BUSINESS DEVELOPMENT ASSOCIATE INTERN

CORIZO PVT LTD

A training report,

Submitted in partial fulfilment of the requirements for the award of degree of

BACHELOR OF TECHNOLOGY

(Computer Science & Engineering)

Submitted to

LOVELY PROFESSIONAL UNIVERSITY

PHAGWARA, PUNJAB

From 02/11/2023 to 03/03/2024.

Submitted by : Vidur Sharma

Name of student: Vidur Sharma Registration Number: 12018141

Designation: Assistant Professor

Signature of the student:

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 LIST OF CONTENTS

S. No Title Page

1 Student Declaration 3

2 Declaration by the supervisors 4

3 Internship Acknowledge Letter 5

4 Undertaking Form 6

5 Acknowledgement 7

6 List of Tables 8

7 List of Figures/ Charts 9

8 Chapter-1: INTRODUCTION OF THE COMPANY 10

9 Chapter-2: NATURE OF BUSINESS 16

10 Chapter-3: LITERATURE REVIEW 22

11 Chapter-4: OBJECTIVES 25

12 Chapter-5: METHODOLOGY 26

13 Chapter-6: RESULT ANALYSIS 38

14 Final Chapter-7: CONCLUSION 50

15 CA Marks 52

16 REFERENCES 53

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 Student Declaration

To whom so ever it may concern.

I, Vidur Sharma, 12018141, hereby declare that the work done by me on “A Study to

Comprehend Lead Generation and Conversion Stratagems for Customer Satisfaction

Improvement in the E-Learning Market” March 2024 to June 2024, under the
supervision of Satish Hosamani, Business Development Manager, CORIZO PVT
LTD, and Name of, Assistant Professor, Lovely professional University, Phagwara,
Punjab, is a record of original work for the partial fulfilment of the requirements for
the award of the degree, Bachelor of Technology (Computer Science engineering).

Name of the Student: Vidur Sharma

Registration Number: 12018141

Signature of the student:

Dated: 09-05-2024

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 Declaration by the Supervisor

To whom so ever it may concern,

This is to certify that: Saurabh Singh, 12020039 from Lovely

Professional University, Phagwara, Punjab, has worked as a trainee in
CORIZO PVT LTD on “A Study to Comprehend Lead Generation and
Conversion Stratagems for Customer Satisfaction Improvement in the E-
Learning Market” under my supervision from November 2023 to March 2024.
It is further stated that the work carried out by the student is a record of
original work to the best of my knowledge for the partial fulfilment of the
requirements for the award of the degree, Bachelor of Technology (Computer
Science & Engineering).

Name of External Supervisor: Name of Internal Supervisor:

Satish Hosamani

Designation of External Supervisor: Designation of Internal Supervisor:

Business Development Manager

Signature of External Supervisor: Signature of Internal Supervisor:

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Page 5 of 53
Page 6 of 53
 ACKNOWLEDGMENT

I would like to take this opportunity to express my profound gratitude to my

internal mentor- and external mentor- for their guidance in completing the project
“A Study to Comprehend Lead Generation and Conversion Stratagems for
Customer Satisfaction Improvement in the E-Learning Market” and for their
exemplary guidance, valuable feedback and constant encouragement throughout
the duration of the project. Their valuable suggestions were of immense help
throughout my project work. The perceptive criticism kept me working to make
this project in a much better way. Working under their guidance was an extremely
knowledgeable experience. I would like to give my sincere gratitude to all the
respondents for giving the information that were required, without which the
project would have been incomplete.

