Study of Marketing & Sales as a Trainee in ABMS

A Summer Internship Project for

Bachelor of Business Administration

By
Arydeep Chhillar

Admission No
21GSOB1110026

Under the guidance of

Shri Badal Dr. Gaurav Gupta

HR Professor
ABMS SOB, GU, Gautam Budh Nagar (GBN)

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 CERTIFICATE OF APPROVAL

The following Summer Internship Project Report titled "Sales and Marketing at ABMS" is
hereby approved as a certified study in management carried out and presented in a manner
satisfactory to warrant its acceptance as a prerequisite for the award of Bachelor of Business
Administration for which it has been submitted. It is understood that by this approval the
undersigned do not necessarily endorse or approve any statement made, opinion expressed or
conclusion drawn therein but approve the Summer Internship Project Report only for the
purpose it is submitted to the Summer Internship Project Report Examination Committee for
evaluation of Summer Internship Project Report

Name Signature

1. Faculty Mentor

2. Industry Mentor Mr. Badal

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 CERTIFICATE FROM SUMMER INTERNSHIP PROJECT

This is to certify that Arydeep Chhillar a student of the Bachelor of Business Administration
has worked under my guidance and supervision. This Summer Internship Project Report has the
requisite standard and to the best of my knowledge no part of it has been reproduced from any
other summer Internship project, monograph, report or book.

Faculty Mentor
Signature:
Designation:
School of
Business
Galgotias University

Date-

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4|Page
 DECLARATION

I, ARYDEEP CHHILAR, student of BBA V Semester, studying at Galgotias University,

Greater Noida, hereby declare that the summer internship report is submitted to Dr. Gaurav
Gupta in partial fulfillment for the award of degree of Bachelor of Business Administration is the
original work conducted by me.
The information and data given in the report is authentic to the best of my knowledge.

This internship report is not being submitted to any other University for award of any other
Degree, Diploma and Fellowship.

Arydeep Chhillar

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 EXECUTIVE SUMMARY

This is an attempt to know how the classroom theories can be applied to the practical situation.
As a student of BBA, it is a part of study for everyone to undergo summer internship at some
organization. So, for this purpose, I got an opportunity to do my summer internship at ABMS. In
this is comprehensive report, I have discussed about every major aspect of the company which I
have observed and perceived during my internship tenure. The first part comprises the detail
about the company from the time of its incorporation to the current position. Along with its
processes, policies and procedures. During my internship programme I have mainly worked in
retail banking, General banking &Finance. All the departments have been discussed in detail.
The main purpose of the internship is to learn by working in practical environment and to apply
the acquired during the studies in a real-world scenario in order to tackle the problems using the
knowledge and skill learned during the academic process. This report covers many important
aspects which are related with operations and financial aspect of the bank. In the end the learning
and observations which I have undergone during my internship project. This report also contains
my perceptions, motivation level and the working environment of the organization.

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 ACKNOWLEDGEMENTS

I wish to express my gratitude to ABMS for giving me an opportunity to be a part of their

esteemed organization and enhance my knowledge by granting permission to do summer
internship project under their guidance.

I am deeply indebted to my guide, MR. Badal , ABMS for his valuable and enlightened guidance
throughout the project.

I am also grateful to my Faculty Supervisor Dr. Gaurav Gupta , GALGOTIAS UNIVERSITY

who has helped me in the successful completion of this project.

This project has been possible due to support of several wonderful individuals. I would like to
thank all the staffs with whom I have interacted and they have guided me in their respective
field. All of them with their due cooperation and motivation made the completion of this project
successful

Name- Arydeep Chhillar

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 Table of Content

PARTICULARS PAGE NO.

1. Certificate of Approval 2
2. Certificate from summer internship project 3
guide 3.Declaration 4
4. Executive Summary
5
5.Acknowledgement
6.Objective 6
7.Introduction 9
 Vision of the Company 10-13
 Mission of the Company
 Core Values
 Company’s profile
14-16
8. Internship Profile 17
9. Data Analysis and Interpretation 18-19
10.Understandings During 20-27
Internship 11.Findings(Key
28-29
Objectives)
12.ResearchMethodology 30-31
13.Conclusion
32
F-1Student Application for 4-6 weeks Internship
33
F-24-8 weeks internship Request Letter from University
to internship provider

34-35
F-3Student Internship Undertaking
36-38
F-4Internship Synopsis/Executive Summary
39-40
F-5One Page Report for Industry Training with Topic
41
identification
14. Student feedback form filled by industry mentor
42
15. Attendance Sheet
43-45
16. STUDENT’s FEEDBACK OF INTERNSHIP (TO BE FILLED
BY STUDENT AFTER INTERNSHIP COMPLETION)
46-50
F-6Student’s Daily Diary/ Daily Log

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17.Savings to Industry Certificate 51

18.Cost of Industrial Solution 52

Certificate 53

19. Letter of Recommendation by university 54

20. Offer letter by company 55

21. Internship Certificate

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 OBJECTIVE

The main objective of this internship program is to get a practical insight into the real-life
activities of the investment such as investment in stocks, mutual funds, Insurance policies etc.
and be prepared for the practical work experience in the future by gaining practical knowledge
and ideas about the financial goals from Indian perspective. The main objectives are:

 To make an analysis of the practical implementation of the theoretical knowledge gained

through the classroom study and at the time of training period.
 To be familiar with the various aspect of the investment firm and develop an understanding
about the actual activities of the Investment policy.
 To analyze the customer needs and the financial market.
 To enhance the communication, interpersonal and public relation skill through direct
interaction with the customer.

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 INTRODUCTION

In today’s era Sales is the most important part. In every sector Sales is being practiced. So, if
someone asks what is Sales? Then Sales is not just selling of goods and services. “Sales” is a
term used to describe the activities that lead to the selling of goods or services. Businesses have
sales organizations that are broken up into different teams. And these sales teams are often
determined based on the region they're selling to, the product or service they're selling, and the
target customer. ‘Sales’ is of different types, for example - Inside Sales, Outside Sales, B2B
Sales, Marketing & sales trainee, Business Development Sales, Agency Sales, Consultative
Sales, ecommerce Sales, Direct Sales, Account Based Sales.

