FINAL

REPORT ON

SUBMITTED TO: PROF.SONIA GAMBHIR

SUBMITTED BY: MANISH JOSHI MBA(2010-12)

ACKNOWLEDGEMENT
I like to thank our faculty guide Prof. Sonia Gambhir for giving me the opportunity to match the theoretical knowledge with the practical one in the shape of giving me the report writing which really helped me in my understanding. In addition, I am also grateful to my company guide Mr. R. B. S. RAWAT & Mr. Asheet Mishra who had always extended a helping hand to me. There is always a sense of gratitude which one expresses to others for their helpful and needy services, which they render during all phases of life. I too would like to do the same as I really wish to express my gratitude towards all those who have been helpful to me during different stages of my survey and encouraged me with their support and cooperation, which were guiding and motivating factors in completion of mighty and tedious tasks of project report writing to be a success. In presenting this report I would like to convey my deep and profound gratitude towards all the individuals surveyed for their co-operation and guidance.

MANISH JOSHI

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TABLE OF CONTENTS
PRINT MEDIA IN INDIA PRINTS AND NEWSPAPER INTRODUCTION TO COMPANY ORGANIZATIONAL HIERARCHY OBJECTIVE OF THE REPORT TARGETS/TASKS ASSIGNED STRATEGY PROBLEM/CONSTRAINTS/LIMITATIONS AWARDS CONCLUSION PAGE 4 PAGE 5 PAGE 7 PAGE 10 PAGE 12 PAGE 12 PAGE 14 PAGE 16 PAGE 22 PAGE 22

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PRINT MEDIA IN INDIA

The Print Media in India enjoys a great amount of freedom and is therefore flourishing. Whole new segments are opening up for this Rs 19,620 crore (2011)industries. Figure below shows what would be the worth of print and other media may have in coming future.

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Print and Newspapers

India has four news agencies namely The Press Trust of India (PTI) United News of India (UNI) Samachar Bharti Hindustan Samachar

Newspapers and magazines in India are independent and largely privately owned. About 5,000 newspapers, 150 of them major publications, are published daily in nearly 100 languages. Over 40,000 periodicals are also published in India. The periodicals specialize in various subjects but the majority of them deal with subjects of general interest.

The Times of India

The Times of India is one of the leading newspapers of India and is very old. Some of the features of the paper are news from various Indian cities, sports, business (Indian and international), entertainment, health, and the world. As a policy it lays more stress on human-interest stories. It also carries features like Sports, Entertainment, Stocks, Infotech, Editorials, Interviews, Letters, Crosswords, and Horoscopes etc. The Times group also owns The Economic Times, Femina, Filmfare, etc.

The Economic Times

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The Economic Times is one of the India's leading business newspapers. It carries news about the Economy, Companies, Infrastructure, Trends in the Economy, Finance, Stocks, Forex and Commodities, news from around the world and from the world of politics besides Editorial and Features. The magazine section has Investor's Guide, Brand Equity and Corporate Dossier. It is part of the Times Group.

Indian Express
The Indian Express is another leading newspaper of the country. This group's publications include the Indian Express, the Financial Express, Loksatta, Screen and Express Computer.

India Today
India Today is part of Living Media India Ltd, one of India's leading names in news and publishing which includes the television production group of Aaj Tak and Headlines Today, along with Business Today, Computers Today, India Today Hindi, India Today Plus, Teens Today and Music Today. It contains everything from hardcore political and business news and analysis to the movies, music, art, books, computers, lifestyle and business resources.

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Malayala Manorama
The Malayala Manorama releases daily, weekly, monthly and annual publications. The annual publication is called the Manorama Year Book. Started in 1988 in Tamil and Telegu languages, it is now published in other regional languages like Hindi & Bengali, as well as in English. Among the various publications, the Malayala Manorama Daily has the largest circulation, selling about 11 lakhs 50 thousand copies at Rs. 2.90 each, daily. Several other magazines are also published in Tamil & English. The English publications include "The Week", a weekly magazine & "Magic Pot", a fortnightly magazine for children.

INTRODUCTION TO COMPANY
The Pioneer is a well known English newspaper in India which was established in 1865 at the behest of the British. Since British India till 1991, The Pioneer used to be a Lucknow based newspaper. The full credit of making The Pioneer a national newspaper goes to Thapar Group, which bought the paper in 1991. It is a medium sized newspaper that caters to the information needs of the discerning readers. The paper is published from Delhi, Lucknow, Bhubaneswar, Kochi, Bhopal, Dehradun, Ranchi and Chandigarh. Earlier the newspaper had maintained a full fledged Kanpur edition too. The Pioneer even started off with a Mumbai edition but couldn't maintain it due to the tough competition existing there during that time.

