1. NAME- YAGNESH DAS
ROLL NO-PGDM151701329
BATCH-M3
INSTITUTE-ITM BUSINESS SCHOOL,KHARGHAR,NAVI MUMBAI
COMPANY-BISLERI INTERNATIONAL PVT. LTD.
DESIGNATION-CORPORATE SALES INTERN
PLACE-MUMBAI
COMPANY GUIDE-Mr.VISHAL PILLAY
GUIDE’S DESIGNATION-AREA SALES MANAGER
FACULTY GUIDE-Prof.TAMANNA SHAH

2. ABOUT THE COMPANY
• Parle bought over Bisleri from Italian Entrepreneur in 1969.
• Bisleri has its headquarter in WEH,Mumbai.
• Bisleri is powered by 13 plants, has 34 co-packers,16 Franchisees pan
India.
• Bisleri has started its plant in Bhutan & Bangladesh and are its first
step in going international.
• Bisleri has a nationwide distribution and retail network and is making
huge strides in India’s bottled water market.
• Bisleri has 60% market share in packaged drinking water industry in
India.

3. CLASSIFICATION OF PRODUCTS
• Every Bisleri product you pick up comes with the three essential
ingredients of quality, innovation and value.
• Bisleri has seven SKU’s under Bisleri Water, three under Vedica natural
spring water, two under Urzza power drink and eight under Bisleri
POP carbonted soft drink.
• It is available in 7 pack sizes: 250ml, 500ml, 1 litre, 2 litre, 5 litre, 15
litre and 20 litre jars.

4. PROJECT DETAILS
• Appointed as corporate sales intern.
• Assigned to Ms.Mrinmayee Tandel(Corporate Sales Executive).
• Work allotted-To increase sale of 20l Jars and other SKU’s in
corporates and acquire new clients.
• Internship Period-11thApril 2016 to 31st March 2016

5. OBJECTIVE OF THE PROJECT
• Expansion of market in corporate segment
• Increasing awareness of new product of the company,i.e,Bisleri POP
• Penetrate into new markets for Bisleri water and its different SKU.
• Provide efficient and effective client servicing.
• Improving the distribution system.

6. ACTIVITIES PERFORMED
• Visit various companies in different corporate parks and do cold calls.
• Tele calls.
• Collect data related to their drinking water requirements and how
they are fulfilled etc.
• Being in touch with Admins or purchase or facility managers.
• Sending quotations, follow up, fixing meetings, closing the sale by
signing activation forms and sales contract.
• Renew contracts of customers that have expired at a revised rates.
• Sampling of Bisleri POP.

7. PROBLEM ON HAND
• Presence of several bottling brands which provide water at a very
cheaper rates.
• Understanding the distribution channel and counter any delivery
related issue faced by customer.
• Convincing facility managers who are price oriented and have no
quality standards set.
• Entering corporate parks where there are no existing client.

8. KEY LEARNINGS
• Learnt how to generate leads, convert them into prospects and finally
into customers.
• Importance of a good sales pitch, customer relationship
management.
• Working in team, time management.
• Ground reality of how a distribution system works.
• Enhanced negotiation skills and learnt that brand cannot be
compromised over price.
• How to do corporate interactions, tackle objections and manage high
end clients.

9. KEY OBSERVATIONS
• Bisleri incurs a huge loss due to misplacing of jars.
• Bisleri loses many of its customers due to service related issues and
arrogant behavior of salesman.

10. RECOMMENDATIONS
• Bisleri must try bringing down the activation period from 72Hrs to
48Hrs.
• Many clients have issue related to ozone smell. So increase awareness
about benefits of ozonization.

11. OVERALL EXPERIENCE
• They give equal importance to youth & experienced employees.
• Good work place environment and there is a good amount of
communication between senior & junior management (including
intern).
• Very helpful, supportive & motivating employees throughout the
organization.
• Bisleri believes employees are the backbone of the organization.