PROJECT REPORT

on

A Study On Customer Acquisition At ExtraMarks Education Ind

Pvt Ltd.

BY

HARI PRASAD N

1NZ18MBA27

Submitted to

DEPARTMENT OF MANAGEMENT STUDIES

NEW HORIZON COLLEGE OF ENGINEERING,

OUTER RING ROAD, MARATHALLI,

BENGALURU

In partial fulfilment of the requirements for the award of the degree of

MASTER OF BUSINESS ADMINISTRATION

Under the guidance of

Mr. Srikanth Rajath K G

Sr.Asst.Professor.

2018 - 2020

CERTIFICATE

This is to certify that HARI PRASAD N bearing USN 1NZ18MBA27, is a bonafide student of Master of Business Administration course of the Institute 2018-2020, autonomous program, affiliated to Visvesvaraya Technological University, Belgaum. Project report on “A Study On Customer Acquisition” is prepared by him/her under the guidance of Sr. Asst. Prof. Srikanth Rajath K G, in partial fulfillment of requirements for the award of the degree of Master of Business Administration of Visvesvaraya Technological University, Belgaum Karnataka.

Signature of Internal Guide Signature of HOD Principal

Name of the Examiners with affiliation Signature with date

1. External Examiner

2. Internal Examiner

DECLARATION

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I, HARI PRASAD N, hereby declare that the project report on “A Study On Customer Acquisition” with reference to “EXTRAMARKS” prepared by me under the guidance of Sr. Asst. Prof. Srikanth Rajath K G, faculty of M.B.A Department, New Horizon College of Engineering.

I also declare that this project report is towards the partial fulfilment of the university regulations for the award of the degree of Master of Business Administration by Visvesvaraya Technological University, Belgaum.

I have undergone an industry project for a period of Twelve weeks. I further declare that this report is based on the original study undertaken by me and has not been submitted for the award of a degree/diploma from any other University / Institution.

Signature of Student Place:

Date:

ACKNOWLEDGEMENT

The successful completion of the project would not have been possible without the guidance and support of many people. I express my sincere gratitude to SHIVA, TEAM HEAD, EXTRAMARKS, Bengaluru, for allowing to do my project at EXTRAMARKS.

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I thank the staff of EXTRAMARKS, Bengaluru for their support and guidance and helping me in completion of the report.

I am thankful to my internal guide Sr. Asst. Prof. Srikanth Rajath K G, for his constant support and inspiration throughout the project and invaluable suggestions, guidance and also for providing valuable information.

Finally, I express my gratitude towards my parents and family for their continuous support during the study.

HARI PRASAD N

1NZ18MBA27

TABLE OF CONTENTS

SL. NUMBER CONTENTS PAGE NUMBERS

1 Executive Summary 5

2 Theoretical Background Of The Study 6-8

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3 Industry Profile &Company Profile 9-46

4 Application Of Theoretical Framework 47-50

5 Analysis And Interpretation Of Financial 51-58 Statements And Reports

6 Learning Experience- Findings, 59-70 Suggestions And Conclusion

7 Bibliography 71

8 Annexure 72-73

Charts and table Chart Name of the chart Page number no.

01. Prospect identification tool 52

02. Follow up and response rate 52

03. Location barrier acceptability 53

04. Approaching the Prospect 53

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05. Problem in attracting -clients 54

06. Reason for losing a client 55

07. Obstacles in working with 55 interstate client

08. Average time taken to cold call a 56 client

09. Use of w learning app 57

10. Targeted prospects 58

EXECUTIVE SUMMARY

This report is all about how to work under the sales and marketing department. The main objective of this report s to gain proper knowledge of strategies used in marketing to generate and collect leads for the sales department. And, to gather knowledge on how to convert those leads not sales by convincing the customers.

Sales and marketing department are the main department of the organization as they provide revenue to the company and help n increasing the revenue of the organization.

As was appointed as a summer trainee at Extra Marks. t helps me to understand the concept of sales & marketing and how these department work for the profit and growth of the organization.

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CHAPTER-1

Theoretical Background of The Study

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THEORETICAL BACKGROUND OF THE STUDY

E-learning unites two main areas, learning and technology. Learning is a cognitive process for achieving knowledge, and technology s an enabler of the learning process, meaning that technology is used like any other tool in the education praxis, as is a pencil or a notebook, for example. Although this seems quite simplistic and logical, a pencil s more technologically transparent tool, and to use may therefore seem more natural to many. Furthermore, technology underpins other problematic situations because it includes various dimensions. E-learning systems aggregate various tools, such as writing technologies, communication technologies, visualization, and storage. For these reasons, researchers and scientists have sought to transform e-learning systems not technically transparent tool, like a pencil or notebook. The e- learning literature s vast and continues to grow steadily (Aparicio, Bacau, & Oliveira, 2014b). investigating e-learning systems’ adoption and usage reveals that continuous growth everywhere in the world, as well (OECD, 2012). The growth rate of on-line courses stands at 65% (Means, Toyama, Murphy, Baka, & Jones, 2009), and some researchers suggest that at a governmental level, policies should be advocated enabling the e-learning usage (Kong et al., 2014).

As Hart (2009, p. 28) says “reviewing the work of others you will be able to identify the methodological assumptions and the research strategies.” For these reasons, a holistic literature review is a valuable guide for researchers. However, no such overall view exists in the current literature. Consequently, the contribution of this article s threefold. First, we identify e-learning concepts ecosystem. Second, e-learning s examined from different angles; some studies are focused on how platforms operate to deliver information; others focus on the classes’ pedagogical content development, others focus on the user interaction. This article presents a broad literature review. Finally, based on the literature review we present a theoretical framework on e-learning systems.

The paper is structured n six sections: the first presents a discussion of the e-learning concept; the second presents a literature review on e-learning related concepts; the third presents the trends of the concepts, based on a bibliometric study; the fourth summarizes various e-learning studies. Several dimensions of e-learning systems, such as stakeholders, pedagogical models, instructional strategies and learning technologies, make up the fifth section. in the last section, we present the main result of this literature review, a theoretical framework for elearning

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NEED FOR THE STUDY:

The Study Has Been Conducted for Gaining Practical Knowledge About the Working of Sales and Marketing Department. The Study Is Undertaken as A Part of the MBA

Curriculum in The Form of Summer Project for The Fulfillment of The Requirement of MBA Degree.

OBJECTIVES:

• To learn how company generates leads • To study the revenue generation strategy of the company • To learn about the demo process of the company To find how a customer is convinced of the importance of products

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Chapter 2

Industry Profile and Company Profile

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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, by floated 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. Non-Stop development and the appearance of 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 consider the vast crowd and have embraced creative approach to convey educational costs and instructing to understudy. New companies in India

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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.

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Education landscape in India

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➢ COMPANY INRODUCTION

Indian 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

Extra Marks provides study material to classes from 5th to 12th.Extra Marks develops a test preparation platform designed to support students preparing for various entrance exams in India.

It offers learning programs and focuses on school curriculum and test preparation for engineering and medical entrance exams.

The Company's online platform gives access to comprehensive practice and test package which helps students to prepare for IIT JEE, PMT, school boards, and other competitive exams in India.

Extra Marks: India’s #1 JEE Main/Advanced& NEET Learning Platform offers a variety of learning resources in the form of video tutorials, a chance to have an online chat session with expert professors, performance reporting, feedback and scheduled test series among other features. Websites like this have made learning much easier than it was earlier.

Extra Marks.Com is India's one of the top online competition preparation platform. Which provide the study material, test series, question Ans, NCERT solution, and most helpful feature 24x7 subject expert support which help to clear the doubt in any topic from 5th to JEE, JEE-ADVANCED, NEET, AIIMS AND JIPMER ENTRANCE EXAM. Extra Marks: Learning app for classes 5th to 12th

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Extra Marks is a Mumbai based online exam preparation platform founded by veteran entrepreneurs Ishaan Hayat and Heathcott. The company has announced a fund raiser of INR 12 crores ($2 million) from SAIF Partners and Helion Ventures. Extra Marks had initially raised an angel round from Kasandra and Abhishek Jain when they started the company in April 2007. The funding will be primarily used to scale and increase reach.