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The Pioneer was founded in Allahabad in 1865 by George Allen, an Englishman who had had great success in the tea business in north-east India in the previous decade. It was brought out three times a week from 1865 to 1869 and daily thereafter. In 1866, a supplement, the Pioneer Mail, consisting of "48 quarto-size pages," mostly of advertisements, was added to the publication. In 1872, Alfred Sinnett became the editor of the newspaper. Although he was later to be known for his interest in theosophy, he oversaw the transformation of the newspaper to one of exercising great influence in British India. In 1874, the weekly Pioneer Mail became the Pioneer Mail and India Weekly News and began to also feature short stories and travel writings. The Pioneer became noted for its politically conservative outlook, and, for example, denounced Lord Irwin (Viceroy of India 1926-31) as a 'Bolshevik' in response to the latter's moderate approach to the Indian nationalist movement. Author Rudyard Kipling (18651936), in his early 20s, worked at the newspaper office in Allahabad as an assistant editor from November 1887 to March 1889. In July 1933, The Pioneer was sold to a syndicate and moved from Allahabad to Lucknow, at which time also, the Pioneer Mail and India Weekly News ceased publication. The newspaper remained a primarily Lucknow-based paper until the 1990s, when it was purchased by the Thapar Group, under L.M. Thapar. It subsequently expanded to being published from multiple locations in India, including Delhi. It has created new standards of journalism with crisp and factual reporting. Each and every column of the newspaper is superbly edited and is considered of great authenticity.

History of the Pioneer

The Pioneer was established in the year 1865 by an Englishman George Allen. From 1865 to 1869 the newspaper was published three times a week. Meanwhile, in 1866, a weekly supplement called the the Pioneer Mail,
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comprising of 48 quarto-size pages (mostly of advertisements) was added to the paper. In the year 1874, the Pioneer Mail became the Pioneer Mail and India Weekly News and started to carry short stories and travel writeups. During the British Raj the newspaper basically targeted the Whites in India. The paper during that point of time was known for its strong imperialistic ideas. In 1872 Alfred Sinnett became the editor of the newspaper. The renowned writer Rudyard Kipling is said to have written for this paper during his stay in India. In his early 20s, from November 1887 to March 1889 Rudyard Kipling worked as an assistant editor at the newspaper office in Allahabad. In 1933, the paper was sold to a syndicate and moved from Allahabad to Lucknow. The publication of the Pioneer Mail and India Weekly News was also stopped at that time. In fact The Pioneer had deep its roots in Uttar Pradesh. During 1930's Pioneer had great influence on the educated class of Uttar Pradesh. Jawaharlal Nehru seeing the growing impact of the newspaper decided to launch a newspaper to counter the impact but failed to create the same magic as The Pioneer. In early 1990s it was bought by the Thapar Group and Mr. L.M. Thapar held the position of chairman of the newspaper.

The Pioneer Supplements

The Pioneer carries a number of supplements on week days that include: Viva City (Daily): A daily four pages supplement contains city related news including entertainment, cinema, events, fashion and lifestyle. Avenues: Avenues brings articles and features on a variety of national and international topics.

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Forecast: Forecast is a supplement related to astrology and zodiac signs and it carries the weekly forecast of the stars.

Agenda (Sunday): Agenda carries articles on current happenings or important India related issues. Besides, other major sections of Agenda are Issues, Dialogue, Insight, People, Sports, Pulse and Creative Edge.

Foray (Sunday): Foray has a number of interesting sections including the Twilight Zone, Globe, Backbone, Big Names, Factoids and Scientifix.

The Pioneer in Internet

The Pioneer is available online both in webpage and ePaper. The online edition carries all the important sections of the newspaper. The websites of The Pioneer are : http://www.dailypioneer.com - online edition The Pioneer http://70.86.150.130/pioneer - ePaper The Pioneer The PIONEER newspaper company mainly faces the two major competitors which are: THE TRIBUNE HINDUSTAN TIMES

Both are reputed newspaper and come with the local edition covering all the major news of the state. These three shares the market share and serve the interest of the society. They are targeted mainly to upper strata of society and the educated class.

