OPA/MANL/0114/00/0002

Faculty of Business Administration

AMERICAN INTERNATIONAL UNIVERSITY–BANGLADESH
(AIUB)

INTERNSHIP AFFILIATION REPORT ON

Sales and Distribution Strategy of Ispahani Tea Limited

An Internship Report Presented to the Faculty of Business Administration in

Partial Fulfillment of the Requirements for the Degree of
Bachelor of Business Administration (BBA)

Supervised By
DULCE CORAZON Z. LAMAGNA
Assistant Professor

Submitted By
Muhammad Raihan Islam
16-31803-1
Marketing
Date of Submission September 13, 2020
 INTERNSHIP AFFILIATION REPORT ON
Sales and Distribution Strategy of Ispahani Tea Limited
Letter of Transmittal
Date: 13/09/2020

Mr. R. Tareque Moudud, FCMA

Director, Office of Placement & Alumni (OPA)
American International University-Bangladesh
Kuratoli, Dhaka.
Subject: Submission of Internship Report on Sales and Distribution Strategy of Ispahani Tea
Limited

Dear Sir,

It is a great pleasure to present the internship report titled “Sales and Distribution Strategy of
Ispahani Tea Limited” which was assigned to me as a partial requirement for the competition of
Bachelor of Business Administration degree.

It is my honor to work for a leading organization of Bangladesh and gain an in-depth knowledge
on lending process and monitoring techniques. Throughout the study, I have tried with the best of
my capacity to accommodate as much information and relevant issues as possible and tried to
follow the instructions as you have suggested. I tried my best to make this report as much
informative as possible.

I am grateful to you for your guidance and kind cooperation at every step of my endeavor on this
report. I shall remain deeply grateful if you kindly take some pen to go through the report and
evaluate my performance.

Sincerely yours

Muhammad Raihan Islam

16-31803-1
Department of Business Administration
American International University-Bangladesh (AIUB)
 Letter of Endorsement

The Internship Affiliation Report entitled Sales and Distribution Strategy of

Ispahani Tea Limited has been submitted to the Office of Placement & Alumni,
in partial fulfillment of the requirements for the degree of Bachelor of Business
Administration (BBA), Major in Marketing, Faculty of Business Administration on
September 13, 2020 By Mr. Muhammad Raihan Islam, ID#16-31803-1. The report
has been accepted and may be presented to the Internship Defense Committee
for evaluation.

(Any opinions, suggestions made in this report are entirely that of the author of
the report. The University does not condone nor reject any of these opinions or
suggestions).

DULCE CORAZON Z. LAMAGNA

Internship Supervisor
 Acknowledgement
First of all, I would like to thank almighty Allah for His grace in accomplishing my internship
report titled “Sales and Distribution Strategy of Ispahani Tea Limited” on time. I would like to
express my gratitude to my academic supervisor Dulce Corazon Z. Lamagna mam from the core
of my heart for her kind support, guidance, constructive supervision, instructions and advice and
for motivating me to do this report. I am also thankful to all employees of Ispahani Tea Limited
for giving me the opportunity to conduct the internship there. I would like to thank to Md. Harun
and S. M. Tipu Sultan for supervising me and providing various key information and
giving me the path to write a fruitful report. They have been very helpful in showing me the
work process and provided relevant information for my report whenever I approached. It was a
great experience to do my internship in such an organization. The experience I have gathered,
will be a privilege for my future career planning.
 Executive Summary

Internship is designed for students to make bridge between theoretical and practical knowledge.
While students learn theoretical knowledge in University, internship gives them the chance to
get some practical knowledge. This report is the result of three month’s internship at Ispahani
Tea Limited. It is one of the largest organization in Bangladesh. They have a lot of sister concern
other than that I worked as an intern in Ispahani Tea Limited. In this report, in the first chapter
in Introduction part one have discussed on the rationale behind doing this report, objectives of
the report and the description of Ispahani Tea Limited. In chapter two, I have discussed several
things that are work related/organization wide activities which were undertaken by me
in relation to the company. In chapter three, I have discussed about the challenges/constraints
that I have faced during my Internship program. In chapter four I have discussed about the lesson
I have learned from this Internship program from my University and from the organization. And
chapter five contains the summary of the report along with recommendation for University and
the Internship organization.
 TABLE OF CONTENTS

Topic Page no.

