Careers360 summer intership report by anuj gupta ( Jaipuria Institute of Management

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ANUJ GUPTA – JN170021 Page i
Summer Internship Project Report
On
“Sales & Business Development of Educational Products
At Careers360”
Submitted in partial fulfilment of the requirement of
Post Graduate Diploma in Management
2017-19
Under the Supervision of
Prof. Moiduddin Ahmad (Faculty Mentor)
Mr. Ravi Gupta (Industry Mentor)
Submitted by
ANUJ GUPTA
JN170021
August, 2018
JAIPURIA INSTITUTE OF MANAGEMENT
A-32 A, Sector 62, Noida- 201309 (U.P.)

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ANUJ GUPTA – JN170021 Page ii
TO WHOSOEVER IT MAY CONCERN
This is to certify that the Summer Project Study Report, Titled “Sales & Business Development
of Educational products at Careers360 submitted by Mr. Anuj Gupta (Roll No. JN170021)
as partial fulfilment of requirement of the two year pgdm ( full –time ) course is bonafide work
carried by the student at our institute .
This Summer Project Study is his original work and has not been submitted to any other
University / Institute.
Prof. Moid Uddin Ahmad Dr. Rajesh Sharma
Project Supervisor Program Director
PGDM –G (2017-19)
Date : 07.08.2018

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ANUJ GUPTA – JN170021 Page iii
Certificate of Internship

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ANUJ GUPTA – JN170021 Page iv
Declaration
I hereby declare that the work entitled “Sales & Business Development of Educational
Products at Careers360”, New Delhi submitted to “Prof. MoidUddin Ahmad” is a record of
an original work done by me as requirements of 8 weeks Summer Training during the period
from 25th
April, 2018 to 25th
June , for the award of degree of PGDM (Post Graduate Diploma in
Management ) Jaipuria institute of management, Noida under the guidance of Mr .Ravi Gupta
and Mrs. Priyanka Kaul –Sales and Counselling Manager at Careers360 New-Delhi .
_________________________
(Signature of the student)
Mr._____________________ Date:
PGDM Roll No.__JN170021

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ANUJ GUPTA – JN170021 Page v
Acknowledgement
Some of us in our growth period are lucky enough to be guided by some truly special people,
who are respected and admired. Some amount of aspiration, motivation and creativity was
required at every step and we need some people to provide us right guidance to do our work.
For any project to be undertaken there has to be certain amount of inputs provided by lot many
people around us. While the number of people who supported me throughout the project are
numerous but some deserve special attention.
I would like to express my sincere gratitude to Mrs. Priyanka kaul and Mr. Ravi Gupta, my
industry mentor for his continuous support and giving me an opportunity to understand the
concept of Debtor Management. I would also like to express my gratitude to the Careers360 for
showing their support throughout my internship period.
I would like to express my sincere thanks to Prof. Moiduddin Ahmad, my project guide and
my mentor, for his valuable support. He gave me the opportunity to do this project and his timely
guidance helped me in making this project what it has come out to be.
Anuj Gupta
JN170021
PGDM 2017-19
Jaipuria Institute of Management

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ANUJ GUPTA – JN170021 Page vi
Table of Contents
EXECUTIVE SUMMARY ............................................................................................................ 1
CHAPTER -1 INTRODUCTION................................................................................................... 3
Industry Overview ...................................................................................................................... 4
Company Introduction ................................................................................................................ 7
Organization Structure of Careers360 ...................................................................................... 10
Product Range of Careers360 ................................................................................................... 11
Competitors of Carrers360........................................................................................................ 20
Position of Company In The Industry....................................................................................... 22
CHAPTER - 2 JOB DESCRIPTION........................................................................................... 25
Job Profile................................................................................................................................. 26
Job Summary ............................................................................................................................ 27
Tool Used.................................................................................................................................. 28
Data Leads ................................................................................................................................ 29
Conversion process ................................................................................................................... 30
CHAPTER - 3 JOB ANALYSIS .................................................................................................. 34
Monthly Conversion Analysis .................................................................................................. 35
Revenue Analysis...................................................................................................................... 36
Reasons of not interested leads................................................................................................. 36
Leads from Different States...................................................................................................... 38
Swot Analysis ........................................................................................................................... 39
Ansoff Growth Matrix .............................................................................................................. 40
CHAPTER - 4 LEARNING OUTCOMES ................................................................................. 43
Learning Outcomes................................................................................................................... 44
CHAPTER - 5 CONCLUSION & SUGGESTION...................................................................... 46
Conclusion ................................................................................................................................ 47
Relevance of Suggestions ......................................................................................................... 48
APPENDIX................................................................................................................................... 49
Bibliography ............................................................................................................................. 50

