, my known peoples visiting cards, relatives reference
and so on.
MAKING COLD CALL:

From my potential customers data base I do call at a regular basis. This technique was
really effective because whenever I make a call they are getting my number so they can
easily communicate with me for any clarifications. It is a very good way of making a strong
network.

FIX AN APPOINTMENT

After making a cold call I fixed an appointment with my respective customer. Though
sometimes it is difficult to take an appointment from the top level management but somehow
I managed it. By the help of appointment I have got chance to describe my product and show
them the demo of our product. I always tried to make my meeting effective and come up with
the interested customers tentative date of purchase.

DAILY SALES AND VISIT REPORT

Back at office, we had to make a report on the specific client and their requirements. It was
mandatory to send a regular visit report to my supervisor. Visit report contains customer
name, address, contact number, e-mail address, whether he is interested or not, if not then
what is the reason and so on.

ATTEND TEAM MEETING:

Every day morning, our whole direct Sales team used to sit together and made plan for the
day. There were 10 Sales Executives and we had a sales target to meet. For one week, the
whole team needed 60 Clients to meet the goal.
Our supervisor usually provides the Potential list of clients, and we had to make appointments
with them. Then we had to visit the clients’ office and sit with them to close the sales deal.
It is must to attend in a team meeting. My supervisor gave us the proper guideline about
our visit, at first he asked us where we are going today. Which organization we will visit? If
any of our employee needs any help for particular day we directly pass it to him and he
tried to help us out accordingly. In every week we had a meeting with our direct sales
manager. He gave us some techniques about a good sale. After attending his meeting I
became more motivated.

As FIZZ is a new company, it still considers this stage as R&D. The company is still
learning and trying to cop in the market. The company initially evaluates the performance on
the basis of the Reporting supervisor. Also in the workplace, how the employees are get along
with each other is being observed. The KPI (Key Performance Indicator) of direct Sales
Department is yet to be Determined.

DAILY WORK REPORT AND STRATEGIES LEARNED

 I was asked to come to the Fizz head office which is located at T.nagar. Met the MD
of the company. Had a conversation about the outline of the company. Understood
and made points about the company. Understood my job role and clarified all queries
related to it. Meet other staffs of the company. (INDUCTION TO FIZZ AND
PEOPLE MIX)

 I was introduced to the company, where I was asked to download the fizz app and
check out all it features; functioning, and give my response with for the same.
(UNDERSTANDING THE PRODUCT)

 Studied in detail about the company and was given a presentation about the products
they deal with in the company. (STUDY ABOUT THE COMPANY AND
PRESENTATION SKILLS)

 Downloaded competitors app and analyzed how they function, also noted the pros
and cons of each of them. Understood how fizz stands unique from them, and how
can fizz implement new features for better customer experience. (COMPETITIOR
ANALYSE)
 Given a demo on how sales pitch is done during interaction with merchants as well the
customers (HOW TO COMMUNICATE WITH THE CUSTOMERS)

 Given basic tips and guidelines which is to followed during interaction with customer
or merchant. It includes points such as properly dressed, being polite , answering
smile and so on. (WHAT MANNERS SHOULD FOLLOW WHEN
COMMUNICATE WITH A CUSTOMER)

 Taught various technique to attract or capture interest of customers or merchants. It

includes methods like introducing the benefits of the product, highlighting the
problems which the product could solve (HOW TO ATTRACT/INFLUENCE A
CUSTOMER)

 Learned various strategies which could be adopted in order to surpass competition

(HOW TO BEAT THE COMPETITORS)

 Learned the method of setting commission percentage for various merchants , however
it varied accordingly (HOW TO FIX THE PRICE)

 Learned the most challenging and important skill of negotiation or bargain with
merchants (HOW TO SELL/BARGAIN WITH MERCHANTS)

 Visited various restaurants, salon, retail stores in and across Kilpauk, Nungambakkam,
T.Nagar, Anna Nagar, Chetpet, Egmore and others for sale call (SALES CALL)

 Made calls to owner, managers of restaurants and tried fixing an appointment with
regards to fizz (FIXING APPOINTMENTS)

 Did installation of admin panel software at merchnats place and educated him how to
use it.(ADMIN PANEL INSTALLATION)

 Randomly went to restaurants and tried meeting manager or concerned authority with
regards to fizz (COLD CALLING)
 Got to know when would be the right and apt time for promoting the product with the
targeted audiences, i.e for colleges: Fest and event , for others: events conducted at
malls, fairs or other public places. (WHAT ARE THE TIMES OF PROMOTING
PRODUCTS)

 Learned different ways or methods of promoting the product and services. Adapted
few for fizz. Also came up with few new concepts during Team meetings and
discussions. (HOW TO PROMOTE PRODUCTS)

 Made list of colleges and universities and other public place were fizz could promote
itself. Contacted event head of various college for sponsoring their college events.
(CONTACTING POTENTIAL SPONSORS)

 Put into use my designing skills and managed to design t-shirt, posters, vouchers,
coupons codes, bookmark etc (DESIGNING T-SHIRT , POSTERS, VOUCHER)

 Sent mails to merchants about fizz and its benefits , also sent initial grab mails to
interested merchants. (MAILING DOCUMENTS TO MARCHANTS)

 Discussed and learned different way of marketing and promotion. Also Looked what
other company do to market their product (MARKETING AND PROMOTING
EVENTS)

 Designed and wrote post for social media platform and other podium where it would
give fizz an opportunity to serve its purpose (WRITING AND POSTING ABOUT
EVENTS)

 Decided and came up with a budget to carry out the marketing program
(MAINTAINING BUDGET OF EVENTS)

