“Customer Acquisition and Brand awareness of Connect2India through

business development, Sales, negotiation”

CORPORATE INTERNSHIP PROGRAM PROJECT REPORT

SUBMITTED IN PARTIAL FULFILMENT OF PGDM PROGRAM 2018-19

Submitted By

Name-Aritra Banerjee
Roll No-128

Company Mentor Faculty Mentor

Mr. Vishesh Goel Prof. Arpan Anand

International Trade Manager

Connect2India

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 Certificate from Company

This is to certify that Aritra Banerjee, a student of PGDM Program, (2018-20)

Batch of Fortune Institute of International Business, Delhi has undertaken the
Corporate Internship Training at Connect2India during 1st April 2019 to 22nd
June 2019 under my supervision & guidance. He has conducted a study &
completed the Project on “Customer Acquisition and Brand awareness of
Connect2India through business development, Sales, negotiation”
During Training his/her work was Marketing & Sales Intern.

Seal of Organization Signature of Corporate Mentor

Date: Mr. Vishesh Goel
International Trade Manager

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Certificate from Faculty Mentor

This is to certify that the Project Report titled “Customer Acquisition and
Brand awareness of Connect2India through business development, Sales,
negotiation” is a bonafide work carried out by Aritra Banerjee of PGDM
(2018-20) Batch of Fortune Institute of International Business, Delhi as a
fulfillment of PGDM Programme.
He/ She has worked under my guidance and satisfactorily completed his/her
project work.

Date:

Name and Signature of Faculty Mentor - Prof. Arpan Anand

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 Declaration by the Student

I, hereby, declare that the work presented in this report, entitled “Customer
Acquisition and Brand awareness of Connect2India through business
development, Sales, negotiation” in fulfillment of the requirements for PGDM
Programme, submitted to Fortune Institute of International Business, Delhi is an
authentic record of my own work and is free from any type of plagiarism,
carried out under the supervision of Mr. Vishesh Goel and Prof. Arpan Anand

I also declare that the work embodied in the present report

(i) Is my original work and has not been copied from any source, and

(ii) Has not been submitted for any other Degree or Diploma of any
university/Institution.

Aritra Banerjee

Roll No. 128

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Acknowledgement

My internship at [Link] has been a great learning experience. I would

like to extend my sincere thanks to the company for giving me this opportunity
to work with them.
I would also take this opportunity to extend my heartfelt gratitude to all the
people who have helped me in completing the internship project. I would like to
thank my Corporate Mentor- Mr. Vishesh Goel, International Trade Manager at
Connect2India, for his constant guidance during my internship and also in
completing my project. I would also like to thank Mr. Daksh Gupta and Ms.
Priya Goyal who also assisted me during my internship and completing my
project. Again, I would thank my team members with whom I worked during
my internship.
Finally, I would like to thank my Faculty Mentor- Prof. Arpan Anand
Associate Professor at Fortune Institute of International Business and all other
professors for constant support and guidance in completing my project. This
project would not have been possible without their help, support and co-
operation.

Aritra Banerjee

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Executive Summary

This report consists of the work which was done under the project title "Customer
Acquisition and Brand awareness of Connect2India through business development, Sales,
negotiation".

This project was undertaken to understand the company sales process and trade process in
order to suggest further improvement that can be made up through digital marketing tool
process for the company.

The purpose of the project is to acquire SMEs through sales who are fascinated in exports and
imports and providing them consultancy service through an in-depth process starting from
documents to the order execution in overseas exports. Also, how we develop the sales
function and trade process for the company, because there is no direct competition, but
indirectly Alibaba and the Indian market have reasonable control over customers.

In this project, I am primarily allotted with selling of different packages provided by the
company for different micro, small and medium-sized enterprises to get them onboard and
identify issues regarding hindrance in business development, packages analysis and
development of the sales process taken into consideration by reporting the sales report to the
top management and further changes were made into enhancing the value of the business.

The action plans were taken by me to complete my project during my internship are to
Develop the Sales process in order to increases sales for the company and also analyze the
trade function by identifying problems/issues regarding export and import process so that
onboard client can get active orders from overseas market and executing their order shipment
to foreign countries.

This project has given suggestions to the company regarding some specific changes and
continuations in their working model, which will help in flourishing and growing
Connect2India to achieve greater success.

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The recommendation was suggested keeping in mind the cost of the packages and how it will
help the company in increases in the customer success rate even higher for Connect2India in
the near future

General Paragraph about this Project

This project is made to understand the performance of connect2india services in the
competitive field of export-import service in India. This involves understanding the sales
function and trade part of this company and suggests to improve the services that the
company is offering in the market.

Chapter 1 Introduction

Chapter 1 is taking us through to the import-export sector in India. The export sector of the
Indian economy has proliferated over the years and has achieved $125 billion in revenue this
fiscal year. Today's import and export trade affects almost everyone in the world. The growth
of 65 million Indian SMEs will undoubtedly make India move to a higher level. So, I choose
this sector for Corporate Internship.
Under this Sector, Connect2lndia is a very successful startup. Connect2india is an integrated
platform looking to enable Indian SMEs to grow their business overseas through our expert
help in exporting their products to the international markets. They are an end-to-end global
trading platform which offers a variety of packages to help Indian SMEs go
global.Connect2India continue to realize the entire global trading ecosystem through our
integrated platform, extensive worldwide network and global trade experts, and a monthly
imprint of 19.5 million+ organic impressions for our platform, the need for our end-to-end
export/import solutions It seems very high.

Chapter 2 Review of Assignments

This chapter contains the assignment given by the mentor to perform during the internship.
This also includes roles and responsibilities that were given during the internship. This
segment contains the decomposition of objective into which together result in the completion
of the project title. The roles and responsibilities described are described in terms of their
importance in the company.

Chapter 3 Project Objectives

This chapter contains the list of objectives which covered under this project an overview of
the objectives of the project.
 To Develop the Sales process to increases sales for the company
 To study and analyze the aspects of import-export procedures.
 To study and analyze the aspects of import-export procedures.

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  To get deep insight on how we can create our Presence in the Market by customer
acquisition and convincing them to experience our Services.
 To convince our clients to upgrade their business outsourcer package to prime
package for Business Enhancement

Chapter 4 Action Plan

This chapter includes the timeline for completing different objectives in the project. The
action plan is explained during the internship, the timeline for achieving the objectives. In
other words, at what time what work and objectives were focused upon to achieve the goal.

Chapter 5 SWOT Analysis

Under this chapter, the SWOT analysis of Connect2India is done based on the present
conditions of both the external environment as well as the internal environment. This chapter
tells us about the company strength, weakness, opportunity and threats about Connect2India
and Project done B2B client approach all the advantages and disadvantages of Connect2India
how they have going to effect in the future.

Chapter 6 Findings
This chapter is one of the essential aspects of the project, as it includes the performance of
sales function and service packages in the current scenario in the market. Finding are the
view of a third person; it can provide an outsider view of what the company is capable of.

Chapter 7 Recommendations
This chapter covers the suggestions that were put forward to improve the Sales and Trade
part. It will help the company in improving, considering valid changes to undertake and true
insight of a third party. The ideas presented to the corporate mentor and the result after that.