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ANUJ GUPTA – JN170021 Page 1
EXECUTIVE SUMMARY
This is an attempt to know how the theories can be applied to practical situation. As a student of
post graduate diploma in management of jaipuria institute of management Noida, it is a part of
study for everyone to undergo summer internship project for 2 months. So for this purpose, I got
the opportunity of summer internship at Careers360 and the topic for project is ‘Sales and
Business Development of Educational Products at Careers360’.
Education has emerged as a key sector in the present knowledge society both at national and
global level as well. Over the last two decades, India has extensively transformed its higher
education landscape with focus on widespread access to low-cost high-quality university
education for students of all levels. With well-planned expansion and a student-centric learning-
driven model of education, India has not only bettered its enrolment numbers but has
dramatically enhanced its learning outcomes further, with the effective use of technology.
Careers360 - A Career is a Life:
Careers360 is the pioneer in the field of career counselling has conceptualized an internet based
model for the same. The company, in addition to it print based products (The Careers360
Magazine in English and Hindi) also runs a huge online portal (Careers360.com) The mobile
platform for careers360 was launched in 2015.
People perceive Careers360.com as a counseling platform. To maintain this perception,
Careers360 acquired another company with domain name Entrancecorner.com which is used to
sell Crash courses. It helps them to maintain the brand image of their parent company as a
counseling website.Careers360 has launched various crash courses on Entrance Corner in the
area of Engineering and Medicine which has helped them to generate whopping amount of
revenue.

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They primarily aggregate lists of colleges, universities, courses and exams and create content in
the form of Articles, Notifications, college review etc .B school ranking feature is one of the
most frequently visited pages on the website. For online Counseling, they have several prediction
and analyzing tools as well as discussion forums and expert advice. Some of the most popular
products are - Rank predictor, Prep meter, College Predictor, EBooks, B.Tech Companion,
MBBS Companion package, Neet knockout crash course, Bitsat knockout crash course.
During the internship the role and responsibilities of Interns is to counsel all the students those
who are assigned to them daily. During meeting in the morning, they have to tell their expected
conversions for the day to their Team Leader. Feedback of the counseling with each student
should be correctly entered in the CRM software. In the end of the day, they have to give the
justification for their expected conversions and send daily conversion report to manager.
The management at Careers360 has differentiated the leads on the basis of their importance as
well as the source. It helps them to distribute among the sales force and prioritize over the leads
accordingly. They have divided the leads in 4 types: Incomplete Lead, Enquiry Lead, Inbound
lead, and Outbound Lead.
There were some challenges faced during the internship and various learning that made this
internship very fruitful for future endeavours. It taught me how to communicate and deal with
different customers. Every lead is important and can be converted as a subscriber. How to use
CRM Software, Meet the deadlines and achieve your target on time.

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CHAPTER -1 INTRODUCTION

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Industry Overview
India has risen as the second biggest market for e-learning after the US. The area is as of now
remains at US$ 2 billion and is required to achieve US$ 5.7 billion by 2020. The separation
training market in India is relied upon to develop at a Compound Annual Growth Rate (CAGR)
of around 11 for each penny amid 2016-2020. The training division in India is ready to witness
real development in the years to come as India will have the world's biggest tertiary-age
populace and second biggest graduate ability pipeline comprehensively before the finish of 2020.
Right now, India's advanced education framework was the biggest on the planet enlisting more
than 70 million understudies while in under two decades, India has figured out how to make
extra limit with regards to more than 40 million understudies. The present spending on
instruction was of over Rs. 46,200 crores (US$ 6.93 billion) for India.
According to IBEF, the Indian instruction showcase was relied upon to twofold to $180 billion
by 2020, floated by the quick extension of the advanced learning market and the world's biggest
populace in the age section of six to 17 years even as the part keeps on being tormented by poor
framework and a lack of prepared educators.
The advanced learning market is relied upon to reach $5.7 billion by 2020 as the number of web
clients was expanding. India's web client base was assessed to achieve 550 million by 2020 with
an around 40% entrance, a huge increment from the 35% as of now.
India has one of the biggest systems of advanced education foundations on the planet with 850
colleges (as of April 2018) and 42,047 universities.
An aggregate of 35.7 million individuals was enlisted in advanced education organizations in
2016-17. Net Enrolment Ratio (GER) in advanced education achieved 25.2 for every penny in
2016-17.
In such a blasting business sector, new companies have begun centring their endeavours to
underwrite this statistic profit and the idea of training new companies is ascending as far as
changing recognitions and desires for individuals. Nonstop development and the appearance of

