A REPORT ON THE INTERNSHIP

PROGRAMMEat

FIZZ E-VENTURES PVT LTD.

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

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

BACHELOR OF COMMERCEby

PRAVESH SHAH13-CO-235

Under the guidance of

Prof. K.T.Manivanan, M.com

Prof. P.V.SARAVANAN,M.Com., M.Phil., MBA

Department of Commerce (Shift –II)

Loyola College

Chennai 600 034

March 2016

CONTENT

CHAPTER NO

PARTICULARS PAGE NO.

CERTIFICATE

DECLARATION

ACKNOWLEDGEMENT

COMPLETION CERTIFICATE

I INTRODUCTION 1-8

II PROFILE OF COMPANY 9-21

III MARKETING MIX STRATEGIES 22-39

IV DAILY WORK REPORT AND STRATEGIES LEARNED 40-46

V UNDERSTANDING AND SUGGESTIONS 47-51

BIBLIOGRAPHY

ANNEXURE

DECLARATION

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

Shift – II Loyola College, is a record of an original work done by me under the

guidance of Prof. P.V.Saravanan, M.Com., M.Phil., MBA, Assistant professor,

Department of Commerce and this project is submitted in partial fulfillment of

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

of Commerce

PRAVESH V SHAHDate : 13-Co-235

ACKNOWLEDGEMENT

My sincere gratitude goes to all those who have helped, supported and

encouraged me during this internship program. My deepest Thanks to the guide

of the project Prof. P.V.Saravanan,M.Com., M.Phil., MBA for extending his

support and guiding me towards this project.

I express my thanks to the principal of Loyola college Rev. Fr. G. Joseph

Antony Samy, S.J, for giving me an opportunity to learn the importance’s of

internship training .My deepest sense of gratitude to Mr.Pragun Khemka and

Aditi Jalan ,the FOUNDER’S OF FIZZ E-VENTURES INDIA PVT LTD, for

his support and encouragement.

Thanks and appreciation to all the helpful people who trained me at FIZZ E-

VENTURES INDIA PVT LTD for their support. I would also like to thank our

college for providing me such a wonderful opportunity which helped me to

understand the various concept of the way marketing is carried out in

companies.

I would also thank my family, friends and everybody who directly and indirectly

helped me in completing the project successful.

CHAPTER 1 - INTRODUCTION

CHAPTER - I

INTRODUCTION

1 .1 DEFI NTI ON OF TRAI NI NG

In simple terms ,training refers to the imparting of specific skills, abilities and

knowledge to a trainee. A Formal definition of training ‘’it is any attempt to improve current

or future employee performance by increasing an employees ability to perform through

learning usually by changing the employee’s attitude or increasing his or her skills and

knowledge.

Training refers to the process of imparting specific skills. Training is the process of

enhancing the skills , capabilities and knowledge of employee for doing a particular job.

Training process moulds the thinking of employee and leads to quality performance of

employee .It is continuous and never ending in nature. Training is an organized activity

aimed at imparting information and /or instructions to improve the recipient’s performance or

to help him or her attain a required level of knowledge or skill

1 .2 DEFI NI TION OF INTERNSHI P TRAI NI NG

An internship is a system of on-the-job training that allows learners to gauge their

interest in a chosen professional area. Internships also provide real-world experiences instead

of second-hand experiences. For example, instead of studying farms in a book an internship

may allow an individual the chance to actually get their hands dirty (so as to gain insider

knowledge in a field) on real organic farm while planting, harvesting, working with

livestock and much more.

Internship experience plays a vital role for every student to implement their theoretical

knowledge and get a practical knowledge from any organization. For completing my B.com

degree, internship report is one of the parts at the final semester of Department of Commerce,

Loyola College, Chennai. This gives me the opportunity for gathering practical experience

and preparation of the report.

Software and IT service industry in India has crossed a long road over the last few

decades. It has matured. The industry no more remains at the sideline. It joined the

mainstream. Not only the industry is contributing significantly in the national income, but

also it has been playing very crucial role in creating high quality employment for a

sizable portion of young graduates of the country.

1 .3 B AC KG R O U N D :

I am the student of Commerce (Marketing) as a fulfillment of my B.com degree I have

completed my internship report. My honorable supervisor Prof. P.V.Saravanan assigned me

to prepare this report on “Internship Program at FIZZ”. This report is prepared based on

qualitative research.

1 .4 NEED FOR INTERNSHI P TRAI NING:

A growing number of universities now require students to complete an internship before

graduation. If I ran a university, I would seriously consider doing the same. Before we get

into why internships are so valuable, I’d like to take a moment to say not all internships are

created EQUAL.

App ly Wh at You L earned In th e Classroom

Regardless of how rigorous your university is, there are limits to what you’ll get out of your

coursework. Classes provide you with the theory, concepts, and skills central to your chosen

field, while labs and culminating projects encourage you to apply that knowledge.