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ORGANIZATIONAL HIERARCHY

CEO & EDITOR-INCHIEF-- CHANDAN MITRA

BRANCH HEAD Mr R.B. S. Rawat

Joint MD

EDITORIAL GROUP

CIRCULATION MANAGER-Mr Uma sankar

DESIGNING- Mr Vikas Bhatt

ACCOUNTS- Mr Vikas Bhatt

MARKETING MANAGER-MS Jagriti Sethi

HR+ LEGAL

DEPUTY MARKETING MANAGER- Mr. JHA

The company has the advantage of being a local edition of a national newspaper that includes the region of Dehradun, Garhwal and kumaun. The paper had started its publication way back on 12 September, 2007 and had released its first issue on 13 September, 2007 in Dehradun as a local edition of Dehradun and had been recorded as the first English daily newspaper to publish its local edition from the city, followed by HINDUSTAN TIMES had been launched after a year. The company has a total circulation of 10,000 daily copies in Dehradun alone and 15,000 in Gharwal. The owner of the company is CYMK Printech Limited and is headed by the CEO- Mr. CHANDAN MISHRA.
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OBJECTIVE OF THE REPORT

The executive training program had undertaken to facilitate yourself with the accomplishment of various objectives which had proved to be helpful in the training program and will be worthy in the fore coming future. The major objectives are outlined below: To enhance our marketing skills through subscription and space selling of M/S THE PIONEER. To acquaint ourselves with the culture of the organization and to understand the working of various departments of the organization. To gain knowledge about the paper, print and visual media through proper training and market exposure.

TARGETS/TASKS ASSIGNED
To give us a line of direction for these 13 weeks working in the company, the interns at THE PIONEER have been assigned the weekly targets. The targets had been assigned to us as per the company guide according to the market condition of the newspaper industry and the specific position of the newspaper. The tasks & targets assigned to us is given below: Week Week 1 Briefing Tasks & Targets about The Pioneer understanding the marketing skills by marketing department. Week 2 To collect data of all the leading schools 26 May to 1 June
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Dates and 18 May to 24 May

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in Dehradun for publishing Education Guide. Week 3 New project was given for publishing 2 June to 8 June travel guide. Leads to be generated so that advertisement could be book for travel guide. Week 4 Week 5 Visited three hotels daily across 9 June to 15 June Dehradun. Visited Tour and Travel Agencies in 16 June to 22 June Dehradun and also attended Blood Donation Camp on Blood Donation Day (14th June) organized by The 22Pioneer. Week 6 Revisited Few Hotels in Dehradun for 23 June to 29 June booking of Advertisement in Travel Guide and to convert the lead into our customer. Week 7 Project is assigned by Company Guide. 30 June to 6 July The task is to sell space in newspaper for Raksha Bandhan and Independence Day. Week 8 The Same project is under process. Visited various shop and expected customer for ad booking. Week 9 The Same project is under process. Visited various shop and expected customer for ad booking. 14 July to 20 July 7 July to 13 July

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Week 10

Works on the lead provided by the company guide.

21 july to 27 July

Week 11

Visited several onrganisations for Ad booking.

28 July to 2 Aug

Week 12

Revisted the Organisations for Follow up.

3 July To 9 July

Week 13

Had interaction with the company staff and did some Office Work.

10 July To 16 July

STRATEGY ADOPTED:
A strategy is a plan of action designed to achieve a particular goal. The word strategy has military connotations, because it derives from the Greek word for army. Strategy is different from tactics. In military terms, tactics is concerned with the conduct of an engagement while strategy is concerned with how different engagements are linked. In other words, how a battle is fought is a matter of tactics: whether it should be fought at all is a matter of strategy. The basic outline with which I had plan to carry out to work for THE PIONEER is designed in line with the target being assigned to me by the company guide Mr. RBS Rawat. The strategy is designed in line with the targets on weekly basis to achieve them in the best possible manner.