In this report, we will talk about Marketing & sales trainee, inside sales and consultative sales.
Marketing & sales trainee is business to
Consumer selling, it revolve around transactions between a company and its individual
consumers. These deals tend to be of lower price-value and complexity than B2B sales and can
involve multiple deals with a variety of customers. Inside sales is When sales teams engage with
their prospects and customers remotely, often from an office alongside their team members, they
follow an inside sales approach. This means they are selling from within their company.
Organizations that use an inside sales approach often tend to have leaner, more automated
processes and structured hours. Consultative selling is a style of selling that focuses on building
trust with the customer to understand their needs before recommending a specific product or
service. With consultative selling, sales reps focus on building a relationship with the buyer and
leading the sale with how the offering will benefit the individual customer, instead of solely
focusing on the features of the product to make the sale.

When it comes to sales in a Consulting company, it starts from working on a raw data,
generating leads out of it, turning those leads into prospects and then converting that into sales.
This entire process works on counseling a person, the good you communicate about your product
by recognizing the need of the consumer, the better your sales will execute. The prior part they

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look in their employee is their communication skill, the way they can deal with the person and
communicate their part.

Business to consumer sales is not that easy how much it sounds, because at the first phase you
don’t know the customer is interested in your product or not and creating a need of your product
in customer’s mind is really tough. Every human being has different mind sets, so when you talk
to them you need to be different with each one. Marketing & sales trainee is done through
different methods - face to face sales, tele-communication based sales and even internet based
sales.

In this report, we will talk about the tele-calling based sales. Every lead generation is done only
by interacting with the customer through calls and then continuing to maintain the prospects by
calling, messages and emails. The more you stay connected, the more chances it increases of you
to get the sales executed smoothly.

Skills a Consulting company’s employee should have:

1. Good Communication Skill

2. Confidence
3. Positive attitude
4. Convincing power
5. Behaviour Analysing Skill
6. Technical Skills

This skill set combined together can work really well for the sales employee. When it comes to
sales, with all these skills, a good knowledge of your product is really necessary. You should
know the product well so that you can mould your pitch according to the need of the consumer
with the correct USP explained.

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 COMPANY’S PROFIE

Introduction –

ABMS is a team of young and the most dynamic professionally managed team, committed

to quality and excellence. The existence with their aggressive efforts towards achieving

success and excellence has achieved almost a decade in the industry. A trusted name in real

estate, we are a day by day growing name in the industry as we are one of its kind

‘Customer Friendly Builder’ known for our abilities to listen and work towards 100%

customer satisfaction.

ABMS take pride in our ability to communicate, and to listen. Really listen to your needs,

your desires and your dreams. Because it is our job to understand and translate your

dreams into constructive , tangible, appreciable reality, in other words into a distinctive

apartment.

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 CORE VALUES

 Excellence: We will always deliver what we promise, while working to the highest
quality standard. We do not promise what we cannot deliver. We over-deliver where
possible.
 Integrity: We demonstrate complete integrity, upholding honesty and strong moral
principles. We do not compromise the truth.
 Passion: We are passionate about recruitment showing enthusiasm, energy and an
understanding of our client and candidate needs.
 Respect: We treat our clients, candidates and each other with mutual respect and
sensitivity, embracing individual diversity.
 Clarity: We ensure clear communication in everything we do. We encourage the open
exchange of ideas, opinions and views related to the business.
 Accountability: We accept responsibility for our actions. We use experience and good
judgement to support the business.
 Community: We support each other as a community, caring for each other personally
and professionally. We are loyal. We also support external communities and the
environment through our charity work and internal environmental policy.

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 INTERNSHIP PROFILE

The profile that I was offered during internship was SALES INTERN. The profile included the
work of:-

 Cold calling
 Lead Generation
 Market Research
 Customer Analysis

These were the main task that I performed in this company. But, if we talk about the business
development profile, this includes a huge work. A sales internship involves some
responsibilities. As its name suggests, the business developer is in charge of increasing his
company’s sales. To do so, he can use various channels and spend a significant part of his time
prospecting. His objective is to secure new contracts with existing clients or convince new
clients. Then, he is in charge of managing those customers in order to retain them.
A sales internship is very valuable for a student as they can turn into practice what they have
learned at the university.

Tasks of a sales Intern

The main tasks that a business development intern can undertake:

 Prospecting potential customers: by phone, by email .

 Selling products or services to those clients.

 Managing a client’s portfolio.

 Managing sales process.

 Identifying new development channels.

 Follow-up of sales.

 Promoting the company and its product/service.

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Educational requirement of Sales Intern:
The business development internship is mainly accessible to students who are in the last years of
their education because it demands a certain oral confidence.

In general, it is attractive for people following courses related to trade, sales or business
administration in general. Students may be enrolled in an education leading to a Bachelor’s
degree or a Master’s degree. Those programs are proposed in business schools and universities.

Obviously, the further you are in your education, the more responsibilities you can have during
your internship. For instance, going from an internship as an assistant to an internship where you
could manage your own client’s portfolio.

Skills and Qualities required:

Skills and qualities those are required for such profile involves:

First, having a strong commercial character and being customer oriented are determining. It is
actually a mix between innate behaviors such as interpersonal skills, instinct, the willingness to
convince… and also techniques acquired thanks to experience like negotiation. In general, if you
feel confident and care about your presentation, you already fulfill a significant part of the
requirements.

Then, you must have a rigorous and systematic organization. This allows you to manage several
customers or sales processes simultaneously. The idea is to let nothing behind in order to offer a
high quality service to customers.

Finally, your English level must be one of your strengths. Developing a market abroad requires
to master the international business language. You will converse with your team and customers
on a daily basis and it is mandatory to understand everything.

Skills that develop during such internships:

First, you will improve in your commercial and sales abilities. By being in touch with your
customers on a daily basis, you will gain confidence in facing them. You will learn more about
negotiation techniques and customer management.

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Nowadays, it is important to fluently master English, or even a second language. Working in a
team and in contact with clients will allow you to exchange and interact with different people
daily. In the field, your ability to speak would improve rapidly. Of course, it will also allow you
to add a new asset to your CV.