Acknowledgements v
Executive Summary vi
Chapter 1: Introduction 1-8
1.1. Rationale 2
1.2. Objectives 3
1.3. Background 3
Chapter 2: Activities Undertaken 9-12
2.1. Work Related Activity 10
2.2. Organization Wide 11
Chapter 3: Constraints &Challenges 13-16
3.1. Problem Observed in the organization 14
3.2. Problem due to lack of adequate and appropriate academic preparation 15
Chapter 4: Lessons Learned from The Internship Program 17-20
4.1. Implication to Organization 18
4.2. Implication to AIUB 20
Chapter 5: Concluding Statement 21-24
5.1 Summary 22
5.2 Recommendations 23
Chapter 6: Proposed Improvement Plan 25

References 28

Appendix 29
 Chapter 1
Introduction
1.1 Rationale

A requirement to fulfill the BBA program is to gather professional experience to make a

relationship between academic learning and real life working situation. Ispahani start’s their
journey in South Asia in 1820. But they start their journey in Bangladesh in 1947.Ispahani follows
their own sales strategy and intensive distribution strategy for their product. Besides Ispahani have
already started to follow pull strategy along with their push strategy. Ispahani is in the market
leading position because of the following resources-

 Goodwill of Ispahani
 Quality of Product
 Product Availability
 Efficient Employees
 Logistic Support

Despite of all resources they have, sales and distribution strategy is very important for them. And
in order to be in market leading position they need to emphasis on their sales and distribution
strategy. They already have an efficient sales and distribution strategy which is doing very well
but tea market is becoming very competitive market now-a-days. The report aims to identify the
sales and distribution strategy of ISPAHANI Tea Limited, I also tried to identify the problem of
their sales and distribution strategy and tried to give some solution.

I choose ISPAHANI Tea Limited for my internship because ISPAHANI is one of the leading
company in Bangladesh, they have a strong marketing lineup. They are one of the best company
in marketing. Their product is available in whole Bangladesh because of their brand value and
strong marketing lineup. So working with them in sales and marketing department is very
beneficial for me. I have learnt their marketing process and get professional experience.
1.2 Objectives of the Study: -

1.2.1 Broad objective

The main objective of the report is to identify the sales and distribution strategy of ISPAHANI Tea
Limited, analyze their market if there is any problem of their sales and distribution strategy, find
out the problem and give them some solution.

1.2.2 Specific objective

The main objectives of this report are:
 To evaluate the market of ISPAHANI Tea Limited.
 To identify the current sales and distribution strategy adopted by ISPAHANI Tea
Limited.
 To know about their promotional sales offer.
 To learn about their distribution process.
 To learn about their Price and offer program for retailer.
 To identify competitor’s activity.

1.3 Background
1.3.1 History of the company:
The Ispahanis have been involved in business in South Asia since 1820. Mirza Mohammed
Ispahani established the Calcutta office of M.M. Ispahani & Sons in 1900. Mirza Mohammed
Ispahani’s eldest son, Mirza Ahmed Ispahani, joined the partnership in 1918 and, with his younger
brothers, Mirza Abol Hassan Ispahani and Mirza Mahmood Ispahani, established the private
limited company, M.M. Ispahani Limited, in 1934. In 1947 the corporate Head Office was moved
to Chittagong, where it stands today. With corporate offices in Chittagong, Dhaka and Khulna and,
through its tea, textile, jute, property, poultry and shipping divisions, the Group employs
approximately 10,000 people.

The Ispahani Group is a pioneer in many fields and remains one of the most successful and
respected business houses in Bangladesh. It is the largest tea trading company in the country and
dominates the domestic tea market, capturing approximately 50% of the national branded tea
market and 80% of the branded tea-bag market. Ispahani Tea is renowned all over Bangladesh and
its best selling brands such as Mirzapore Best Leaf and Mirzapore Double Chamber Tea Bags are
household names. The company has an unrivalled distribution network of over 517 sales centers
under 24 Divisional offices in Chittagong, Dhaka, Dhaka North, Dhaka West, Pabna, Habiganj,
Bogra, Barisal, Comilla, Khulna, Kushtia, Mymensingh, Rangpur, Dinajpur, Sylhet, Dhaka South,
Dhaka East, Kishorganj,Tangail, Chittagong South, Chittagong North, Jessor, Rajshahi and
Faridpur. It also owns four of the finest tea gardens in Bangladesh: Ghazipore, Mirzapore, Zareen
and Neptune, all of which are equipped with state-of-the-art tea manufacturing machinery.

