Summer Internship Project

Presentation
Business Development and Corporate Sales Presented By:
Ashish Kumar
18PGDM009
Section-A
Batch- 2018-20
Project Expectation at a glance
• Finding out ideal clients through cold calling on data retrieved from internet or while
mapping area and follow ups.

• Arranging meeting with the concerned person. Meeting accompanied by the aligned
manager.

• Wind up meeting with property visit or pilot booking confirmation and feedback.
• Suggesting solution relevant to the feedback.

Reporting Manager: Mr. Shashank Chaturvedi

Faculty Mentor: Prof. Boudhayan Ganguly

Objectives
Identify
Discover
the
parameters
potential and drivers
sectors

Identify a
pattern of
Objectives
different
sectors

Variation
Conversion
of
rates
drivers
Methodology
Quota
Sampling

Convenient
Sampling

In-depth
Interviews

Laddering
Technique
 Analysis
ANALYSIS OF LEAD GENERATION THROUGH DRIVERS

Sample Size (Potential customers) = 1200

BTC, 6

Number of proposals sent (showed interest, thus, Suspects) = 96

Space, 15

Number of meetings done with suspects (now they become Prospects) = 18 Location, 35

Number of clients on boarded (Customers) = 3

Comfort, 12

Price, 32
 FIG. 14 FIG. 15 FIG. 16 CAPITAL GOODS
PHARMACEUTICALS IT AND MACHINES
BTC, 10%
BTC, 20% Location, Location,
BTC, 30% Space,
20% 20%
10%
Space, Comfort, Location,
10% 10% 50%
Comfort, Space, Price,
10% Price, 10% 30% Price,
40% Comfort, 20%
10%
Sector wise analysis
of different targeted
sectors and which
FIG. 17 MEDIA AND FIG. 18 GOVERNMENT FIG. 19 FMCG AND driver contributed
ADVERTISING MINISTRIES AND ORG. AGRICULTURE
to what percentage
BTC, 10%
Location,
20%
BTC, 30% Location,
BTC, 10%
Space,
of hotel bookings
Space, 30% 10% Location,
20% 40%
Price, Comfort,
Price, 10%
15% Space, 10%
20%
Comfort, Comfort,
Price,
35% 30%
30%
 Conversion Rates
1ST STAGE CONVERSION 2ND STAGE CONVERSION 3RD STAGE CONVERSION
Proposals sent Clients
Meetings done
8% onboarded
12.5%
16.67%

Did not agree Service not

Calls rejected to meet required
92% 87.5% 83.33%

Fig. 24 Total data of 1200 Potential Customers

Prospects Customers
Suspects 2% 0.25%
8%

Service not needed

90%
Service not needed Suspects Prospects Customers
Conclusion
Saturated Market

New Booking Policy is a hindrance

Awareness and Visibility- lacking in their

promotional activities

Lack of training sessions

Thank You