Finally, you will be able to develop a whole new set of cross-disciplinary skills for your future
career. Adaptability, as you will be interacting to people around the country living at different
ends with a different culture and working methods. But also, your interpersonal skills,
negotiation skills, organization, just to mention a few. All these values will be useful for your
future, professionally as well as personally.

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 DATA ANALYSIS & INTERPRETATION

The data after collection has to be processed and analyzed in accordance with the line laid down
for the purpose at the time of developing the research plan. This is essential for a scientific study
and for ensuring that we have all the relevant data. Processing implies editing, coding,
classification and tabulation of collected data so that they acquiescent to analysis.

Analysis of data in general way involves no. of closely related operation that performed with the
purpose of summarizing the collected data and organizing them in such manner that they answer
the research questions.

Through the research conducted on consumer preference in a consultative sales approach for
admission following out comes could be stated in the light to the data collected from the primary
and secondary data.

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 UNDERSTANDING DURING INTERNSHIP

(a) During the internship, the sales intern at ABMS conducted market research,
identified potential customers, and assisted in developing sales strategies.
(b) They participated in sales meetings, engaged in customer interactions, and collaborated
with the sales team to achieve sales targets.
(c) For the remaining two days, they provided instructions on how to pitch these clients.

Knowledge and Skills:

(a) After the initial training of the internship,we started doing market research by analysing
the competitors in the market , the pricing strategies, identified potential customers and
target market for the same and assisted in developing sales strategies for effective and
efficient working of the organisation.

(b) We had discussions in the sales meetings, after collection of the potential customers we
started with customer interactions and understanding their needs , and collaborated with
the sales team to achieve sales targets.

(c) we also started pitching the customer on daily basis and started collecting follow ups
regarding the same with mails and calls . The following activities and processes enhanced
communication skills and experience to improve yourselves in various field like emails and
calling etiquettes.
We had training which guided us to improve the communication while pitching to customers.

1. Taking follow ups in round of 3-5-7 days

2. Time management *Understanding and giving turn around time
3. Never say no to customers instead making them sure to provide tailored services.
4. Importance of team work and proper coordination with them .
5. Strategy formulation at ABMS .
6. This helped us understanding the market situation internationally comparing it with
domestic market .
7. It also helped to understand the changing consumer behaviour the needs ,wants while
pitching and connecting from one location to another.
8. The data collection was recorded in the Microsoft Excel which taught us various insight of
the same .

CONCLUSION -(understanding)
1. Data mining
2. Data mapping
3. Data collection
4. The importance of doing pre-post assessment.
5. Working on key result areas specially.
6. The importance of doing homework before doing any work .
7. Importance of need creation
8.Need filling by our products and services

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9.Need fulfillment

I have learned data mining , data mapping and now I have started doing marketing of the same
with making new clients by studying the gap and grey analysis .

Recently I have started scheduling meeting’s with the HR of the different companies and I have
given a presentation of my company’s profile and the offerings for the same.

We are providing customer-centric approach, focusing on providing solutions that meet the
needs and preferences of consumers.

I have made a new client and hope we are going to work for a long term relation.

I am dealing with clients and trying to make my communication stronger and working on my
email etiquettes too.

We here at our office had a corporate training also one day where we have learned to work in
as a team and to make proper strategy and how to improve our thinking skills and planning
before we go for orientation programe.

My work is going great till now and also working on excel and outlook and understanding the
small little mistakes we make while communicating with different temperament of people . Our
official employees also helps a lot if we are doing any kind of mistakes and whenever we are
stucked anywhere.

Now hopefully in this month I will learn a lot of new things and to adapt the corporate culture
as it is , the environment and the work culture of our office is very calm and smooth without
any pressure .

Ma’am I am delighted to inform you that this 1 month of my internship went very much
meaningful and smoothly for me and I hope this rest of my remaining internship goes well .

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FINDINGS

Key Observation

Friendliness in the

workplace

We had a short first time conversation and I was taught what to do next. Complete 1 week
training was given for the work to be done in the internship. The information kept flowing onto
me until the last day of my intern. Each day there was something new to learn. All the interns
were of same age, and were really friendly. The internship mentor, who was my manager as well,
was really supportive. I had good terms with all of them. Whenever there was a new task to
perform the mentor guided us through it. The workload at company was great. Everybody used
to be so busy that they couldn’t perform face to face conversation. Everybody knew me and I got
to know everybody. There is a culture of asking all are comfortable or not, if the workload was
much, how is the work going and so on.

The entire team members as well as the team leader were really cooperative. Everyone use to
help each other with their leads, and no one asked for the credits. Whenever there use to be low
days, my Manager always motivated me to work and bring the good sales. I have never worked
before, but I guess I had one of the best team around.

Valuing the time

Everybody used to value time greatly. Everybody’s philosophy about the job was not to panic,
do the right job at right time, don’t hurry and make mistakes because making mistakes would
require doing the job once again. Due to the centralized work on virtual platform, most of the
times some of today’s work would be pending to be completed for tomorrow. But, everyone used
to try their best to complete it as far as possible.

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Overdependence on Intern

One bitter truth I observed as an intern was that intern has to do a lot of work and the office
management had to depend on intern to get the job done timely. Even the absence of a single
employee or an intern would increase the load on other employees and much had to be kept
pending.

Other Observations

Some other things that I observed were that little moments together made everyone happy. They
adopted a new culture as we all are working on virtual platform and that too working from home
and to avoid stress we interns use to do group calls and talk about work and stuffs. The news of
holidays from the HR would make all the employees happy like us getting holiday notices by the
college. However, everybody hated making so many calls every day, but the work culture and
the support made it easy.

Lesson, learnt and feedback

This internship program had helped me transform in the positive way. I used to spend my time
sitting at home browsing and playing games. After the internship, I love to be busy and follow
the schedules. This keeps me satisfied now. My perception of work has changed greatly after the
internship. In addition, I have gained some of the advanced skills required for any kinds of job. I
have learnt how to communicate, how to control my emotions at the work and adapt myself to
the environment.