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 LIST OF TABLES
Table 5.1: Target Population……………………………………………....... 29
Table 5.2: Sample Size……………………………………………................ 31
Table 6.1: Study among the Pre-Sale Process………………………………. 38
Table 6.2: Pre-Sale Information……………………………………………. 39
Table 6.3: Brochure/ Website………………………………………………. 39
Table 6.4: Understanding of Requirement………………………….…........ 40
Table 6.5: Future Anticipation…………………………………...…….…… 40
Table 6.6: Pre-Sale Information vs Programs Cross Tabulation……………. 41
Table 6.7: Brochure/ Website vs Programs Cross Tabulation………….…… 41
Table 6.8: Understanding of Requirement vs Programs Cross Tabulation...... 42
Table 6.9: Future Anticipation vs Programs Cross Tabulation.……………... 42
Table 6.10: Study among the Post-Sale Process.……………………………. 43
Table 6.11: Level of Satisfaction for Each Category in Post-Sale Process.…. 43
Table 6.12: T-Testing for Post-Sale Process………………………………... 44
Table 6.13: Awareness about Product…………………………………...... 46
Table 6.14: Descriptive Statistics of Brand Awareness Program Wise……. 46
Table 6.15: Anova Testing- Brand Awareness vs Programs…………….… 46
Table 6.16: Descriptive Statistics of Quality Rating among Programs……... 47
Table 6.17: Anova Testing- Quality Based on Programs…………………… 48
Table 6.18: Comparison with Competitors……………………….………... 48
Table 6.19: Future Buying Prospects…………………………...…………... 49
Table 6.20: Referrals……………………………………………. …..……... 49

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 LIST OF FIGURES

Figure 5.1: Designing the Sampling Process.................................................... 27

Figure 5.2: Target Population of clients inside and outside India................... 28

Figure 5.3: Target Population product wise…................................................. 29

Figure 5.4: Sampling Frame............................................................................ 30

Figure 6.1: Representation of responses based on Reason of Buying………. 45

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 Chapter-1: INTRODUCTION OF THE COMPANY

Company’s Vision and Mission:

 Corizo is a knowledge & skill acquisition portal with the goal of getting
the youth of today ready for their professional careers. While we agree
that knowledge is important, at Corizo, we believe that knowledge on its
own is not nearly enough to survive in today’s professional landscape.
Thus, Corizo give all the students not only the necessary knowledge, but
hone industry relevant skills, and give them the practical experience
they need to start successful and rewarding careers in their field of
interest.
 Corizo vision is to empower the youth of today, broaden their horizons,
develop them as individuals, and give them the work experience that
they need to join the workforce and immediately make a difference.
Corizo envision a brighter future driven by the well- rounded youth of
today.

 Corizo Mission is to give the youth of today the chance to learn and
upskill themselves. Our supervised internships and creative and
industry relevant projects make sure that they walk into the workforce
equipped with everything they need to be successful. Mission is to re-
define the concept of education. To bring it back to what the essence of
education really is, to nurture young minds today so that they can
become our leaders of tomorrow.

 Corizo believes that a transformed perspective regarding education will

lead to a more productive workforce and a holistically developed
individual. We aim to remove the association between marks and
success and instead put an emphasis on the association between skills
and success. Our goal is to revolutionize the educational landscape. We
hope to make teaching a practice where students are taught the practical
skills, they need to be adaptive, innovative, confident & productive.
With our cutting-edge curriculum, distinguished mentors, internships
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and project

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53
 experience, we aim to make every one of our students trained and
experienced professionals from the moment they step foot in the
workplace.

Origin and growth of company:

 Corizo Pvt Ltd is a manage marketplace founded in January 2021 which

is online learning platform that provides students and instructor with the
simulation providing them solutions using a live interactive platform
using the latest technology with the innovation to provide live sessions
to the students with access to Industrial expert online programs &
Internships with certifications.

 Corizo Pvt Ltd aim to make students self-reliant in every sphere of life
by giving the technical and tactical concepts of self-education related to
technical and management domains.

 Corizo Pvt Ltd acts as invisible mentor to the students creating

the channels to enhance their knowledge. It gives variety of
training programs, Internships, and live projects etc.

 It is collaborated with multiple MNCs as well Start-up’s to provide

Industrial training programs, certifications, internships, and live
projects to the students.