Brief Conclusion
After completion of the project, which helps in understanding the Import-export industry at a
country level and also the consumer behavior of the people residing in all over India.
Connect2India came to the India market with a fresh idea of serving the needy. Ideas and

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offerings are new, and they are working continuously on changing according to the changing
global demand. Connect2India is working hard for its brand awareness and marking its
presence in the industry.

Chapter-1

Introduction to the Sector/ Company

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 1.1About Import-Export Sector in India

The export sector of the Indian economy has proliferated over the years and has achieved
$125 billion in revenue this fiscal year. Today's import and export trade affects almost
everyone in the world. Imports and exports enable each country to make the most of its most
productive resources. Through the export surplus, whether it is raw materials such as coal,
semi-finished products such as cotton, or finished products such as computers, one country
can make money to import surplus in another country. Import and export trade involves
foreign construction offices or factories, sending technology or other experts to foreign
countries.
Moreover, expand the distribution of products to the international market. According to the
American Chamber of Commerce, there are approximately 38 million jobs or one in five
private employees engaged in activities related to imports or exports. Each type of import or
export arrangement requires several positions to organize, develop, and maintain
transactions. These jobs vary depending on the products or services offered and the goals of
the company's overseas products. Many overseas jobs are temporary because when
companies send skilled personnel to build manufacturing processes or research new markets
for years. The goods exported from India mainly include various agricultural products,
chemicals, jewellery, clothing, leather products and other products. India has developed
commercial relations with some foreign countries, such as SAARC member states, some
Eastern European countries as well as African countries and EU member states. The
impressive list of countries includes: -

 Germany
 Singapore
 Belgium
 Malaysia
 Netherlands
 Russia
 UAE
 USA
 Hong Kong
 UK
 Japan
 Bangladesh
 Italy
 Thailand
 France
 Australia
 Belgium

In August 2013, India's exports amounted to Rs 165,202.15 crore (US$26.13 billion), an

increase of 12.97% in US dollars and 28.53% in Rs., compared with Rs 128,534.68 crore
($23.13 billion) in August 2012. The cumulative export value from April to August 2013 was
724,733.44 rupees (US$124.42 billion), which was 3.89% in dollar terms and 10.67% higher
than the rupee in the same period last year. While emerging markets such as Asia Pacific,
Africa and South America have helped increase India's exports, signs of stabilization in the
US, Europe and the UK have encouraged export growth in the coming months.

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In the four months to December 2013, India's outbound goods are expected to grow by nearly
24% and will increase by 16% in FY 2013-14. The Indian government also plans to provide
further incentives to the currently underperforming export sector.

TOP 6 MAJOR COMPETITORS IN INDIAN MARKET

Figure 1: Compitors Names for Connect2India

India's main export products come from the following sectors of the Indian economic
export sector:

 Engineering Goods
 Agro- (Agricultural Products)
 Chemicals Products
 Marine Products
 Petroleum products
 Leather Goods
 Textiles
 Plantations

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 Figure 2 Snapshot of Textile Industry & Market Growth in India

In the agricultural exports of India, rice, raw cotton, cashew nuts, sugar, tobacco, spices,
coffee, wheat and tea are the popular in the foreign market because of their variety and high
quality. The engineering industry is usual to electronic export products, steel and various
machinery, and the textile industry is involved in the export of garments, jute, cotton yarn,
carpet, wool yarn, coir fiber, human-made fiber, Other valuable export products comprise
paint, rubber, iron ore, plastics, pharmaceuticals and more.

India's export barriers have mostly hampered India's exports, and the EU has announced most
of the barriers to certification requirements, pesticide use, and dumping of waste. However,
the essential export barrier for Indian exporters is red tape, which is mainly accompanied by
corruption. However, the Indian government has considered plans to liberate Indian exporters
from cumbersome paperwork and to streamline the required procedures.

India's export tariffs are subject to the "tariff law", and a large number of export
commodities currently subjected to duties, such as: -

 Manganese Ore
 Chromium Ores
 Black Pepper
 Sillimanite
 Raw Wool
 Groundnut
 Tea and so on

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The industry also involves transportation companies and global ports through which goods
pass, rail terminals, truck warehouses and airport networks. Import and export trade is
severely affected by government policies affecting the value of money, setting import tariffs
that must pay, setting quotas for import restrictions, applying standards to imported goods
(such as safety requirements or checking for pests), and arming our allies to the United
States. Weapons and equipment, impose embargoes on rogue states or create demand for
goods that domestic producers cannot satisfy. India's export and import B2B markets are still
opaque and ambiguous, making it challenging to find the best deals online or even offline.
There are many small and large companies trying to create a complete online B2B
marketplace list for savvy marketers or companies with the best support and services for
export and import. They try to keep this hat updated continuously to us and promote
international trade as accurately as possible.
These companies serve our SMEs through export and import international trade because
international trade and WI are the core of globalization. Foreign direct investment has
increased exports from host countries.

1.1 Connect2India in the current context of export-import industry

Connect2lndia is an integrated platform looking to enable Indian SMEs to grow their

business overseas through our expert help in exporting their products to the international
markets. They are an end-to-end global trading platform which offers a variety of packages to
help Indian SMEs go global.Connect2India continue to realize the entire global trading
ecosystem through our integrated platform, extensive worldwide network and global trade
experts, and a monthly imprint of 19.5 million+ organic impressions for our platform, the
need for our end-to-end export/import solutions It seems very high!

Traditionally, international trade has been seen as an economic activity that benefits only
large companies. However, this is not true at all. Exports have also brought substantial
benefits to small and medium-sized enterprises. When these companies have the opportunity
to enter broader markets and export to real overseas buyers, the profitability of these
companies has increased significantly.

However, due to knowledge and information gaps and multiple trade barriers, a large
proportion of Indian SMEs cannot export/import. Finding and identifying trade rivals in the
global market is a considerable challenge. Also, the lack of any trade insights and trade
analysis will increase the fixed costs of identifying target countries and trade counterparts
very ineffective, slow and risky. Also, these existing methods are tactical, require manual
operation, are error-prone, and have little or no focus on sustainability or strategic growth.
Also, the cost of identifying wrong target products, national or trading competitors in global
trade is very high.

The world is full of opportunities in the untapped global market, and bridge this gap,
technology is the solution. Technology makes processes faster, simpler, and safer. However,
for these SMEs, technology itself is not enough. Therefore, these SMEs need a one-stop
resource to provide end-to-end solutions using technology and partnership-based approaches.

Connect2India was established to provide a one-stop technology-driven integrated global

trading platform for small and medium-sized enterprises in India and overseas, enabling
small businesses to trade directly, collaborate and hand-held them for end-to-end

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export/successful import from a single estate. From the beginning to the execution of trade
orders.

From finding the best target market to global demand to export/import tariffs and trade
counterparts, all critical steps of end-to-end export/import achieved through the platform.
Once the SME plugged into the platform, they can access trade intelligence, trade insights,
trade resources, trade tools and utilities, trade service providers, and trade rivals in each
country. The value proposition of Connect2India lies in its "globally integrated trading
platform, substantial global reach and a network of trade service providers and trade experts
around the world.