Key Skills and attitude learnt

After the completion of my internship, I am now confident to go and work at any new job. I
know how to introduce myself, how to greet the seniors, how to make other do things for myself,
how to talk to customers, etc. Content management, pitch presentation, managing follow ups,
Content Writing, briefing product, and record keeping were another noteworthy role of my job.
Here I had to directly talk to the prospective clients and convince them to take admission by
explaining them about career prospects. Advertisements sometimes amuse people about the
colleges but explaining it more precisely was my work. How to convince people with different
approaches was the challenge and to make the best use of my brand knowledge, it was the best

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platform to practice those that I had studied during my university life. We had to observe the
customer need and had to mould the product in that way. I had made different Whatsapp pitches,
college posters, daily text follow ups, which made me, think creatively.

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Team Work

Teamwork is must in any organization. There is no job which can be done alone. The teamwork
at ABMS was great. Everybody was adept at their tasks. There used to be two way
communications on every task. If somebody needs assistance, they would ask for it properly.
There used to be communication about the job a particular employee is performing. Together
there was a synergetic effect on the organization. The job used to be slower when one of the
employees would be absent. Teamwork is must in sales jobs. Thing can be done alone but
assistance makes it more convenient. The proper teamwork leads to good sales. Hence,
teamwork is of most importance and everyone should work in a consistent manner. During the
first few days, it was hard for me to understand how the work is done and what should be done to
keep the teamwork flowing. But, with the passage of time I learnt the skill to work as a team.
Regular follow-up with the team and reposting to the manager was also another regular job.
Follow up was done so that we can deliver their works within the deadline and even make the
client and customer satisfied, so that they can also earn profit well. It was again really tough to
do follow-ups. So, a friendly relationship with them helped me to build a great relationship with
them and deliver the sales accordingly without any flaw. Follow-ups helped me a lot in enriching
my leadership and public speaking skills.

Difference between the theory and Practice

I guess it’s hard for a fresher to start working because of the perception he has about the job. All
the things we are taught in our curriculum don’t apply in real life instead. Hence, this internship
has helped me a lot understand that difference and prepared me with skills to get acquainted at a
real life workplace. Particularly, it has prepared me to work as a Content creator after I graduate
since I have understood the real life working practices and how jobs are done in these
organizations.

Controlling the emotions

We should leave all the tensions, frustrations, anger and sorrows aside while we are at work. We
should mould our emotions and attitudes according to the job we perform at our jobs. There is no
second option to it. We will find ourselves dissatisfied if we fail to satisfy others at the job. We
should hear our seniors wisely and respond positively to them. We should also know how to

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communicate our grievances with the seniors in a cool manner. I however got adapted to the new
environment and kept myself fresh and motivated at work to my best. Whatever the problems
and situation, the show must go on. The internship did change me a lot in this perspective.

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Time Management

The nature of the job also helped me learn time management skill at work. I became an expert to
decide what to do and what to keep pending in order to keep the teamwork going in its pace. I
could classify between which job is to be done at what time. For example, focusing on
unanswered calls at the end is not that important. We must do it at the last hour of each workday.
Above this call the one who asked to call later.

Discipline

I have learnt the required level of motivation, pace of work, acceptable and unacceptable
languages, acceptable and unacceptable absences from work and so on from the internship.
Though the discipline at work differs with the type of work, I have realized the need to learn the
corporate culture, policies and practices. Companies set policies and regulations to ensure that
their employees are treated fairly and that they in turn respect the rules that keep the organization
running smoothly. When the rules are broken, managers should step in to find out why it
happened and discipline the employee in the best manner possible. It’s not the most pleasant
aspect of the job, but workplace discipline is very important to keep business and employees
working well. Most managers opt for progressive discipline, which gives the employee a chance
to correct the problem. Through progressive discipline, employers can increase the level of
disciplinary action if the problematic behavior continues, eventually leading to termination if
necessary. Every company should have a thorough discipline policy that is shared with each
employee and outlines the disciplinary actions that will be taken if his or her behavior or conduct
becomes problematic. A good policy can help a company avoid problems that could negatively
impact its employees and business. It can also establish a foundation for a more harmonious
workplace. Here are just some of the benefits a clear disciplinary policy can help you achieve.

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I have learnt the Do’s and Don’ts of the workplace

Dos-

 Being respectful and courteous towards others - even if you don’t necessarily like a particular
person
 Keep your voice at an acceptable level. A loud voice which is noticeable in a particular work
environment can not only be counterproductive for others who are trying to get on with their
work but can be extremely annoying too
 Offer to help others if there’s anything you might be able to do to assist them and make their
job easier if you’ve time to do so
 Be in formal dress while being on video meetings and adopt a similar degree of
formality/informality once you’ve established the acceptable ‘code of conduct’
 Make sure you understand the rules surrounding e-mail etiquette and the use of your mobile
phone
 Remember you’re being paid to work so keep idle chit-chat and other things that may take
your attention away from what you’ve been employed to do to a minimum.
 Stay positive and upbeat and...Smile!

DON’Ts-

 Engage in idle gossip about other colleagues or your boss or ‘bad mouth’ them.
 Don’t get involved in any banter which might have sexual or racial overtones.
 Be modest and don’t harp on about any of your previous achievements or be an attention
seeker
 Don’t try to court favor with your boss or immediate supervisors. Just doing your job in the
best way you can is the most productive way of impressing those higher up the ladder than
you
 Don’t assume something is acceptable practice in either conversations you might have or
actions you might consider taking. A good example of this is assuming that it’s OK to leave
your mobile phone on silent or vibrate, yet still respond to text messages, for example.
Establish the position on that and other things you’re not sure about first such as eating at

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your desk or work station, which is another good example where people often do the wrong
thing.

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RESEARCH METHODOLOGY

The purpose of the research method is to describe the research process. This includes the complete
design, sampling process, data collection method and analysis process. This section is important
because it is difficult to discuss how to work without using technical terms. This study was conducted
based on baseline data. Data is generated by making cold calls, and getting results based on those raw
pages.
Research design
The design of a study is to specify the methods and procedures for gathering the information needed
to construct or solve a problem. It is the overall performance pattern of a project framework that sets
out the processes. The research design is therefore defined as “a strategic, structured and strategic
research plan designed to find answers to research questions and to control job vacancies”.
The research project followed a descriptive research design to analyze the project report because it
clearly describes the problems and provides an accurate result compared to other types of research
design.
How to Collect Data
The data collected can be divided into two types
1. Basic data
2. Second data
Basic Data
Key data contains actual information collected for a specific purpose. In this project, key data was
used. For basic data a well-structured questionnaire was prepared to obtain an answer.
Second data
Secondary data may be defined as information that already exists in others where it has been
collected for some reason. In this study the second data was taken from various books, journals,
research papers, essays and the internet.

