INTRODUCTION

Name of the institute – information Technology management.

Batch – MBA 8
Guide Name –
Department Head of the organisation – Mr. Rahul Karmakar
 DECLARATION
I, Miss.Gayathri Satta Shetty hereby declare that this project report is the record of authentic
work carried out by me and has not been submitted to any other University or Institute for the
award of any degree / diploma etc.

Signature:
Name of the student: Gayathri Satta

Date:
 INTEX OF CONTENT

1. Introduction
2. Objective of the study
3. Brief History of Edu pristine
4. Scope of the study
5. Organisation Chart
6. benefits of sales and marketing strategy improvement
7. Organisation Sales and marketing process
8. Using CRM system in organisation
9. Vtinger (CRM)
10. Disadvantage of Vtiger
11. About salesforce
12. Implementation of salesforce
13. Branch Expansion
14. Suggestions
15. Acknowledgment
OBJECTIVE OF THE STUDY
• Increase sales
• Build brand awareness
• Grow market share
• Launch new products or services
• Target new customers
• Enter new markets internationally or locally
• Improve stakeholder relations
• Enhance customer relationships
• Improve internal communications
• Increase profit
• To increase the number of enquiries from our marketing
communications activities by 15% by the end of the year.
 BRIEF HISTORY OF EDUPRISTINE INSTITIUE
Edu Pristine was founded in 2007 by the industry professionals Atul Kumar,
Paramdeep Singh, Pawan Prabhat and Sarita Chand. They offer certifications in
15 types of courses [4] in Finance, Accounting, Analytics etc. using a network of
centres and online classes. In July 2010 the company started to develop and
deliver financial educational web content for financial modelling. In 2011 the
online team was officially recognized [5] and started as a different business
unit. The company then added more courses in the category of Big Data
Analytics [6] and CPA [4] (in association with Becker). They have conducted
corporate training for J.P. Morgan, Bank of America, E&Y, ING Vysya, NUS
Singapore, ISB and others. Offering more than 25 courses through different
modes, Edu Pristine provides training through its experienced batch of
faculties. In 2013 Edu Pristine offered its first course training in Chicago,
Singapore, Oman, London and Dubai. In May 2015 they started Digital
Marketing courses worldwide.

MERGED WITH ADTALEM GLOBAL EDUCATION

Edu Pristine is a member of Adtalem Global Education (NYSE: ATGE), a global
education provider headquartered in the United States. The organization's
purpose is to empower students to achieve their goals, find success and make
inspiring contributions to our global community. Edu Pristine is one of India's
leading training providers in Analytics, Accounting, (CPA 1 and CMA [2]),
Finance, (CFA,[3] Healthcare, and Digital Marketing. Founded in 2008, Edu
Pristine has a strong online platform and network of classrooms across India
and caters to self-paced learning and online learning, in addition to classroom
learning. They have conducted more than 1 million man-hours of quality
training.

INVESTMENTS
In 2011 Edu Pristine acquired $500K series A funding from Accel Partners. In
2014 they launched CMA course and completed $1.5 million series A funding
with Accel Partners. In May 2016 Edu Pristine raised $8 million from private
equity fund Kaizen Management Advisors and US-based education company.
 SCOPE OF THE STUDY
The study aims at studying sales and marketing strategy and business
development process.

This study helps to get the reality check of a market where actual
comparison between the classroom knowledge and the real situation
can be done. Learning theory and facing actual situation and it
concepts and practice might vary.

The study helps to understand the difference concept of sales and

marketing. But while implementing it might differ from the future
market situation.

This study helps to understand the comparators and the educations

changes.
This study helps to understand and know how to improve the sales.
 Organisation chart – Edupristine institute

CEO – MR.Rajesh Puri

Sales head-MR.Rahul
Karmakar
HR Head– MISS.Rati Nair CFO- MR.

MISS -Sukanya MISS-Sharayu Digital

Finance team makerting team
MANEGERS
Z
MISS-Foram -Accounting MR.Rahul Karmakar
MR.Raj Narayan-BAT
team
team Analytic team

Team Leaders

Counsellor’s
BENEFITS OF SALES AND MARKETING STARTERY IMPRVEMNTS

1. A Clearer Understanding of the Customer

Marketing and sales are charged with attracting, nurturing, and closing deals,
so they need to be on the same page about who they need to reach. It’s much
easier to create accurate buyer profiles when the teams work as one.