Connect2India follows the notion of thinking, starting small, proving rapid and aggressive
expansion, and they have developed the same concept throughout the entrepreneurial era. In
April 2016, a technology-driven one-stop global trading platform was launched to provide
SMEs with "safer" and "simpler" global transactions.

In the first year, Connect2India is still determined to create a robust platform, so they hired a
strong core technical team to equip the platform with all the latest, and necessary
technologies that Connect2India believes are easier for SMEs. Conduct cross-border
transactions. The technical team is dedicated to AI-Powered Virtual Assistant for the
platform, which uses advanced analytics and provides a holistic view of the company. This
enables the platform to provide its "risk mitigation" attribute.

Besides, it has developed features such as reputation and sentiment analysis based on NLP
and ML to calculate the company's reputation, use the corresponding purchase or sales
behavior of Big Data Science, and apply ML algorithms to derive buyer and seller activity
patterns. These technical features help sellers effectively identify and identify buyers and vice
versa. With the help of Big Data Science, the platform also generates comprehensive market
and trade intelligence reports and trade insights for each export/import product.

Technology is at the heart of everything they do at Connect2India. It enables end-to-end

global trade execution through the platform. From finding the best target market to global
demand to export/import tariffs and trade counterparts, all critical steps of export/import can
be done using the platform in self-service mode.

After strengthening the platform, the company is committed to building a strong core team
that will eventually fly to help SMEs across India grow their business globally. At
Connect2India, we believe that a strong team is a foundation for any startup success, and the
team's contribution to Connect2India is critical to its success to date. While the technical
team is committed to continually improving the platform, the company has also hired a sales
and business development team to develop new business opportunities by convincing the
country's corporate society and finding new revenue models for a unique start. Stand up. At
the same time, the Trade and Customer Success team is committed to providing 100%
satisfaction and service to our customers.

This is a critical moment for the company as it dedicated to proving its model and testing the
feasibility of its platform and solution. The overall focus of the team is to make the plan
successful and to develop processes and scalable models.

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For the third year in a row, connect2india is actively expanding its proven model to cover
more SMEs in India and arrange for more significant exports. Almost self-service startups are
now working with big companies to help them gain trade insights and trade intelligence.
Currently, Connect2India has an extensive network of global employees, service providers
and trade experts to help customers arrange faster orders and reduce trade risks. While the
technical team has introduced virtual trading assistants that can be controlled by your voice to
make global transactions more convenient, they are also working to integrate blockchain
solutions to reduce risk in the global supply chain further. The results are for your reference.
The establishment of the platform, the individual intellectual property rights in place, the
realization of the unit economy, the business model proved to work and expand in a self-
sustainable manner and established a strong leadership team.

The platform's trade intelligence enables more and more SMEs to engage in smarter global
trade, and its role as a handheld expert in global business has prompted a large number of
SMEs to expand overseas.

Connect2India enables customers across India to make end-to-end exports/imports in a

variety of industries, such as agricultural products, clothing and textiles, handicrafts, fast-
moving consumer goods, agricultural equipment, chemicals and polymers, metals and alloys.
From the outset, one of the company's most important priorities was to provide "value" to
customers, users, employees or partners; this is what everyone in Connect2India is trying to
achieve. Connect2India has a strong business foundation that delivers truly tangible "value"
to its customers and enables extremely complex trading functions that are easy to use.
Connect2India continues to innovate the platform to make it easier to access and use while
expanding its global reach.

The company aims to provide customers with a sustainable competitive advantage through a
smart and integrated global trading platform provided by its unique and innovative products.
The company has an exciting roadmap on technology, including their plans to integrate
blockchain capabilities to facilitate traceability, smart contracts and optimize global supply
chains.

In terms of trade, the company continues to use the platform to achieve end-to-end trade
execution. To this end, it plans to establish a strong presence within the major cities and
countries determined by stakeholders and establish them in these locations by identifying
major export markets within India. A fully functional base, Connect2India has stable
operations and networks in 12 overseas countries and plans to expand its operations in 20 top
trading countries this year. Local presence in foreign markets helps build confidence in both
exporters and importers and helps SMEs create and close new export/import opportunities by
addressing language, culture and information barriers.

Connect2india hopes to achieve grassroots change by enabling more and more agricultural
producers and small businesses in secondary and tertiary cities to trade directly and
effectively in the coming months.
To summarize about Connect2lndia, the following are stats:

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  250+ New registrations per day.
 46800+ registered users on the platform.
 19.5 million Google organic impressions per month.
 22.4 Million Google Organic Impression in April trade counterparts.
 2.5 Billion + Global Trade Stats.
 7.5 Million+ Listed Businesses.
 17 Million+ Google Indexed and in-process pages.

Connect2lndia is an initiative that simplifies global trade with India. We are committed to
"realizing safety and simplicity" for anyone wishing to trade in India, whether it is exporting
or importing products. Our goal is to make Connect2India a single source of stoppage for all
trading needs in India. Also, our goal is to achieve and promote terminal 2 business by
providing all resources related to trade (including importers, exporter service providers,
market demand, trade statistics, regulatory requirements, etc.), all in one place. The ultimate
goal is to make transactions secure and straightforward.
Connect2lndia is an intelligent and integrated trading platform consisting of MSME, MSME
and MSME. It provides a one-stop resource for overseas companies to find, connect and trade
MSME in India easily. It is India's Leading integrated trading platform that provides an
unfailing and comprehensive view of India's MSME and complements those with
unparalleled predictive analytics, competitive insights, trade intelligence, business tools,
expert resources and local Indian operations. People to build a complete solution for MSME
needs.

Founder and CEO Pawan Gupta founded C2I intending to meet the unmet needs of SMEs.
While conducting global trading operations, he began to develop long-term strategic solutions
to address the costs, complexity and risks associated with such businesses. Over the past nine
years, he has honed and tested the solution and developed a framework to replicate
successfully in both vertical and geographic locations. It is difficult for SMEs to enter
international markets like India because of their challenges and complexities, and today, only
a handful of global SMEs are involved in trade with India. Also, international SMEs do not
have a simple and effective way to establish contacts and partnerships with their Indian
counterparts.

Connect2india comprises of the following teams: -

[Link] Development Team: -

Legal team
Marketing team
Tech Team

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IT team
Finance Team
Trade Team

2. Sales Team: -
Sales Head
Region Head
Hub Head

3. Leadership Team
4. Customer Care Team
5. User Interface Team

[Link] Development Team: -

They are responsible for doing the tie-up with the company who is already doing export and
those who are already tie-up with the company expand their business in multiple products.

2. Legal Team: -
This team is dealing with the documentation of the customer for export. This team makes
Import-export code, port registration and other documentation for the customers who tie-up
the company.

[Link] Team: -
They are responsible for promoting Connect2India services and innovating new ideas for a
better future.

4. Tech Team: -
The technical team is dedicated to AI-Powered Virtual Assistant for the platform, which uses
advanced analytics and provides a holistic view of the company. Also, it has developed
features such as reputation and sentiment analysis based on NLP and ML to calculate the
company's reputation, use the corresponding purchase or sales behavior of Big Data Science,
and apply ML algorithms to derive buyer and seller activity patterns.

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[Link] Team: -
They are handling all the payments, Salary, Incentives as well as Performance invoice for the
customer for payments and makes invoice after payments.

