1. 1
ACKNOWLEDGEMENT
I take this opportunity to express my profound gratitude and deep regards to my guide Prof.
Ravindra M. Gadgil for his exemplary guidance, monitoring and constant encouragement
throughout the course of this thesis. The blessing, help and guidance given by him time to
time shall carry me a long way in the journey of life on which I am about to embark.
I also take this opportunity to express a deep sense of gratitude to my company guide Mr.
Pravin Gadge, Sales Manager – Buytestseries.com, for his cordial support, valuable
information and guidance, which helped me in completing this task through various stages.
I am obliged to staff members of Camplace Pvt. Ltd., for the valuable information provided
by them in their respective fields. I am grateful for their cooperation during the period of my
project.
Lastly, I thank almighty, my parents and friends for their constant encouragement without
which this project would not be possible.
Vaibhav Jain
3. 3
TABLE OF CONTENTS
Contents Page No.
Acknowledgments
Completion Certificate
Introduction
Objective of the Study
Company Analysis
Tabulation
Findings
Summary
Recommendations
Limitations of the Study
Scope for future improvements
Appendices
Bibliography
1
2
4
6
7
15
17
19
20
21
22
23
25
4. 4
INTRODUCTION
In India majority of the students need external guidance to excel in competitive examinations
and thus various educational coaching institutes who have experienced as well as very
learned faculties that can help the students to prepare for competitive examination. These
Institutes not only prepare students through teaching but also by conducting regular tests
which help students to handle the pressure the real time environment of test.
With the advancement in technology educational sector especially in competitive exams have
become completely online, like Common Admission Test (CAT), Graduate Management
Admission Test (GMAT), JEE (Mains/Advance) and many more are now conducted online.
Therefore, Institutes which coaches students for competitive examinations have also taken
measures to change their exam-taking pattern so as to assist students in giving clarity about
the complexities of these online exams.
Still in our country many educational coaching institutes do not have the capability to take
online tests, as it needs a dedicated technical team, for developing as well as maintaining
tests. Some Institutes find it to expensive to have online tests available with them.
Seeing this need of the Institutes towards competitive examinations Camplace Pvt. Ltd. and
Talentick IT Solutions Pvt. Ltd. launched and e-commerce portal Buytestseries.com for
educational coaching institutes which not only provide them a platform to get their institutes
details listed over the website which will help them in increasing their reach. The e-
commerce portal of buytestseries.com also caters to those institutes who have offline test
series and want to convert it to online test series and to those who want admission assistance
for their institute.
This internship not only gave me an exposure to the industry but also at the same time it gave
me enough ambits to use my analytical abilities. The analysis and advice presented in this
Project Report is based on the customer’s behavior based in Pune and expectations from the
product offered by buytestseries.com i.e. which type of services they prefer, their queries
related to services or what are their requirements pertaining to e-commerce portal. The
project as a whole is divided into two parts.
The primary part of this report gives an understanding about aggressive exams drilling
focuses and their different viewpoints, the Company Profile, Objectives of the study.
Likewise it will give a brief thought to the per user as by what method can an e-business
entrance could help the training focuses in expanding the income era.
5. 5
Secondary part of the report contains subjective research as how the quality expansion was
finished by me in organizations' ebb and flow procedures to enhance its administrations, open
doors, future prospects proposals for instructing class & the issues and difficulties confronted
by me while leading task.
6. 6
OBJECTIVE OF THE STUDY
1) To procure new customers for buytestseries.com from Pune, Maharashtra.
2) To understand the requirements of the customers pertaining to online test series, online
listing and online admission support through a questionnaire.
The roles assigned to me were,
1. Identifying market leads for the sales of products and generate revenue.
2. Visit Institutes and illustrate about the products of the company by a demonstration.
3. Follow up on the closure of the deals
4. Build online visibility about the products to generate inbound queries
7. 7
COMPANY ANALYSIS
BuyTestSeries.com is an ecommerce portal dedicated for the sale and purchase of practice
test series for competitive exams. It also provides all information about coaching institutes in
different cities across India to help them increase their visibility and admissions.