2. More Feedback from Customers

Both marketing and sales gather relevant knowledge about prospects as they
interact with and observe them on their buying journeys. Cohesive, shared
customer intelligence paves the way for higher conversion and win rates.

3. Better Implementation of Customer Feedback

When marketing and sales work collaboratively, they are more likely to respect
and respond to shared knowledge. Moreover, there’s a higher chance they’ve
made it a priority to integrate their systems to share customer data. Enhanced
access to customer data makes it easier for the right people to act when
needed.

4. Better Support from Business Leaders

When the executive team sees the commitment from marketing and sales to
coordinate their efforts, they will be motivated to help ensure the success of
that alignment. This support can extend to everything from clear, ongoing
communication about the importance of collaboration, to the dedication of
resources to ensure and maintain it. Examples include initiatives to break down
departmental silos, such as integrating all necessary tools and even modifying
compensation plans to accurately reflect and reward the combined efforts.
5. Better Engagement Between Sales and Marketing
When marketing and sales work separately, each team executes its own
activities without paying much attention to the other. This leads to redundant
efforts and, sometimes, confusing experiences for prospects. It also makes it
extremely difficult to pinpoint where exactly leads drop off along the customer
journey
 6. A More Well-Defined Strategy
Organizations with aligned sales and marketing functions tend to be strategic
and big-picture oriented. In other words, they get the long-term value. By
planning for, promoting, and enabling alignment, the company amplifies the
impact of both marketing and sales activities.

7. Clearer Mapping of the Customer Journey

One of the biggest hurdles for B2B organizations is shedding their inside-out
perspective to understand the purchase process from the buyer’s point of
view. This is especially critical for any organizations adopting an account-based
approach. Sales marketing alignment gets rid of the artificial funnel division
between marketing and sales, and instead leads to a holistic view of the buyer
journey from start to finish.
SUGGESTIONS TO ADVANTGE

1. Know Your Audience

As a sales manager, you probably sit on a mountain of information that grows bigger by
the hour. All of this information is relevant to you, but is it necessary for or useful to your
management team? Before you begin to build your sales report, you must first consider
your audience and ask yourself what information they need. This perspective will guide
you as you choose what data to provide.

2. Decide on a right Period

Are you going to share all your sales numbers from the inception of your company? That
would be a pretty hefty report. Instead, figure out what time period you want to focus on.
Is this a weekly report, a monthly report, a quarterly report, or a year-end review? The
length of time will help determine the focus of the report.

3.Choose the Right Visuals

In every mountain of data, you can mine many important, actionable gems, but you can’t
expect your management team to grab a pickaxe and start digging. The way you decide
to convey information is just as important as the information itself. The primary function
of a good sales report is to convey information in a way that is easily understandable,
digestible, and actionable.

4.Gather Your Data

You can’t build a solid sales report or act without reliable information. Regardless of the
size of your company or your industry, you need a robust CRM system to capture, track,
filter, and help you analyse all of this information before you can put it into your report.
Make sure your CRM system has capabilities specifically designed to help you quickly
and easily put together highly focused and compelling sales reports.

5.Cut Out the Fluff

When you adopt a Salesforce CRM, you gain access to an unprecedented amount of
information. It will be easy to review every aspect of your sales apparatus with a fine-
toothed comb. These are powerful abilities for you, the sales manager, but your CEO
probably doesn’t need to know how many calls each of your sales reps made yesterday.
 ORGANISATION SALES AND MARKETING PROCESS

Marketing

SMS Online Website Toll free Email ad

ad

Lead Distribution

Sales Team

Sales pitch

Follow up’s

Enrolled
 CRM SYSTEM IN ORGANISATION

The advantages of a business using a CRM system greatly outweigh the

disadvantages. However, there are pitfalls. For a CRM system to work, there needs
to be buy-in across the organisation and the processes in place to support it.
Otherwise, your CRM may end up being an expensive waste of time. Here, we
look at the strategic pros, cons, and importance of CRM.

Pros Cons

· It allows for the consolidation of customer data and the basis

for deep insights.
· It speeds-up the sales conversion process.
· It increases staff productivity, lowering time-cost.
· It allows geographically dispersed teams to collaborate
effectively.
· Customer experience may disapprove due to staff over-
reliance on system.
· Security and data protection issues with centralised data.
· Time and initial productivity cost of implementation.
· Requires a process-driven sales organisation.