[Link] Team: -
This team handling the foreign buyers for arranging their requirement and deliver their order
from India.

6. Leadership Team: -
They are responsible for making strategies for the company and do a meeting with the clients
those who want to tie-up with the company.

[Link] Care Team: -

The Team which is handling the client's queries and solving their solution within the proper
time frame.

8. User Interface Team: -

They are responsible for handling the company user interface. So that without any problem
customer can visit the company website for browsing.

1.3 Company Overview

Vision
Become the most trusted global trading platform for SMEs, effectively promote and develop
business. Our primary purpose is to meet the unmet needs of SMEs and to provide a complete
end-to-end solution for overseas companies to efficiently and effectively connect with SMEs
in India.

Mission

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Our mission is to empower, consolidate and pave the way for each MSME's enhancement,
success and expansion by making global trade safe and secure, competing with large
companies locally and globally, without any geography. Alternatively, technical restrictions.

Values

Connect2lndia offers a complete end-to-end solution designed for overseas companies to

quickly and efficiently connect with SMEs in India. It also provides a comprehensive outlook
for trade counterparts (suppliers and buyers), proven businesses and qualified prospects to
mitigate risk

The product range of the company:

Connect2lndia is a business model based on Software as a Service (SAAS) and platform as a

Service (PAAS), which provides services and support for the export and import of Indian
SMEs and global expansion. Connect2lndia (C21) currently sells its services in 3 packages.

Multiplier Package: Enabler is mostly a service-oriented package where C2I provides

Import Leads as well as Trade Leads. Price- INR 50,000.

Outsourcer Package: Outsources is the package where C2I act as a full-time export/import
manager for the customer's firm. Price-INR 1,00,000. 1L is onboarding and 2L order
completion for the 1L product category. Like for agriculture product commitment 40-50L

Recovery Package: - Recovery Package is only for agriculture products. In this Package,
Connect2india Offer to Client's recovery model. Price is for this model INR- 3.00.000. First,
1l Client has to for on-boarding then when a client gets profit more than 1L then the client
has to pay the second instalment and so and so forth.

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Prime package: - Prime package is the package where Connect2India Provide guarantee
order base package to the Customer's firm. Prime package price is 5,00,000. 2.5L-
onboarding, after 50L purchase order completion then customers have to pay 2.5L for next
50L purchase order. This package offers many category deals of a client's products for
export.

Size, Structure and position of organization:

Size
1• C2I is a startup and four years old company with 50 employees and ten members core
team.
2• C21 is a medium sized company with an annual turnover of 5 million.

Figure 2: 4 years anniversary celebration at Connect2India

1.6 Organizational Structure:

CEO Pawan Gupta is a decision maker with the most significant power in decision making
and goal setting. Co-founder and Chief Technology Officer Ranjan Malakar are responsible
for IT, portals and websites. Mr. Vishesh Goel Sales Director is responsible for sales and
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marketing. Mr. Daksh Gupta is responsible for international trade and commerce. Mr. Atul

Pawan Gupta
(CEO)

Kamal Sharma Zach Abhraham

(Operation (Director
Director) International Trade)

Varuna Priya Goel

Daksh Gupta Ranjan Malalkar
(Marketing (Director User
(Director Sales) (CTO)
Communication) Interface)

Employess Vishesh Goel

IT & Developers Content Writer
(Trade Manager)

Employess Assistant Sales

IT Interns Digital Structure
Manager

Employess Interns

Jain, Director of Customer Success, is liable for business development. Ms. Priya Goyal,
Director user interface. In addition to the CEO, Pawan and co-founder Ranjan, the core team
has eight members who are responsible for different functions from human resources to
finance, database management and product management.

The Below Image is representing the Organizational Structure: -

Figure 4: The organizational Structure of Connect2India

1.7 Market Share and Position of the Company in the Industry:

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At present, Connect2lndia holds about 7-8% of the current market share, its competitor
Ali Baba accounted for the largest share of export-import service providers, accounting
for 45%, followed by India Mart, accounting for 35%. India Mart is a big name with a
35% share because their focus is mainly on the domestic market, not on the international
market.

If I talked about Connect2India initiative so, Pawan Gupta, Co-Founder & Chief Business
Officer, Connect2India said, "Connect2India has always differentiated its value
proposition from another platform for Global Trade competitors by offering a wide
variety of unique services." He further stated, "Connect2India reach further to enable
more and more SMEs to trade globally without any geographical, technological or
language limitations."

Connect2India is the first player to introduce a differentiated customer-centric innovation

–
"Connect2India Surety", strengthens the export and import ecosystem and benefits buyers
and sellers across nooks and corners of the country.

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 Chapter-2

Review of the Assignments

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 Chapter 2

Review of the Assignments

This is one of the critical parts of the report because here, we will discuss the assignments
that were given during the internship — also, the roles and responsibilities and their
importance in the company.

Project Assignments: -
In this project I have to Interact with key decision makers in small and medium enterprises to
enable them to trade globally and help them execute their global trade orders and transactions
using our global trade integrated platform and trade solutions through sales pitch, set up a
meeting with them, tell them about our service that company offers to help them for export.
The Office location is Faridabad, and I have to visit different client's offices.
Also, I have to understand the customer perception of our company services. Those clients
who are already tie-up with us I have to arrange their order from buyers in the international
market. For arranging the order to execution, I had worked on value Chain analysis for the
Company to improve import-export procedures. Also, under this project, I have a sales target
So, I have to do sales calls daily to find out prospective clients then I have to build a
relationship with them, take follow up of those clients who have the interest to start their
export business.
Also, I have to do meetings with clients to close sales deal of our service. To convince our
clients to make a tie-up with Connect2india. After that, I have worked in the trade part to
finding out importers in the international market. I have to coordinate with the operation team
to executing orders for clients.

24
In this project, as an intern I am getting an opportunity in Sales and Marketing will Help me
in future because as a salesperson I was able to understand the various aspects of selling
which is a most crucial part of getting the revenue for any Company. The Company would be
able to understand about their product and services that they are offering in the market and
about the acceptance level, and it will also help the marketer's team to extend their business
and play in more broader areas from there, they are getting the results or reviews from the
Clients.
On the other hand, the marketing part of this project I have to understand various things that
how our company think about their services and think about making it perfect for SME's in
the market. The marketing part has helped me to understand what are the strategies that can
apply to secure the services better for clients that our company is offering and how to create
awareness of the company brand value among the customers

Roles and Responsibilities: -

Lastly, my roles and responsibilities, that include a broad spectrum of tasks from the
beginning of my internship till the end, it consists of: -

 My role is to work with the marketing and sales team that increases sales for our
company.
 Give ideas that are creative to improve the company service packages
 Convince a client to Purchase our services.
 Get the appointment of prospective client and visit to customer places for meeting.
 Build a healthy relationship with our clients to generate more and more revenues in
the future.
 Handel customer objection and negotiate with them.
 Value Chain analysis for Connect2India to improve import-export procedures

The roles and responsibilities I have been doing in my project are beneficial for my
organization because my work helps in following ways -:
As a marketing intern, it is essential to focus on the company's work and adjust accordingly.
These roles and responsibilities are a way to track the goals set by the company. They are
placed in chronological order to prevent overlapping tasks and ensure the job goes smoothly.
The suggestions regarding the performance of the service would be presented to the Assistant
Manager service performance will be submitted to the Sales Manager Assistant After his
valuable feedback is provided, then the suggestions would move forward towards the
implementing section. In the context of an organization, they will get revenue for a more
extended period. I will try to crack as many deals with our clients, which can be fruitful for
any organization.