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advanced cells have set off an essential change in how school and understudies and in addition
experts look for new aptitudes and learning and data. Players in the training area have begun
outfitting these troublesome advances to take into account the vast crowd and have embraced
creative approach to convey educational costs and instructing to understudy. New companies in
India have begun handling famous issues in Indian training area by utilizing innovation trying to
make instruction and adapting more agreeable and available.
They are additionally bringing world-class specialists and information together to enable
students to accomplish what might require significantly more exertion generally. While a couple
of these new businesses expect to give better instructing, some assistance in breaking scholastic
placement tests while others plan to give different non-scholarly courses.
An ongoing Google KPMG report discusses the current online instruction situation in India. In
the report, it was said that online training in India will see roughly 8 x developments in the
following five years. This will significantly affect the edtech advertise that can possibly contact
$1.96 billion by 2021 from where it stands now i.e. $247 million.
Figure -1
Source: ibef report july 2018

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Education Landscape in India
Figure -2
Source: Ibef report July 2018

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Company Introduction
The company ‘Careers360’ was established in the year 2009 by Mr. MaheshwerPeri who was the
founder as well as the Chairman of the company. The pathfinder magazine of the company was
started in 2009 and its Hindi version came in the year 2010. The sales and distribution of the
magazine was handled by outlook magazines. The company had basically three divisions- Print,
Digital & Online and sales. All three were interconnected and sales division was further divided
into various regional zones- Delhi, Chennai, Mumbai, Pune, Bangalore and Hyderabad. Besides
these divisions there was a data analyst team which supported all the divisions.
The digital team comprised of journalists, search engine optimization team, Digital marketing
team, products team, technical and support team and counselling team. The company started its
promotion by launching an ALL INDIA Helpline number (011-40360360) for various exams on
which students started calling to get answers for exam related doubts and queries. A call centre
was gradually set up by the company which later on came to be known as the counselling team.
Till date around 4000 calls were made to the company per day. But as there were only 12
operators, not all calls could be answered. Hence the company was trying to expand the call
centre to at least 50 operators. Since many calls got unanswered, complaints started pouring in.
Hence a separate person was assigned for handling complaints.
The main gateway for the company to digital marketing was its site- www.careers360.com which
was handled and maintained by the technology team. The technology team was further divided
into coding, testing and payment gateway handling. A few months back the company also
launched its e-commerce site- www.mycareers360.com in which there were various categories of
products and around 180 educational products were listed. The company was trying to promote
its new e-commerce website and its products through various campaigns like email-marketing,
affiliate program, product integration with the main site and face book promotions. The company
was also trying to list new products to the e-commerce website and if there was large number of
same kind of products, then a new category was created for the website. The company also

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started publishing advertisements in its magazines for its e-commerce products so that students
could visit the site more and more.
The company was basically in the growth phase and had future plans to cover all the national and
state level competitive exams. E-mail marketing on the products was done to promote them and
market them on a target database of students and the online conversions were tracked through
Google analytics. Last but not the least, products were integrated with exam related news and
articles on the main site to increase the visibility of the products. During exam time, huge traffic
used to be generated on the site and students browsed the exam related news and articles like the
previous year’s question papers, present year cut-offs, and pattern of a particular competitive
exams, syllabus and many other things. Thus, a particular exam related product was mapped or
integrated with the related exam article or news so that if a user visits the site, there were high
chances that he/she could buy the product then and there by clicking it which takes the user to
the landing page of the particular product. Thus, the company had taken various steps recently
for the marketing and promotion of different online products.
Estimated revenue: $3 Million
Figure-3