The portal connects different types of providers like coaching institutes and test providers
with students, working professionals or any individual appearing for competitive exams.
Also, providers can attract more individuals to enroll for their coaching facilities.
BuyTestSeries.com differentiated its customers on four different aspects.
1. Online Test Series: In this section of the website educational institutes sell their test
series for various examination like CAT, Bank etc. Because of the advancement and
adaptation of technology is increasing, so many exams are no more pen paper based.
Online examination has changed the way to prepare for examination; online test series
help students to prepare in the same way examination going to take place.
Figure 1
8. 8
2. Online Courses: Online course helps in distance learning where student wants to
have courses sitting at home from a particular institute/author. He can purchase this
online course from BTS. Figure 2 shows how online courses can be viewed on the
website.
Figure 2
9. 9
3. Coaching Classes: In this sections listing of coaching classes is done, means full
description of coaching institute of different areas in different cities is given. This full
description includes institute logo, contact details, images, about institute, faculty
details with their pictures, online courses and online test series provided by this
institute, batches information & reviews of students. Figure 3 & Figure 4 shows how
coaching classes are listed on website.
Figure 3
11. 11
4. Coaching Classes Admission: Students can book their seat in the institute wherever
they want to join to study. A detailed structure of the batch is visible here like batch
timings, days, subjects, batch start date etc. With the help of this taking admission in
any institute is become much simpler (Figure 5).
Figure 5
12. 12
Advantage of Products
The portal serves several benefits to educational coaching institute, which can help them in
increasing sales of their test series, as well as increase the number of enrollments for the
coaching facilities.
! Build Visibility: Their online listing page builds up your brand among students to get
more sales. In this technology enabled era it is very important to create your presence
before the target audience.
! Online Admissions: Enroll students to your institute by showing your proposed
batches online. With Buytestseries.com we ensure you get end-to-end services with
direct admissions.
! Boost Product sales: BuyTestSeries.com is a website with committed and solid
concentrate on test series and coaching classes for successful showcasing of your
products. This outcomes in better deals and enquiries, as our endeavors are focused on
your offices.
! Be a Brand: A smart, full detailed profile page of your institute make it better for
customers to recognize your brand and your offerings that generate sales and
enquiries.
! Get reviewed and rated: With review option in your profile customers can review
about you and give star ratings accordingly, more the stars you have more the star
you are.
! Large distribution network: Join the distribution network by handing over the
discount coupons to students. Purchases made with these coupons help you earn sales
commission.
! Promotion Among Students: Word of mouth is the most trusted publicity in India.
More the name rotates in between them more will be your growth.
13. 13
Process Flow
Coaching
Classes
/
Individual
Author
• Registration
on
Website
• 15%
of
the
batch
fees
(per
student)
is
charged
by
BTS
BuyTestSeries.com
• Online
Test
Series
• Online
Courses
• Admissions
Students/User
• Student
buys
test
series
&
courses
online
• Information
about
the
class
• Online
Admission
14. 14
TABULATION
Questionnaire is a very important part of any market research, it contains parcel of
information for the segment. BTS (BuyTestSeries) has a Registration-cum-Questionnaire
Form (Appendices 1), which contains all insights about the coaching institute and Online
Test Series suppliers. It incorporates their name, address, branches (if any), what they are
(Coaching classes/Online Test Series supplier), what sorts of services they are giving, their
installment modes, contact information and all things. It will help BTS to make their small-
scale site on e-trade gateway.
Sales calls were made in Pune, Maharashtra where various coaching classes dealing with
different types of competitive & recruitment examinations coaching were visited and data
was collected as per the companies’ prescribed format. Target of getting 200 institutes
registered on BTS was set out of which 85 institutes were converted. Cold calls were made,
which implies that customer was unaware of the product and they require a demonstration of
the services, which are being provided by buytestseries.com.