Corporate and Social responsibility form a large part of the Ispahani philosophy. Throughout our
history we have endeavoured to support and advance worthwhile causes. We have established
schools and colleges in Bangladesh as well as the renowned Islamia Eye Institute and Hospital.
The latter is a centre of excellence for providing modern, efficient and cost-effective eye care,
including heavily subsidised rates for poor patients. With a specialist line up of up to 50 ophthalmic
surgeons, as well as doctors, trained nurses, paramedics and other staff, Islamia Eye Institute and
Hospital has been looking after the eye care needs of hundreds of thousands of Bangladeshis since
its inception in 1960.

Furthermore, the Group sponsors various cricket, football, golf and tennis tournaments as well as
the National Cricket League.

Today, after decades of business in South Asia, the Ispahani Group is still dedicated to providing
high quality goods and services as well as having a positive impact on the community at large.

1.3.2Background of ISPAHANI Tea Limited:

Ispahani Tea Limited is the single largest tea company in Bangladesh. It is a sister concern of M.
M. Ispahani Limited.

Acknowledged as a pioneer in the marketing of tea, we introduced to the Bangladesh tea market
the laminated pouch, the double chamber tea bag, the ‘stand up’ pouch, the food grade jar, the
three layer pouch, the 10 gms easy pack and the ‘bag-in-bag’ packet.

Our Tea Department selects, blends and packs the finest tea for both the local and international
markets. It prides itself on quality and achieves a very high degree of customer satisfaction. Best-
selling brands such as Mirzapore Best Leaf, Mirzapore Double Chamber Tea Bags, Blender’s
Choice and Zareen are market leaders and household names in Bangladesh.

We have won best brand awards in 2015, 2016, 2017, 2018, 2019 (organized by Bangladesh
Brand Forum (BBF) in Partnership with Nielsen Bangladesh including the overall best brand
award across all categories in 2018.

We have an unrivaled distribution network of sales centers and divisional offices spread all over
the country.

At the Tea Blending & Packaging Factory, we use a hygienic state-of-the-art blending system,
where tea is cleaned and blended automatically. The most modern packing machines are used to
weigh and pack tea. Our European origin machines produce the best quality tea in the country.

For export, Ispahani offers tea of Bangladesh origin

 In loose and packet form

 In original or in blended form

Countries Importing Ispahani Tea

Our export markets include the USA, Middle Eastcountries (KSA, UAE, Qatar), the United
Kingdom, New Zealand, and Pakistan.