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EDUCATION STREAMS COVERED BY CAREERS360
1. Engineering,
2. Management,
3. Law,
4. Journalism,
5. Medical,
6. Arts, Commerce, Science,
7. Computer Applications,
8. Hotel Management,
9. Finance & Accounts,
10.Competition,
11.Pharmacy,
NEW UPCOMING PRODUCT PORTFOLIO
• SBI PO Knockout course
• IBPS RRB Knockout course
• JEE Achievers Program
SERVICE PORTFOLIO
• 35500+ News & Articles
• 20000+ Colleges
• 250+ Courses
• 1400+ ebooks & Sample papers
• QnA portal

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Figure-4 Source: Careers360 Site
➢ The largest magazine player. Launched English Magazine in 2009 & Hindi magazine in
2010
➢ Launched counselling guides & almanac series in 2011
➢ Launched Web portal in 2012 and mobile platform in 2015
➢ India’s largest educational rating company. Across Engineering, B-schools, Universities
and distance learning institutions we have rated over 5000 individual institution.
Organization Structure of Careers360
Figure-5

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Product Range of Careers360
Careers360 being an online service provider deals in many product and services. In offline
segment they have Magazines and sample paper. In online segment they have the following
product:
The Company provides the students with resource material for preparation.
• B.tech. Companion
• MBBS Companion
• QnA
• Counselling Webinars
Prep meter – This tool will help you analyse your preparation level for particular exam and
where you need to improve.
Result Predictor – This tool will help you predict your rank based on how your competitors
performed.
MBA Pathfinder – This tool helps you to shortlist the institutes before they shortlist you based
on your marks.
College Predictor – This tool enables you to understand the colleges you may get and
accordingly you can prepare for counselling.
• JEE Mains College Predictor
• JEE Advance College Predictor
• NEET College Predictor
• GATE College Predictor
• CLAT College Predictor

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Best Fit Colleges – This helps to get a Personalised Search to know about most suitable colleges
of your preference
• College Reviews
• Top Engineering College
• Top MBA College
• Top Medical College
• Top Law College

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Figure - 6
The product range of Careers360 is of 2 types:
1. Counseling products
2. Crash Courses
1. Counseling products- Products related to counseling of the students are launched on the
domain Careers360.com so that the brand image of Careers360 can be leveraged accordingly.
There are various tools on the website of Careers360. Most of them are free so that the free tools
can be leveraged for their subscription based tools. The tools which are free have very low
audience so the revenue is not affected as of now. Following are the subscription based products
of Careers360:
MBBS Companion- As the name says ‘MBBS Companion’, this is a guide or a tutor or a
counselor that will help and guide students from MBBS Preparations till Admissions for all the
medical exams including NEET, AIIMS and JIPMER. MBBS Companion helps students who
are preparing for medical entrances by providing required information which gives them an edge
over other students.

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MBBS Companion is an online product and provides best value for money. With its unique
products, a student can get to know his preparation levels, his expected rank and college
prediction by his performance in the mock tests.
It supports the preparation of students and makes him aware of all the events, dates, colleges,
cut-offs, exams, admissions and counselling.
Following items are present in this product:
1. NEET College Predictor
2. AIIMS College Predictor
3. JIPMER College Predictor
4. Top Medical Colleges in India (E-book)
5. All About State Level Medical Counseling (E-books)
6. MBBS Fees across Colleges and Loan options (E-book)
7. All About Alternative Medical Courses (E-book)
8. MBBS Updates
9. Almanac
10. MBBS Planner
The product link which was being allotted for the sales of MBBS companion product-
Product Link for Platinum Package https://goo.gl/F7Awg6
Product Link for Gold Package https://goo.gl/XCW24N

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Figure - 7
B.Tech Companion- This is a guide or a tutor or a counselor that will help and guide students
from JEE Main Preparations till Admissions for all the Engineering exams including JEE Main,
BITSAT, JEE Advanced, B.tech Companion helps students who are preparing for engineering
entrances by providing required information which gives them an edge over the other students.
It is an online product and provides best value for money. With its unique products, a student can
get to know his preparation levels, his expected rank and college prediction by his performance
in the mock tests.
It supports a student’s preparations and makes him aware of all the events, dates, colleges,
cutoffs, exams, admissions and counseling.