What’s still missing is real-world application – the most important piece of all. By completing

an internship, you’ll have continual opportunities to apply, refine, and build upon what you

learned in the classroom.

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

Every job and every company is unique. By interning, you can identify whether a certain job

is right for you, while also gaining insight into the type of organization you want to work for

(e.g. big or small, profit or not-for-profit, laid-back or highly structured, etc.). Think of it like

test driving a car before you buy.

Netw ork w ith th e Righ t Peop le

What better place to make professional contacts that in a professional setting? Whether in

person or over the phone, interns regularly meet people in their target industry. Aside from

diversifying your network, some of this contact (like your internship supervisor) will be able

to attest to your work ethic and competencies in a way that professors can’t.

Get Th e Exp erienc e E mp loyers Wan t

There are millions of job seekers nationwide, yet 52% of companies report difficulty filling

positions. Of these companies, 47% say candidates lack the “hard” job skills or technical

skills necessary, and 35% say job seekers lack in experience.

Get the experience they crave by completing an internship. Better yet, complete multiple

internships.

Develop Your Prof essi on al Id en tity

Thriving with colleagues in the workplace is different than thriving with your college peers.

Use your internship to develop your workplace confidence, etiquette, and habits, and to

determine what type of worker you are, what motivates you, and what you need to succeed.

T ran sition To A Fu ll -Time Position

While not guaranteed, internships often end up in full-time job opportunities. Why?

Employers have already invested time and money training you, and they already know what

type of worker you are.

1 .5 SCOPE OF INTERNSHI P

1.Fu ll an d reali stic view of th e w orld -of -w ork :

All this time I was under the shelter of my parents and I had no idea about the work life. With

the help of internship I was very much able to figure out the work done in the real world. It

gave me realistic view about the work and the world-of-work. This place needs to be given

the whole attention by the person who is working on it.

2. I n t e g r a te s a c a de m ic p re p a r a t ion w ith p r a c ti c al a pp l i c a t ion a n d s k i ll d e v e lo p me n t in

t h e w o r kp lac e :

The experience, which I enjoyed the most seeing the academic knowledge matching with the

practical working at the work place. I understood even better the concepts, which were

thought with the practical application. This helped me to recall all my topics. At the work

place I developed my skill set, Skills like talking, way of dressing up, cold calls and many

more.

3. Acqu ire h ands -on w ork exp erience :

The world of work-of-work is very much different from the college life. Internship helped me

out to figure the work, which is done in real life with the real people and where the examples,

which we studies in college, comes true while working. The work experience gives a student

an exposure of to lead a life in a disciplined manner. The student gets to a world were there is

real work and learns how tackle customers.

4. Opp ortun ity to n etwork w ith p rof essi on als:

Working with friends on a college project is very much different than working with the

professionals who have been working in that field for quite a long time. This enhances the

student knowledge and learns from his superior the work to be dealt in the office. After the

student is out from the college he shall a network of people whom he desires to work with.

5 .Exp lore caree r op tio n s:

While doing internship the student works under one particular field with this the candidate

can decide what career he has to opt after his he finishes his college. The career is something,

which the students shall be defined with. The better the career option the better the students

get exposure. While I was doing my marketing internship I found out the skill sets in me and

which helps me to choose the career after I’m done with college.

1 .6 MY OBJECTIVE TO DO INTERNSHI P TRAI NI NG:

To gain college credits.

To fulfill a specific college major requirement.

To decide if a specific career is the right path.

To learn skills from someone experienced in a field.

To gain more confidence in current abilities.

To learn how to apply skills learned in books or a class

To meet others in a field.

To get experience before joining a job.

To get a wider scope to plan for my future.

To improve my skills of communication.

1 .7 METHODOLOGY:

The internship report plays a good role for me, because that gives me somehow practical

experience to implementation of the theoretical knowledge. Without adopting proper methods

it is difficult to conduct a successful research. The optimum outcome of the research depends

largely upon the adopting of the proper methods suitable to the research topic in the field of

investigation.

To prepare this report I mostly depend on the experience and secondary data beside this I also

use primary data. Company Insight, advertising, Catalogs of the Company brochures, books,

reports etc are the source of secondary data. Based on this information I prepare this

qualitative report.

1 .8 LI MI TATI ONS TO THE STUDY

In undertaking this study, a number of problems were faced. Thus the study has several

limitations. The limitations are:

a) L a ck of k n owl e d g e: As a student, in the marketing field, I have no past practical experience of data collection,

data processing, site visits, communication and presenting. So it is a limiting factor for

obtain accurate information.

b) L a ck of t i m e: For the time limitation I could not gather more information to justify exact condition. The

time constraints are limiting factors.

c) S m al l s a m p l e s i ze: The company usually where restrictive I giving exact inner details about the company. The

small sample size of the data given to me by the company are limiting factors.

d) N o p a y : The company where I worked didn’t pay me for the work done by me. Moreover I

wasn’t even given allowances.

e) C u s t o m ers w i l l i n g n e ss : Most of the customer of the company and employee were not willing. So, they could not

give me enough time to answer to all my questions. Also they are not willing or afraid to

provide appropriate data.