WEEK 1 Since I was new to the company I took most of the time to understand the product and organization so that I can deal with the customers in an
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appropriate manner. Our Company Guide Mr. R B S Rawat had given us 2 days training in which he had briefed us about the company and its purpose and had given us the major highlights about the company. Then we had divided ourselves in the groups as we were new to the work, hence decided to go in teams to have smooth road ahead. I had started the work by collecting the database of the various institutions in dehradun for the purpose of the tourists guide which will be published in the month of July. WEEK 2 In the second week i have continued the work by approaching the people I know and explained them about the newspaper and its feature there by from there references had collected many prospects and then later that week, the organization had given us the list of various education institute and primary schools to approach for space selling. One group had been given four primary schools and education institutes. We took appointments from the institutes and had approached them, I had left free sample of the newspaper for them to go through and my contact number. In the evening we report to the company guide about the presentations that we had given to the various places where we had approached. In the evening time we used to make cold calls for the space selling to the various institutes and shops to take appointments for the next day. A daily dairy had been maintained by me in whom various appointments as per their dates had been recorded. WEEK 3 By the end of 2nd week we had gain little experience and enough exposure about the company and its competitors through the company exposure and 3 CET report. WEEK 4

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In the 4th week main emphasis was given to the space selling, as where ever I approach for space selling, I had recommended subscription also. Our branch head Mr. RBS Rawat had given us the list of hotels where our complementary copies are not circulated. I have also started visiting 3 hotels daily from this week. WEEK 5 In the fifth week, i have started visiting tour and travels agencies for space selling. In this week we have also attended the blood donation camp organized by the pioneer. WEEK 6 In the 6th week, I keep my focus on hotel industry and revisited the hotels for the booking of advertisement in travel guide. The emphasis had been shifted to space selling as subscription selling is rather been taken cared of simultaneously. I had approached the candidates of Congress and BJP to capture the election season so that more of business can be collected from them through advertisements.

WEEK7 During the 7th week as I had gained enough market exposure and confidence about the company and had emphasized on the space selling more since the job is more challenging. A new Project is assigned by Company Guide,The task is to sell space in newspaper for Raksha Bandhan and Independence Day. WEEK 8 & 9 A space selling project which was given to us by our company guide is under process both these weeks as space selling needs more time get completed. Week 10
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During the tenth week we all worked on the leads provided by the company guide. I distributed the details of clients to other members of the team. We made a plan how to attract the clients. During this week we work on those records only.

Week 11 & 12 In the eleventh and twelfth week we visited clients and started explaining the project and made them realized about the importance of advertisement in the present competitive world. We tried out best so that the space can booked in the newspaper.

Week 13 During this week we worked on the assignment given by the company guide, it was only office work.

ACHIEVEMENTS
WEEKS 1st week TARGETS To know about the company and its working. ACHIEVED

2nd week

To collect data of all the schools in Dehradun ACHIEVED for publishing of Education

3rd week

To generate leads for publishing of Travel ACHIEVED Guide.

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4th week

To meet the concerned persons for providing ACHIEVED them proposals. To sell the space in Travel Guide. ACHIEVED

5th week

6th week

Revisited few hotels and travel and tours ACHIEVED agencies.

7th week

Work on the leads to achieve the target.

ACHIEVED

8th week

Prepare a plan to generate the leads.

ACHIEVED

9th week

Work on the same project

ACHIEVED

10th week

Worked on the leads provided by the company ACHIEVED guide.

11th week

Meet various clients

ACHIEVED

12th week

Visited offices of clients

ACHIEVED

13th week

Worked on the assignment given by the ACHIEVED company guide.

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PROBLEMS / CONSTRAINTS / LIMITATIONS:

With the rigorous competition ahead and the stiff environment being confronted with, working in an organization is not a cup of tea for everybody, when an individual is confronted with a new environment he/she will surely take some time to adjust himself in that environment. After working in the organization for 11 weeks, I encountered various problems some internal and some external. The various problems / constraints / limitations being faced by me are:-

PROBLEMS:
Working with the eminent newspaper like THE PIONEER which covers all the section of society and does come up with the incredible editorials for its readers, every thing cannot go on your side. To master the print media industry not only one requires the substantial news and supplement but the main role is played by the circulation of the newspaper, though there are various problems which I had confronted of but the major problem that I faced is that of the circulation of The Pioneer newspaper. The circulation of the newspaper is considerably low than that of its competitors. There are some projects of Government, which while publishing the ads, demands a good circulation of newspaper in terms of the market share and numbers of copies subscribed per day. Papers like Amar Ujala who is a good hindi readership and a noteworthy market share meets their criteria Example- Rural Road Development Agency, Navy and Army admission forms.