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Following items are present in this product:
1. Prep Buddy
2. Engineering Updates
3. Webinars
4. Expert Counseling
5. College Predictor
6. Almanac
7. Planner
The product link which was being allotted for the sales of B.Tech. Companion product-
Product Link for Platinum package - https://goo.gl/9uiqzn
Figure-8

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NEET UG College Predictor- It uses advanced algorithms & historical counseling data to
suggest the best colleges. Students can use their original rank they have got or even the expected
rank from Test series. College prediction is available for all states, castes, colleges and quotas. It
predicts colleges in State Quota, All India Quota, Private colleges and Deemed universities as
well.
The product link which was being allotted for the sales of JEE Main college predictor-
Product Link for NEET UG college predictor- https://goo.gl/noJxDs
JEE Main College predictor- It uses advanced algorithms & historical counseling data to
suggest you the best colleges. Students can use their original rank they have got or even the
expected rank from Test series. It predicts colleges for JEE Main (Paper 1 and Paper 2). For
Paper 1, it predicts chances in IIT’s, IIIT’s and NIT’s only.
Product Link for JEE Main college predictor-
https://www.careers360.com/jee-main-college-predictor/order-summary
Careers360 magazine-
Product Link for Magazine- https://www.careers360.com/magazine
Crash courses- Products which are related to online coaching for various competitive exams are
launched on their domain named EntranceCorner.com which helps them to maintain the
individual image for these websites. The crash courses which are available on subscription basis
are mentioned below:

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• NEET Knockout Online Crash Course- It is an exhaustive preparation module for cracking
NEET. Product is divided into three parts, prepare (study material), Test (Take a mock test) and
analyze (In depth analysis of strengths, weaknesses, current level of preparation and expected
rank).
The product link which was being allotted for the sales of NEET knockout online crash course-
Product Link for NEET knockout online crash course- https://goo.gl/YWmf2p
BITSAT Knockout Crash Course- It is an exhaustive preparation module made exclusively for
cracking BITSAT. This crash course is divided into three parts, prepare (study material), Test
(Take a mock test) and analyze (In depth analysis of strengths, weaknesses, current level of
preparation and expected rank)
The product link which was being allotted for the sales of BITSAT knockout online crash
course-
Product Link for BITSAT knockout online crash course - https://goo.gl/57nFgW

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Careers360 Magazines /Almanac Books

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Competitors of Carrers360
Though there are many Companies in Educational Sector, on digital platform, but very few who
are in same operation as Careers360 have. The closest Competitor to Careers360 are :
Shiksha.com was an online education classifieds business of Info Edge India. This was a
marketplace which connects the education seekers with the education providers. Information on
educational institutes, programs, scholarships and admission notifications for undergraduate
programs, vocational courses providing professional degrees or certificates and higher education
in India and abroad was available on the website.
Figure - 9
Figure -10

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HTcampus.com
Htcampus or HTC (www.htcampus.com) was established in June 2010 with the goal of giving an
exhaustive database of universities and prep test papers to understudies going out of schools and
schools
Figure - 11
Collegedunia.com
Collegedunia is a broad internet searcher for understudies, guardians, and training industries
players who are looking for data on a advanced education division in India and abroad. One can
depend on collegedunia.com for getting most short and pertinent information on university and
colleges.
Figure - 12

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Position of Company In The Industry
Careers360 was recently ranked its lifetime best ranking of 88 in India for the most visited
websites.
Alexa Traffic Ranks
How is this site ranked relative to other sites?
Figure - 13
Global Rank
1,732
Rank in India
88
Monthly Unique Visitor Metrics
15 Million Students - Past 30 Days — Last Updated May 10, 2018
But it is clear from the ranking of Alexa that the visits on the website come during the time of
Primary and Secondary level exams and competitive exams. Student and their parents visits the
website to get guidance regarding their career and exams.

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EntranceCorner.com-
It started in April 2009 enabling students to build an informed career through an integrated and
seamless platform that offers Counseling, Collaboration, Resources and Information at different
phases of student lifecycle.
EntranceCorner.com is owned by Edukriti Learning Solutions Pvt. Ptd. having its office in Delhi.
In 2015 Edukriti Learning Solutions Pvt. Ltd. was acquired by Pathfinder Publishing Pvt. Ltd.
(Careers360 group).
Entrance Corner provides the access of structured information at right time and place about
careers, exams, colleges/school profiles, admission processes, results, coaching, tutors, books,
news, alerts, scholarships etc. Careers360 has launched various crash courses on Entrance Corner
in the area of Engineering and Medicine which has helped them to generate whopping amount of
revenue.
The website rank of Entrance Corner as per Alexa, An Amazon company is mentioned below:
Figure-14