One of the biggest reasons for the quick growth of Extra Marks is the co-founding team. Zishaan and Hemanth are class mates from IIT Bombay where they studied engineering. Zishaan co-founded Chaupaati Bazaar, a mobile commerce site and Hemanth was the first guy to join him. They steered the company to an exit to the Future Group in 2010. After a few years at the group, the duo decided to startup again and Extra Marks is a result of that.

COMAPANY PROFILE

Founding Date 200 7

Extra Marks total $554.2 m Funding

Extra Marks latest $495.80 m funding size

Time since last 3 months ago funding

Extra Marks Helion Venture Partners, Kaizen Private Equity, SAIF investors Partners, Eight Roads Ventures, Brand Capital, Powai Lake Ventures, InnoVen Capital, Axis Capital Partners, FIL Capital Management, Alteria Capital, Nitin Gupta, WGG International, Eight Roads, Milestone Trustee Services

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Extra Marks's latest funding round in April 2019 was reported to be $495.8 m. In total, Extra Marks has raised $554.2 m

EXTRA MARKS is one of the leading E-Learning platform since 2007 . It is the online learning app of the Mumbai –based private company, Extra Marks develops a test preparation platform designed to support students preparing for various entrance exams in India. It offers learning programs and focuses on school curriculum and test preparation for engineering and medical entrance exams. The Company's online platform gives access to comprehensive practice and test package which helps students to prepare for IIT JEE, PMT, school boards, and other competitive exams in India.

Extra Marks was launched in 2007 , around two years after Think & Learn (Byju's parent company) was set up. Byju's app was launched in 2015. However, Extra Marks has somewhat missed the bus if seen from the valuation and fundraising perspective

EdTech startup Extra Marks, which directly competes with the unicorn Byju’s and had even targeted latter in its television advertisement in December last year calling it the ‘better’ learning app, is aiming to hit around 20 million registered users/app downloads by end of 2020 from existing 8 million along with $100 million run rate, Extra Marks’s CEO and Co-founder Zishaan Hayath told Financial Express Online in an interview. A prolific angel investor in the Indian startup ecosystem, Hayath counts startups including Ola, Housing.com, Chaayos, Fynd etc., among its portfolio companies. “Apps like Khan Academy, Coursera, etc. have an engagement rate, which is time spent on the app per student per day, at 10-11 minutes, while Byju’s should be around 50 minutes. Extra Marks’s rate is 110 minutes,” said Hayath.

Extra Marks counts SAIF Partners, Helion Ventures, Brand Capital, Eight Roads Ventures, Alteria Capital, Kaizen Private Equity etc., among its investors.

In an interview with BW Businessworld, ZishaanHayath: Founder, Extra Marks, talks about Extra Marks's journey and more

On founding Extra Marks and if an IIT degree helped:

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Being an IITian has helped in more ways than one. It has helped me understand the importance of education in a society like ours. I come from a middle class background. Today where I am is a function of my education. Being an IITian gives you the freedom to make choices. The IIT network also helped in another way — it helped me recruit like-minded people. Extra Marks is built by IITians.

On the journey so far: We started six years ago. It has been an incredible journey. Today there are 10 million app downloads. One in 20 or 25 users pay. No one would have thought about this six years ago. We have, in a small way, managed to impact the lives of the students.

On the future of edtech: Edtech is going to be a large category. As income levels rise, first stop for spending is going to be education. So, education is going to be a larger category than, say, commerce or transport. Also, as physical infrastructure is poor, the future possibilities lie in the online space.

On Byju’s as competition: It’s not a question of Byju’s and Extra Marks alone. There would be many players in the market and ensure they have different solutions to the problem. Our approach at Extra Marks to problem solving comes from our tech background. We work like product managers. Byju’s takes a very classroom approach – they believe in videos and animation.

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➢ PRODUCTS PROVIDED BY COMPANY

Get in depth understanding of concept by watching Short video classes to learn new concepts, attend live Classes to interact with tutors, flip through stories and Read concepts to revise and strengthen your basics Whether you are starting a new chapter or revising an old chapter you can watch videos.

Learn faster with stories

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Swipe though images, videos, gifs, questions and learn faster than ever. Stories are also perfect for last-minute revision before your exams.

Extra Marks analyses your strengths and weaknesses And then suggests question. You will practice Question that are right for your learning needs. You will be able to learn better when your practice is made perfectly for you.

Choose question sets based on difficulty

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Choose from a set of easy, medium or difficult Question based on your understanding of a topic. Extra Marks has chapter we\is question sets based on Difficulty, for every stage of your preparation

• Take a crash course and practice the way you want Customise your crash course at the click of a button. instead of flipping through multiple reference Book for question of your choice, start practising the way you want on Extra Marks.

• Take all India test series Be exam ready with all India test series and previous Papers. In the days before your exam, take all India test Series to know where you stand at the national level. According to that you can develop exam strategies and learn time management by solving previous year’s question papers.

Create your own tests Want to practice a chapter and see how many questions you can solve in a set amount of time. You can create your own mock test in under a minute and work towards improving your weakness and using your strengths

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Get detailed performance reports Know how many questions have you attempted, your accuracy, and the average time that you take to answer a question with detailed reports These help you track your performance in tests and highlight the areas to work on and learn better.

Learn better and be exam ready with mock test Solve previous year papers, attempt all India level mock tests, or create one on your own and challenge your friends. Mock tests on Extra Marks are created to help you create exam strategies and polish your weak subjects. Find out how well prepared you are by taking as many mock tests as you can, all in one place.

Chat with expert tutors anytime, anywhere Don’t be afraid of your classmates laughing at you or a teacher asking you to just ask your doubt later. Pick up your phone and chat with experts to get all doubts solved, even if it’s the middle of the night.

Get an instant solution to every doubt None of your doubts will go unanswered, even if they are extremely difficult. We will instantly reply and resolve your doubts. Don’t worry, we are ready to help until you’ve completely understood them.

Chat with expert tutors for accurate solutions To ensure that every solution is correct, we choose only the best teachers to help you. They come from the best colleges and are well trained to solve any doubt you have.

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Get instant solutions and learn better with Live Doubts Doubts are good, it means you are learning something new. And doubts can turn up any time. With Extra Marks, you’re learning never stops because of a doubt. Simply upload a picture, or type it into the app. Our expert tutors will solve it instantly, 24x7, and help you until you completely understand it, no matter how difficult it may be Learn from India's best teachers and clear your doubts in real time. Schedule timely reminders and study in the comfort of your home. Learn and compete with other students in real time. Top teachers Fixed scheduled Get notification

Extra Marks covers 20 boards, 60 competitive exams, and 40 subjects

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➢ ENTRANCE EXAMS THAT COVERED WITHIN EXTRA MARKS

BUILD CONCRETE FOUNDATION FOR CLASSES 5-10

Extra Marks are the pioneers in making a wave in the domain of education by creating a unique generation of students who will gain the expertise to crack any challenge thrown towards them. As the foundation building for the students begin at class 5; we provide them videos on all topics in Mathematics and Science starting from the 5th standard. All the videos for classes 5-10 are based on the CBSE and ICSE syllabi, to help students perform equally well for them exams at school. Specially designed videos for the class 10 students will ensure that they create a good base for their future challenges like AIEEE, JEE, AIPMT,etc At Extra Marks ,learning will be a fun experience as we don't encourage students to do rote learning, instead , we walk them through a world of thrilling visual experience where every tiny concept will be learnt with ease and will stay etched in your mind. In order to achieve your dream of getting admission to the best colleges like IITs, AIIMS, etc it is important that you start your preparation for these challenges at a very early stage. Obtaining guidance through our interesting video lessons will help you relax and take your

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lessons at your convenience, rather than having to stress yourself with the constant commute to your coaching classes after school.