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CONSTRAINTS:
Working in a marketing filed does comes up with the host of promotional offers, gifts coupons and other such packages to attract the target market. THE PIONEER since differ in ideology and suffers from lack of funds does not come up with such provisions to back bone the quality and authenticity of the news published. The major constraint is that the competitors are undertaking a horde of promotional activities which posses a threat to the company. The competitive newspapers are giving in the combo offers to the general public and to the market. There are various newspapers which are come together to catch up the strong market like Indian Express and Jan Satha gives the combo offer to the ad agencies, for which there is no provision in our newspaper resulting in not getting the ads from the market and through the agencies. In addition to, Hindustan Times and Hindustan Hindi, Times of India and Economic Times and Nav Bharat Times are also offering the same combo offers to the ad agencies and clients.

LIMITATIONS:
The various limitations being faced by me are: LOW MARKET SHARE The circulation of the newspaper is very less as compared to other English daily. The PIONEER is not the market leader in terms of circulation and awareness level. HAWKER DOMINATED MARKET The hawkers are not properly trained despite companys effort and there is shortage of skilled manpower in terms of hawkers and supporting staff.

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 LACK OFAGGRESSIVE MARKETING The organizations method of capturing market share and target customers is not extensive. The companys approach towards the target market is not aggressive. LACK OF PROMOTIONAL STRATEGIES the newspaper company does not come up with the promotional tools like free gifts, coupons etc which competitors are giving. The company is a self sustained group and hence lacks sufficient funds for such huge mass propaganda. LOW CUSTOMERS AWARENESS LEVEL since newspaper is new to the city the awareness level is sufficient to form a satisfactory market share. Customers are not very well acquainted with the newspaper and its various qualities. LACK OF MANPOWER for a big and happening city like dehradun, the company had recruited only two marketing members and a team of two journalists which is not an appropriate number and the stories and news coverage is not done extensively. LACK OF FUNDS the company is a self sustained group and is there fore does not have the surplus profits to invest on the various promotional tools so that competition can be tackled properly.

LEARNING IN THE EXECUTIVE TRAINING:

Learning in ones life plays a prominent role in building up its candidature and to enhance the skill set present in him. Learning can be made at each and every moment of your life. An individual is in the learning process throughout his life. While giving my best shots in the Executive training, I have learnt the practical aspects of the major concepts of marketing field which will help me

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towards each and every step ahead in my life. My individual learning during the Summer Internship Program is focused to cover the following aspects. To acknowledge myself with the Indian printing industry with special orientation to the Newspaper Industry? Printing and newspaper industry had established way back in 1700s to cater to the specific needs of then individuals. The newspaper as we know it today is a product borne of necessity, invention, the middle class, democracy, free enterprise, and professional standards. The 1700s was a century in which market elements were created that encouraged the development of daily newspapers: rising literacy, the formation of nation-states, a developing postal system, the proliferation of urban centers, a rising literary and philosophical tradition emphasizing democratic involvement in government, and technologies that supported newspaper production. In short, it was a great news century. The first daily newspaper was The Daily Courant in London, 1702. The earliest known printed newspaper was in Beijing in 748. Slowly and steadily the industry had opened up its wings to diversify into the other major sections of the society to cover up the social, economic, business and cultural news along with the prime face news. The industry had come up with the newspaper in vernacular languages along with the standard languages to furnish the needs and wants of the readers. Due to the increase in the literacy rate and purchasing capacity of the people, the industry had grasped the aggressive growth patterns. The circulation of Indian dailies jumped 33 per cent to over 7.86 crore during 2001-05 even as global newspaper circulation increased 9.95 per cent in the same period. Contrary to conventional wisdom, newspaper circulation is growing and new newspapers are being launched at a 'remarkable rate', the Paris-based World Association of Newspapers (WAN) said in a release.