 Corizo Alumni work at:

1) TCS

2) Zoho

3) Wipro

4) IBM

5) Bosch
6) Bajaj Fiserv, etc

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  College Partners:

1) SRM UNIVERSITY

2) VIT VELLORE

 Exclusive Certification Partners:

1) Microsoft

2) Autodesk

3) AICTE

4) WIPRO

SWOT ANALYSIS:

 Strengths:
1. Co-branded partner with Google, Microsoft and Autodesk.

2. Two months of practical knowledge and experience provided to customers.

3. Three certificates, excluding Microsoft Tech Associate (MTA) coupon and

Autodesk certification is provided.
4. Exposure to global standard of education.

5. Easy access in any place and time by LMS portal.

6. End-users can undergo learning or teaching process at their place in

convenient time.

7. Access to higher education in all streams irrespective of circumstances

with equal access and equal opportunities to all and fulfils the objective of
the higher education system.
8. Different varieties of products are available to the customers. Content is
available in all type of formats like stories, visuals and theories as well.
9. Customer loyalty – Customers are loyal towards the company because of
the good quality products and services.

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 Weaknesses:

1. Product price is high for tier 2 and tier 3 colleges.

2. No branding of company in many colleges.

3. Lack of relationship and direct communication between the students and

tutors and complete dependency on technology.
4. E- Learning is not fully compatible for all the courses.

5. Feedback may be inappropriate since it is uncertain how the student took

the assessment.

6. Bad reviews – Along with positive reviews, there are negative reviews as
well by many customers who are not satisfied with the service and find it
expensive.

 Opportunities:
1. NEP 2020 – The New Education Policy has laid great emphasis on online
education and the government is completely supporting it.
2. Education sector has been affected adversely due to Covid-19. It has given
great opportunity to Edu-tech companies to increase their market as more
and more people are dependent on online education.
3. Combination of education and the technology – It improvises the learning
capacity along with the opportunities. Customers provided with internet
facility have access to lot of training materials, journals, digital library,
virtual training and conferences, etc.
4. Cost incurred in taking E-learning products is relatively less when
compared with traditional learning.
5. E-learning trainings can be delivered through various platforms such as
Zoom, Google Meet, and Microsoft Teams therefore no physical class is
required.

6. There are still opportunities for targeting rural and semi-urban regions of
India.
 Threats:

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 1. Threat to uniqueness and consistency of the product.

2. Security and authorization issues.

3. Lack of computer knowledge of customers.

4. Data privacy of the clients.

5. Competitors: This being an era of online education, more and more

companies are coming in this sector. So, there is always a threat of
competitors and their strategies.
6. Business model can be imitated.

Competitor Analysis:

 The Edu-Tech sector has reached new heights as a result of the

pandemic's impact and the lockdown's rapid adoption and penetration.
While the industry has had tremendous growth, it has problems like as
scaling up in a sustainable manner, addressing infrastructure challenges,
and maintaining growth. Cuemath, Testbook, Toppr, and Simplilearn,
among other Edu- Tech start-ups, have turned to marketing automation
platforms.

 A similar web poll based on research of 35 prominent online learning

platforms found that between April 2019 and March 2020, the Edu-Tech
segment had a 26 percent rise in user visits compared to the same period
in 2018-19. According to studies, school-level online learning platforms
such as Vedantu, LearnCBSE, BYJU'S, Toppr, Tiwari Academy,
Meritnation, and Gradeup combined captured 51.25 percent of the traffic
share prior to the pandemic. In the first 28 days after the lock down in
April 2020, this percentage migrated toward massive open online courses
(MOOCs) like Udemy, Coursera, and Toppr.

 Byju’s: Byju's is India's largest Edu-tech firm and the provider of the most
popular school learning app in the country. Byju's, which was founded in

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 2015, provides highly customized and effective learning programs for
students in grades 1 through 12 (K-12) and those preparing for
competitive exams such as JEE, IAS, and others. Byju's has grown to
become one of the most popular education platforms in the world, with 50
million registered students and 3.5 million paying subscribers.

 Coursera: Coursera collaborates with over 200 premier universities and

businesses to provide individuals and organizations throughout the world
with flexible, inexpensive, and job-relevant online learning. From hands-
on projects and courses to job-ready credentials and degree programs, the
company offers a wide range of learning possibilities.