· Improves customer experience by allowing personalisation · CRM may not suit all businesses.
and improved query resolution.
 USING VTIGER ( CRM ) IN EDUPRISTINE
Vtiger is a comprehensive CRM solution designed for small
businesses. The software goes beyond the typical CRM
solutions because of the integrated features it has. It is
configured to be able to meet the clients’ expectation and
needs using the feedback given by customers.
With Vtiger, users are able to bring more productivity to
their business and they are also kept informed about it,
effectively preventing data duplication. It is equipped with
various functionalities including sales automation, inventory
and project management, and email marketing.
There are also tools for interacting with potential clients
such as web-to-CRM forms that aids in capturing contact
information used for making better business decisions.
Vtiger is a CRM system designed for small businesses with
tight budgets, hence it’s cheap.
 Main features of Vtiger are:
• Customer Portal
• Product Customization
• Forecasting
• Contact Management
• Document and Files
• Email Marketing
• Subscription Management
• Inventory Management
• Security management
• Project Management
• SLAs
• Collaboration
• Performance Reporting
• Workflow Automation
• Insights
• Tasks and Activities
• Lead Management
• Mobile Apps
• Reporting and Insights
• Flexible Workflows
• Opportunity Management
• Case Management
 DISADVANTAGE OF VTIGER
Every CRM system is going to have its limitations. Open-
source CRM has limitations that are particular to its
underlying design philosophy.
Limited Support
Open-source CRM vendors don’t offer much support for their
free versions. While there are some options for paid support,
you might as well buy the CRM if you’re going to go that
route. With open-source, most of your support is going to
come from developer forums that might not respond quickly
or accurately.

Fewer Functions
If you’re looking for all of the bells and whistles, open-source
CRM may not be your best bet. A lot of the development is
conducted by people during their spare time, so the focus is
more on critical functions than slick GUIs and robust
integrations.

Perfection Paralysis
If you have onsite devas who can tweak your open-source CRM,
there’s a chance that they’ll always be tweaking it. At some point, you
need a system that works, and fills the majority of your needs. If your
dev team is constantly “fixing” things, the system is never really
complete, and your employees may be constantly adapting to the
latest “fixes.” Worse yet, your employees may start bugging the dev
team for new functions and features that weren’t on your list, further
delaying completion.
IMPLEMENTION SALES FORCE

In the latest report from Gartner, Salesforce was named the

leader in sales automation for the 13th year in a row and the
leader in customer service for the 11th time running. It proves
that Salesforce remains one of the popular products on the
CRM market, and it is rightly perceived as a powerful tool to
address sales, customer service and marketing challenges. Does
it make Salesforce a one-size-fits-all solution? To figure it out,
our experienced CRM consultants provide a comprehensive
review of Salesforce pros and cons to help you benefit from
Salesforce implementation services, in case you make this
platform your CRM choice.

Point to consider:

• Cloud deployment
• Products for various business needs
• Extensive out-of-the-box functionality
• Customization capabilities
• Integration capabilities
• Pricing model
• Customer service offered by Salesforce
• UI peculiarities.

Unique benefits of using Salesforce

Rapid Time to Value.
Simplicity.
Flexibility and Choice.
Proven Success.
Salesforce.com has a clear advantage over their CRM
(Customer Relationship Management) competitors because
of the following:
 BRANCH EXPANSION

Head office – Mumbai

(Andheri)

Bangalore Delhi Pune

New branches

Chennai Hyderabad expected – Kolkata

 ACKNOWLEDGEMENT

I express my profound sense of gratitude and sincere thanks

to Prof Anjan Mukherji sir
For having offered me as opportunity to work as a summer
intern, on this project

I would also express my sincere thanks to our Director Rajesh

sir for enabling me to undertake such excellent project.

I would like to express my gratitude to my Mentor / Guide

Prof Rajnarayan for giving his valuable guidance and inputs
which help me in successful completion of the project
 DISSERTATION
ON

(Sales CRM Improvement )

SUBMITTED BY
Name of the Student: Gayathri Satta
Reference No.
Batch No: MBA-8
Specialization: Marketing
 About Salesforce
Salesforce.com is a cloud computing and social enterprise software-as-a-
service (SaaS) provider based in San Francisco. It was founded in March
1999, in part by former Oracle executive Marc Benioff.
Services and products

Of its cloud platforms and applications, the company is best known for its
Salesforce customer relationship management (CRM) product, which is
composed of Sales Cloud, Service Cloud, Marketing Cloud, Commerce
Cloud, Analytics Cloud, IoT Cloud, App Cloud, Health Cloud, Financial
Services Cloud, Force.com, and Chatter.