Ispahani achieved ISO 9001:2015 certification for its quality management system

1.3.3 Sister Concern of ISPAHANI:

 Ispahani Foods Limited

Ispahani Foods Limited (IFL), established in 1999, manufactures a wide and varied range
of snack food products. IFL is a subsidiary of M.M. Ispahani Ltd. and is based at Ispahani
Foods Complex, Konabari, Gazipur,Dhaka. Equipped with the most modern machinery,
our food products are hygienically weighed, packed and sealed in a fully automated
process which is supervised by a team of experts.Their products are biscuit, powder
drink, chips, drycake, toast.
 Chittagong Jute Manufacturing Co. Ltd.:
 MMI has a long association with the Jute Industry. MMI established Chittagong Jute
Manufacturing Co. Ltd. (CJMCL), the largest Jute Mill in the private sector in
Bangladesh in the early 1950s. The Group also owns three automatic baling presses
which facilitate the export of raw jute.
 Pahartali Textile & Hosiery Mills:
Pahartali Textile & Hosiery Mills (PTHM), a spinning unit of M. M. Ispahani Limited
located at the Ispahani Complex, north Pahartali region in the port city Chattogram. It is
one of the pioneer and modern textile mills in the country. Started commercial production
in the year 1954 and gradually advanced to international standard. The business
enterprise supplies different types of yarn to the leading export oriented knit & woven
industries in Bangladesh and fulfill their requirement for yarn varieties at one service
point.
 The Avenue Hotel and Suites:
Located at Ispahani Moor, at the intersection of S.S. Khaled Road and CDA Avenue, in
close proximity to the scenic Batali Hills, The Avenue Hotel and Suites is home to the
most spacious and luxurious accommodation for visitors coming to Chittagong on
business or holiday.
 Ispahani Agro Limited:
Ispahani Agro Limited (IAL), a sister concern of M. M. Ispahani Ltd. started its journey
in 2007. IAL aims to develop a complete agro business unit which will contribute
innovative and sustainable approaches to farming, agriculture, safe food production and
the preservation of nature.
 Ispahani Marshall Limited:
Ispahani Marshall Limited (IML) is a leading manufacturer of poly packaging company.
Since 1989 IML has produced single layer poly bags and packaging. Our clients include:
The Garments and Textiles Industry, The Tea Industry, The Consumer Foods Industry,
The Feed Industry (animal, poultry, fish), The Seafood Industry, The Flour Industry, The
Tobacco Industry.
 Broad Band Telecom Services Limited:
Broad Band Telecom Services Limited (BBTS)is one of the Leading ICT Solution
Service Providers in Bangladesh Market that has been operating since the Year 2002 with
 a view to provide Broad Band Internet and Allied Services in ICT.BBTS has covered all
7 Divisions along with Redundant Links from where currently 48 Districts out of 64 are
connected.
 Zarreen Farms Limited:
Zarreen Farms Limited (ZFL), a joint venture project between M.M. Ispahani Limited
and M.M. Agha Limited was incorporated in 1997 as a public limited company with the
objective of producing healthy high-breed day–old commercial chicks for small farmers.
 Pahartali Power House:
M.M. Ispahani Limited is a pioneer in power generation, and we began our operations in
1951 when our Pahartali Power House in Chittagong supplied electricity to the
neighbouring industries prior to the formation of the Power Development Board.In recent
years, we have acquired modern technology in gas power generation to enable us to
supply the bulk of our own energy requirements.
 South East Trading Limited:
South East Trading Limited (A trading wing of Ispahani Group) and was incorporated in
1979. We have promoted a large numbers of turnkey projects for our foreign principals /
contractors in Roads & Highways Dept. (RHD), Power, Railway, Gas, Water &
Sewerage Dept. and Ports & Shipping sectors in Bangladesh.
1.3.5. Logo:

1.3.7. Objectives of Ispahani Tea Limited:

The main objective of the company is to increase the market share in related diversified products
in Bangladesh and to assure the potential customers of the quality, durability and taste of the
products.

1.3.8. Values: The core values of ISPAHANI-

 Innovation
  Quality
 Productivity
 Accountability
 Integrity
 Teamwork

1.3.9 Company Overview

Type Private

Industry Conglomerate

Founded 1820

Founder Mirza Mohammed Ispahani

Headquarters Chittagong, Bangladesh

Key people Mirza Salman Ispahani, Chairman

Products Tea, consumer foods, textiles, yarn, jute, shipping, real estate, ISP

Owner Ispahani family

Subsidiaries M.M. Ispahani Limited

Ispahani Foods Limited
Pahartali Textile and Hosiery Mills
Broad Band Telecom Services Limited
South East Trading Limited
Islamia Eye Hospital
Avenue Hotel & Suite

Website https://www.ispahanibd.com/
http://www.ispahanitea.com/
 Chapter 2
Activities Undertaken
2.1 Work-Related

During my internship program I had to work under the sales and marketing department of
Ispahani Tea Limited at their Nakhalpara Division office. My specific responsibility of the job is:
2.1.1 Depot Visit

I have visited depots of Dhaka East Division. I visited those depots and learnt how to operate a
depot, how to receive products, how to maintain product statement, hoe to prepare cash memo,
how to deposit depot money in bank etc. I also talked with the depot in charge about the whole
functionality of a depot.

2.1.2 Market Visit

I have visited different markets in Dhaka City. I visit many market to see the market coverage and
the availability of our product. If any store has our product, I focus on their display to see the
position of the product. I also talk with some retailer and ask them did they actually know about
our all kinds of product and sales promotion.