BUILD CONCRETE FOUNDATION FOR CLASSES 11-12 JEE-MED

Class 11 and Class 12 is an important phase in a student's life. It serves as transitional stage for students which requires application of knowledge that is learnt at school level. Class 11 and 12 is an essential juncture where memorizing the concepts is ineffective, instead a thorough understanding of a concept and applying the same is consequential. CBSE class 11 and CBSE class 12 students have relatively high competition when compared to others as the CBSE syllabus is extensive and demanding Students of CBSE class 11 and CBSE class 12 have a tough time managing their studies and time. Along with the regular studies, students have to prepare for competitive exams which plays a significant part in molding their professional lives. JEE and AIPMT are the two competitive exams which holds key to the future of many students as most of them aspire to become Engineers and Doctors by aiming to study at top colleges. JEE (previously known as AIEEE) is the Joint Entrance Examination for Engineering aspirants and AIPMT is All India Pre- Medical Test which is the entrance examination for medical aspirants. It is very important to have a strong foundation at Class 11 and 12 as it embarks the professional journey of a student. JEE and AIPMT are tough exams which tests the ability of students as it evaluates their basic knowledge, understanding of a concept and reasoning capabilities. CBSE (Central Board of Secondary Education) is the regulating body which conducts board exams for class 10th, 12th along with JEE and AIPMT. The exams are conducted at a National level and the competition is high. JEE BFR Project Syllabus comprises of Physics, Chemistry and Mathematics studied at Class 11th and 12th and AIPMT syllabus consists of Physics, Chemistry and Biology from Class 11th and 12th. At Extra Marksy6 we believe that a strong foundation leads to a better future and we provide a comprehensive study material which is available in our learning app. The unique feature of our app is that, it contains video lectures, sample papers and smart mentorship which helps a student to study anywhere-anytime at their own pace. The process of learning is made interesting with interactive videos taught by India's best teachers. JEE 2016 is made easy with complete JEE syllabus, preparation tips, course materials and sample papers which help an Engineering aspirant at every step of preparation making the dream of getting in to an IIT a reality! Studying for JEE

2016 can be less cumbersome and more interesting with Byju's. Medical students preparing for AIPMT 2016 can access AIPMT syllabus, study materials, examination tips and previous year’s papers which makes the process for AIPMT 2016 preparation easy.

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➢ BRANCHES IN DIFFERENT CITIES OF INDIA

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EXTRA MARKS BYJU’S

➢ It provides video lectures for all the subjects a ➢ They provide videos of Sciences (Math student under college can have. included) which are not just mere lectures ➢ It gives you tons of heavily organized tests for by a teacher and marker/chalk , rather it is a board or any other exam, it essentially gives combination of visualization ,intuition and you the examination hall simulating scenario. great music (background). ➢ It has a feature called Extra Marks doubts, in ➢ The respected ones who teaches do not just which people can ask their doubts to merely make you remember the concepts mediumhigh class teachers. but will make you understand the intuition ➢ It has many other organized features like behind it, after which the concepts actually concepts, challenge section , and ofcoure becomes obvious. question sets .You can also customize your ➢ It has organized question sets and tests but test. the amount is not as much as Extra Marks . ➢ This is purely based on the goal for a student to ➢ It provides facility for doubt clarification prepare for various competitive exams for ➢ It has separate videos which are based on prestigious rewards such as NTSE, IITJEE, and NEET, as well as prepare them well for Boards the goal of the student to clear IITs and exams etc. NEETs.

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➢ EXTRA MARKS’S INVESTORS

Hyderabad-based edtech startup Extra Marks has raised funding of $35 Mn (INR 246.13 Cr) from Kaizen Private Equity and existing investors SAIF Partners, Helion Ventures, Kaizen PE and Eight Roads Ventures. Alteria Capital and Times Group’s strategic investment arm, Brand Capital, also participated in the round.

Founder and CEO of Extra Marks, Zeeshan Hayath said that the funding will be used to create brand awareness, accelerate user acquisition, increase its geographical footprint and invest in training and development.

Founded in 2007 by Hayath and Hemanth Goteti, Extra Marks started with courses for class XI and XII. It now offers adaptive learning for class V to XII and also competitive exams such as JEE. With the infusion of funds Extra Marks plans to pursue aggressive expansion plans to reach out to students across the country and to increase its geographical presence. Extra Marks projects its revenue to be over $500 Mn (INR 3,507.92 Cr) in the next three years.

So far, Extra Marks has raised $58 Mn in cumulative funding from investors like SAIF Partners, InnoVen, Helion Ventures, and FIL Capital Management. In February 2016, Extra Marks also acquired

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edtech startup Manch. The company is pursuing aggressive expansion plans, to reach out to students across the country.

In an earlier media statement, Extra Marks has projected 20x growth in its junior grades and 15x growth in its senior grades subscription by 2021, making it a startup with over $500 Mn in revenue in the next four years.

Extra Marks is facing a challenge from edtech Unicorn BYJU’S, Unacademy, Reliance-owned Embibe, Examify, TestBook, Vedantu among others.

In India, elearning will see approximately 8x growth in the next five years, says a recent report by Google, KPMG. This will have a significant impact on the EdTech market that has a potential to touch $1.96 Bn by 2021 from where it stands now i.e. $247 Mn.

ExtraMarks Funding History

ORGANIZATIONAL CULTURE OF EXTRA MARKS

• Extra Marks Follow Open Work Culture,

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• Extra Marks believe that an open work culture can bring in transparency, boost innovation, and develop empathy for every professional. • Extra Marks follow a flat hierarchy and encourage conversations within and amongst our teams. • It engage in healthy discussions and invite different approaches and ideas for its strategies and processes. • They reinforce their open culture on a daily basis with company-wide stand-ups every morning.

HUMAN RESOURCE DEPARTMENT

EXTRAMARKS has divided its HR department into 4 divisions

1. Talent acquisition

2. Talent improvement 3. Talent management four. HR

operations

TALENT ACQUISITION:

Talent acquisition is the manner of finding and acquiring skilled human exertions for organizational desires and to satisfy any labour requirement. The skills acquisition team within a business enterprise is answerable for finding, obtaining, assessing, and hiring candidates to fill roles which are required to fulfil company desires and fill challenge necessities.

Talent acquisition as a unique function and department is a relatively new development. In many companies, recruiting itself is still an indistinct characteristic of an HR generalist. Within many agencies, however, recruiting as a designation did no longer encompass enough of the duties that fell to the company recruiter. A separate designation of expertise acquisition turned into required to satisfy the superior and unique capabilities. Modern expertise acquisition is a strategic function of an organization, encompassing skills procurement, however additionally personnel planning functions such as organizational talent forecasting, skills pipelining, and strategic skills assessment and development.

Talent acquisition professionals at EXTRAMARKS are generally professional not handiest in sourcing strategies, candidate evaluation, and compliance and hiring standards, but additionally in employment branding practices and company hiring tasks. Talent acquisition as a characteristic has emerge as intently aligned with marketing and PR as well as Human Resources. As international

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organizations want to recruit globally with disparate desires and necessities, effective recruiting requires a properly concept out corporate messaging around hiring and expertise improvement. Talent acquisition specialists regularly craft the unique enterprise message around the method the employer takes to hiring and the continued improvement of personnel. The employment emblem therefore encompasses no longer simplest the procurement of human capital, however the method to corporate employee improvement. The unique wishes of massive businesses specially to recruit and lease in addition to attract pinnacle talent led to the development of a unique expertise acquisition practice and profession.

Recruiting specialists often flow among organisation recruiting and corporate recruitment positions. In EXTRAMARKS , the recruitment roles aren't multiple: the recruitment role is liable for sourcing talent and bringing qualified applicants to the company. However, cutting-edge expertise acquisition is turning into a unique ability-set. Because talent acquisition specialists typically also cope with put up-rent talent issues, inclusive of employee retention and career development, the talent acquisition role is quickly turning into an awesome craft. Some recruitment industry advisors even recommend for a talent branch from the HR department, due to the fact expertise acquisition and development is so intertwined with a business enterprise’s final fulfilment and effectiveness.

EXTRAMARKS takes internal reference also to the account for recruitment system. The personnel who're working with EXTRAMARKS for 1 year of life span can refer their recognise peoples who have qualification matching to the EXTRAMARKS activity profile. This might humans to construct exact dating many of the employees in the employer

EXAMPLE:

You are a treasured part of ExtraMarks‘s evolution into a completely unique organisation. Now, here is one extra possibility that allows you to be actively worried in ExtraMarks‘s growth. Do you understand someone who would really like to be a part of the ExtraMarks community Refer a pal and get rewarded..!