25
  Connect2India get to know their competitive strategies for improving the Sales
process and Trade Parts.
 Connect2India get to know about the client's preference for their service packages that
offering to the clients
 It also helps to improve the client's perception towards the Connect2India regarding
the import and export services.

The work which I have been done during CIP areas: -

[Link] Develop the Sales process to increases sales for the company
I have analyzed that Connect2India follows the old sales process, Salesperson makes calls
from some name databases by contacting the client, or even cold calls may be made without
knowing the client.
This made me feel very inefficient, so I discussed with the marketing team how we changed
the old sales process. So basically, in the old sales, we first contacted the people who put a
query on the Connect2India website. The first thing we did was that we certified them and the
sales team made them the appropriate potential customers. This is the sales process, followed
by the sales team. The main problem with this old sales sale process is that it is very time
consuming and takes much time to bring together all of them and show them our products.
Most customers feel the pressure, that is all, it is not a good sales process, but it is used a lot
by customers.

Old Process of Selling

26
 Contact

Qualify

Pitch

Close

Figure 5: The Old process of Sales in Connect2India

So, after I worked with the marketing team to design a new sales process that helped to
increases sales for Connect2IndiaThis is not new. It has been around for a while. This is the
relationship sales method, and it is better than the older sales process. This is a chart of
relationship sales; you can see it is another way.

New Process of selling

27
 Build Relationship

Identify Needs

Prescribe Solutions Through

Pitch

Confirm
and take
payment

Objections

Figure 6: The New Process of Sales in Connect2India

Therefore, it contains more time and less time in the process. Consequently, it begins with
building relationships with customers. The old process now does not involve any contact.

I mean, they might talk to you after the first call because they did not receive your request,
but they did not have much to do with it. In the new process, the key is the relationship.
Customers must trust you; you must understand the client; they need what you like.

So, the first step: Build a relationship with the customer.

It takes a bit of time, but it makes everything else easier later.

The second step is to identify the needs that the customer has, to diagnose what their
problem is.

Therefore, there is a certain degree of doubt here. I hope that customers will be happy to tell
you what their problem is, because after all, they may let you see them, or they do have the
problem they want to solve. If they like you, they are more likely to tell you what their

28
problem is. Moreover, you cannot assume that you know what their problem is. You do not
know before talking to them.

So, the client who wants to start an export business they might be done before through agent,
this time the client wants to begin to be own, you do not know, so there is a bit of diagnosing.
This step is finding out the client needs.

The third step of this new sales process is then to prescribe a solution.

The word "prescribes" and "diagnose" are usually used by a doctor, just like a doctor sales
person also find out what is the problem of client faced when they did the export. So first
identified need then prescribe solution through our company services.

If the client has a problem related to payment risk from overseas market, then we have to
prescribe solution through our company services like we will make sales contact between
buyer and seller. So, in that way, we can prescribe the solution to our clients.

The last step of this new sales process is to take the Payment

There should not be any problematic closing required. Because, if your customer likes you,
they have told you what they need, you have shown them that you can do what they want,

Why is there a problem?

There should not even be any objections.

Although there are maybe some objection

Maybe when we open the solution,

moreover, Client says, "Oh, well, you know, but I do not have the money for that",

Alternatively, you know, "I need a reference from your existing customer" or something else.

So, there may be something we cannot find very early.

We should have, but if there is anything we have not found,

There may be some objections

before we take the payment from the client.

29
So, the objection handling part most of the clients have price objection of our offering. In that
case, I understand the implementation of "FAB" Feature advantage and Benefit technique to
show the value that we provide at this package that we are offering to the client.

Seven Specific Techniques for Handling Objections the Six-Step Process

1. Feel, Felt, Found

 Answer it by referring to a client and using that experience as "proof or testimony."

 If the source is faithful or reputable, this can be especially successful for handling the
objection
 Provide new facts and figure about our services which allow the prospect to
reevaluate our services proposition

[Link] or Counterbalance Method

 In this step, our sales team admit the objection is valid

 Then we describe some counterbalancing benefit to the client
 Sometimes I did relate a case history or testimonial—describe the experience of a
client whose situation is similar to that of the prospect

3. Ask "Why?" or a Specific Question

 I asked questions for separating excuses from real objections

 Ask questions that turn a broad general grievance of our client related to our service
packages into a specific concern that can be answered

[Link] the Objection

 Direct denial involves refuting the opinion or belief of a prospect

 Considered a high-risk method of handling buyer resistance
 Sometimes buyer resistance is not valid, and there may be no other option than to
refute it by providing accurate information
 Be firm in starting to show my own beliefs; be sincere and do not be defensive

30
[Link] Boomerang Method

 In this step initially I used to agree with the concern but make a statement that turns it
into a selling point, it is a very effective method I used many times to handle
objections
 By using boomerang, I used to convert the client objection into a reason to buy
 Works well when the prospect lacks complete information about export procedures

[Link] Method

 This method works because I tried to build a relationship-driven approach to B2B

selling
 Prospects may be mentally comparing our services to other company's services.
 Demonstrate a "genuine" curiosity about the client's objection
 After all, I have been asking questions all along related to client's domestic business

[Link] Method

 Sometimes prospects purposely throw you off course

 Specific social styles want to be in control in this method
 I always listen to the concern, acknowledge it, but then move on
 This method helps me to stay on track with "my" presentation

2. To make a different sales pitch to our clients over the call (Indirect Selling)

In this objective comes under the sales function of Connect2India- The marketing team is
responsible for providing Market campaign and Organic leads to the sales team in order to
make prospect the client then measure the client to check that he/she is ready to on-board
with us or not.
Connect2India use their portal to generate leads and provide to the sales team; there is some
step that the sales team followed: -
Step-1: - Call on the contact number provided by marketing team
In this step if the client is not responded 2 times in a day then call next day to that client
If the client answered, follow the pitch
If the follow-ups required, follow the pitch
Otherwise make the client status cold
Step-2: - If our sales team were able to setup the meeting
If the client is interested towards our services and want to do meeting with us

31
Then we have to coordinate with our international trade director to step up a meeting in
Mumbai, Bengaluru, Gujrat and if the client location in Delhi the we have to go client place
for meeting.
Pitch
In Connect2India, there were no fixed sale pitch, we had to change according to client
But the standard sales pitch that sales team were followed: -
Opening
Am I Speaking to Mr./Ms. <Name of the Client> or <Name of the Company>
Pause
Hello Sir/Ma’am
This is Aritra Banerjee calling from Sales team, Connect2India
Is this the right time to have a conversation with you Mr./Ms. < Name >
If yes then
Sir/Ma’am, you had a query in our Facebook campaign/ in our website that you wanted to
start export business.
If No then
Can you please suggest a time when I can have a conversation with you?
#Then we take the time and date from client and updated on Excel sheet
Then we asked information about the client regarding the product he/she wants to export, also
asked question did you export before so that we can gather the information about that client
then we start pitching our service package that can be fit this client budget
Some client who is already doing export, so the sales pitched that we changed for those
clients because they want to expand their market, so we figure out first which package is fit
for that client
So, after deliver sales pitch client ask for the charges of our company
However, we do not disclose our package charges in the first call. We are telling the client
first to decide when he/she want to start export we asked for email-id of the client to send our
company information then we will call you to discuss our service charges.
If the client says ok
Then we call that client again and discuss the price of our service charge with that client
If the client say price is too high
Then we segregate the price in that package to break one by one the services that we provide
under this package
If the client says need time to think about it when he/she want to on-board with us