 After knowing the budget , various ways of marketing strategies were noted and for
the same quotations from different producers, dealer were collected (QUOTATION
FROM DIFFERENT SELLERS)
 With the help of fellow team mates framed feedback form for both customer and
merchant (PREPARING CUSTOMER AND MERCHANT FEEDBACK
FORMS)

 Every day the executive sheet was been updated, it included name, number ,address,
reason and other details of merchants (UPDATING EXECUTIVE DATA SHEET)

 Merchants those who said to remind later were being called back; others were
followed up (FOLLOW UP CALLS)

 Merchants those who partnered with Fizz, their settlement reports were maintained. It
includes sale transactions. (PREPARING SETTLEMENT REPORTS)

 Collected and gathered student email ids from different colleges and maintained it into
excel sheet (COLLECTED STUDNT DATA)

 Top management framed rules and regulation which were meant to be followed by all
fizz employees. I document it and circulated amongst the team members.
(DOCUMENTED COMPANY RULES AND REGULATIONS)
CHAPTER 5- UNDERSTANDING AND
SUGGESTIONS
 CHAPTER V
UNDERSTANDING AND SUGGESTIONS

PERSONAL OBSERVATION

This internship was the most important and unforgettable experience of my college life
because I learned so many things and it was the first work experience. It was very much
helpful in organization skills and communication skills.

1. First of all I learned being punctual at the office.

2. I learnt different process in the field of marketing.

3. I learnt a lot about the properties of the Microsoft excel and word.

4. I learnt how to market out product through the emails.

5. Daily communicating with team members at the office, communicating with the

customers politely.

6. Understanding the organization's purpose, mission, services and priorities,

understanding how my job will impact business results.

7. Gaining knowledge about internet and social media marketing.

8. Writing quality texts in simple attractive words for customers, creating attractive

tools for seducing clients.(Posters, banners, vouchers, business cards)

9. Importance of team management is vital for successful completion of work.

RECOMMENDATION TO THE FIRM

1) The student should not only be supervised but he should be mentored.

2) Give proper feedback to the student in timely and respectful manner, realizing that

this may be the first experience for him’

3) The intern student should be treated as a real member of the company and not just the

employee

4) The company should improve the process of customer relationship management.

5) Communication gap should be reduced to improve the sales.

6) The company should improve their R&D structure for development of generic

projects.

7) Advertisement and other promotional activities should be used to promote new

projects.
SUGGESTIONS TO IMPROVE INTERSHIP

From my point of view the internship should be improved in following ways:

1) To gain experience and skills, just a 22 days internship is not enough. So I request to

have an internship in second and third year of college. This will make a student to

gain more experience and skills which will motivate the students.

2) The student should be allowed to choose his field of interest so that he will be much

interested to work and he will be able to gain more skills and knowledge

3) The professors should come for frequent checking to the firm so that the student

takes the internship seriously and works harder. This will make him more responsible

and he will be motivated towards working.

4) We should be allowed to go out of station also because there are a lot of better

companies outside the city where internship can be done.

CONCLUSION

FIZZ is a new and exciting company, I got an opportunity to work as a sales executive. The
internship has given me more plans for my career. It gave me an Experience in the field of
marketing for a month. I came to know about various Courses and Career
Opportunities.

It was interesting to see how site works more ideally, how an intranet works, how it is
vital to be very careful on the smallest detail. It was a great learning experience with a team
working on a particular real time project and at the same time it was even challenging as well
as joyful to work in the new atmosphere with new people.

Through this internship process, I understood that in the field of marketing many researches
are yet to come and employment opportunity going to be mounted up to new level. The
marketing industry will continue to demand knowledgeable professionals in advertisement
application and other fields.

This report contains all major information like the operation and function of FIZZ’s, different
sales channel and business activities. I also observe the activities of Sales & Distribution
Department of FIZZ and present my observation and suggestions regarding “Sales and
Distribution of FIZZ.” At the end of this report I am supposed to say that Fizz has great
involvement and contribution in the development activities of Chennai through employment
generation, enhanced customer experience by reshaping their purchase pattern etc.
BIBLIOGRAPHY

 Philip kotler - ―Principles of marketing‖ - Prentice Hall -2013.

 Douglas Dalrymple –―Basic marketing management‖-John willey-1995.

 Peter doyle-― Marketing Strategies‖-John willey-1990.

 Calvin- ―Sales marketing‖-Tom harry-1994.

 D k Agarwal-―Demand marketing‖- Macmillan India Ltd-2011.

 www.slideshare.com

 www.professionalacademy.com

 www.fizz.in
ANNEXURES
DESIGNEDFIZZT-SHIRTSFORFIZZTASTICPEOPLE
VOUCHER COUPEN FOR LUCKY CUSTOMER
FIZZ POSTERS FOR DIFFERENT SOCIAL MEDIA PLAT
FORMS
MERCHANT FEEDBACK FORM

DATE:
TIME:
AREA:

Outlet Name :
Contacted Person :
Designation :
Contact Number :

1) Were you confused at any given point while using the app?

2) How comfortable were users while using the app?

3) During transaction process did you face any difficulty?

4) Did any non-Fizz user enquired about fizz?

5) Are you happy with settlement process?

6) How has fizz helped you?

7) Any suggestion / improvement?

SIGNA TUR E
E-CODE:
 Name
Email ID
Mobile number

CUSTOMER FEEDBACK FORM – BETA TESTING

1) What did you like the most about using the app?

2) Rate the ease of payment process (out of 5)? Why?

3) Were you confused any point while using the app?

4) What bothered you while using the app?

5) How easy was the registration process (out of 5)? Why?

6) If you had the chance to improve a feature in the app, what would it be?

7) Have you used any other discount apps? If yes, how do you find this app
beneficial?

8) Are you excited to use the app again?