1.9 CHAPTER DETAI LS:

This report would include following details

P ROFILE OF F IZZ

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

product / social commitment / SWOT analysis etc )

MARKET ING M IX ST RATEG IES OF F IZZ

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

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

promotion strategies)

DA ILY W ORK REP ORT AND STR ATEG IES LEARNED

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

learned)

UNDERS TAND IN G A ND S UGGEST IONS

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

CHAPTER 2- PROFILE OF COMPANY

CHAPTER IICOMPANY PROFILE

2.1 ABOUT FIZZ :It’s a next-gen lifestyle mobile app that brings you the best discounts and loyalty rewards

completely on the go. No more pre-purchasing and printing vouchers.

FIZZ has created something extraordinary. You can have the best deals and offers at your

fingertips. But it’s not just another discount app. It has curated a special set of partnerships to

give you the perfect balance between the new and the familiar. Whether it is that new karate

class you’ve been meaning to check out or that restaurant you love, they have got it all!

It doesn’t just stop there. The app is specially designed to make payments as effortless and

seamless as possible. User can now have the ease of receiving the bill on his/her phone!

Decide how you pay and keep a track of all your expenditures on the app. All this and more,

only with FIZZ. Say goodbye to printing vouchers and say hello to the future.

2.2ACHIVEMENT:Awarded 3rd place at startup weekend Chennai 2015 powered by Google for Entrepreneur and

sponsored by PayPal.

2.3 KEY PERSONNEL OF FIZZ :

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

Position at FIZZ: Co-Founder/ Functioning ActivitiesPragun Khemka

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

Position at FIZZ: Co-Founder/ Creative Team

Aditi Jalan

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

Position at FIZZ: Business Alliance / HR

Bharni

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

Position at FIZZ :New Business Development Executive

Mahendran

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

Position at FIZZ :New Business Development Exec

Mathan.P

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

Position at FIZZ:New Business Development Exec

Manoj

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

Position at FIZZ :New Business Development Executive

ArunGajendran

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

Position at FIZZ :New Business Development ExecAshwin James

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

Position at FIZZ :New Business Development Exec

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

Position at FIZZ :New Business Development Exec

Gautham

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

Position at FIZZ :ioS App DeveloperJashwanth

Deepan

2.4 COMPANY HISTORY:

Pragun Khemka perused his master in Bachelor of Science (BSc) Hons, Business

Management, 2011 – 2014 from King’s college London. On completion of his course he came

back to India.

The blood of an entrepreneur was always in him; his grandfather moved down towards

southern India at a very young age to earn a living, his father at the age of 22years started his

own aircraft company with 30 fleets. Being a part of such majestic legacy, the urge to own a

business was instinctive. His father never wanted his son to join his office and was always

keen on wanting him to do something else on his own. Inspite of him being nebulous to which

path to follow, Pragun was determined and confident to set up his business in India. He

believes opportunities in India are great and after all this is where his entire roots come from.

His father once told him “Every idea is business whether it is pin or plane”. This incident

made him explore various business opportunities. Soon Pragun started his chase, towards his

entrepreneurial ventures. Initially he had various ideas which could be converted into a

business model. Being a recent graduate he always understood problems faced by fellow

student community and wanted to do something for them. He came up with an idea of service

apartment exclusively for students, on doing further more in depth research he serendipities

an idea of student discount card perhaps this was inception to FIZZ.

One fine day he meet his friend at coffee shop, who perhaps happened to be on the same page

with pragun’s idea; she was Aditi Jalan co-founder, who recently had graduated from

University of Warwick, United Kingdom. Now the idea was getting reified day after day.

Soon after being confident enough to shape their ideas into business model they came up with

a name and coined it as “FIZZ” which sounded more energetic, powerful, and refreshing.

However the entire process was challenges and time consuming. The only way to overcome

it was by meeting right people, exploring different things , being patient, and being

persistence.

They both strongly believe in what they say, “Don’t follow the trend, let trend follow you”

2.5 CULTURE:

This organization is one of the most disciplined organizations with a distinctive culture.

People here believe in shared meaning, shared understanding and shared sense making,

they can see and understand events, activities, objects and situation in a distinctive way.

They mould their manners and etiquette, character individually to suit the purpose of the

needs of the customers who are of paramount importance to the company. The people in

the organization see themselves as a tight knit team that believes in working together for

growth.

The culture they belong has not been imposed; it has rather been achieved through their

cultural conduct.

2.6 WORKING EMPLOYEES OF COMPANY

At Present there are 20 employees working for the company.

2.7 VISION:

To be the best Organization in given domain in terms of efficiency, capital adequacy, asset

quality, sound management and profitability having strong liquidity.