32
Then we ask <Date> and <Time> for the next call
So according to the client date we take follow-ups and whatever questions or doubts client
have we solve that problems it again
Sometime client asks for the meeting then we coordinate with trade team to setup
meeting for that client
If the meeting goes well then, we take the follow-ups from that client to ask the date when
he/she is do payment
If the client does not want do meeting and ask time for think about it
We take follow ups 4-5 times
If the client will not respond our calls after 2-3 follow ups, we make that client in cold stage
in our excel-sheet and pass it to the marketing team for update
Below mentioned are works ways of my project: -

Figure 7: Work sheet with raw leads

33
Where I have been assigned data every day of various sources like the campaign, organic and
others, I used to call and pitch all the client data which I was assigned every day and works is
to generate more prospective clients for the company and update in the sheet.

Figure 8: Client statues sheet to maintain the daily basis

This is the sheet after when we are done with the discussion with the client's we have to
assign the leads. There are four parameters that we judge the client's current situation.

 The first parameter is the Prospect stage: - In this stage, we qualify the client is
interested in our services.

34
  the second parameter is Cold stage: - In this stage, if the client is not pick up calls
after 2-3 times and not interested in buying our service packages.

 The third parameter is the Warm stage: - In this stage, the client's is in the payment
stage and ready to do a meeting with us.

 The fourth parameter is the Hot stage: - In this stage, the client is ready to buy our
service packages, and our account department sends the proforma invoice to that
client for payment.

3. To study and analyze the aspects of import-export procedures.

Under the issues and problems about the trade part, this flow chart made with the operation
team. After analysis, the flow chart company changed some aspects of their export-import
process in order to improve their services.

35
 Export-Import Procedures (With Flow Chart)

Compliance with Legal

Framework

Concluding an export
Deal

Arranging Procuring/Manufacturing Appointing C&F

export finance of goods agent

Arranging Cargo Booking Shipping

insurance Space

Sending Dispatch of goods

Documents to to C&F agent (at
C&F agent the port)

Receipt of documents and cargo by C&F agent

Customs Clearance, completion of port

formalities, and cargo loading by C&F agent

Sending Documents to the exporter by C&F

agent

Sending Shipping advice to the importer

Claiming export incentives Presentation of Documents to

Receiving Export Export receives payment

incentives
Figure 9: Export-Import Procedures (With Flow Chart)

36
After analyzing the flow chart, An in-depth knowledge of the workings of these aspects will
be helpful to design a new process for export and support from Connect2India as a Global
Trade Consultant will be as follows: -

 Identify the Buyer / Importer: - Support by connect2India trade platform

 Buyer verification: - The exporter completes the verification with ECGC -

Connect2India strongly recommends that the buyer verify the completion of ECGC
and export transportation insurance as it

 Payment terms and Delivery schedule: - The buyer and the exporter agree on it.
Connect2India recommends that exporters contact ECGC to obtain approved agreed
payment terms for insurance.

 Getting finalized PO from the buyer: - Facilitated by Connect2India

Material quality and packing requirements: - Quality expectations and packaging

requirements between the buyer and the seller. It is the responsibility of the exporter
to ensure that a consensus is reached with the buyer regarding the material quality
verification mechanism at the source and destination of the port in order to make a
smooth payment. If there is any quality difference, the buyer may not be able to pay,
so it is recommended to ensure quality verification and approval mechanisms with the
buyer in advance.

 Packaging of the Material: - The exporter ensures that it packaged following the
agreement. If there is any discrepancy, the buyer may not be able to pay.

 Handover the material to the CHA and freight forwarder: - The responsibility of the
exporter is to deliver the materials within the agreed shipping time. Exporters select
CHA and freight forwarders based on convenience.

 Shipment and Tracking - Connect2India facilitates the introduction of CHA and

freight forwarders. The exporter is responsible for coordinating documents and
shipping documents with CHA, tracking shipments and resolving any issues related to
CHA shipments.

 Document submission to bank - The exporter is responsible for submitting the BL and
other documents to the bank for delivery to the buyer.

37
  Clearance at the destination port: - The buyer is responsible for clear up the materials
at the port of destination.

 Payment: - The buyer sends the payment by the terms and conditions agreed between
the buyer and the exporter.

[Link] get deep insight on how we can create our Presence in the Market by customer
acquisition and convincing them to experience our Services.: -

This objective is a huge task to achieve in the time of the internship because it not only talks
about the brand presence of our export services in the market but also in the minds of the
customer. Different and innovative tasks and techniques will be carried out to achieve this
objective,

[Link] convince our clients to upgrade their business outsourcer package to prime package for
Business Enhancement
In this objective, we offer business enhancement solutions that can be customized to meet the interests
of the SME's sector as well as large companies from different industries. Those clients who are
onboard with us have already done export in one category product we are offering them to buy a
prime package for a deal in multiple categories of product for export.
Working with customers from different industries helped us develop our services that made online
service management easy. Designed for the SME's market, it provides global services to
manufacturers, suppliers and service providers to increase their sales. We understand the information
needs and behaviors of global buyers and the expertise to communicate the right information to them.
We provide technical skills and tools as well as proper business processes
Knowledge of online business settings, whether it is B2B or retail.
We are committed to meeting the unique needs of our customers and providing the same secure and
customized solution.

38
 Chapter-3

Project Objectives

Chapter 3

39
 Project Objectives

The objectives assigned for this project are measurable and achievable; the objectives
are mentioned below:

 To Develop the Sales process to increases sales for the company

This objective is to develop the old selling process in this organization to create a new
sales process for increases sales. To change the old sales process, I worked in the
marketing team to design the New sales process for this Company. The new sells
process helps to enable more onboard clients for our organization.

 To make a different sales pitch to our clients over the call (Indirect Selling)

In this objective, I have to pitch clients to make them understand the offering we are
providing to grow their business, so pitching with proper knowledge about
Connect2India provide the different service packages that we are offering to be
helpful, works in every situation. You need to understand your approach to fit your
client and your goals. First, you have to know your client, the problems they want to
solve and be prepared to overcome their objections while showing how our company
can solve their problems.

 To study and analyze the aspects of import-export procedures.

The aspects of import-export procedures are essential in the trade part of this
company. The analysis helps to make a flow chart to improve export-import
processes. This flow chart helps to increases the order execution part of our on-
boarded client.

 To get deep insight on how we can create our Presence in the Market by customer
acquisition and convincing them to experience our Services.

This objective is a huge task to achieve in the time of the internship because it not
only talks about the brand presence of our export services in the market but also in the

40
 minds of the customer. Different and innovative tasks and techniques will be carried
out to achieve this objective.