TALENT DEVELOPMENT:

"Talent improvement” has come to be one of the most vital buzzwords in Corporate HR and Training these days. Organizations are made up of human beings: humans growing cost via proven enterprise procedures, innovation, customer support, income, and lots of other important sports. As an

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corporation strives to satisfy its enterprise desires, it ought to ensure that it has a continuous and integrated process for recruiting, training, coping with, helping, and compensating those humans.

At EXTRAMARKS 2nd department of HR that is referred to as TALENT DEVELOPMENT looks after many capabilities so that you can develop the skills of the INDEGENE employees. Proper amount of training could be furnished to every new employee and current employee whilst it's miles required. Today’s enterprise environment is very challenging and converting one. To preserve in such surroundings at a long term, agency need to help their employees with the aid of presenting top education and cause them to ready for new challenges springing up.

TALENT Development group at EXTRAMARKS includes out following features:

1. On boarding: The corporation trains and enables its personnel to turn out to be productive and incorporated into the business enterprise more speedy.

2. Performance Management: by the use of the marketing strategy, the company establishes techniques to measure and control personnel.

Three. Training and Performance Support: of direction that is a seriously vital feature. Here the agency gives gaining knowledge of and improvement programs to all levels of the corporation. Function itself is evolving right into a continuous support characteristic.

4. Succession Planning: because the business enterprise evolves and adjustments, there may be a continuous want to move humans into new positions. Succession making plans, a totally critical function, allows managers and people to pick out the right applicants for a position. This feature additionally ought to be aligned with the marketing strategy to understand and meet necessities for key positions three-five years out. While this is often a technique reserved for managers and bosses, it's far greater commonly carried out across the organization.

Five. Compensation and Benefits: genuinely this is an essential a part of human beings control. Here companies try to tie the repayment plan immediately to performance control so that reimbursement, incentives, and benefits align with commercial enterprise goals and commercial enterprise execution.

6. Critical Skills Gap Analysis: that is a technique we pick out as an vital, often omitted function in many industries and organizations. While often finished on a assignment basis, it may be "commercial enterprise-important." For instance, today industries like the Federal Government,

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Utilities, Telecommunications, and Energy are facing massive populations that are retiring. How do you perceive the jobs, individuals, and capabilities which might be leaving? What have to you do to fill those gaps? We call this "essential talent management" and many corporations are going via this now. In the center of this system are crucial definitions and statistics: task roles, task descriptions, competency models, and learning content mater

TALENT MANAGEMENT

Talent Management at INDEGENE has lots more to do with the general improvement of an business enterprise. HR group that is related to the TALENT DEVELOPMENT can have near recognition on each worker’s overall performance. The correct performances are taken into consideration and are given possibility to raise to more stage or stage inside the enterprise. The worker who has finished 1 12 months of carrier inside the business enterprise can don't forget himself for the TALENT DEVELOPMENT procedure.

TALENT MANAGEMENT system could contain following capabilities

1. Talent evaluation

The Talent improvement crew will administer cautiously chosen evaluation tools to assist themselves discover people with the talents to suit your precise needs — the personal traits to in shape tradition and the capacity to reinforce the performance of the enterprise. In different phrases, It will assist you lease pinnacle expertise, now not just someone who can do the process.

2. Succession Planning

For succession making plans, The HR crew has to first apprehend the enterprise desires and demanding situations then it has to prioritize its importance and challenge. Knowing which traits are most vital to achieving the enterprise’s destiny achievement will function a strong roadmap as you pass through the evaluation and choice system.

3. Leadership Planning

Training is the proper device to aid the enterprise’s way of life, build loyalty, and develop personnel who're informed, effective, and make a contribution to the corporation’s fulfillment. Leadership training can help to create a prevailing lifestyle; in reality, researchers discover that correct managers

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are key to employee engagement and overall performance. Provide steerage on performance control, and do a cultural evaluation of the enterprise, documenting its strengths and areas for improvement.

Apart from those capabilities there are few other functions which talent control crew looks after:

• Team constructing

• Succession planning

• Talent assessment & choice

• Leadership education

• Culture analysis

• Change workshops

• Behavioral-based interviewing

• Performance control

4.Three.Four HR OPERATIONS:

HR operations confer with offerings furnished by using an HR branch to enterprise operations. HR operations, or operational HR services, consist of administrative offerings, recruitment, activity analysis, and worker courting management. These HR practices are in area to aid control and personnel of their every day enterprise activities, and are crucial to meet an business enterprise's aim.

HR OPERTAION at EXTRAMARKS has following features to deal

HR Operations within Shared Services & Support: The maximum common fashionable version deployed, this shape featured either an HR operations group embedded within a broader HR services institution, or an HR shared services institution that functioned as, and changed into undistinguished from, an HR operations organization. Firms that perform with this structure consider their HR shared offerings group the main entity answerable for driving HR operational efficiency. The reliable title for this sub-function varies from company to firm, even though usual titles consist of “HR shared services,” “HR operations” or “HR operations, shared services and aid.” In this shape, survey and interview results advise that corporations both make the whole sub-characteristic liable for operational tasks (as defined within the “tasks” section of the document) or a small, separate group present in the sub-feature performs such initiatives and obligations. Many companies declare that this

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model is maximum green because HR operations responsibilities and imperatives are carefully linked to HR shared services processes, goals and projects.

HR Operations as a Centre of Excellence: In this ordinary version, corporations have chosen to create an HR operation centre of excellence, which is sometimes organized and located amongst different HR facilities of excellence such as gaining knowledge of and improvement and reimbursement. This centre of excellence nearly continually is break free HR shared offerings and support, which both exists as a part of a tertiary model (most commonplace case) or reports out of doors of HR completely. One CAHRS companion company that deploys this model has exact HR operations as one in all four HR centres of excellence, whilst a separate HR shared offerings subcharacteristic reports to finance. Among CAHRS companies who set up this model, HR operations tends to be especially strategic and nicely advanced in terms of focus. In several cases, superior projects and HR operations employee competency fashions are developed.

HR Operations Embedded Among HR Generalist Support: In this model, that's the rarest determined a few of the 3 noted, HR operations is divided alongside the same lines as the HR generalist guide, that is often delineated via commercial enterprise unit or geographical place. Firms that make use of this structure can also perform in many distinct geographic regions, have disparate and wonderful enterprise units, or perform their companies in true conglomerate shape. When this model is deployed, HR operations experts may additionally have a business unit or geographical location manager in addition to an HR operations supervisor or have one or the alternative taken into consideration as a “dotted line” supervisor. Examples of HR OPERATIONS carried on at EXTRAMARKS

1. Background policy:

The coverage offers the tips to carry out heritage assessments put up-employment. The reason of appearing these assessments is to decide and or verify, inside suitable prison and expert limits, the qualifications and suitability of a task candidate for the specific position for which the candidate is being considered.

The Policy will assist make sure that employment associated choices using post-employment historical past check are made according with applicable law.

Extra Marks will rent a third birthday celebration enterprise to perform the history look at on behalf of Company. The Company will carry out post-employment historical past tests on all candidates for everlasting employment with Extra Marks .

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1. Domestic journey coverage

The Domestic Travel Policy is framed to assist employees get clarity at the various techniques and eligibilities current for personnel in special Bands and Levels. The policy enables to:

1. Provide suggestions in every day control choices

2. Maintain consistency and continuity three.

Facilitate uniformity at all locations four. Serve as a yardstick to look that the company’s guidelines are benchmarked with current industry practices.

Field of Work

HOW MARKETING / LEAD ARE GENERATED

Email Marketing: How advanced and engaging are the email nurturing campaigns your organization runs? Are you also able to tap into strong partner or industry networks to expand your reach with additional qualified leads?

Digital Advertising: Does your organization pay for banner ads, social ads, and/or paid search or retargeting campaigns? To gauge the effectiveness of paid channels, measure impressions, click-through rates, then content engagement after that first click. Include relevant content and calls to action for all paid digital ad efforts to better quantify results.