Data Collection Tools

To collect the original data, the following methods are used:
List of questions

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The formal questionnaire for data collection consists of open-ended questions and multiple choice.
The Likert scale was used in the questionnaire as it allows the respondent to choose his or her level
of compliance with the statement.
Observations
The visual approach is widely used in subjects related to behavioral science. The researcher uses
observation as a scientific tool and method of data collection. Viewing as a data collection tool is
usually organized in a systematic way and is based on evaluation and control.
There are different ways of looking — built or unorganized, controlled or uncontrolled, as well as
participatory, non-participatory, or hidden.
Focus Group
Focus Groups collects 2 or more people with similar or similar characteristics. They want open
ideas and contributions from participants.
The focus group is the main source of data collection because the data is collected directly from
participants. It is often used in market research, where a group of market buyers engage in a
discussion with the research president.

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 CONCLUSION

If I summarize all the parts I have learned throughout my career training, then the knowledge of
counseling was a mixture of marketing skills. The most important things that were needed in my work
that I felt were:
1. A good start
A good start here means, the correct depth should be delayed so that the buyer should be attracted to it
and listen to your star for at least a minute, if it exceeds more than 1 minute, then there is a good chance
of production. .

2. Establish Connect
When a consumer starts listening you are accurate in your words and establish a connection between
you and the buyer or buyer and the product. This will create a positive connection in the consumer's
mind.

3. Recognizing the Need

When talking to a customer, what your customer needs is the most important part you should be aware
of because in order to reassure a customer you have to meet the requirement. If the client feels that their
need is being met, they will be easily reassured, and the advisor's job is done there.

4. Product marketing
This part is really important; product information is a real necessity, as the customer must know all the
necessary details about the other product that he or she may need after being misinformed.
5. Forgive the product according to their need
As stated in the third point, demand should be taken into account, so presenting your product according
to customer needs makes the sales opportunity grow. You just have to put your product in their needs
grid and the job is done.

6. Convincing

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By negotiating a binding skill that I feel is a communication skill, If you can not communicate with your
point the sale will never be on your side, so to convince someone you need to convince as much as you
can. Make the customer feel that whatever you say is true only.
7. Building faith and trust
In order to keep your client last, being a consultant you need to build trust where the customer can rely
on you. If you can make a customer feel that they can rely on you for what they need, they will always
be loyal to you rather than have their competitors interrupt you.
8. Regular tracking
When you are done with the introductory call, regular tracking lets you stay inside the page. It keeps the
customer with you in mind and this forces them to think about your voice and product, so, it is good to
have regular tracking with calls, messages and emails.
9. Maintaining communication
In normal order, communication is maintained between the client and the consultant, and this helps to
create prospects for the future. Therefore, maintaining contact with current directors may be helpful for
future counselors.

Being a student in a consulting company, where day-to-day work is about making phone calls, talking
about a product and completing your company-assigned goal, it helped me improve my communication
skills, stress management, phone planning and flexibility. by work. I learned all of this and even used
my creative skills in making.

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Format No: GU/M-30/ Form-1

F-7 Student Application for 4-6 weeks Internship

Complete and submit to the Dean through School Internship Program Coordinator. (Type or write
clearly)

Student Name: Arydeep Chhillar

Home Address Baraut Baghpat, tavelagrahi Phone
7500958372
Email address arydeepchoudhary@gmail.com
Program BBA(BA) Internship Semester 5th Sem
Overall GPA 8
Internship Preferences
Location Core Area Company/
institution
F-1 Preferance-1 New Delhi Marketing ABMS
Preferance-2 Noida-62 Marketing 3a Learning Solution
Preferance-3 Work from home Marketing Digital Marvelled
Faculty mentor Signature: Date .
(Signature confirms that the student has attended the internship orientation and has met all paperwork and
process requirements to participate in the internship program, and has received approval from his/her Advisor)

Student Signature: Date 09/11/2023.

(Signature confirms that the student agrees to the terms, conditions, and requirements of the Internship Program)
Dean Dean IIIC Dean Academic

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 Format No: GU/M-30/ Form-3

F-8 4-8 weeks internship Request Letter from University to

internship provider
To

The General Manager (HR)

....................................... .......................................

Subject: REQUEST FOR 04/06 Weeks internship training of BBA/3 years Degree Programme,

Greetings from Galgotias Educational Institutions !!

We feel privileged to introduce Galgotias Educational Institutions (GEI) as one of the leading and
quality-driven educational groups in the Delhi-NCR Region.
Galgotias Educational Institutions consist of three institutions:
Galgotias College of Engineering & Technology (GCET)
Galgotias Institute of Management & Technology (GIMT)
Galgotias University (GU).

Galgotias Educational Institutions combine a supremely empowering educational process, industry

stalwarts in their faculty, global educational associations, and relentless placement efforts, to offer the
best of career opportunities to its students. Galgotias Educational Institutions are known for a
combination of state-of-the-art campus, strategic teaching-learning process, together with the most
advanced facilities, creating an environment in which wholesome corporate personalities are created.

Further, we’d like to furnish that as a part of the course curriculum, our students are required to
undergo a Summer Internship Program of 45 Days. The Internship Duration will be from June 1 till July
15, 2021.

In this regard, we request you to kindly allow- Arydeep Chhillar 21GSOB1110026 of 3 years full-time
program of Business Administration (Batch-2021-2024) to complete Summer Internship in your
esteemed organization by assigning project work pertinent to the stream pursued.

Feedback on the student’s progress and evaluation on the assigned ‘Project’ will be highly appreciated.

Yours sincerely,

Dean Industry Internship Interaction Cell

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 Format No: GU/M-30/ Form-4

F-9 Student Internship Undertaking

Date:-09/11/2023
In my own interest, I am willing to complete internship at ABMS
(Organisation/ Address) from
03/07/2023 to 22/08/2023. I hereby give an undertaking as under.