 To convince our clients to upgrade their business outsourcer package to prime

package for Business Enhancement
In this objective, we offer business enhancement solutions that can be customized to
meet the interests of the SME's sector as well as large companies from different
industries. Those clients who are onboard with us have already done export in one
category product we are offering them to buy an original package for a deal in
multiple categories of product for export.

41
 Chapter 4

Action Plan

The purpose of the action plan is to provide a timeline for the objective achieved during the
internship. The objective was divided according to their pattern of achievement and given
time to achieve them. This helps to manage each of the assigned goals smoothly and also
helps to overlap. Each goal is interrelated and related to other achievements, so schedules and
divisions must be as per schedule was necessary.

 To Develop the Sales process to increases sales for the company

 Daily update about the Sales progress is share with the corporate mentor – 1st April-
30th April
 Pitching the Service proposal to the potential client and preparing the weekly sales
report for the sales progress- Weekly
 Doing follow ups for the prospective clients who are looking for export in their
commodities and build relationship with existing clients-weekly
 Understanding the importance of sales process and implement it in sales pitch- 1 st
April to 30th April
 Handling the customer objection and take follow up of the client’s so that I can give
the recommendation to the higher management for make changes the sales process
and build the new sells process-1st April to 30h April

 To study and analyze the aspects of import-export procedures.

In second month, I was worked in trade team to understand the company export and
import procedure for understand the issues and problems pertaining in the trade part,
this flow chart is made with operation team. After analysis the flow chart company
changed some aspects in their export-import process in order to improve their
services.

 Understanding the trade activities and procedure for importing a product in different
countries-1st May – 20th June
 Analyzed the export-import process of Connect2india and recommendation the
suggestion to the operation team -Weekly
 Learn the calculation of Free on board (FOB), cost of insurance and freight (CIF), and
custom duties, import taxes and CIF pricing so that we can tell our client how much
they can get in international market-1st may to 20th June.

42
 Implementation of strategies suggested to improve to design the new process for
export and import so that onboarded clients executed their order in international
market rapidly. - from 1st may to 20th June

 To get deep insight on how we can create our Presence in the Market by customer
acquisition and convincing them to experience our Services.
 Using digital platform like LinkedIn, Facebook, Instagram for create the brand
awareness of Connect2India-1st April-22th June
 Design the new service packages on the basis of sales representative feedback so that
connect2India compete with their competitors in the market. (1st April to end of
internship)
 For convinced the clients to buy company service packages, I was Understood the
practical implementation of AIDAS (attention, interest, desire, action, satisfaction),
FAB (feature, advantage and benefit) and SPIN- (during the entire internship)

 To convince our clients to upgrade their business outsourcer package to prime

package for Business Enhancement

 Maintain the good relationship with onboarded clients so that I can convinced them
for upgrade their packages to take prime package,
 Work in trade part for arrange the clients purchase orders so that they can satisfied
with our services and upgrade their package for business enhancement.

43
 Chapter-5

SWOT Analysis

44
 Chapter 5

SWOT Analysis

SWOT Analysis of the company: -

Strengths: -
 Market Share: -

Even with C2I and India Mart and Alibaba, in India, Connect2India is the second
largest B2B market portal, followed by India Mart to connect with global buyers and
sellers. In the past two years, Connect2India has grown significantly by connecting 7-
8% of global buyers, while Indiamart has accounted for 35%. Because it is Alibaba
International, Alibaba has a 45% market share.

 Date Base: -

The advantage of connect2india is that they have a database for export and import.
Connect2india has powerful export and import data, and now they are being used as a
weapon for customers to provide services. Connect2India collects these, some
purchased from different ports and ICDs, some collected from Google, and some
purchased from international councils and agents. This database is the biggest asset
they have. The company's value is rated in its database.

 Service and offerings: -

Connect2India serves customers based on HS code, not competitor keywords.

Keyword search will provide the product with a large amount of data from unrelated
buyers, but the HS code will provide customers with limited but actual product
buyers. This product helps companies retain their customers and help them acquire
new customers.

 Connections with foreign councils and government agencies: -

In order to make services and products more helpful to customers, Connect2india
tried to establish contacts with the International Council and the Foreign SME
Committee. This enhances the service by checking the integrity of the data they
provide. Recently Connect2India has signed a contract with the African MSME
Council, which is a registered member of the UAE Trade Council.

45
Weakness: -
 Control on Clients: -

Connect2india has limited control over the behavior of its customers and is, therefore,
susceptible to competitors during business transactions due to misconduct and poor
customer performance.

 Specialization: -

Connect2India does not focus on any particular product. They are suitable for all
products except pharmaceuticals and animal husbandry. This is where competitors
can take advantage of it. Many other service facilitators focus on one or two products,
unlike Connect2India, Indiamart, Trade India and Alibaba, which provide business
services for each product. Connect2India does not deal with pharmaceutical
companies and livestock because Connect2India is unable to serve 38% of exporters.

 Brand Awareness: -

Connect2India is not as big as India Mart, Trade India and Alibaba. Its competitors
have been in the market for so long, and C2I has recently entered the market. Other
companies have a massive impact on the Indian market, which is the biggest obstacle
to C2I. Connect2India must be radically promoted and promoted to penetrate the
minds of Indians.

Opportunities: -
 Statues in the Industry: -

Connect2India can enter more countries to enhance its presence globally as well as
other industries, and they are doing so. Connect2india also serves overseas markets,
but on a smaller scale. Connect2India can also expand this opportunity and extend its
services to overseas and foreign markets.

 Government Polices: -

Due to the country's current government policy, Connect2India can grow

exponentially. As the government has allocated funds, the 2014 union budget has
brought golden opportunities for growth. Providing Rs 10,000 crore for start-up SMEs
and announcing the establishment of a venture capital fund to provide financial
assistance in the form of quasi-equity and venture capital. Also, the government has
set up a "Technology Development Fund" that focuses on providing convenient
financial flows for SME space – which will help scale up, avoid financial constraints,

46
 and drive the right direction for future entrepreneurs in rural India. This helps the
development of Connect2India and the best chance for it to climb the ladder.

 Acceptance of Product: -

If Connect2india wants to change its product line and offer products that are different
from existing products in the future, its existing buyers and sellers have a real
understanding of the various products and services offered by the company, which
can promote higher growth in its transactions. The arrival of Connect2india. This is
because of the level of service they provide to their customers.

 State of the economy: -

The current economy is an optimistic and growing economy, which is a positive sign
of growth. India has a vast potential market, and the company can explore it for a
more extended period. For start-ups, this is an entire economy that grows by
contributing to the economy and growing with it. Other factors that also show
enthusiasm are the increase in Internet penetration and personal disposable income.

 Digitalization: -

The increase in digitization has led to an increase in the number of online users and
online transactions, which means more opportunities for new customers who need an
online trading market. This opportunity is currently working on Connect2India, and
they have changed their STP.

Threats: -

 State of competition: -

Many competitors are currently entering the market and are undergoing fierce
competition. The most significant competitors are [Link], IndiaMart and
Alibaba's global business, which has led the company not only to compete with local
competitors but also to compete with many world-renowned companies. The biggest
threat to Connect2India today is the market share of these companies and the
trustworthy people associated with them.