Available-

All customer should be able avail its service.

Affordable-

All income group people must be able to use it.

Accessible-

It should be within convenient place from their place of work or home.

2.8 MISSION

To ensure quality of the products.

- To promote technology

To provide excellent quality services

To maintain business ethics

To maintain the delivery just in time.

- To improve Merchant’s business.

To satisfy the customers’ needs and wants.

2.9 OBJECTIVE:

To follow the highest ethical standards.

Total committed to the needs of customer.

To be pioneer in the field.

Continuous improvement of all work process.

2.10 THE MAIN ACTIVITIES

FIZZ focuses on getting user the best discounts with virtually no effort at all. It is offering

users a platform that gets them offers instantly without the hassle of pre-purchasing, printing

vouchers and carrying loyalty cards!

It offer a variety of hangouts across 7 categories - Food & Drink, Beauty & Spa, Retail,

Entertainment, Health & Wellness, Services and Education. To avail, the user first select

his/her favorite offer and hit the 'Request Bill' button. The cashier would then prepare the

discounted bill and have it sent to your FIZZ app.

User can then choose to pay using debit/credit card, net banking or Pay TM, MobiKwik, Jana

Cash & Jio Money wallets. It also provides users the additional option to pay with cash!

Effortless offers, loyalty rewards and payments at your fingertips.

Despite of the stiff competition in the market the company availed to maintain its increasing

growth tendency as well as market leadership.

How it

2.11 SOCIAL COMMITMENT

It is also another great pleasure to mention that company is always tried to contribute in

every aspect in the development of the country. During the year contribution in the

wellbeing of the nation, company organized directly and in same cases by provided the

financial and technical support to help the society through the development of education,

environment, sports and cultural sector of the nation. During the Chennai flood (Dec2015)

company contributed its resources in the fullest and best possible manner towards

regenerating the city and its effected people.

2.12 OUR PARTNERS :

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

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

\

CHAPT E R - 3

MARKET I N G M I X ST A R T E GY

CHAPTER IIIMARKETING MIX STARTEGY

3 .1 WHAT IS MARKETI NG ?

Marketing is the management process through which goods and services move from concept

to the customer. As a philosophy, marketing is based on thinking about the business in terms

of customer needs and their satisfaction. Marketing differs from selling because selling

concerns itself with the tricks and techniques of getting people to exchange their cash for

your product. It is not concerned with the values that the exchange is all about. And it does

not, as marketing invariably does, view the entire business process as consisting of a tightly

integrated effort to discover, create, arouse, and satisfy customer needs.

3 .2 WHAT IS MARKETI NG STRATEGY?

A marketing strategy defines objectives and describes the way company going to satisfy

customers in own chosen markets. It does not have to be written down but it is easier

to communicate to outsiders. Marketing Strategy includes –

Marketing Mix

Target Market

Competition

The Marketing mix is a set of four decisions which need to be taken before launching any

new product. These variables are also known as the 7P‟s of marketing. These seven

variables help the firm in making strategic decisions necessary for the smooth running

of any product / organization. These variables are

3 .3 MAR KE T I N G M I X :

PRODUCT :

Product and Service is the main item for an IT firm. Therefore Product is also the first

variable in the marketing mix. Product decisions are the first decisions which need to take

before making any marketing plan. A product can be divided into

three parts - The core product, the augmented product and the tertiary product.

PRI CE:

Pricing of a product depends on a lot of different variables and hence it is constantly

updated. Major consideration in pricing is the costing of the product, the advertising and

marketing expenses, any price fluctuations in the market, distribution costs etc. Pricing

affects the targeting and positioning of a product.

Pricing is used for sales promotions in the form of trade discounts. Thus based on these

factors there are several pricing strategies, one of which is implemented for the marketing

mix.

PLACE:

Place refers to the distribution channel of a product. The place where the product is

distributed depends on the product and pricing decisions, as well as any STP (situation/

target/ proposal) decisions taken by a firm.

PROMOTI ON:

Promotions in the marketing mix include the complete integrated marketing communications

as well as sales promotions. If the product is completely new in the market, it needs brand /

product awareness promotions, whereas if the product is already existing then it will need

brand recall promotions. Promotions also decide the segmentation targeting and positioning

of the product. The right kind of promotions affects all the other three variables – the product,

price and place. If the promotions are effective, a company might have to increase

distribution points, might get to increase the price because of the rising brand equity of the

product, and the profitability might support a company in launching even more new

products.

PEOPLE:

All companies are reliant on the people who run them from front line Sales staff to the

Managing Director. Having the right people is essential because they are as much a part of

your business offering as the products/services you are offering.

PROCESSES:

The delivery of your service is usually done with the customer present so how the service is

delivered is once again part of what the consumer is paying for.

PHYSI CAL EVI DENCE :

Almost all services include some physical elements even if the bulk of what the consumer is

paying for is intangible. For example a hair salon would provide their client with a completed

hairdo and an insurance company would give their customers some form of printed material.