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The circulation of India's dailies consistently increased from 5,91,29,000 in 2001 to 7,29,39,000 in 2003 to 7,86,89,000 in 2005. Newspapers represent a 180-billion dollar industry, with more advertising revenues than radio, cinema, magazines and Internet combined, Balding said. How does Print Media and Newspaper industry works with special emphasizes to THE PIONEER? Print media industry especially Newspaper industry plays a vital in modern society as it is one of the authenticated proof to spread awareness of the general things happening around us. During my Internship, I had analysed the basic working of THE PIONEER newspaper and an outline of the functioning of the company is drafted. During the Summer Internship Program, which is focused on THE PIONEER newspaper in Dehradun, I had sweat to analyse the working of the Dehradun office of the company. THE PIONEER in Dehradun is established to complement its Uttarakhand Edition on 13 Sept, 2007 as a collection hub for the local news from the states capital and the near by areas. The branch works for the Delhi head office as a collection pool of local news. The collected news from the dehradun centre goes to the Delhi head office where the final editing is to be done and the news gets published thereafter. As the whole days news cannot be published in the next days newspaper, there is capping being done by the office. The journalists at dehradun branch collects the latest daily news up to 9 pm for a day for the next days publication and if it is breaking news or some of that kind then the reporters work by late 10 pm also. Then the collected news in the form of well draft article goes to the Delhi head office from where, after proof reading, the news is sent to the printing press situated at Noida to get the final printing done by 12 am the same day. Then the printed newspaper takes their ride to Dehradun so that they can reach here by 6 am to get delivered to the newspaper agency and the hawkers of the company so that the final delivery can be take place at the subscribers residences and respective offices.
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What is the importance of Marketing Department for a Newspaper Company with special allusion to THE PIONEER? Every company whether it is a business unit or a small shop works to earn some sort of monetary benefits for itself, so that the motive for which it is established can be fulfilled. To fetch a good amount of business into a company is the work of the Marketing Department i.e. why the backbone of any newspaper company is the marketing personnel and skills set possessed by them. The kind of the attitude and aptitude that the employees especially marketing employees have is of very vital nature. It is the marketing section who can actually fetch some business in profit terms to the newspaper company i.e. why, we are having special marketing cells in the newspaper offices. The marketing team is whole sole responsible for the space selling as big contracts come through space selling, which means more profits. Where as the selling of the subscriptions can be handled by the circulation department. The most challenging job of space selling rests with the marketing department and thats why the cell presumes the imperative importance for a newspaper company. On what basis a Newspaper Company chooses its target market for readership with special reference to THE PIONEER? As every single individual differs in his/her specific needs, a medium which is spreading the awareness i.e. a newspaper has to match up with the taste and preferences of the same. Since it is not possible for a single newspaper to complement the needs and preferences of each and every individual, the newspaper market is classified into specific stratas from where the market segmentation based on the customers preferences can be done and the target market can be found of. Every newspaper caters to the specific needs of a particular section of society, thus forming a particular category of readership for itself like the finance news is best abridged in The Economics Times while The Times of India gets the readership for the rich vocabulary. Talking about
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THE PIONEER, the company furnish to the appreciations and inclinations of the upper strata of the society, where the readers, though few in numbers, but are devoted and very precise about the articles. The editorials are informative and the supplements surmount the rest. Though the company is yet to confine better market share as compared to our competitors but still we cater to a loyal readership, which are though few in numbers but are true subscribers of the newspaper. What knowledge set I concede from the corporate world? If I have to talk about the personal erudition which had taken place due to internship in me, the first and foremost thing that comes into my mind is that of the adaption skills and persuasive skills that I have learnt. The training had imbibed in me the etiquettes and aptitude to adapt to the various outer milieus to handle the situation in the best possible manner that I can. Corporate world demands only this dexterity set if u can familiarize yourself to the kind of the situation in which your boss and your clients puts you in and if you can persuade the respective individual to your or companys side then you can accomplish everything through out your life. Thus, the corporate world today demands the presence of adaptability and persuasive skills from an individual especially from a marketing person. How to compensate with stress while accomplishing your targets, especially when they are under achieved? Handling stress and stress-full circumstances is an art, which is to be mastered by continuous practice and with complete devotion of time. The art of handling the strain in a stress-full situation, demands the skill set of adaptability and persuasiveness from an individual. If an individual could adapt, persuade and foresee the situation then he can actually succeed in overcoming the stressful situation. The situation demands our skill set to tackle the stress hidden in the customers refusal to the deal leading to the
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under achievement of the assigned target, at the same time it is the adaptability skills which will force to you smile and persuasive skills will finally end the discussion by taking the references from the customer so that new appointments can be conformed with the new references being furnished by the customer.

AWARDS
Awards, incentives are the most important factors to get motivated towards the work. By these factors more productivity can be achieved. As far as awards are concerned i have performed best of my capabilities, I got a very generous backup and a positive support from the company, which wasnt less than award. I am very grateful to the marketing department as they help me to achieve my targets.

CONCLUSION
A Summer Iternship Program is very critical part of MBA program, it helps understanding the real picture of corporate world as student gets themaximum knowledge about his respetive field. I got to know that space selling requires lot of efforts and skills because it is not an easy task to achieve, it requires lots of patience too as the results are so time taking. During my SIP I learnt how to devise marketing strategies to achieve thetargets. SIP also help in implementing our theoretical knowledge into practical fields.

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