2.1.3 Inquiry about other competitor

Tea industry is very competitive market. Ispahani have a lot of competitor in the market. The main
competitor of Ispahani is Taaza and Seylon. Taaza is doing very well in market. I talk to retailers
to know about other company offer, I ask them about our competitor like Taaza, Seylon, and Fresh
etc. I ask retailer about product display, product category, monthly Quantity, current offer of other,
other products competitive advantage.

2.1.4 Identify Retailer complain

In a market, retailers have different type of perception about product. All the product has some
problem so I visit many market in Dhaka city like Savar, Mirpur, Mohammadpur, Uttara, Gulshan,
Tongi and ask the retailer about product performance and their complain about the product. Also
ask about their suggestion.
2.1.5 Report all market information

I report all the information like market coverage, product availability, Retailer complain about
product, Retailer suggestion, about competitor market their recent offer for retailer, there market
coverage, their competitive analysis to the company.

2.3.6 Prepared the TA and DA bill

Prepared my Transportation allowance and Daily allowance bill and check the Transportation
allowance and Daily allowance bill of DIC and SR in Ispahani tea limited database.

2.3.7 Market Analysis

During my visit to different market, I had to visit wholesale and retail both type of market. So, I
had to analyze the difference between wholesale market and retail market. Sales strategy of
wholesale market is far different than retail market.

2.2 Organization-wide

2.2.1 Branding and Marketing:

Each company divides its marketing functions in a unique way that match with its business goals
and objective. The main focus of marketing department is to support sales.

2.2.2 Finance and planning:

Ispahani Tea Limited finance and planning plays the centralized role in all kind of financial and
accounting services. On the other hand, it handles financial and accounting matters of not only
Ispahani Tea Limited but also all of its subsidiaries supporting of the group. The major activity of
finance and planning are Corporate Finance, Insurance and Risk management, Costing, Credit
management, Accounts payable management, Taxation, New business management.
2.2.3 Distribution
Ispahani Tea Limited have strong distribution department, they have more than 517 distribution
point with sales representative under 24 divisional office. They run their distribution point with
sales representative and division office with divisional manager.
2.2.4 Human Resources
Ispahani Tea Limited human resources works with a vision for creating a work-environment to
foster creativity, innovation and productivity for achieving business excellence through dynamic
and dedicated people. Ispahani believe that Human Resources are the most important asset of the
organization. They identify the training needs and provide trainings accordingly to develop the
knowledge and skills of their employees. Ispahani practice modern HR policies and procedures for
recruitment & selection, manpower planning and succession planning. They use a combination of
qualitative aspects and balanced score card for performance appraisal. Ispahani organize different
social events like Family Night, Dinner party, and Abroad Tour etc. with an objective to strengthen
the bondage among the employees.
 Chapter 3
CONSTRAINTS/CHALLENGES
3.1 Problem Observed in the Organization
3.1.1 Unorganized website
Ispahani has a website which is unorganized. In the website information is limited. Website is not
much more attractive to the customer. But on the other side Ispahani Tea Limited has an organized
website.

3.1.2 Lack of Technical Support

Ispahani Tea Limited does not provide technical support to personnel who are placed as interns, it
is difficult to know how to use technology properly without proper technical support.

3.1.3 Lack of logistic support

Every company have some problems. Ispahani Tea Limited also have some problems. Ispahani
Tea Limited has limited number of printer and supplies. Sometimes printer works very slowly.

3.1.4 Lack of desktop

Ispahani Tea Limited do not provide any desktop to their intern employees due to lake of enough
desktop. For this reason, I couldn’t do my report work in the office and other official work as well.

3.1.5 Problem facing while market visited

I face many problems during my market visit. Some retailer didn’t properly know about the sales
program. Besides, some areas retail shops are wholesaler oriented so that in that area sales is low.
Some retailer also complained about our price because our price is a little bit high than our
competitors.
3.2 Problems due to lack of adequate and appropriate academic preparation
The main objective of an internship program is to make the bridge between the theoretical
knowledge and implication of it in the practical professional life. There are number of courses
have been undertaken during my BBA program in AIUB and I have chosen marketing as major
because of great importance of this field in the current professional life. Nevertheless, all the
courses I have taken might not match precisely in practical field and I have come across a numbers
of mismatches during pursuing my internship program.