Even if the material is not physically printed (in the case of PDF’s) they are still receiving a

“physical product” by this definition.

3 .4 RELATED MARKETI NG MI X WITH FI ZZ:

1 . P R O DUC T:

Fizz e-Venture Pvt Ltd, is a lifestyle mobile application which facilitates various services

across different categories such as food and drink, Beauty and spa, retail shops,

entertainment, health and wellness, services, and education. All this is possible through its

mobile app which is available for android and apple users. Thus the product which the

company sells is a service which can be rendered through its mobile app.

2 .PRI CE:

The application is available for free of cost both for users as well as merchants i.e zero

cost set.

The users are being benefited by getting a discount on their purchase.

Whereas for merchants fizz does brand promotion and enhance their market visibility

by charging a certain percentage of commission, for each sales occurring through fizz.

Thus price various accordingly with each merchant.

3 .PLACE:

The Fizz office is located at T.nagar.

The app is available at Google play store and App stores.

To avail the benefits provided by fizz the user must visit the merchants place as

mentioned in the description.

4 .PROMOTI ON:

Fizz itself does brand promotion for other brands, but when it comes to promoting its own

brand fizz use various ways to attract its target audience in the market, namely by

Newspaper Ads

Tv Commercials

Radio Ads

Vouchers

Online marketing

Social media Campaigns

Conducting event at public places, colleges, schools etc.

5 .PEOPLE:

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

Fizz employees

Users

Merchants

6 .PROCESS:

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

Sales Policy Procedures provide the critical interface between your company and your

customer. Besides being the company representative to the customers, sales must also apply a

process approach to setting targets, measuring results, then making corrections and implement

improvements.

S ALE S CAL L MANAGEMENT PROCEDU RE

1. PROS PECT FOR LEADS

You can't prospect effectively without knowing all about your product(s). If you don't

understand the product, how could you know who will want to buy or sell it?

2. S ET AN APPOINT MENT

It's time to use those leads you collected in stage 1. Many salespeople prefer to cold call over

the phone, but you can also call in person, send email or even mail out sales letters.

3. QUALIFY THE PR OS PECT

The qualification stage usually takes place at the appointment itself, although you can also

qualify briefly during your initial contact. The idea is to confirm that your prospect is both

able and potentially willing to buy your product.

4. MAKE YOU R PRES ENTATION

The presentation is the core of every sales cycle, and it's probably where you'll invest the

most preparation time. Keep in mind that you're not just selling your product... you are also

selling yourself! You represent your company, so appearance counts.

5. ADDRES S THE PROS PECT'S OB JECT IONS

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

6. CLOS E THE S ALE

Once you've made your presentation and answered your prospect's questions and objections,

it's time to ask for the sale. This is the second-most neglected stage of the sales cycle... which

is especially sad given that it's probably the most critical one.

7. ASK F OR R E F ER R ALS

This is hands down the most commonly neglected step. Too many salespeople are so relieved

to get a sale that they grab their things and race out the door the second they

get the chance, for fear the prospect will change their mind!

PROSPECT FOR LEAD

SET AN APPOINTMENT

QUALIFY THE PROSPECT

MAKE YOUR PRESENTATION

ADDRESS THE PROSPECT'S OBJECTION

CLOSE THE SALE

ASK FOR REFERRALS

7.Physical Evidence:The company uses various types of physical evidence such as:

Broachers

posters

Bookmarks

Vouchers

Power point presentation

Fizz- Tshirts

Source: fizz’s Facebook page

Source: Fizz’s Facebook Page.

3 .5 MARKETI NG STRATE GY:

Marketing strategy is a process that can allow an organization to concentrate its resources

on the optimal opportunities with the goals of increasing sales and achieving a sustainable

competitive advantage. Marketing strategy includes all basic and long- term activities in the

field of marketing that deal with the analysis of the strategic

initial situation of a company and the formulation, evaluation and selection of market-

oriented strategies and therefore contribute to the goals of the company and its marketing

objectives.

3 .6 DEVELOPI NG A MARKETI NG STRATEGY:

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

fill market needs and reach marketing objectives. Plans and objectives are generally tested

for measurable results. Commonly, marketing strategies are developed as multi-year plans,

with a tactical plan detailing specific actions to be accomplished in the current year. Time

horizons covered by

the marketing plan vary by company, by industry, and by nation, however, time horizons are

becoming shorter as the speed of change in the environment increases. Marketing strategies

are dynamic and interactive. They are partially planned and partially unplanned.

Marketing strategy involves careful and precise scanning of the internal and external

environments. Internal environmental factors include the marketing mix and performance

analysis and strategic constraints. External environmental factors include customer analysis,

competitor analysis, target market analysis, as well as evaluation of any elements of the

technological, economic, cultural or political/legal environment likely to impact success. A

key component of marketing strategy is often to keep marketing in line with a company's

overarching mission statement.