 I will strictly abide by all rules and regulations of the industry/Institute and Galgotias University, Uttar Pradesh.
 I shall be responsible for my conduct and own safety at the industry/Institute and Galgotias University, Uttar Pradesh
shall not be responsible for this in any manner.
 I shall take care of my personal belongings. I shall not make any claim and no type of any claim shall be made in my
respect and on my behalf by anyone in respect of any loss or injury to me (including fatal injury or death) or to the
property of mine which may suffer or occur during the above mentionedprogramme.
 I will not act in any manner that defames the industry/Institute and Galgotias University, Uttar Pradesh, in any
manner whatsoever.
 I will not claim the expenses over & above for stay & mess to the Industry/Institute or to the University.
 I will regardless of age, may not use or be in possession or under the influence of alcohol or unauthorized
drugs on either the industry premises or place of stay (Hostel/ rental accommodation) Violation of this regulation may
result in suspension or expulsion from the university.
 I will maintain confidentiality of work-related projects and personnel.
 I will familiarize myself with, and adhere to, relevant organizational arrangements, procedures, and functions.
 I will understand what constitutes a permissible work absence and who to notify if absent, be prompt with being on
time to work and with assignments; give it my best effort.
 I will report changes in work schedule, supervision, or problems at the site to the internship coordinator and industry
supervisor.
 If I feel victimized by a work-related incident, I will contact the internship coordinator immediately.
 I will dress appropriately for the work setting.
 I will follow through on commitments.
 I will not conduct personal business during work hours (i.e. e-mails, cell phones, and internet).
 I will keep a positive attitude, open mind; avoid jumping to conclusions; try to make informed judgments.
 I will communicate – keep people informed in a useful and succinct way, listen and ask questions.
 I will be fair, considerate, honest, trustworthy, and cooperative when dealing with co-workers.
 I will assert ideas in an appropriate and tactful manner, seek feedback from supervisors, accept suggestions for
corrective changes in behavior and attempt to improve performance.
 I will accept constructive criticism and continuously strive to improve performance, seek to enhance professional
effectiveness by improving skills and acquiring new knowledge.
 I am fully aware that no faculty coordinator is accompanying me and no coordinator is appointed on behalf of the
university at the place of internship.
Date Signature:
09/11/2023

Place Work Name of Student:

from home Arydeep Chhillar
Department Phone Number:
BBA (BA) 7500958372
Semester 5th Section-Roll No 08/
21GSOB1110026

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 I have allowed my ward (name as indicated above) for the above-mentioned Internship and instructed him/her to
take due precaution for safety and discipline as listed above. I also undertake that the Industry/Institute or the university shall
in no way be responsible for any loss or injury to my ward during the programme.

Date: 09/11/2023 Signature

Place: Work from home Name of Parent: Anand Kumar

Address: Mobile No: 7500958372

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F-10 Internship Synopsis/Executive Summary
Objectives/ Guidelines/ Agreement: Internship Synopsis (This Will Be Prepared In Consultation With
Faculty Mentor)

An internship is a unique learning experience that integrates studies with practical work. This agreement
is written by the student in consultation with the faculty Mentor and Industrial supervisor. It shall serve
to clarify the educational purpose of the internship and to ensure an understanding of the total learning
experience among the principal parties involved.

Part I: Contact Information

Student Name: Arydeep Chhillar_ EnrollmentNo:_21GSOB1110026

Programme: BBA(BA)_ Semester: 5th Academic Year: _2021-2024

Campus Address: GALGOTIAS UNIVERSITY PLOT NO 2 SECTOR 17A , GREATER NOIDA,

UTTAR PRADESH_

City:_Ghaziabad_
State: UttarPradesh_Phone:7500958372 Email:arydeepchoudhary@gmail.com

Industrial Supervisor

Name : Mr. Badal _Title: HR

Company/Organization: ABMS

Internship Address: ADDRESS: B-32/33, UG Floor, GALI NO. 9, SEWAK PARK, NEW DELHI– 110059

City, State, Pin: Greater Noida Uttar Pradesh -201310

Faculty Mentor

Name: _Gaurav Gupta

Campus Address: _: GALGOTIAS UNIVERSITY PLOT NO 2 SECTOR 17A , GREATER NOIDA,

UTTAR PRADESH

Academic Credit Information

Internship Title: Summer Sip Internship Department _Marketing

Course #: BBA(BA)_ Credits: Grading Option: Credit/Non-credit

Beginning Date: _3rd July 2023_Ending Date: 22nd August 2023 _ _ Internship Type: Unpaid

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Part II: Internship Objectives/Learning Activities:

What do you intend to learn, acquire and clarify through this internship? Try to use concrete,
measurable terms in listing your learning objectives under each of the following categories:

• Knowledge and Understanding

• Skills
 Learning Activities: How will your internship activities enable you to acquire
the knowledge/understanding, and skills you listed above?
 On the job: Describe how your internship activities will enable you to meet your learning
objectives. Include projects, research, report writing, conversations, etc., which you will
do while working, relating them to what you intend to learn.
 Teaching/Mentoring Activities: How your technical knowledge can be applied at the site of
the internship. How you can create value through mentoring/help people learn new things.
 Off the job: List reading, writing, contact with faculty supervisor, peer group discussion, field
trips, observations, etc., you will make and carry out which will help you meet your learning
objectives.
 Evaluation: Your Internship supervisor will provide a written evaluation of your internship.
Describe in detail what other evidence you will provide to your faculty Mentor to
document what you have learned (e.g. journal, analytic paper, project, descriptive paper,
oral presentation, etc.) Include deadline dates.

Part III: The Internship

Job Description: Describe in as much detail as possible, your role and responsibilities while on your
internship. List duties, project to be completed, deadlines, etc. How you can contribute to organization/
at site of internship

Supervision: Describe in as much detail as possible the supervision to be provided/needed at the work
site. List what kind of instruction, assistance, consultation you receive from whom, etc.

Evaluation: How will your work performance will be evaluated? By whom? When?

Part IV: Agreement

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This contract may be terminated or amended byfaculty mentor or Industry mentor at any time upon
written notice, which is received and agreed by the other two parties.