Cloud services: Salesforce Sales Cloud manages contact information and

integrates social media and real-time customer collaboration through
Chatter. It supports sales, marketing and customer support in both B2B and
B2C contexts. Sales Cloud helps track customer information and
interactions in one place, automates complex business processes, keeps
all information up to date, nurtures leads and tracks the effectiveness of
marketing campaigns.

Features in Sales Cloud include contact management, opportunity

management,

Salesforce Inbox, Salesforce Engage, lead management, reports and

dashboards, Wave App for Sales, marketing automation and more.

Salesforce Marketing Cloud helps personalize email marketing at scale;

engage with mobile messaging; connect social to marketing, sales and
service; manage ad campaigns to help with customer acquisition; deliver
personalized web content that is efficient; and create 1-to-1 customer
journeys across channels.

Salesforce Service Cloud is a service platform for customer service and

support. It includes a call center-like case tracking feature and a social
networking plug-in for conversation and analytics. Service Cloud helps
agents solve customer problems faster, gives customers access to
answers to solve problems on their own, helps personalize service, predicts
needs, and helps deliver support to customers wherever they may be.

Features in Service Cloud include live agent, communities, LiveMessage,

Snap-ins, Field Service Lightning, Omni Routing, and social customer
service.

Salesforce Community Cloud connects and facilitates communication

among employees, customers and partners. The Community Cloud helps
build communities for any needs, provides a platform for customers to help
themselves and each other, builds deeper customer relationships by
allowing customers to interact with each other, allows partners to connect
and increase sales, and helps drive employee productivity through online
collaboration.

Some features included in Community Cloud are personalization, Lightning

Bolt, case escalation, e-commerce, Salesforce automation, collaboration
and community management.

Salesforce Commerce Cloud, formerly known as Demandware, is a cloud-

based service unifying the way businesses engage with customers over
any channel. Commerce Cloud allows businesses to manage digital
commerce with integrated solutions for commerce, point of sale and order
management. Commerce Cloud helps launch new sites, create new
customer experiences, bring stores online and integrate partner
technologies.

Salesforce Analytics Cloud, or Salesforce Wave Analytics, is a business

intelligence platform that allows organizations to instantly get important
answers and start making data-driven decisions. Analytics allows users to
act on data instantly, connect easily to Sales and Service cloud data, work
from any device, analyze data for better insights, and utilize analytics apps
for every function including sales, service, marketing, HR and IT.
Salesforce App Cloud is a collection of development tools that allows
developers to quickly create applications that will run on the Salesforce
platform. App Cloud provides native integration, eliminating the need for IT.
It allows users to build apps that integrate customer data for more engaging
customer experiences. It helps automate business processes and extend
powerful APIs for added security.

Other services: Salesforce Data.com, previously known as Jigsaw, is a

cloud-based automated system used for the acquisition and management
of CRM records within a user's Salesforce.com account.

Pardot is business-to-business (B2B) marketing automation by Salesforce

that helps accelerate sales with better sales intelligence, generates high-
quality leads with powerful marketing tools, automates lead qualification
and nurturing and tracks campaign performance to optimize revenue goals.

Desk.com, previously known as Assistly, is a cloud-based helpdesk system

for interacting with customers and solving customer issues. Desk.com
helps customers faster, provides insights to improve support teams, make
better decisions and build better products. It also allows customers to find
their own answers and helps scale customer service with 360-degree
customer views and integration. Other features in desk.com include
business insights, CSAT Scores, embedded service, Salesforce
integration, App Hub and SalesforceIQ.

Chatter is an enterprise social network within the Salesforce platform. It

helps drive productivity by connecting employees wherever they are. It
helps accelerate innovation by providing a forum where anyone can share
and gauge ideas and connects product teams with direct feedback. Chatter
helps share knowledge by connecting employees with experts from across
each organization and allows organizations to track projects in mobile and
act on critical updates from any location.