 State of Industry: -

Online business marketing is still not adequately developed, and in many ways, there
is a lack of smooth business. In India, logistics, express delivery services, and Internet

47
 penetration require much improvement. C2I focuses on Indian SMEs, and half of
them need to understand the digital world and online marketing correctly. To make its
customers' exports and other aspects of the import easy, Connect2India is working
with service providers.

 Online threats: -

Cybercrime and its problems such as Internet fraud, hacking, online data security,
payment fraud, and customer lack of trust in Internet transactions have caused
enormous problems for many e-commerce players and may lead to future problems..

SWOT ANALYSIS OF MY PROJECT: -

Strengths 1. The new Sales process will help the

Company to Increase Sales
2. Suggestion for the changes in the trade
process will enhance customer
satisfaction level by providing their
export and import services.

Opportunities 1. Create more customers for the

company.
2. Re-design the structure of the sales
process will help increase company
revenue

48
 Weakness 1. Restructuring the sales packages and
redesign the trade process may lose
their customers because it takes time.
2. Lack of coordination between The
Sales team and The Operation team.

Threats 1. By restructuring the packages, the

team faces difficulty on the backend
process, because changing anything on
backend its direct impact of the
company working model.

The impact of my project swot analysis will help company to achieve their targets: -

 The (Strengths) of my project will help the company to know the issues and problems
of services in their sales process and trade part- So that company can change their
service packages and giving more options in every single service will increased
customer satisfaction level for a particular commodities of their product, the overall
impact will help the company to increased their sales and also the company can attract
more and more customer toward

 The (Weakness) of my project will help to the company to know their weak area like,
there is lack of coordination between Sales and Operations team and their packages,
this will directly impact on the new plan of export and import services, and by this,
the overall strategy will fail.

 The (Opportunity) of my project will help the company to know how to increase
customers by providing them with more value-added services, and it will help to
increase the revenue of the company.

 The (Threats) of my project will help the company to know the difficulty level on the
backend of work and this will create usage impact on overall company targets.

49
Chapter-6

Findings

50
 Chapter 6

Findings

The finding will be listed below in the consistent manner of the project objectives

 To Develop the Sales process to increases sales for the company

This objective is to develop the old selling process in this organization to create a new
sales process for increases sales. To change the old sales process, I worked in the
marketing team to design the New sales process for this Company. The new sells
process helps to enable more onboard clients for our organization.

 Identified the problem arising the old sales process by handling the customer
objection and take follow up of the client is so that I can give the recommendation
to the higher management for make changes the sales process and build the new
sells process
 There is a lack of coordination between Sales and Operations team for re-design
their structures.
 Analysis of the sales process by pitching the Service proposal to the client and
preparing the weekly sales report for the progress of the sale So that we can figure
out the client's needs for start export business.

 To make a different sales pitch to our clients over the call (Indirect Selling)

In this objective, I have to pitch clients to make them understand the offering we are
providing to grow their business, so pitching the different clients helps to understand
issues and problems in our service packages that we are an offer to clients

 The B2B customers of Connect2India are highly dissatisfied due to false promises and
highly cost packages offered by Connect2India.
 Packages cost that company charged from the clients is not justified because most the
client only needs buyer, not our digital platform that we charged for so much money.

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 To study and analyze the aspects of import-export procedures
The aspects of import-export procedures are essential in the trade part of this
company. The analysis helps to make a flow chart to improve export-import
processes. This flow chart helps to increases the order execution part of our on-
boarded client.

 Connect2India is in contact with the Foreign SME Council and becomes a registered
member of the Trade Council so that they can stand out from their competitors.

Connect2India do not have a tie-up with customs house agent for every city port. For
that when we have to give the price quotation to our client's product price for Fright
of board and Cost insurance freight cost, we have faced many problems.

 To get deep insight on how we can create our Presence in the Market by
customer acquisition and convincing them to experience our Services

This objective is a huge task to achieve in the time of the internship because it not
only talks about the brand presence of our export services in the market but also in the
minds of the customer. Different and innovative tasks and techniques will be carried
out to achieve this objective.

 Connect2India's target is to acquire new customers through social media such as

Facebook, Google+, Instagram and LinkedIn. Connect2India conducts sales and
digital marketing through social media and digital platforms to achieve customer
acquisition and brand awareness. They do this to capture more potential market share,
partnerships and build a strong and large customer base.

 Connect2India is currently working on branding and new customer acquisition

through digital platforms and social media. They know that the digital platform is the
only way for their people and services.
 To convince our clients to upgrade their business outsourcer package to prime
package for Business Enhancement
 Connect2India improve a lot of their packages and commitment so that clients will be
satisfied with our services and upgrade their package.

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 Chapter-7

Recommendations

Chapter 7

Recommendations

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Working with Connect2India for last three months during my work tenure, I found some
lacking where Connec2India need to improve as per my observation and all my
recommendation for Connect2India are mentioned below: -
 For the Sales process, I worked with the marketing team to design a new sales process
that was helped to increases sales for Connect2IndiaThis is not new. It has been
around for a while. This is the relationship sales method, and it is better.

 After analyzed the flow chart of export and import process, a deep knowledge of the
workings of these aspects I already given some recommendation for some changes
that will be helpful to design new process for export and support from Connect2India
as a Global Trade Consultant

 After analyzing the flow chart of export and import process, an in-depth knowledge of
the workings of these aspects I already have given some recommendation for some
changes that will be helpful to design a new process for export and support from
Connect2India as a Global Trade Consultant

 Connect2India needs to bring some new strategies every month for sales and digital
marketing. Online marketing is India's new future, Connect2india has already realized
it and changed its STP, marketing mix and marketing strategy. This step will be the
changing working structure of C2I in the future. In order to achieve positive results,
they need to follow up regularly and establish contact with the goals and leave their
impression.

 Connect2India needs to work on brand awareness and customer acquisition through

offline and online platforms. They must always remember that their competitors have
been in the market for so long and compete with them Connec2India has to changes
their strategy by understanding the current market scenario and have to invest money
in it to make it worth.

 Connect2India must bring new technology to the export-import service facilitator

industry by developing new software as a virtual assistant that can help those who are
suffering from searching for information on the site they are looking for.

 The sales team and trade team have to improve the coordination in Connect2India.
Both teams have to meet for the improvement of their works progress.
 The sales team and trade team have to improve the coordination in Connect2India,
both teams have to meeting for improvement their works progress.

References

References

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Websites:

 connect2india. (2019, 6 20). Retrieved from [Link]

[Link]
 Croft, C. (2019, June 20). Chris Croft - Leadership & Management Training &
Online Courses. Retrieved from [Link].
 Grow your business with India Export/Import Services. (n.d.). Connect2india.
Retrieved from [Link]: [Link]
 Website. (2019, 6 20). Geewinexim. Retrieved from [Link]:
[Link]
 Website. (2019, 6 20). Zauba. Retrieved from [Link]: [Link]

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 Annexures

Annexure ‘A’

(Results of my work)
This photo is electronic transfer bill for proved that I did trade sale of an import client

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 Figure 10: payment invoice

Annexure ‘B’
This is the invoice that was made for my client payment when I did domestic sell for
Connect2India

Figure 11: Proforma Invoice for Domestic Sale

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