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Top 15 Cities – From Where Students Came
Figure- 15
Top Followed Colleges

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CHAPTER – 2 JOB DESCRIPTION

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JOB DESCRIPTION
Job Profile
Job Title: Intern (Sales and Marketing)
Reporting Manager Mr. Ravi Gupta
Division/Department: Sales and Marketing
Location: 9:30am - 6:30 pm , 6days a week
➢ Key Responsibility Areas
1. Contacted the leads regarding the products and services offered
2. Counselled the prospective B. Tech and MBBS Students
3. Handled the query of the clients
4. Input the client feedback data in CRM Software
5. Daily and Monthly sales conversion target
6. Send daily Conversion report to manager before leaving office

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Job Summary:
Careers360 is an aggregator website which provides Education related product and information
which helps student to take informed decision. Careers360 caters education related information
to students, these students will visit the website during preparation of entrance test or admission,
the problem is the users stop visiting the website after they clear the exam or admission.
Every morning, leads are assigned by Team leader for each person in the sales force. Daily
meetings are taken by the team leaders and targets are asked from each person. It helps in
predicting the best possible target for the complete day and then daily targets are assigned by
team leader to the complete team. The salesperson needs to call on leads using the Tele calling
software. After interaction, a remark is stored in the CRM (Customer Relationship Management)
software for the reference in future interactions and also helps in creating a systematic database
of students for the company.

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Tool Used
ENHANCIER CRM SOFTWARE: first login through unique username and password in
Enhancier then save the detail of each client like name and mobile number in it.
Figure - 16
Figure - 17

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Data Leads
Below is the sheet that given to us by manager and on those leads I have to call and try to
convert in to payment. Those leads converted in to payment mark in green colour for clarity. I
have to write remarks of each client whatever they say to me after pitching the sales of products.
And marks the disposition that payment done, follow up, not interested, call back, busy tone, no
answer etc.
Figure - 18
The management at Careers360 have differentiated the leads on the basis of their importance as
well as the source. It helps them to distribute among the sales force and prioritize over the leads
accordingly. They have divided the leads in 4 types:
1. Incomplete Lead
2. Enquiry Lead
3. Inbound lead
4. Outbound Lead

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1. Incomplete Lead- These are the potential leads who shows their interest in purchasing the
product. Incomplete leads are also of 2 types: 1. Who shows their interest i.e. Incomplete
enquiry; 2. Who tries to check the payment page i.e. Incomplete payment or Payment attempted.
2. Enquiry lead- These are those type of leads who asks queries from the counselors of
Careers360 using the option mentioned on the website. These leads are called by the sales force
who tries to solve the queries of the students first and then converts the leads into a subscribed
customer.
3. Inbound Lead- Visitors who tries to contact Careers360 to solve their queries through chat,
calling or email are termed as Inbound leads. The queries of these leads are also solved by sales
force who tries to convert them to potential customer. These are of 3 types:
Chat leads
Email Lead
Inbound call lead
. Outbound lead- The leads which are already contacted by sales force or haven’t shown direct
interest in the product for which salesperson is pitching the visitor are known as Outbound leads.
It is lead with least potential and the chances of conversion are also very low.
Conversion process:
Every morning, leads are assigned by Team leader for each person in the sales force. Daily
meetings are taken by the team leaders and targets are asked from each person. It helps in
predicting the best possible target for the complete day and then daily targets are assigned by
team leader to the complete team. The salesperson needs to call on leads using the Tele calling
software. After interaction, a remark is stored in the CRM (Customer Relationship Management)
software for the reference in future interactions and also helps in creating a systematic database
of students for the company. The principle of AIDA is being used by the sales force in
converting the leads into subscribed customers.

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AIDA includes the following:
Gain attention- Salesperson tries to gain attention of the visitor by explaining about the website
i.e. Careers360 on which visitor showed interest in a product.
Seek Interest- Salesperson gains interest by solving the queries of the visitor which creates the
sense of trust in the minds if visitor.
Create desire- Then, the solution of visitor’s query is linked with the product which can help
them in getting an expert solution to relevant problem.
Take action- Once the salesperson feels that the lead is interested to listen about their product, it
is explained in brief so that the differentiators of their product can be explained which in turn
results in the conversion of leads.
Figure - 19