3.2.1 Mismatches:
In many cases, I have experienced mismatch with my academic courses while I was doing my
internship program. This is because the university does not always provide the practical knowledge
and I found very few courses those focus on marketing activities/ product development
exclusively. The main mismatches of academic courses and internship field is practical experience.
In my BBA course I had to gain knowledge in various broader aspects including marketing
segmentation, marketing penetration, product line extension, sales and branding diversification
etc. where very few of them deeply focuses on real life marketing and product development
activities. Also the university always emphasis on theoretical knowledge and I had not much
scopes for gaining much practical knowledge. I used to do a part time job because of that I am
aware of some organization basic rules, policies, norms and also some work related terms and
techniques. There are lots of students who come to working environment for the first time in that
cases they found it very much difficult to cope with because they totally do not have any idea about
how to communicate with the colleagues and supervisor or how to manage the work pipeline. My
university always taught me by the books but in the real world every organization follows different
rules and structure. Another major problem during my BBA I only had the chance to get to know
about some basic marketing strategies but my university did not enough train me with up to date
technologies which are currently using by most of the firms (software and hardware related). I had
learned those things from my own with the help of other senior colleagues and internet.
3.2.2 Similarities
During my internship period in Ispahani Tea Limited I have to work for department which in fully
marketing oriented. I am a student of marketing department and I found lots of my study materials
which fully related with my work. Especially product development strategies, sales, Branding
marketing segmentation strategies, market expansion etc. Basic marketing terms I have learnt are
very useful in some cases. Course like sales management, brand management, strategic marketing,
Marketing research, Consumer behavior, marketing management helped me a lot to understand
several business terms and facts.
3.2.3 Missing Knowledge & Skills
During my Internship period I have found some missing knowledge that need to be taught in the
university. Those are followings:
 Professional report writing
 How to do market analysis
 How to calculate market share
 Proficiency in recent technology
 Digital Marketing
 Chapter 4
LESSONS LEARNED FROM THE INTERNSHIP
PROGRAM
4.1 Implication to organization
In my internship period I have learnt so many things and got a new experience. Those are
followings:

4.1.1 Communication Skill

During my market visit, I have to communicate with lots of retailer and wholesaler. I have also
communicate with consumers about Ispahani product quality, product availability, consumer
promotion, product price etc. I had to communicate with DIC and sales representatives also for
learning depot activities. So, those communications helped me a lot to develop my communication
skills.

4.1.2 Organizational Culture

Every organizations have their own culture. Ispahani has a strict organizational culture which all
the employees must follow. The employees of Ispahani always maintain their own culture. In my
internship period I also learned about Ispahani company culture and tried to maintain that culture.

4.1.3 Computer Skills

Ispahani use Microsoft excel for the purpose of data entry. They also use their own ERP system to
maintain real time sales report, remittance report, stock report and outstanding report. During my
internship period I made sales report and stock report in ERP system which helped me to improve
my computer skill.

4.1.4 Pilot Survey Program

I was specially appointed for a pilot survey program which is named Modified Tea Bag Survey.
The survey is only for the modified tea bag product. The program is to observe and collect the
comments and opinions of consumers towards the modified tea bag. I worked in that whole
program and learned the whole process of pilot survey program. Having knowledge of survey
program is very important for future corporate life because every business company want to
arrange the survey program.
4.1.5 Market Analysis

Market analysis is one of the most important thing that I have learned in my internship period. I
visit market to know about Ispahani Tea competitor like Taaza, Seylon, Fresh and find out some
problem of Ispahani Tea and also find out the market coverage, recent offer, product availability,
price range, marketing strategy of other competitor.

4.1.6 Market Visit Report

I have visited many stores in different areas. I have identified issues related to market positioning,
market coverage, retailer complain about the product, product display positioning. And report the
information to DIC after every market visit.

4.1.7 Preparing the TA and DA bill

In my internship period I have learned the process of how to prepare my own transportation
allowance and daily allowance bill. I have also checked the transportation allowance and daily
allowance of DIC and sales representatives.
4.1.8 Time Management

It is very important to learn time management. I needed to go to the office timely and complete
assigned tasks timely. In the university life we get lots of time for assignments, but at office I got
very short time to do the task. So I learned time management properly.