Media Coverage: Media coverage optimizes your website with powerful referring links, can improve overall brand awareness and credibility, and can make your company top-of-mind throughout the sales cycle. Track visitors coming to your site from PR efforts or brand mentions in the media, then qualify this channel as those visitors become leads and work through the funnel.

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Social Media: As more consumers go to social media for customer service or to poll friends and family for advice on upcoming purchases, the channel becomes an increasingly important source for marketers to track.

Direct Marketing: Still sending direct mail? How are you measuring leads generated? Consider driving further engagement with vanity URLs to supplement direct mail pieces with relevant, engaging content. Include calls to action that will further qualify leads and track online activity.

Traditional Advertising: Are you still measuring impressions for traditional print, radio, TV or billboard advertisements? Tie this data to leads and sales with dedicated promo codes, vanity URLs, or calls to action that prompt “impressions” to turn into identifiable leads.

Sponsorships: Sponsorships are pure “pay-to-play,” so it’s critical to track leads and sales generated for bottom-line return. Start by organizing all the sponsorships your organization pays for. Evaluate the goals for each, then put the processes in place for tracked measurement against those goals.

Affiliate / Partner Programs: Some organizations are a natural fit for affiliate or partner programs. Consider manufacturers who sell through distribution channels, resellers, software service providers, consultants and more, or value-added resellers (VARs) who partner to sell industry technology.

Events / Shows: Events are an investment for brands at all stages of the marketing funnel— from awareness with new prospects, through the loyalty and retention of existing accounts.

When measuring effectiveness of events as lead generation drivers, consider cost per new lead, overall quality of each event’s leads generated, and how many of those event leads turn into longer-term sales opportunities.

Inbound Phone Calls: Many leads (and customers) opt to pick up the phone to talk to someone when evaluating options, searching for detailed or specific information, or seeking service and support. Even though that engagement is happening “offline,” call tracking software enables

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marketers to gather data on what prompted a call, what happened during the call, and actions following that call to connect online and offline marketing efforts.

Outbound Sales: If you’re making outbound calls, you likely have a list of prospects or cold business phone numbers to call. Evaluating this source comes with lead scoring and updates to your complete lead database. Integrate call centre tracking or management with your CRM to further track outbound call efforts.

Referrals: Encourage others to drive visitors and leads to your website, products or services. For example, if your company offers training or consultative services, encourage those who’ve already taken the training to share resources with others with a profit-share offer.

Traditional / Offline Networking: Often, the best leads come from in- person networking. Manually tag these leads and the offline sources in your CRM or contact database after each event to keep offline networking opportunities in the lead source mix. If driving networking connections online, consider a dedicated landing page or separate social list.

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Classification of leads according to cities.

TIER-1: - ALL METRO CITIES

TIER-2: - SMART CITIES PROPOSED BY GOI

TIER-3: - TOWNS AND SMALLS COMMERCIAL HUB

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 Conversion process:

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 helps in creating a systematic database of students for the company. The principle of

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AIDA is being used by the sales force in converting the leads into subscribed customers.

The conversion process which is generally followed by the organization is mentioned below: -

1. Calling on leads- The salesperson 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 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 any time to get the guidance regarding the solution of their problem

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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.

WORK DONE DURING INTERNSHIP

➢ WORK DESCRIPTION

1. FIXING DEMOS

• We must make calls to the leads assigned by team leader and convince the parents as well as students for the counselling session, by defining the benefits of using Extra Marks, how it can help in scoring more with efficient technique of study. Once a demo fixed, contact to be shared with tm for scheduling session.

• I fixed around 3-4 demos per day

2. SCHOOL DATA ANALYSIS

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Exams that conducted by Extra Marks in differents, to collect data, that data should be feed in cram and analyzed so that duplication of data can be avoided. Data gathered from third party (sports academy, dance academy, books street) are to be summarized in proper format to transfer into cram.

3. B2B COLLABORATION

Visited sports complex (masala sports complex, Ramaiya sports academy) for the collaboration Visited different dance and singing academy for the data of students

4. WORKED WITH MARKETING DEPARTMENT

• Leads generation • Getting review from subscribed customer. • Checking requirements of prospectus, pamphlets, counseling form, question paper and order to be print if required. • Finalizing the schools where exams to be conducted. • Working with the team in conducting the exams in schools.

5. B2B- TIMES OF INDIA COLLABORATION

• Organized by the Times of India in association with EXTRA MARKS Classes, the challenge tested the students on their Math’s and Science aptitude. And saw the top 10 percentile of students from each school battle it out to become the city topper. • The day started off with the test, followed by a presentation conducted by EXTRA MARKS classes, for the students.

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• The session aimed at aiding students to recognize their thinking process and engage them in a more wholesome and multi-sensory form of learning. This was followed by an award ceremony, where each school topper of Round 1 received a TABLET and a Certificate. • Apart from the B2C marketing technique, I along with my team, took my first step towards implementing B2B marketing by approaching one of the renowned schools of DELHI: KALKA PUBLIC SCHOOL.

Our motive was to mentor the students and conduct a creative aptitude test which would in turn be a source of lead generation. Due to ongoing school exams, this idea is yet to be approved by the school authorities.

6. ORGANISED APARTMENT ACTIVITY

LOCATION: -SEC-93 (NOIDA), SUPERTECH EMERALD COURT DURATION: - 6/7/19 – 7/7/19 TIMING: - 10 am – 7 pm

➢ APARTMENT SHORTLISTING PROCESS-

• Visited the apartment and had a meeting with the secretary of resident welfare association. • Consult about the activity that we are going to organize and convinced him after many negotiations. • Told him about the date and timing of the activity 600+ flats are there.

➢ TOOLS AND TECHNIQUES USED FOR PRE-HYPE-

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• Pre promotion of the Extra Marks is done in the apartment before organizing the event. • Leaflet and event info are distributed to every flat through newspaper distributor. • Banners placed on each gate. • Posters sticks on every notice board of each apartment.

➢ EVENT FLOW

• We targeted two gates; promotional canopy & standee are placed on each gate. • Each group with 3 members is stand on both the gate. Interacted with parents & students and explain them about the Extra Marks and scholarship scheme and try to convince them for counselling session. And asked the students to participate in sports activity that organized in their apartment. • Leaflet are placed on the cars available in basement parking. • Pens are distributed to the registered students. • Calls are made to each flat through intercom.

➢ OUTPUT

• 40+ students registered(leads) • 15-20 demos confirmed • Some parents deny after call • Some leads are on follow ups • 1 demo converted in sale of 92k • No. of demos done and are on follow ups.

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➢ POSITIVITY OF EVENT

• Proper teamwork • Effective promotional techniques • Interacted with each parents and students who are passing through the gates • Effective motivation given by team leader to all members Proper coordination among all the members and teams. • Students under class 10th take imitative to participate in sports activity

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➢ THINGS THAT SHOULD BE CONSIDERED FOR BETTER RESULT

• Conduct event in weekdays also, so that more students and parents are available outside for interaction. • Effective activity should be organized for higher class students. • When students registered for counselling, we must make call to their parents for confirmation of counselling and then transfer it to sales department. • Participation certificate should be given to students

Extra Marks’s AIDA Model includes the following:

Gain attention-Salesperson tries to gain attention of the visitor by explaining about the website i.e. Extra Marks 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.

Act- 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.

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SWOT ANALYSIS

STRENTH 1. VIDEO LECTURES ARE AVAILABLE IN HINDI AS WELL ENGLISH LANGUAGE. 2. STUDENTS CAN LEARN ALL SUBJECTS. 3. COLLECTIVE DECISION MAKING. 4. HAS FAR BETTER FEATURES, IS MUCH MORE COST EFFECTIVE AND VERY EASY TO USE 5. .EXTRA MARKS COVER 20 DIFFERENT BOARDS 6.PROVIDE 5 PREVIOUS YEARS QUESTION PAPER FOR ALMOST ALL NATIONAL LEVEL EXAMS.