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The conversion process which is generally followed by the organization is mentioned below:
1. Calling on leads- The sales person calls on the leads assigned under his /her name. The sales
pitch starts with the introduction of the company and goes on with the explanation of the relevant
product.
2. Solving their queries- If the queries of customers are solved first, the customer gets a feeling
of trust in the brand name of that company.
3. Explanation of the product- The product is explained in brief to the customer by linking the
solution to various problems faced by the visitor.
4. Sending the content to those leads via email- If the customer is showing a sense of desire in
product, an email is sent on their mail ID. Then, the salesperson explains the complete details of
the product using the email to the leads and explains them about the product’s price and payment
process.
5. Helping the customer in payment process- If a customer is facing any issue in the payment
process, the salesperson guides the customer in the payment process so that the revenue can be
increased. It is mandatory for each salesperson to convert the leads into customer using the link
specified in the email that is being sent to customer. It helps the organization to track the
conversions of each and every salesperson which in turn results in the allocation of leads
accordingly.
6. Guiding them regarding use of this product- Once a lead is converted into customer, they
are guided regarding the use of their product.
7. After sales service- If a customer is facing any problem after purchasing the product, he/she
can contact the salesperson anytime to get the guidance regarding the solution of their problem.
8. Up gradation of existing package (if possible)- If a person didn’t subscribe for the best
product in any category, then the customer can be reached out by salesperson regarding the up
gradation of their package. And the same process is being followed again.

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Conversion process:
Figure - 20

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CHAPTER - 3 JOB ANALYSIS

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Monthly Conversion Analysis
Sales Conversion Analysis
May Leads Conversions Conversions %
W1 210 21 10.00
W2 192 27 14.06
W3 186 25 13.44
W4 190 36 18.94
778 109 14.01
June Leads Conversions Conversions %
W1 202 29 14.35
W2 208 32 15.38
W3 197 27 13.70
W4 188 30 15.95
795 118 14.84
Total May conversions: 109 out of 778 connected calls and the conversion ratio is 14.01.
Total June conversions: 118 out of 795 connected calls and conversion ratio is 14.84

36
Revenue Analysis
Above is the table of Revenue Analysis and each product price and unit is mentioned. I sold total
227 units within two months internship period and generated revenue of INR 1,26257
Reasons of not interested leads
Reasons for Not Interested No. of leads
Low score 102
Not satisfied with Predictor 58
Changed their mind 43
Knowledge about counselling 23
Costly product 35
Dropping this year 99

37
Above is the percentage of reasons of not interested leads. 28% students not purchased the
products because they had low score in competitive exams and same percentage for drop
students who have planning to take one year gap .10% students were not satisfied the products
.Some has the knowledge about counseling and 10% not purchased because of price .
Different Sources Where Careers360’s Operated
Devices No. Of leads
Laptop/Desktop 667
Mobile 1304
Mobile App. 504

38
Above is the Different mode where Careers360 operated. Maximum students operated through
Mobile that is 53% and 27% through web. 20% students operated through App . Many clients
not aware of app of careers360 that’s why the percentage through app is less.
Leads from Different States

39
Number of leads coming from Andhra Pradesh, Maharashtra, Telangana, Karnataka where high
as compared to other states in India.
Swot Analysis

40
Ansoff Growth Matrix / Business development Strategy

41
Business Development Strategies should not be confused with sales. The process
of sales is based on driving revenue or the generation of profits. The sole intention of
sales is the handover of items, thereby maintaining a profit margin. In the other hand,
business development identifies and creates new partnership avenues that help indirectly
to drive revenue. The sales function deals only with the output, whereas the business
development process deals with the entire journey.
Business Development Strategies is essentially a marketing function, though it involves
some minor sales skills like negotiation. Typical goals of business development strategies
include market expansion, brand projection, new client acquisition, general awareness
about brand, etc.
The function of sales is to sell products or services directly to the end user or client.
Whereas the function of business development strategies is working through the channels
or partners to make sales happen to clients.
Who visits Careers360.com?
Audience demographics is very important thing for each and every websites so that the target
audience can be defined accordingly. As per the latest Alexa reports, demographics are
mentioned below:
1. On the basis of Gender- As compared to the general internet population, more no of males
visit the website of Careers360.