Student Signature:
Date:09/11/2023

Faculty Mentor signature

Date:

Industry Mentor Signature:

Date:09/11/2023

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Format No: GU/M-30/ Form-6

F-11 One Page Report for Industry Training with Topic identification

Branch : Marketing
Name of student: Arydeep Chhillar Section-RollNo.: 08/21GSOB1110026
Contact Number: 7500958372 Project Batch: 1
GU mail id- arydeep.21gsob1110026@galgotiasuniversity.edu.in

Name of Company: ABMS

Company Address ADDRESS: B-32/33, UG Floor, GALI NO. 9, SEWAK PARK, NEW DELHI–
110059

Industry Person Name & Contact No Email ID

Designation
HR Badal 8851353252 abmsenterprisesindia@gmail.com
supervisor: Badal 8851353252 abmsenterprisesindia@gmail.com
Details of Industry: ABMS is a team of young and the most dynamic professionally
managed team, committed to quality and excellence. The existence
with their aggressive efforts towards achieving success and excellence
has achieved almost a decade in the industry.
Duration of From To Total Days
Internship: 3rd July 2023 22nd August 2023 50
Actual working days in All days working
a week
Timing ( from – to) 9:30 am-6pm
Work Assigned:
 Cold calling
 Lead Generation
 Market Research
 Customer Analysis

Topic Identification Customer interaction and bringing potential customer to company.

Is this your first YES

experience of
industrial

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training/internship?

On a scale of 1to 5 5(extremely useful)

provide utility of this
training on your
profession.
1 (no use),
5(extremely useful)

Signature of student Name & Signature of Faculty Mentor

Gaurav Gupta

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 Student Feedback form by Industry mentor

Student Name: Arydeep Chhillar Enrolment No:21GSOB1110026

SIP Title: Marketing
Industry Supervisor Name: Mr. Badal Organization Name: ABMS

Internship From (Start Date) 3rd July 2023 Internship From (End Date) 22nd August 2023
Parameters Performance
Behaviours Excellent Satisfactory Poor
Performs in a dependable manner Yes
Cooperates with co-workers and supervisors Yes
Shows interest in work Yes
Learns quickly Yes
Shows initiative Yes
Produces high quality work Yes
Accepts responsibility Yes
Accepts criticism Yes
Demonstrates organizational skills Yes
Uses technical knowledge and expertise Yes
Shows good judgment Yes
Demonstrates creativity/originality Yes
Analyze problems effectively Yes
Is self-reliant Yes
Communicates well Yes
Writes effectively Yes
Has a professional attitude Yes
Gives a professional appearance Yes
Is punctual Yes
Uses time effectively Yes
Industry Supervisor Name: Mr. Badal

Signature of Industry mentor:

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 ATTENDANCE SHEET

Name of Student: Arydeep Chhillar

Enrolment No:
Admission No: 21GSOB111026
Name of Course: BBA (BA)
Date of Commencement of Internship: 3rd July 2023
Date of Completion of Training: 22nd August 2023
Organization Name : ABMS

Month 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

& P P P P P P P P P P P P P P P P P P

Year 21 22 23 24 25 26 27 28 29 30 31

P P P P P P P P P P P

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20
P P P P P P P P P P P P P P P P P P P P

21 22 23 24 25 26 27 28 29 30
P P

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STUDENT’s FEEDBACK OF INTERNSHIP (TO BE FILLED BY STUDENT AFTER INTERNSHIP COMPLETION)

STUDENT FEEDBACK FORM

Student Name Arydeep Chhillar Roll No. 21GSOB1110026
Institute Name Galgotias University
Faculty Mentor Name Gaurav Gupta Faculty’s Designation Professor
Internship Project Title Marketing
Industry Supervisor Name Badal Supervisor’s Designation HR
Organisation Name ABMS
Internship From (Start Date) 3rd July 2023 Internship To (End Date) 22nd August 2023
Give a brief description of Internship Work
Was your internship Yes, to a large Yes, to a slight degree Not related at
experience related to degree all
your major area of study YES
This experience has: Strongly Agree No Opinion Disagree Strongly
Agree Disagree
Given me the YES
opportunity to explore
a career field
Allowed me to apply YES
classroom theory to
practice
Did the curriculum YES
found to be in
consistent with the
industry
Helped me develop YES
my decision-making
and problem-solving
skills
Expanded my YES
knowledge about the
work world prior to
permanent
employment
Helped me develop YES
my written and oral
communication skills
Provided a chance to YES
use leadership skills
(influence others,
develop ideas with
others, stimulate
decision-making and

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action)
Expanded my YES
sensitivity to the
ethical implications of
the work involved
Made it possible for YES
me to be more
confident in new
situations
Given me a chance to YES
improve my
interpersonal skills
Helped me learn to YES
handle responsibility
and use my time
wisely
Helped me discover YES
new aspects of myself
that I didn’t know
existed before
Helped me develop YES
new interests
and abilities
Helped me clarify my YES
career goals
Provided me with YES
contacts which may
lead to future
employment
Allowed me to YES
acquire information
and/ or use
equipment
not available at my
Institute
In the Institute internship program, faculty members are expected to be mentors for students.
Do you feel that your faculty coordinator served such a function? Why or why not?

Yes sir helped me whenever I was stuck in my internship phase. He is extremely warm and
welcoming and was always ready to clear my doubts whether it was related to making Sip
report for internship purpose or he would even guide me how I can complete my internship
task smoothly. So yes my mentor had served such a function.

How well were you able to accomplish the initial goals, tasks and new skills that were set
down in your learning contract? In what ways were you able to take a new direction or expand
beyond your contract? Why were some goals not accomplished adequately?
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I was able to complete all my task smoothly with the help of my mentor. I was very new to the
world of sales I didn‘t knew that I would be doing sales and pitching products to clients but
while doing this internship I got to know how to pitch your products to clients and after
communicating and building network I now feel confident when I am talking to someone.
While doing this internship I got to know what all I will be doing when doing a marketing job
permanently. One thing I realized working there is targets is everything to you so you have to
complete your targets In a pressurizing environment. I didn‘t want to continue the contract
with them as I want to explore more in marketing field only. Yes at the stage of doing
conversion sometimes completing targets were not possible as in that task you have to do
indirect sales and that was not in my hand other than that I faced no difficulty in doing all
other task.
In what areas did you most develop and improve?
I felt my communication skills has improved a lot and I now don‘t feel uncomfortable while
talking to stranger.
What has been the most significant accomplishment or satisfying moment of your
internship?
Bringing conversion for the company from the 1st day itself when I got promoted in the team
leadership task I completed my targets of bringing 3 conversion and my mentor was very
impressed with me. Secondly when we had a meeting In which all of us has to suggest
marketing strategies to help company grow my suggestions regarding the policies were the
best and all the senior team leaders appreciated my creativity and thought process.
What did you dislike about the internship?