Once a thorough environmental scan is complete, a strategic plan can be constructed to

identify business alternatives, establish challenging goals, determine the optimal marketing

mix to attain these goals, and detail implementation. A final step in developing a marketing

strategy is to create a plan to monitor progress and a set of contingencies if problems arise in

the implementation of the plan.

3 .7 M A R K E T I N G P R O M O T I O N STRA T E R G I E S O F F I ZZ : 1) Digital marketing

a) Website enquiry – www.fizz.in

b) Bulkmails – sending 10,000 mails in a day c) Google Ad words

d) Social media – Facebook, Twitter, Instagram , Linked in , Google plus, Youtube. etc

e) Streaming on radio – Chennai Live 104.8

2) Hoarding

a) Site hoarding b) Dividers

c) School hoarding d) Vouchers

3) Newspaper advertisement

a) Times of India, The Hindu, Indian Express. b) Local area newspapers

c) Pamplets distribution d) Book marks

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

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

6) Conducting and sponsoring Event at Colleges, Schools, Malls, Merchants place etc.

7) Distributing Free Fizz Merchandise.

8) Loyalty Programs

9) Press conference / Press release.

3 .8 PRI CI NG STRATEGY:

Price is the only revenue generating element of the marketing mix. So for any

organization determine the price of the product plays a major role of success. As Fizz is

totally a new concept in Chennai should determine the price of their product very sensitively.

As Fizz is India’s first Student friendly discount app, they take the first mover advantage.

They followed the price penetration strategy to enter into the market. The practice of ‘price

penetration’ involves charging a relatively lesser price for a short time. The objective behind

choosing penetration strategy is to “penetrate” the customers and inculcate a habit of using

fizz in them. On the other hand when a new company comes to a new market they have to

bear a large amount of initial expenditure. However to regain those initial expenses ,

company has to be in market for longer run, that is why in this situation they always try to

charge l o w price for their product.

3 .9 TARGET AUDIENCE:

Targeted Group for Fizz is wide and open to all, here are few characteristics which the

targeted group should have:

Lives in Chennai as of now.

No age limited, but majorly teenagers who love exploring things.

Interested in try out different technology.

Who have a basic smart phone and internet facility.

Who is or had used any of our competitor’s products.

Who wish to get better deal for the same product, which he would otherwise purchase

without fizz, i.e Discount

3.10 Competition Analysis

Company Name: LITTLENo.of Downloads:1,00,000

Company Name:CLOZERNo.of Downloads:1,000

Company Name:TOASTNo.of Downloads:1,000

Company Name:NEARBY INDIA PVT LTD (GROUPON)No.of Downloads:5,00,000

The3.11SWOT Analysis:The SWOT Analysis of Fizz E-Venture Pvt.Ltd is as follows:

Dedicated staff, Key leadership, Quality employees.

Enjoyable Working condition

Good Financial Condition.

Young and energetic Team, right from its founders.

Teams Led by Democratic Minds.

The idea itself makes fizz unique.

Offering a product of daily use.

Student Friendly product

Cash as well as Online payment option.

Portable product

Technology making life simpler.

Low cost marketing involved

Zero set up cost for users and merchant

The track record of BBCL (investors of fizz).

STRENGTHS

Completion on time.

Flexibility and the ability to shift markets.

Integrated or standardized operating procedures.

Internal controls.

Less promotional activities

Lack of defined goals.

Lack of strategic planning and goal setting.

Lack of unity among employees/leadership.

New Markets.

Poor training programs.

Quality control.

Weak backend team

Low sales quotas

Lack of initiating voluntary responsibilities.

Limited options available.

Equipment and software upgrades.

Expedition training.

Expanding product line

Promotional activity planning

Joint ventures.

Increase transaction occurring through fizz

New Data handling software.

Technological factors

To expand in other cities as well.

Very few competitors in market of same domain.

Opportunity to make strong hires.

Employee turnover.

Losing Merchants.

Merchants unaware of Technology

Merchants resisting to adapt Fizz

Changing buyers behavior

Loss of a key employee/owner.

Changes in policies by Government.

App losing its data

Minimum download of app

Profitability continuing to decline.

Rising operational costs.

CHAPTER- 4

DA ILY WORK REPORT

AND

ST R ATEGI E S

CHAPTER IVDAILY WORK REPORT

NATURE OF JOB :

I have worked under the Sales & Distribution Department. During this period I had been

assigned to work as a Sales Executive to prepare daily sales and collection report to

respective personnel. My other responsibilities included Forecasting & processing weekly

sales.

SPECI FI C RESPONSI BI LI TY OF JOB ROLE:

Snap shot of my job responsibility:

1. Maintain a data base.

2. Making cold call

3. Fix an appointment

4. Daily sales and visit report

5. Attend team meeting

In the beginning, I was assigned to a sales team where I do lots of activities. This was really

effective for me because my product knowledge was poor when I get joined in Fizz. After

getting the proper training I became more confident.