WEAKNESS 1. LOW ATL (ABOVE THE LINE ADVERTISING) PROMOTIONAL ACTIVITIES. 2. LOW INVESTMENT AND INVESTORS. 3. IT ONLY COVERS 5-12 CLASS 4. DOES’NT PROVIDE PREPARATION FOR IAS & CAT EXAMS 5. ISOLATION OF LEARNERS AND TUTORS

OPPORTUNITY 1. NOW-A-DAYS ONLINE LEARNING CONCEPT IS GROWING FAST. 2. PROMOTION OF DIGITALISATION IN INDIA. 3. STUDENTS SHOWING INTEREST IN ONLINE LEARNING. 4. ONLINE LEARNING CAN SAVE THE TIME, COST, ENERGY OF STUDENTS 5. STUDENTS CAN LEARN FROM ANYWHERE, ANYTIME.

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THREATS 1. HEALTH RELATED CONCERNS. 2. PARENTS CONCERN REGARDING THE USE OF INTERNET BY THEIR CHILDREN. 3. UNSOCIAL CONCEPT. 4. TOUGH COMPETITION FROM WELL ESTABLISHED COMPANY (BYJU’S, UNACADEMY, VEDANTU)

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CHAPTER – 3

Research Methodology

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Statement of Problem

Acquisition of Customer

NEED FOR THE STUDY:

The Study Has Been Conducted for Gaining Practical Knowledge About the Working of Sales and Marketing Department. The Study Is Undertaken as A Part of the MBA.

OBJECTIVES:

• To learn how company generates leads • To study the revenue generation strategy of the company • To learn about the demo process of the company • To find how a customer is convinced of the importance of products by Extra Marks

Scope of The Study

To discover prospective customers.

It helps to discover competition strength and their weaknesses.

It is useful for better information of the possibilities.

It is beneficial to know and analyse the elements that influence the prospects.

Research Methodology:

Research methodology is the technique of amassing statistics and information to recognize the answers to unique questions with the aid of the software of technological methods of accumulating for decoding statistics.

Research Design

The have a look at is carried based totally on Descriptive research layout

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Descriptive Research Design

It consists of surveys and fact locating enquiries of numerous kinds. It’s a reality- finding investigation with adequate interpretation. It the nice kind of evaluation and is additional than a looking examine.

Because it focuses on specific factors of the matter being studied. Therefore, evaluation fashion used for this project became descriptive analysis style Descriptive studies technique changed into the best technique applicable to the exiting disadvantage noted throughout this challenge file. Here they have a look at is carried out to see the actual truth.

METHODOLOGY

RESEARCH is a ‘careful investigation or inquiry especially through search for new facts in any branch of knowledge’.

METHODOLOGY OF STUDY: The project is a systematic presentation consisting of the enunciated problem, collected facts of data, analyzed facts and proposed conclusions in form of recommendations. The data has been collected from both the sources primary and secondary sources.

DATA COLLECTION:

Primary Data: Primary data was collected through company website, internal management, hr. and marketing department

Secondary Data: Data was collected from web sites, going through the records of the organization, etc. It is the data which has been collected by individual or someone else for the purpose of other than those of our research study. Or in other words we can say that secondary data is the data used previously for the analysis and the results are undertaken for the next process.

• PRIMARY DATA

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Primary information has been amassed in mere a technique i.e... Survey, concerning forty customers participated inside the survey. The records are amassed from the clients of mom dairy culmination and veggies and each day sparkling Works thru one to at the least one interplay with the customers.

• SECONDARY DATA

The information regarding enterprise's Background is product and offerings and key people is collected via business enterprise’s brochure and agency's officers.

LIMITATIONS THE STUDY

The study changed into behaviour inside a period of stipulated time.

The look at is confined to best to the angle of the Extra Marks put ltd. offerings.

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CHAPTER-4

Data Analysis and Interpretation

Analysis and interpretation of data collected with relevant tables and graphs.

Data interpretation of sample data.

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1. Which one of the following do you use to identify Clients? Chart and table no: 1

Options Sources frequency Sources

A schools 4 10 % schools

B Social media 3 Social media 20 % 40 %

C Google search Google search data data 2 All the Above 30 % D All the Above 1

Total 10

In the above chart we can see that 10% of the respondents have chosen all the above three sources, 30% have opted for social media, 20% use google search data as the source to identify prospects. And 40% use School data

2. What is the follow up and response ratio?

Chart and table no: 2

Option Ratio frequency Followup : Response

A 1: 1 0 6 B 2: 1 2 5 4 C 3: 1 5 3 D 5: 1 3 2 total 10 1 0 1:01 2:01 3:01 5:01

From the following bar graph we can tell that no one has the response rate of 1 : 1, 20% of the respondents have 2 : 1 Follow and response ratio, 50% of the respondents have ratio of 3:1 and 30% of the respondents have a 5:1 follow to response ratio.

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3. Is location of business operations really a barrier for any business? Chart and table no: 3

Response Frequency

Yes 3 Respondents No 7 No 7 total 10

Yes 3

0 2 4 6 8

From the analysis of the above column graph we see that 30% of the respondents answered yes that they feel that location of business operations is a barrier for the doing business , while the rest 70% of the respondents the answered no it is not a barrier for the business.

4. How do you approach the prospects? Chart and table no: 4 options Approach responses

A E mail 3

B Cold 5 calling C Both A and B 2 total 10

Approaching client

6 5 4 3

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2 1 0 E mail Cold calling both E mail and Cold calling In this bar graph 30% of the respondents use E-mails, 50% use Cold calling, and 20% use both E-mailing and cold calling to approach their prospects or clients.

5. What is the major problem in attracting a client or prospect?

Chart and table no: 5

Option Problem Percentage PROBLEM

Time of aproach language Time of culture None of the above Approach A 40%

B language 20% 20 % 40 % C culture 20% 20 % None of the 20 % above D 20%

total 100%

The above pie chart represents what is the major problem in attracting a foreign client. 40% of the respond by telling that its time difference, 20% respond that it is culture, 20% respond it to be the language and the rest 20% say it is none of the above.

6. What is major reason for losing a client?

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Chart and table no: 6

Reasons Frequency Reasons Dissatisfaction 20%60% 50%

Cost 30%40% 30%

none of the above 50%20% 10% total 100%0%

Disatisfication Cost none of the above

In the above bar graph, we can see the reasons to be perceived of the respondents for loss of a client are 20% for dissatisfaction of the service, 30% say cost, and 50% say none of the above.

7. What are the problems involved in attracting an interstate client? Chart and table no: 7

options Problems Frequency

a Language 20%

b culture 60%

c Knowledge 10%

d Both A and B 10% total 100%

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Problems

10 % 20 % 10 %

60 %

Language culture Knowledge Both A and B

The above graphic representation shows the sum the problems involved in working with a foreign client. Where the response was recorded that language as problem by 20% of the respondents, Time as 60% which is a major problem, knowledge as a problem by 10% and Both language and time by rest 10% of the respondents.

8. What is the average time taken to cold call a single client? Chart and table no: 8

Time RESPONSE taken 2 to 3 min 3 to 5 min 5 to 10 min response

2 to 3 min 30% 10 % 30 % 3 to 5 min 60%

5 to 10 min 10% 60 %

Total 100%

The above data represents the average time taken by different respondents to collect a single profile of a prospect. As shown in the pie chart 60% of respondents took an average time of 3 to 5 min, 30% took 2 to 3 min and 10% took about 5 to 10 min to cold call a single client.

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9. Have you ever used other E learning apps? Chart and table no: 9

Response Percentage Yes 60% no 40% total 100%

This donut pie chart show if the respondents have ever outsourced the recruitment activities and 60% of them respond that they have outsourced while 40% of them have not outsourced the recruitment activities.

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10. Who is your target prospect in the organizations? Chart and table no: 10

targeted clients n corporate organisations

degree completed employes 20 % Pg completed employee

Corporate employee looking for 50 % 10 % Govt job Both a and b 10 % All the above 10 %

Options Profile level Response

degree completed employs a 20%

b Pg. completed employee 10%

Corporate employee looking for Govt job c 10%

d Both a and b 10%

e All the above 50%

total 100%

In the above table we see who the target clients of our respondents are. 50% of the respondents tell all the above-mentioned people are their target clients, 20% reply as Degree completed employees,

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10% reply as PG completed employees, and 10% as both degrees completed, and PG completed employees as their target clients.