4.1.9 Importance of motivation

If you motivate employees properly then you can get good output from employees. I realized the
importance of motivation during my internship period. My supervisor used to motivate me always
so that I can perform my tasks more efficiently.

4.1.10 Importance of leadership

Leadership skill is very important. I realized that without leadership skill I can never go to the top
position. I have to have the ability to complete the task properly but if I do not have the quality of
a leader, then I never can be team leader.
4.1.11 Multiple Task
Handling multiple tasks is one of the skills I learned from my internship period. My organization
supervisor gave me multiple tasks like market visit and submitting assignments in the same days
so that I learned handling multiple tasks from my internship period.

4.2 Implication to AIUB

During my internship period I have learned so many things from my university. Those are
followings:

4.2.1 Report Writing Skills:

During my Internship period I have learned how to write official report properly. My faculty has
helped me a lot to be skilled in report writing. Besides, I have also learned about different formats
and styles of report. I have also learned about official report courtesy.

4.2.2 Power Point Skills:

During my Internship period I have learned how to make official power point presentation
properly. My faculty has helped me a lot to be skilled in presentation making. Besides, I have also
learned about different formats and styles of slides. I have also learned about official power point
presentation courtesy.

4.2.3 Discipline & Time Management:

My university always emphasis on discipline. During my internship period and my whole

university life I have learned how to maintain discipline in every spheres of life. I have learned
how to maintain discipline in work places. Besides, during this pandemic situation, my university
always maintain discipline & time management properly.
 Chapter 5

CONCLUSION STATEMENTS
5.1 Summery

The main topic of this report is Sales and Distribution strategy of ISPAHANI Tea Limited. There
is Rationale, objectives of the study and Background of the company in the chapter 1. In objective
there is two different part broad objective and specific objective, in Background part there is
History of the company, sister concern of ISPAHANI, management structure, values, mission and
vision of Ispahani and company overview. Chapter 2 is all about Work-Related, Organization wide
and the relevant activities. In chapter 3 there is problem observed in the organization and academic
similarities and dissimilarities between academic study and professional life. Chapter 4 is all about
lessons learned from the internship period. The thing I learned from my internship period are in
there. The last chapter 5 have 3 part, summery of the study, recommendation and proposed
improvement plan. In summery there are overall view of the organization shortly, in
recommendation part, there are many recommendations for ISPAHANI Tea Limited and in
proposed improvement plan there are 3 different problems and explanation of solving the
problems. The experiences and learnings I have learned from my whole internship program in
ISPAHANI Tea Limited was really important for me and I enjoyed the whole thing from the first
day of my internship program. During the long three months’ program, in fact most of units of my
departments have been observed by me and I had gathered plenty of knowledge about those. I had
a great scope to match my theoretical knowledge with practical sales and distribution strategy
knowledge. I also experienced real life challenges in this organization. My supervisor helped me
a lot throughout this internship. Every employee of this organization was so humble and they were
very helpful and supportive. They always try to provide better support in office. Their behavior
was so good among each other. It was a very friendly work place. I worked in a whole pilot survey
program that is the most important thing I learned in my internship period. From my observation
I found that time is a big factor and learned so many things which will be very useful for my future
career. I have learned how to talk with customers, sales and distribution strategy of ISPAHANI
Tea Limited. The employees are highly motivated, energetic and united for achieving their
organization goals. At last I am really happy about the employee unity. Overall, I have learnt a lot
of things from my internship. Hopefully, it will help me in my future career.

5.2 Recommendations

5.2.1 Recommendations for Organization

Every organization have some problem during their business operation. I found some problem in
ISPAHANI Tea Limited. I think they need to solve these issues as soon as possible if they want to
avoid further trouble and mismanagement. There are several recommendations that I have been
identified from the whole internship program. Some of them are followings:

 Ispahani need to update their website and have to give all their organizational details.
 They have to give proper technological support to their employees.
 ISPAHANI Tea Limited should give proper logistic support to their employees.
 Availability of desktop in organization is very important so they have to give desktop to
their new employee/intern in a short time because it hampered regular work.
 Ispahani need to update their system software and make it fast.
 They have to do their pilot survey program more often in order to know what actually
consumer wants.
 ISPAHANI Tea Limited product is costly comparatively then Taaza so they need to keep
maintaining balance on their product rate.
 When I visited in different retailer store majority complain about price rate of ISPAHANI
Tea Limited so they need to think about it.
 ISPAHANI Tea Limited have to arrange trade program/consumer program 3-4 times in a
year for retailers/consumers.
 They should increase their activity’s in social media because social media is biggest
platform for promote the products now-a-days.
 They need to increase sales activity.
  If ISPAHANI Tea Limited wants to remain as market leader, they have to increase their
market share.