M AI N TAIN D ATAB A S E:

My boss advised me to maintain a potential customers database. I have followed the

instruction of my boss and start maintaining a database where I had different organizations

phone number as well as the top level management contact details. I have made this

database by the help of justdial, zomato, my known peoples visiting cards, relatives reference

and so on.

MAKI NG COLD C ALL :

From my potential customers data base I do call at a regular basis. This technique

was really effective because whenever I make a call they are getting my number so they

can easily communicate with me for any clarifications. It is a very good way of making a

strong network.

FIX AN A PPOINT ME NT

After making a cold call I fixed an appointment with my respective customer. Though

sometimes it is difficult to take an appointment from the top level management but somehow

I managed it. By the help of appointment I have got chance to describe my product and show

them the demo of our product. I always tried to make my meeting effective and come up with

the interested customers tentative date of purchase.

DAIL Y S ALE S AND V IS IT REPORT

Back at office, we had to make a report on the specific client and their requirements. It was

mandatory to send a regular visit report to my supervisor. Visit report contains customer

name, address, contact number, e-mail address, whether he is interested or not, if not then

what is the reason and so on.

ATT END TEAM MEETING:

Every day morning, our whole direct Sales team used to sit together and made plan for the

day. There were 10 Sales Executives and we had a sales target to meet. For one week, the

whole team needed 60 Clients to meet the goal.

Our supervisor usually provides the Potential list of clients, and we had to make appointments

with them. Then we had to visit the clients’ office and sit with them to close the sales deal.

It is must to attend in a team meeting. My supervisor gave us the proper guideline about

our visit, at first he asked us where we are going today. Which organization we will visit? If

any of our employee needs any help for particular day we directly pass it to him and he

tried to help us out accordingly. In every week we had a meeting with our direct sales

manager. He gave us some techniques about a good sale. After attending his meeting I

became more motivated.

As FIZZ is a new company, it still considers this stage as R&D. The company is still

learning and trying to cop in the market. The company initially evaluates the performance on

the basis of the Reporting supervisor. Also in the workplace, how the employees are get along

with each other is being observed. The KPI (Key Performance Indicator) of direct Sales

Department is yet to be Determined.

DAIL Y WORK RE PO RT AND ST RATEGIE S LEARNED

I was asked to come to the Fizz head office which is located at T.nagar. Met the MD

of the company. Had a conversation about the outline of the company. Understood

and made points about the company. Understood my job role and clarified all queries

related to it. Meet other staffs of the company. (INDUCTION TO FIZZ AND

PEOPLE MIX)

I was introduced to the company, where I was asked to download the fizz app and

check out all it features; functioning, and give my response with for the same.

(UNDERSTANDING THE PRODUCT)

Studied in detail about the company and was given a presentation about the products

they deal with in the company. (STUDY ABOUT THE COMPANY AND

PRESENTATION SKILLS)

Downloaded competitors app and analyzed how they function, also noted the pros

and cons of each of them. Understood how fizz stands unique from them, and how

can fizz implement new features for better customer experience. (COMPETITIOR

ANALYSE)

Given a demo on how sales pitch is done during interaction with merchants as well the

customers (HOW TO COMMUNICATE WITH THE CUSTOMERS)

Given basic tips and guidelines which is to followed during interaction with customer

or merchant. It includes points such as properly dressed, being polite , answering

smile and so on. (WHAT MANNERS SHOULD FOLLOW WHEN

COMMUNICATE WITH A CUSTOMER)

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

includes methods like introducing the benefits of the product, highlighting the

problems which the product could solve (HOW TO ATTRACT/INFLUENCE A

CUSTOMER)

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

(HOW TO BEAT THE COMPETITORS)

Learned the method of setting commission percentage for various merchants ,

however it varied accordingly (HOW TO FIX THE PRICE)

Learned the most challenging and important skill of negotiation or bargain with

merchants (HOW TO SELL/BARGAIN WITH MERCHANTS)

Visited various restaurants, salon, retail stores in and across Kilpauk, Nungambakkam,

T.Nagar, Anna Nagar, Chetpet, Egmore and others for sale call (SALES CALL)

Made calls to owner, managers of restaurants and tried fixing an appointment with

regards to fizz (FIXING APPOINTMENTS)

Did installation of admin panel software at merchnats place and educated him how to

use it.(ADMIN PANEL INSTALLATION)

Randomly went to restaurants and tried meeting manager or concerned authority with

regards to fizz (COLD CALLING)

Got to know when would be the right and apt time for promoting the product with the

targeted audiences, i.e for colleges: Fest and event , for others: events conducted at

malls, fairs or other public places. (WHAT ARE THE TIMES OF PROMOTING

PRODUCTS)

Learned different ways or methods of promoting the product and services. Adapted

few for fizz. Also came up with few new concepts during Team meetings and

discussions. (HOW TO PROMOTE PRODUCTS)

Made list of colleges and universities and other public place were fizz could promote

itself. Contacted event head of various college for sponsoring their college events.