The data entries of registered customers were made in this separate format which was a
prescribed format of buytestseries.com, this data keeps track of the various details of clients
required by buytestseries.com which are yet to be received from them (Appendices 3), these
details includes details such as faculty details, test series in MS word format (Appendices 2),
online admissions batch details format etc. to keep status up to date and also helps in rigorous
follow-ups for collection of these details.
The questionnaire from registration form that had close ended question, it is to be noted that
only the relevant questions that relates to the findings are shown below.
S. No Questions Yes No
1. Do you Provide Course Material? 33 52
2. Do you provide video Study Material? 40 45
3. Do you provide online Test Series? 1 84
4. Do you have a website? 30 55
5. Do you provide online admissions? 1 84
Table 1: Structured questionnaire from the registration form
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Some questions were asked from the customers during sales call to know their awareness
regarding e-commerce industry & online portal available for test series. These are
unstructured questions, which were not there in the questionnaire.
S.No Questions Yes No
1. Do you know the concept of e-commerce? 84 1
2. Do you know the concept of online seat booking? 30 55
3. Do you know about online courses? 69 16
4. Do you know about online test series? 25 60
Table 2: Unstructured Questions
I met distinct types of customers as well as students during my sales call. Interacting with
them helped me in knowing different mind-set they are having about e-commerce portal.
Mostly customers were well aware of the e-commerce website “Flipkart.com”,
“Snapdeal.com”. Their mindfulness level was confined to that, it was vital to make clients
comprehend that an e-commerce portal, which relates to education segment can be a capable
apparatus for deals, showcasing and advancements for their organizations.
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FINDINGS
Immense findings related to Level of awareness about e-commerce, their interests in their
institute marketing, online admission which leads to growth in profits etc. were recorded
through questionnaire form and also through unstructured questionnaire during the call, the
following interpretation were derived from Questionnaire:
1. Information Among Prospects
Customers were only aware of Justdial.com when it comes to get contact information about
any institute i.e. free listing and they don’t want to participate beyond it. After explaining
about the concept and free listing of BTS to them, they found BTS more beneficial than Just
dial. The reasons were:
a) Buytestseries.com provides a detailed mini website for their institute customers an
opportunity to create their mini website on a free basis.
b) BTS is not only putting institute details on its website like Justdial.com also allows
them to promote institute using their expert faculty details along with their
photographs, facilities they are providing to students.
c) The USP of buytestseries.com is that it only caters exclusively to educational
coaching institutes rather then listing of every business like Justdial does.
2. Selling Of Study Materials Online
Through the question of “Do you provide study material” major finding captured was to start
selling the study material of coaching classes also through buytestseries.com. This could also
be a new business prospect for the clients as well as buytestseries.com
3. Online payment facility
All the Institutes weren’t having online payment facility for students where students can pay
tuition fee through online mode. This was also an important finding as in this technological
age people are more comfortable in buying things online. Buytestseries.com is the only
educational e-commerce portal that allows its users to pay the fees of the institute online or
17. 17
get admission in any batch by paying the booking amount. 15% of the total batch fees is
charged by buytestseries.com as their commission.
4. Customer Behavior
Customers are not ready to contribute on a start up, as they trust it is an unsafe business
suggestion. In any case, in the meantime they are willing to utilize the administrations when
given free of expense. This gives a profitable showcasing knowledge that Indians are worth
looking for clients and they have faith in getting higher rates of profitability of negligible
sum.
18. 18
SUMMARY
Interpretations were formulated on the basis of the study conducted and discussions &
meetings were held with management team on how to improve the existing services of
buytestseries.com in order to provide high value to customer. It is to be noted that not only
value proposition for customers was important during the discussions but increasing
buytestseries.com profitability was also a major agenda of the meetings. During this summer
internship I explored the industry, which is in boom currently. It also helped me in
understanding how to implement things learned in an MBA into practical life.