42
2. On the basis of education-
3. On the basis of browsing location-

43
CHAPTER – 4 LEARNING OUTCOMES

44
Learning Outcomes
1. Every lead is important and can be converted as a subscriber.
2. How to start and close the sales pitch that is most important in sales.
3. Video content is becoming a compulsory tool in the e-learning products as it brings
tangibility.
4. After sales services plays a very important role in building the Brand Equity of an
organization in the market.
5. Learn how to communicate and deal with different clients
6. Regular follow up with the potential customers and also should have knowledge about
the competitor.
7. Should have good knowledge about the product before selling.
8. About the CRM Software and how it useful to maintain database for future purpose.

45
Other Learning’s
• The Following things were also learned during the training are as under:
• Punctuality and dedication towards the work
• Behaviour at corporate world
• Use of proper language
• Daily reporting of the work done
• Proper dressing
• Use of verbal and Non –verbal communication
• Team work and Problem solving

46
CHAPTER – 5 CONCLUSION & SUGGESTION

47
Conclusion
Careers360 is a growing brand in Education Counselling. People are familiar with its existence.
But due to lack of advertisements and active involvement with the audience are stopping its
spread in the market. Due to this reason it is not able to penetrate further more into the market
and minds of people. On the contrary brand like Shiksha have strong presence in the consumer’s
mind. This is due to its aggressive and effective marketing. Careers360 is only active in some
months of the year targeting peak season.
Absence of careers360 in vital domains like study abroad is a major reason for low awareness.
My task was to contacted the leads regarding the products and services offered and Counselled
the prospective B.Tech and MBBS Students. I also handle the query of the clients. I had to input
the client feedback data in CRM Software. I did my task with full dedication. I contacted 778
clients in May out of which 109 convert in to sales conversion and generate revenue INR 5,1000.
In June I contacted 795 clients out of which 118 convert in to sales conversion and generate
revenue INR 7,5000. I sold total 227 units within two months internship period and generated
revenue of INR 1,26257
The percentage of reasons of not interested leads are 28% students not purchased the products
because they had low score in competitive exams and same percentage for drop students who
have planning to take one year gap .10% students were not satisfied the products .Some has the
knowledge about counselling and 10% not purchased because of price . I also engaged myself in
activities and build various strategies and motivation techniques to achieve the targets.
Also there are other brands that are doing much of publicity like celebrity endorsement,
extensive roadside display, shops hoarding display, painting shops with their logos etc. All these
things create a visibility of the product and make a place for itself in the people’s mind. As far as
customer’s aspirations are concerned, they look forward to both quality content and domains
have a little edge over the other

48
Relevance of Suggestions
1. Demo version of product package like NEET, BITSAT knockout crash course and
college predictor tool should be provided so that the sales leads can be automatically
converted in to sales conversions.
2. Customer query handling is must after sales especially in case of educational products,
thus a separate counseling team should be set to take the queries of clients after sales of
product.
3. Courier service should be improved. Delivery time for Almanacs Books where more than
10 days usually. The company can partnership with logistic firms for faster delivery of
Almanacs B.Tech and MBBS guide Books.
4. Many clients not satisfied with the accuracy of JEE Main and NEET college predictor
tools .The company should focus to improve college predictor tool accuracy and timely
upgradation of tools.
5. After a successful payment customer should receive a welcome email on registered email
id. Link and steps to operate the product should be mentioned in that mail.
6. Hire good intern as well as employees who have good knowledge about educational
counseling and about B.Tech and MBBS. It will increase the more sales and revenue for
company.
7. The company needs to focus aggressively on improving its brands presence in the minds
of the customers and even on social media like Twitter, Face book, Instagram. The
company was there on these Media but these particular things need more attention.

49
APPENDIX

50
Bibliography
https://www.educba.com/10-awesome-business-development-strategies/
https://www.careers360.com/about-us
https://www.alexa.com/siteinfo/careers360.com
https://www.alexa.com/siteinfo/entrancecorner.com
http://www.ibef.org/industry/education-sector-india.aspx
https://www.owler.com
https://assets.kpmg.com/content/dam/kpmg/in/pdf/2017/05/Online-Education-in-India-2021.pdf
https://www.digitalvidya.com/blog/careers360-career-magazine-to-indias-biggest-online-
education-hub/
https://www.slideshare.net/somaniaakash03/educational-services-45070111
https://www.google.co.in/search?q=careers360+magazines+images&client=opera&hs=Blx&tbm
=isch&tbo=u&source=univ&sa=X&ved=2ahUKEwj1kevYr8zcAhXUbSsKHbjxA_EQsAR6BA
gGEAE&biw=895&bih=574

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