(CONTACTING POTENTIAL SPONSORS)

Put into use my designing skills and managed to design t-shirt, posters, vouchers,

coupons codes, bookmark etc (DESIGNING T-SHIRT , POSTERS, VOUCHER)

Sent mails to merchants about fizz and its benefits , also sent initial grab mails to

interested merchants. (MAILING DOCUMENTS TO MARCHANTS)

Discussed and learned different way of marketing and promotion. Also Looked what

other company do to market their product (MARKETING AND PROMOTING

EVENTS)

Designed and wrote post for social media platform and other podium where it would

give fizz an opportunity to serve its purpose (WRITING AND POSTING ABOUT

EVENTS)

Decided and came up with a budget to carry out the marketing program

(MAINTAINING BUDGET OF EVENTS)

After knowing the budget , various ways of marketing strategies were noted and for

the same quotations from different producers, dealer were collected (QUOTATION

FROM DIFFERENT SELLERS)

With the help of fellow team mates framed feedback form for both customer and

merchant (PREPARING CUSTOMER AND MERCHANT FEEDBACK

FORMS)

Every day the executive sheet was been updated, it included name, number ,address,

reason and other details of merchants (UPDATING EXECUTIVE DATA SHEET)

Merchants those who said to remind later were being called back; others were

followed up (FOLLOW UP CALLS)

Merchants those who partnered with Fizz, their settlement reports were maintained. It

includes sale transactions. (PREPARING SETTLEMENT REPORTS)

Collected and gathered student email ids from different colleges and maintained it into

excel sheet (COLLECTED STUDNT DATA)

Top management framed rules and regulation which were meant to be followed by all

fizz employees. I document it and circulated amongst the team members.

(DOCUMENTED COMPANY RULES AND REGULATIONS)

CHAPT E R 5 - UNDE R ST A N D I NG AN D

SU G GES T I O NS

CHAPTER VUNDERSTANDING AND SUGGESTIONS

PERSONAL OBSERVATI ON

This internship was the most important and unforgettable experience of my college life

because I learned so many things and it was the first work experience. It was very much

helpful in organization skills and communication skills.

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

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

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

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

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

customers politely.

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

understanding how my job will impact business results.

7. Gaining knowledge about internet and social media marketing.

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

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

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

RECOMMENDATI ON TO THE FI RM

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

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

this may be the first experience for him’

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

employee

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

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

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

projects.

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

projects.

SUGGESTIONS TO IMPROVE INTERSHI P

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

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

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

gain more experience and skills which will motivate the students.

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

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

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

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

and he will be motivated towards working.

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

companies outside the city where internship can be done.

CONCLUSI ON

FIZZ is a new and exciting company, I got an opportunity to work as a sales executive. The

internship has given me more plans for my career. It gave me an Experience in the field of

marketing for a month. I came to know about various Courses and Career

Opportunities.

It was interesting to see how site works more ideally, how an intranet works, how it is

vital to be very careful on the smallest detail. It was a great learning experience with a team

working on a particular real time project and at the same time it was even challenging as well

as joyful to work in the new atmosphere with new people.

Through this internship process, I understood that in the field of marketing many researches

are yet to come and employment opportunity going to be mounted up to new level. The

marketing industry will continue to demand knowledgeable professionals in advertisement

application and other fields.

This report contains all major information like the operation and function of FIZZ’s, different

sales channel and business activities. I also observe the activities of Sales & Distribution

Department of FIZZ and present my observation and suggestions regarding “Sales and

Distribution of FIZZ.” At the end of this report I am supposed to say that Fizz has great

involvement and contribution in the development activities of Chennai through employment

generation, enhanced customer experience by reshaping their purchase pattern etc.

BI BLI OGRAPHY

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

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

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

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

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

www.slideshar e.com

www.prof essi onalac ade m y.com

w w w. f i z z .in

ANNEX URES

DESIGNEDFIZZT-SHIRTSFORFIZZTASTICPEOPLE

VOUCHER COUPEN FOR LUCKY CUSTOMER

FIZZ POSTERS FOR DIFFERENT SOCIAL MEDIA PLAT FORMS

MERCHANT FEE DBACK FORM

DATE: TIME: AREA:

Outlet Name :Contacted Person :Designation :Contact Number :

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

2) How comfortable were users while using the app?

3) During transaction process did you face any difficulty?

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

5) Are you happy with settlement process?

6) How has fizz helped you?

7) Any suggestion / improvement?

SIGN A TURE E-CODE:

Name

Email ID

Mobile number

CUSTO MER F EEDB ACK FO RM – B ETA TESTI NG

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

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

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

4) What bothered you while using the app?

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

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

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

8) Are you excited to use the app again?