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RECOMMENDATIONS
I. Selling video lectures through its e-commerce portal will be a good option, though
YouTube provides it but not everyone is on it. We can have video lectures of best
teachers city wise. So that student from each state can get the best.
II. BTS should also start selling study materials (Hard Copy) of coaching classes online. The
student will search for the study material he wants and can get it by paying online. In this
logistic partnership should be with upright courier companies.
III. In future buytestseries.com can make the listings of coaching classes a paid service, under
this service coaching classes will be required to pay a fixed amount.
IV. Buytestseries.com should start promoting itself by putting banners roadside advertising in
newspapers and promoting its website on other website, so that awareness among the
mass increases.
V. It is recommended to buytestseries.com to check the qualification of the faculties as well
as the founder because there were cases where false educational qualifications were
provided.
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LIMITATIONS OF STUDY
1) Geographical limitations: as this study was conducted only in one city of Maharashtra
mainly in Pune, which contain only 3 to 4 % of the overall coaching business of India.
2) The study was focused on coaching classes. No feedback was taken from the students for
their choice when it comes to online buying of study materials and test series.
3) Coaching classes who were famous or those with a name were taken care of. The study
doesn’t take into consideration the individual/authors or freelancers who also teaches students
for competitive examinations.
4) During May school vacations starts due to which institute remain full. Pitching for the
sales call becomes difficult.
5) Out of 9 hours of work only 5 hours can be utilized because in the afternoon coaching
classes shuts down because of lunchtime for 3-4 hours.
6) Bigger Brands in this field doesn’t want to participate because of levels of communication
and they think the listing themselves on BTS is not a good option.
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SCOPE FOR FUTURE IMPROVEMENTS
" Market research is conducted only for the institutes there is no research to understand
the behavior of students about purchasing online study material, market research for
them should be conducted as they are the end user of BuyTestSeries.com
" The research can also be made on individual/creators who are consultants as they can
be a noteworthy client base for buytestseries.com on the grounds that these
individuals/authors are short of money and in this manner buytestseries.com can give
them appealing offerings with regards to income era for them.
" There can be a system which could generate the database of future prospects for
buytestseries.com because searching for customers from internet listing websites like
justdial.com etc. is a cumbersome tasks and results in waste of human resources as
that time can be utilized in conducting sales calls.
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APPENDICES
Appendices 1: Registration cum questionnaire
Pincode *
Authorized Signature *
Date: Place:
Listing on BTS Sell Test Series Sell Online Courses
Coaching Classes / Individual / Company Address *
Seal and Signature (Coaching Classes / Individual / Company Seal *)
Contact Information
Coaching Classes / Individual / Company Name *
Registration Form
Basic Information
Coaching Classes / Individual / Company Website City *
Courses Offered
Hostel Facility
Advance Payment
Test Series Provided Library Facility
Video Study Materials
Parking Facility
Contact Person Mobile No. *Coaching Classes / Individual / Company Email ID *
State *
Contact Person Name * Coaching Classes / Individual / Company Contact No. *
Installment Facility
AC Rooms
Facilities Provided (Tick all applicable facilities you provide)
Type (Tick one applicable type)
Coaching Class Individual / Author Company
DD Payment
Payment Modes (Tick all applicable payment modes)
Cash Payment Cheque Payment
Revenue Sharing on Test Series (Please mention agreed share %) Admissions (In %)
Course Material Provided
Card Payment
Test Provider Share BTS Share Commission for BTS
Online Payment
www.buytestseries.com | support@buytestseries.com | +91 - 8149569442
23. 23
BuyTestSeries.com
Faculty Details Format
(Kindly
attach
soft
copy
of
the
latest
color
photo
with
this
form)
• Faculty
Name:
• Coaching
Class
Name
with
Address:
• Designation:
• Qualification:
• Total
teaching
Exp
in
years:
• Faculty
For
(Subjects
Name):
• Awards
or
Recognition
(if
any):
Appendices 2: Faculty Details Form