5.2.2 Recommendations for AIUB:

Every institution have some problems. During my whole university life and my internship period,
I have found some problems of AIUB which they need to solve real soon for their better education
quality. Those are followings:

 They need to maintain similarities between theories with our countries current work
experience
 They need to add more practical lessons.
 They need to teach how to do market analysis, market share calculations, market offerings
through real life market visit and organization visit has to make compulsory.
 They need to arrange more events or platforms where marketers and students can interact
with each other.
 They also need to make their students efficient in recent technologies.
 They need to make digital marketing as a core subject for BBA students because present
marketing platform is shifting into digital platform. So this will be necessary for every
BBA graduates.
 Chapter 6

Proposed Improvement Plan

 Proposed improvement plan is important part of internship report because it is helpful for the
student as well as organization. If an organization do it then they will make the solution against
their problem. And their problem will be reduced and they will be more efficient. So, in the
organization where I did my internship there are also some problems as mentioned. So, I just try
to solve those issues. So, I make this improvement plan against some of the problem of ISPAHANI
Tea Limited.

Existing Actions to be Strategy (Mode Office/Personn Resource Expected

problems or Taken of el Involved Requirements concrete
weak areas in implementation) (Who will result
the organization implement this
problem)
1.Unorganized Provide all This is The Department Manpower can After
Website information responsibility of of HR and be the resource Solving this
and video HR department Brand manager requirement for problem
about So they have to involved with this problem customer or
organization & develop the this problem. general
product in the website. people can
website know about
the company
and product.

2. High Price They have to Top Management The marketing Competitors After solving
make the
Rate and Marketing department and price lists and this problem
balance of their
price rate department have director of quality of their company
according to
to make a ISPAHANI Tea product can be sales rate
their
competitors. decision on price Limited involve the resource for and market
rate. with this this problem. So share will be
problem. that Top increased.
Management can
make a decision.
3.Lack of Give desktop IT department is The IT Manpower is the After solving
Desktop to the responsible for department of resource for this problem
organization this problem ISPAHANI Tea make the process employee/int
employee/inter because they Limited involve faster. ern can do
n in a short handle ERP with this their official
time. system and for problem. work.
desktop
employees have
to give
application of
ERP system.

4. Lack of Ispahani needs HR department is The department HR department After this

Frequent Survey to organize responsible for of HR and can assign this to survey,
Program frequent this problem. Business business organization
survey They need to development development will know
program in organize such team involve team. what actually
order to know survey program with this consumer
what customer problem. wants from
actually wants. the company
5. Digital Ispahani needs Marketing The department Marketing After add
Marketing/Social to add digital department is of Marketing is department can digital
Media Marketing marketing with responsible for involve with add digital marketing ,
their general this problem. this problem. marketing company can
marketing They need do strategy along easily reach
strategy. more digital with their into more
marketing. general consumer.
marketing
strategy.
REFERENCES
Bibliography:

 Cravens, Devid W and piercy, nigelf. (2017), “strategic Marketing”, 10 th edition, Tata
McGraw Hill Wdition
 Tanner Jr., Jhon F., Honeycutt jr., Earl D., and Erffmeyer,Robert C.(2009), Sales
Management(sapping Future Sales Leaders), 1st edition, Dorling Kindersley (india) pvt.
Ltd, India
 Schiffman, Leon G., Knuj, Leslie Lazar and Kumar, S. Ramesh (2011), Consumer
Behavior, 10th Edition, Dorling Kindersley(India) Pvt. Ltd., India

Web References:

 https://www.ispahanibd.com/
 http://www.ispahanitea.com/
 https://en.wikipedia.org/wiki/M._M._Ispahani_Limited