Nothing
Considering your overall experience, how would you rate this internship? (Tick One)
Satisfactory Good Excellent

Give suggestions as to how your internship experience could have been improved.

My experience with ABMS was very good I learned a lot over there I only thing that I think
that can be improved is they should give more task other than doing sales. I learned a lot from
the team leadership task and I felt valued when our suggestion were taken for marketing
strategy. Also they should make the environment less stressful because sometimes the team
leaders were so behind completing the target that they just demotivates the intern by saying
something negative and when a intern or anyone gets demotivated there productivity levels
suffers
Signature Date 09/11/2023

Format No: GU/M-30/ Form-7

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F-12 Student’s Daily Diary/ Daily Log

Index – Logbook

Date:13th July to 31st July Time of Arrival: 9:30am Time of Departure:6:00pm

Dept/Division: Project title:
BBA(BA) Marketing
Main Points of the day

(a) After the initial training of the internship,we started doing market
research by analysing the competitors in the market , the pricing strategies,
identified potential customers and target market for the same and assisted
in developing sales strategies for effective and efficient working of the
organisation.
(b) We had discussions in the sales meetings, after collection of the
potential customers we started with customer interactions and
understanding their needs , and collaborated with the sales team to achieve
sales targets.
(c) we also started pitching the customer on daily basis and started
collecting follow ups regarding the same with mails and calls . The
following activities and processes enhanced communication skills and
experience to improve yourselves in various field like emails and calling
etiquettes. We had training which guided us to improve the
communication while pitching to customers.
* Taking follow ups in round of 3-5-7 days
*Time management
*Understanding and giving turn around time
*Never say no to customers instead making them sure to provide tailored
services.
*Importance of team work and proper coordination with them .
*Strategy formulation As ABMS is already well established organisation
which has different headquarters globally like Qingdao, Shandong
. *This helped us understanding the market situation .
*It also helped to understand the changing consumer behaviour the needs
,wants while pitching and connecting from one location to another.
*The data collection was recorded in the Microsoft Excel which taught us
various insight of the same .
CONCLUSION -(understanding)
*Data mining
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 *Data mapping
*Data collection
*The importance of doing pre-post assessment.
*Working on key result areas specially.
*The importance of doing homework before doing any work .
*Importance of need creation
*Need filling by our products and services
*Need fulfillment

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Format No: GU/M-30/ Form-7

F-13 Student’s Daily Diary/ Daily Log

Index – Logbook

Date: 1st August to 15th Time of Arrival: 9:30am Time of Departure:6:00pm

August
Dept/Division: Project title:
BBA(BA) Marketing
Main Points of the day

I have learned data mining , data mapping and now I have started
doing marketing of the same with making new clients by studying the
gap and grey analysis .

Recently I have started scheduling meeting’s with the HR of the different

companies and I have given a presentation of my company’s profile and
the offerings for the same.

We are providing customer-centric approach, focusing on providing

solutions that meet the needs and preferences of consumers.

I have made a new client and hope we are going to work for a long term
relation.

I am dealing with clients and trying to make my communication stronger

and working on my email etiquettes too.

We here at our office had a corporate training also one day where we have
learned to work in as a team and to make proper strategy and how to
improve our thinking skills and planning before we go for orientation
programe.

My work is going great till now and also working on excel and outlook and

52 | P a g e
understanding the small little mistakes we make while communicating
with different temperament of people . Our official employees also helps
a lot if we are doing any kind of mistakes and whenever we are stucked
anywhere.

Now hopefully in this month I will learn a lot of new things and to adapt
the corporate culture as it is , the environment and the work culture of
our office is very calm and smooth without any pressure .

Ma’am I am delighted to inform you that this 1 month of my internship

went very much meaningful and smoothly for me and I hope this rest of
my remaining internship goes well .

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Format No: GU/M-30/ Form-7

F-14 Student’s Daily Diary/ Daily Log

Index – Logbook

Date: 16th August to 22nd Time of Arrival: 9:30am Time of Departure:6:00pm

August
Dept/Division: Project title:
BBA(BA) Marketing
Main Points of the day
As these were the last few days of the internship I met with my supervisor to discuss the
progress and ensure we’re on track.
After that I continued refining the user interface and working on the project report.
Did all the work assigned and prepared a report for the same for my review day .
Before finishing of the internship I was taken for the review of my progress till date and
had formal meeting with my industry mentor and he analyzed my work and also
interviewed me for the same .
On the last day of internship I had my farewell ceremony and was handed over my
internship completion certificate and got lots of appreciation for the same.

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 Savings to Industry Certificate (Mandatory)

(On company letter head)

This is to certify that Mr. Arydeep Chhillar of BBA(BA) from School of Business ,Galgotias University,
Greater Noida has completed Internship successfully from 03/07/2023 to 22/08/2023. During this
period, he/has shown good interest in the assignment/works given to them and worked hard.

Students have worked during internship period on following project/industrial problem under the
guidance of Mr. Badal (HR).

During their tenure of internship, they were hard working and focused on activities assigned to them.
Also, they were entitled for stipend of Rs. NIL*** /- per month along with canteen, transportation &
accommodation facilities.

Regards,

Signature
Mr. Badal

HR

ABMS

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 Cost of Industrial Solution Certificate (Mandatory)

(On company letter head)

This is to certify that Mr. Arydeep Chhillar students of BBA(BA) from school of business ,Galgotias
University, Greater Noida has completed Internship successfully from 03/07/2023 to 22/08/2023. During
this period, he/she has shown good interest in the assignment/works given to them and worked hard.

Students have worked during internship period on following project/industrial problem under the
guidance of Mr. Badal, (HR).

Industry has spent Rs. .NIL*** amount on their ideas/industries problem, which they have successfully
implemented.

Regards,

Signature
Mr. Badal

HR

ABMS

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