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CHAPTER-5

Findings, Suggestions and Conclusion

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Findings

1. Transforming Dull Subject Matter into Amazing e-learning Experiences

Dry and dull subject matter is the bane of every e-learning professional’s existence. You must use a healthy dose of innovation, creativity, and every resource you can get your hands on to transform it into something engaging and exciting.

But sometimes it isn’t so much the subject matter that’s troublesome, but instead, where the information you’re using to build it comes from.

Social learning tools enable learners to ask questions and get answers directly from other users and internal subject-matter experts and then share this knowledge across the organization.

Handing some control over to your learners and encouraging them to generate their own learning content (that is then reviewed and validated by SMEs) is a major mindset shift, but it can produce valuable results.

In fact, one of Nocebo’s customers, a major telecommunications company used this method to increase learner satisfaction because learners found the content to be more relevant, authentic and applicable to their jobs.

2. Lack of Learner Motivation and Engagement

Unfortunately, not every online learner is going to be 100% committed to the e-learning experience. They may be distracted, busy, or simply unmotivated. We live in an age where attention is at a premium and learners have access to more information than they can consume. All these hurdles prevent them from actively engaging with learning programs.

To counteract this, you must provide them with an interactive and immersive e-learning course that includes their interests and aligns with their goals. They must see the value in the e-learning course if you want them to actively participate.

As a start, three keyways to drive engagement are; microlearning, gamification and building hype for upcoming content.

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3. Staying Up to Date with Modern Tech

Every year welcomes new tech tools, gadgets, and software that you can use to improve elearning delivery. But which technology is worth the investment?

Attend tech conferences, e-learning events, and trade shows. Read articles, blogs, reviews and even case studies related to these technologies. Doing so keeps you up to date with what is being developed and, most importantly, helps you determine whether these modern elearning tools suit your needs.

4. Designing e-learning Courses for Different Generations

Learning content isn’t one-size fits all. Your audience is now comprised of four different generations – Baby Boomers, Gen X, Millennials and Gen Z, which can make it challenging to create generic e-learning experiences for all since each generation has its own unique traits and needs.

Overcome this by learning as much as you can about your learners’ goals, preferences, and backgrounds through surveys or using a learning platform that collects data on behaviour, which you can then analyse.

Use your new, in-depth data to create learner personas that allow you to customize the learning experience based on the experience level and tech-savviness of each learning group.

Artificial Intelligence (AI) can bring automated and personalized learning to life by enabling your learning experience to be truly responsive to your learners’ needs. An AI-powered platform will adapt intelligently to users’ requests and allow them to take control of their own learning.

5. Unrealistic Deadlines

We’ve all had to deal with next-to-impossible deadlines that made us lose sleep and deal with unhealthy amounts of stress. No matter how many times we tried to shift things around and allocate resources, we just couldn’t seem to make the timeline work in our favour. The secret to overcoming unrealistic deadlines is full transparency and honesty.

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Make sure that those setting these deadlines (directors or senior management) are aware of every step involved in the e-learning process so they know just how much work goes into delivering learning outcomes that provide value to the entire organization and align to business objectives.

6. Inexperienced partners

The cause of tip 5 can often be linked back to this point. If people aren’t familiar with elearning initiatives, they won’t be aren’t aware of how difficult the design and development process can be. Therefore, it’s so important to sit down with them beforehand and explain what you’ll be doing, how you’ll be achieving goals, and how often they can expect a progress report. If they know what’s going on behind the scenes, they will usually be much more cooperative and understanding.

7. Subject Matter Experts with No Prior Instructional Design Knowledge

From time to time, you will come across a Subject Matter Expert (SME) who is new to the world of e-learning and doesn’t know much about instructional design models and related theories.

Equip experts with a list of online resources that they can use to brush up on the basics. But also remember, as mentioned above, that it doesn’t always have to be your SMEs who create the learning content. Lean on your workforce to contribute content, such as bite-sized videos about a common pain point they face and how they address it and enable doing so by adding a social learning module to your technology platform.

8. Balancing Tight e-learning Budgets

Not all e-learning projects are going to come with unlimited e-learning budgets. In fact, most will be restricted to limited financial resources and you’ll have to get creative to work with what you’ve got. Before starting any e-learning project, draft detailed budget that includes all expenses. Make sure to have a realistic estimate of what the e-learning project is going to require before you turn in your proposal. Otherwise, you may have to dig into your profit margin to deliver an e-learning product that lives up to expectations.

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9. Finding the Perfect e-learning Authoring Tool or Learning Platform

If you’ve had to choose a new e-learning authoring tool or Learning Management System in the past, then you already know how challenging the selection process can be. There are so many e-learning authoring tools and learning platforms to choose from and so little time. It’s wise to narrow down your list of must-have features and then take full advantage of free demos and trials. Doing so helps you choose the tool that’s just right for the needs of your learners and your e-learning development team.

Fortunately, the pros by far outweigh the cons when it comes to be an e-learning professional. There is the potential for big returns in engagement, productivity, efficiency and innovation when e-learning is done well – and the right technology is used to support your objectives.

How do you ensure e-learning and development programs are aligned to help achieve your organizational goals?

Uncover the key e-learning trends you can’t ignore for your learning strategy in Docebo’s latest e-learning Trends report.

11. Cultural differences

How cultural variations impact international commercial enterprise in 2017

As organizations preserve to enlarge throughout borders and the global marketplace becomes increasingly accessible for small and massive agencies alike, 2017 brings ever greater possibilities to paintings the world over.

Multinational and pass-cultural groups are likewise becoming ever extra not unusual, which means agencies can gain from an increasing number of numerous knowledge base and new, insightful methods to enterprise problems. However, at the side of the benefits of insight and information, international groups also face ability hindrances with regards to lifestyle and worldwide business.

While there are a number of methods to outline subculture, positioned actually it's far a hard and fast of common and generic norms shared by means of a society. But in an international enterprise context, what is commonplace and common for a expert from one country, might be

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very special for a colleague from remote places. Recognizing and know-how how way of life impacts worldwide enterprise in 3 core areas: communication, etiquette, and organizational hierarchy will let you to keep away from misunderstandings with colleagues and customers from abroad and excel in a globalized business environment.

12.Communication

Effective communication is crucial to the fulfillment of any enterprise venture, however it is mainly important whilst there may be a actual risk of your message getting “lost in translation.” In many global organizations, English is the de facto language of enterprise. But more than simply the language you speak, it’s the way you deliver your message that’s critical. For example, whilst the Finns might also cost directness and brevity, specialists from India may be extra oblique and nuanced in their verbal exchange. Moreover, whilst fluent English would possibly come up with a professional enhance globally, knowledge the importance of diffused non-verbal communication among cultures may be similarly critical in international business.

What might be common for your way of life — be it a company handshake, making direct eye touch, or kiss at the cheek — may be uncommon or even offensive to a foreign colleague or purchaser. Where possible, do your studies earlier of expert interactions with individuals from a different subculture. Remember to be perceptive to body language, and while unsure, ask. While navigating go-cultural communique may be a venture, drawing close cultural variations with sensitivity, openness, and interest can help to position everybody at ease.

13.Workplace etiquette

Different methods to expert communique are simply one of the innumerable differences in administrative centre norms from round the arena. CT Business Travel has put together a beneficial infographic for a quick reference of cultural variations in commercial enterprise etiquette globally.

For instance, the formality of deal with is a large consideration while managing colleagues and commercial enterprise partners from extraordinary international locations. Do they opt for titles and surnames or is being on the first-name foundation perfect? While it can vary across businesses, Asian international locations inclusive of South Korea, China, and Singapore generally tend to apply formal “Mr./Ms. Surname,” whilst Americans and Canadians have a tendency to use first names. When unsure, erring at the side of ritual is usually safest.

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The concept of punctuality can also differ among cultures in an international business surroundings. Different ideas of what constitutes being “on time” can regularly result in misunderstandings or bad cultural perceptions. For example, where an American may additionally arrive at a assembly a few minutes early, an Italian or Mexican colleague may additionally arrive several mins — or greater — after the scheduled begin-time (and still be considered “on time”).

