Customer Acquisition and Brand awareness of

Connect2India through business development,

Sales & negotiation

Name of Student: Aritra Banerjee

Roll No: 128
Faculty Mentor: Prof. Arpan Anand
 Industry Background & Company Profile
● The export and import sector of the Indian economy has proliferated for many years and has achieved $125
billion in revenue this financial year.
● B2B marketplaces for export and import in India still remain opaque and vague, and it can be hard to find
the best deals online or even offline. The industry also involves transport companies and the worldwide
network of ports, rail terminals, truck depots, and airports through which merchandise passes.
● Connect2lndia is an integrated platform looking to enable Indian SMEs to grow their business overseas
through our expert help in exporting their products to the international markets. They are an end-to-end
global trading platform which offers a variety of packages to help Indian SMEs go global.
● C2I is a startup and four years old company with 50 employees and ten members core team.
● C21 is a medium sized company with an annual turnover of 5 million.
● Right now, Connect2lndia holds around 7-8% of the current market share and its competitor Ali Baba holds
the largest share in services provider for export/import with a share of 45%, followed by IndiaMart at 35%.
 Roles & Responsibilities
● The role is to work with the marketing and sales team that increases sales for our company.
● Give ideas that are creative to improve the company service packages
● Convince a client to Purchase our services.
● Get the appointment of prospective client and visit to customer places for meeting.
● Build a healthy relationship with our clients to generate more and more revenues in the
future.
● Handel customer objection and negotiate with them.
● Value Chain analysis for Connect2India to improve import-export procedures
 Project Objectives
 To Develop the Sales process to increases sales for the company
 To make a different sales pitch to our clients over the call (Indirect Selling)
 To study and analyze the aspects of import-export procedures.
 To get deep insight on how we can create our Presence in the Market by customer
acquisition and convincing them to experience our Services.
 To convince our clients to upgrade their business outsourcer package to prime package for
Business Enhancement.
Process Methodology
Primary Data:-

 Direct interviewing: I have collected information from the CEO, International Trade Director and
operation team to find out the problem arising the old sales process and trade part

 Personal communication: I have collected information through personal communication with the
clients, sales team, operation team, and managers.

 Observation method:  I worked in sales and operation departments to every department to observed
the company service packages that they are an offer to clients.
“
Project Observations/ Findings

• Identified the problem arising the old sales process by handling the customer objection and take follow up of
the client
• The SME’s are highly dissatisfied due to false promises and highly cost packages offered by Connect2India.
• Packages cost that company charged from the clients is not justified because most the client only needs
buyer, not our digital platform that we charged for so much money.
• There is a lack of coordination between Sales and Operations team for re-design the process of their works
• Connect2India is in contact with the Foreign SME Council and becomes a registered member of the Trade
Council so that they can stand out from their competitors
• Connect2India do not have a tie-up with customs house agent for every city port. For that when trade team
give the price quotation to the client's product price for Fright of board and Cost insurance freight cost, they
have faced many problems.

6
Describe the process
 Old Process of Selling

First Second Third Last

Contact Qualify Pitch Close

 New Process of selling

First Second Third Last

Prescribe Solutions Confirm and take

Build Relationship Identify Needs Through Pitch payment
Achievement
 Understand the Export and Import Sector in India
 Got knowledge of how the organization functions
 How to interact with clients.
 Understand the client’s perception.
 Handling client queries and objections
 Understood the functioning of organizational hierarchy
 Understood the process of import and export in Connect2India
 The recommendation helped to Develop the Sales process and trade process for the company
 Revenue generates 3 lakh and 30 thousand by selling packages for Connect2India.
Thanks!
Any questions?