Along with variations in etiquette, come variations in mind-set, specifically in the direction of such things as administrative centre war of words, regulations and guidelines, and assumed working hours. While some can also don't forget operating lengthy hours a sign of commitment and success, others may recollect these more hours an illustration of a loss of efficiency or the deprioritization of important family or non-public time.

114. Organizational hierarchy

Organizational hierarchy and attitudes closer to control roles also can range broadly between cultures. Whether or now not the ones in junior or centre-management positions feel relaxed speak me up in conferences, thinking senior choices, or expressing a differing opinion may be dictated through cultural norms. Often these attitudes can be a mirrored image of a rustic’s societal values or degree of social equality. For example, a country which includes Japan, which traditionally values social hierarchy, relative fame, and respect for seniority, brings this approach into the place of business. This hierarchy enables to define roles and obligations across the enterprise. This also approach that the ones in senior management positions command admire and anticipate a certain level of ritual and deference from junior crew individuals.

However, Scandinavian international locations, which includes Norway, which emphasize societal equality, tend to have a relatively flat organizational hierarchy. In turn, this could imply exceptionally casual communique and an emphasis on cooperation throughout the organization. When defining roles in multinational teams with various attitudes and expectations of organizational hierarchy, it can be easy to see why these cultural differences can present a venture.

15. Time Zone distinction

With companies and agencies an increasing number of taking their paintings to the worldwide level and expanding during the sector, running with faraway groups and throughout unique

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time zones has emerge as almost normal. Working in night shifts to coordinate with your Australian counterparts are having a centre of the day video convention with the liaison in Mumbai who seems like he woke in the midnight, need to now not be an unusual feat for many humans. However, although being a part of a globally ‘present’ employer and working with colleagues across the world is an accomplishment like no different for your profession, a few very real problems come with this possibility.

The very real time sector troubles that come with operating on a far-off group, if now not handled nicely, can make you want that you could be anywhere in the world however to your time area. Following are several the pinnacle ten-time region troubles faced by means of groups when operating remotely.

16. Miscommunication

Communication breakdown is one of the maxima not unusual troubles faced whilst operating with far flung teams across time zones. It may be something as complicated as clarification of records concerning troubleshooting of a sure product, or as easy as managerial responsibility distribution. If now not resolved directly and escalated, it is able to result in a bunch of troubles in a seemingly unbreakable chain.

17. Increased Dependency

Generally, whilst operating with remote and digital teams, the objective is to reduce production value whilst lowering manufacturing time. This calls for obligations to be carried out the use of sequential or reciprocal dependency throughout teams. However, those dependencies need to be handled very cautiously, or a person or the opposite may also come to be twiddling their thumbs because the member they're established upon for challenge finishing touch has delayed the process. This no longer best will increase manufacturing times and ignored deadlines; it additionally provides to communication and manufacturing prices.

18. Coordination breakdown

Coordination is described as the control of dependencies amongst task activities to reap the specified purpose. The problem of breakdown of coordination is a result of the preceding difficulty. Increased dependencies and therefore better stress on sure nodes in the chain of

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labour, necessarily outcomes in coordination breakdowns among teams. It ought to be cited right here that neither too little dependency nor an excessive amount of dependency among teams and participants is a specifically top scenario for the groups.

19. Increased Coordination charges

The point of working with far off teams is decreasing the price of manufacturing by dispersing paintings throughout special time zones that makes it viable for manufacturing to move on for 24 hours an afternoon during the world. However, if now not treated nicely, this method is probably to backfire. The breakdown of coordination necessarily results in the agency scrambling to repair that problem by means of paying extra interest to it, and therefore leading to growth in coordination expenses.

20. Delay

Delay is a problem this is accounted for in several global businesses as a part of work chain distribution. The trouble of coordination breakdowns main to clarifications throughout teams and transform on the mission to hand leads to the delay in assembly deadlines or paintings handovers between groups. This can cause a chain of delays or stress at nodes that may be exhaustive to the crew individuals concerned.

21. Language barrier

Working with groups dispersed across exceptional time zones has a completely not unusual problem that could be a precursor to miscommunication. Research suggests that the various personnel of any international enterprise experience that language limitations throughout teams are a chief element for coordination and communique breakdown between them.

22. Calendar coordination

Along with geographical dispersion and time sector differences, any other hassle of differences in time windows and cultural calendars also arises in groups running remotely. The trouble of weekends no longer overlapping among teams and work hours in addition to nearby holidays and priorities being special is any other reason for coordination delays

23. Time separation

Not most effective do exclusive time zones motive a trouble in verbal exchange and paintings overlap windows however there may be also an idea of time separation that takes root here. Coordination can breakdown over as little as variations in lunch instances and paintings hours

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across groups. Overlapping and non-overlapping paintings hours should be managed as carefully as calendars and schedules across groups.

24. Work culture differences

Team way of life differences are any other trouble which could result in communique and coordination breakdowns throughout groups. Team way of life can manner something from starting work at an early hour of the day, to handling crew conferences and video meetings, to taking longer lunch breaks or maybe operating over the weekends. When uncoordinated, team lifestyle variations can imply better stress at unique nodes inside the work chain, uncooperative crew members and delayed productivity.

25. Increased warfare

Conflict is a part of paintings lifestyle whether dispersed throughout time zones or colocalized. However, studies suggest that improved quantity of teams operating throughout higher range of time zones correlates to multiplied warfare amongst crew individuals. It fosters no longer most effective vast variations in paintings culture, however additionally irregular making plans of schedules and crew meetings, lower group morale, and negative coordination among teams. Conflict if no longer resolved right away and nicely can result in unprofessional suggests of non-cooperation in addition to delays in productiveness and therefore increase in no longer handiest coordination costs however additionally production costs in the business enterprise. This problem is as not unusual inside the small-scale groups as the big ones.

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SUGGESTIONS AND RECOMMENDATIONS

❖ Extra Marks is an e-learning app that is growing day by day but facing tough competition from bijous, as there is low at (above the line) investment activities in Extra Marks, and it should be increased ❖ Company should provide a trail period of 1week or more to customers before purchase, as it is demanded by lots of customers. ❖ There is high need of motivation among the employees, they can’t be seen only as a revenue maker but as an asset of the company. ❖ Funds should be provided for apartment activities which helps in promoting Extra Marks ❖ Work from home option should be available as students and homemakers tend to avail this kind of employment opportunity. ❖ Employees going for demos shouldn’t be given tele calling work as it leads to increased work hours which is both tiring and unproductive in long run. ❖ Hr department should organise more social activities for employees to blow off steam. ❖ Better logistics in remote areas, product delivery takes too much time.

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CONCLUSION

Extra Marks 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 furthermore into the market and minds of people. On the contrary brand like Biju’s have strong presence in the consumer's mind. This is due to its aggressive and effective marketing. Extra Marks is only active in some months of the year targeting peak season.

Absence of careers 360 in vital domains like study abroad is a major reason for low awareness. My task was to connect the leads regarding the products and services offered and Counselled the prospective Beach 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 546 clients in dec-jan out of which 58 converts into sales conversion and generate revenue INR 5,1000 jan to feb I contacted 574 clients out of which 86 converts into sales conversion and generate revenue INR 7,5000. I sold total 92 units within two months internship period

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, shop 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

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Bibliography

1. www.extramarks.com 2. www.datacollection.com

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Annexure

1. Which one of the following do you use to identify Clients? a. School b. Social media c. Google search data d. All the above

2. What is the follow up and response ratio? a. 1:1 c. 3:1 b. 2:2 d. 5:1 3. Is location of business operations really a barrier for any business? a. Yes b. No 4. How do you approach the prospects? a. Email c. both a and b b. Cold calling

5. What is the major problem in attracting a foreign country client or prospect? a. Time of apporach b. Language c. Culture d. None of the above

6. What is major reason for losing a client? a. Dissatisfaction c. none of the above b. Cost

7. What are the problems involved in working with interstate client? a. Language c. Knowledge b. Time d. Both a and b

8. What is the average time taken to cold call a single client? a. 2 to 3 min c. 5 to 10 min b. 3 to 5 min

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9. Have you ever used other E learning apps? a. Yes b. No 10. Who is your target prospect in the organizations? a. degree completed employes b. Pg completed employee c. Corporate employee looking for Govt job d. Both a and b e. All the above

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