 Udemy: Udemy is the leading global marketplace for teaching and

learning, connecting millions of students to the skills they need to
succeed.

 Vedantu: Vedantu’s innovative live platform is designed to create a

healthy peer learning environment and promote student interaction. Live
in-class quizzes in a gamified manner make learning fun and the real-time
leader board pushes students to outdo themselves and perform better.

Internshala: Internshala is a technological firm on a mission to provide relevant skills and

practical experience to students through internships and online trainings.
Chapter-2: NATURE OF BUSINESS

 Corizo is basically an Edu-tech platform which provides undergraduate

students with the certification based industrial training and internship
opportunities. Corizo is partnered with MTA (Microsoft Technologies
Associated), Wipro certified etc

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 Corizo is leader in business and academia who has come together to
employee students. Corizo use the design thinking and a problem- solving
approach focused on learners and concentrating on application- based
learning. Today India’s Edu-Tech market is the world’s second largest
and is only. By 2022 the market is set to hit $3.2 billion.

 It is the one of the industries which has seen rapid pandemic growth. The
schools and coaching classes had to rely on technology to continue
teaching during the lockdown. We’ve seen a great deal of activity in the
field of Edu- Tech lately. A combination of two terms, "Education" and
"Technology" is Edu-Tech. This applies to technologies designed to boost
educational performance (hardware or software). The new generation of
learners today are aware of the rising need for information that they can
enforce. For employers to recruit an applicant, the ability to apply
expertise.

is critical. Via virtual reality, augmented reality and mixed reality,

edu- tech start-ups help learners understand topics better. Not only can
these technologies make learning more enjoyable, but they allow
learners to easily understand complex concepts.

 Products/ Services Profile:

 Corizo is product as well as service oriented. Here in this organization,

they provide the products for the student i.e., technical, and nontechnical
programs for the undergraduate students. The thing is not only selling the
programs and assisting the after-sale service or providing the dashboard
and LMS (learning Management System) also comes under the services.

 PRODUCT:

➡ CSE / IT:

1. Machine Learning with Python

2. Artificial Intelligence

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 3. Web Development

4. Data Science

5. Ethical Hacking / Cyber Security

6. Azure Cloud Computing

7. Android Development

8. Database Management Systems

➡ ECE / EEE:

1. Internet of Things

2. Hybrid and Electric Vehicle

3. Embedded systems

4. Robotics

5. PLC

➡ MECH / AUTOMOBILE:
1. AutoCAD Designing

2. Hybrid and Electric Vehicles

3. Car Design

4. IC Engine

➡ CIVIL / ARCHITECTURE:

1. AutoCAD Designing

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 2. Construction Planning

➡ MANAGEMENT AND COMMERCE:

1. Digital marketing

2. Stock market & Cryptocurrency

3. Finance

4. Human Resource

5. Marketing

 SERVICES:
1. Real-time/Capstone industrial-grade Projects

2. Providing dashboard (LMS)

3. Providing Recorded classes

4. Providing certificates

5. Customer support

6. Internships

7. Industrial Training Program

8. Providing Personal Mentor Assistance

 Nature of Attachment: - Internship

1. Source of information: - On-campus Drive. Job

2. Profile: - Business Development Intern

3. Duration: 4 months

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 4. Joining date: - 02/11/2023

5. I worked as Business Development Intern at Corizo.

6. WEEK 1: -

This week was a training period where we got the clear picture of the
following:

1. About the company

2. About the area of operations.

3. About the company’s products and services

Learning outcome: - Explored about company, area of operations and

company’s product and services.

 WEEK 2: -

1. To understand USP of the Corizo.

2. Knowledge on target audience.

3. Generating potential prospects with the given target 80(Target
Reached 72)

4. Knowledge on products and services for conversion process

Learning outcome: -

1. Got to know about USP and target audience of the company.

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 2. Understood the two approaches of marketing followed by Corizo.

3. Followed lead generation and conversion pitching process to get

potential prospects and achieved the target.

 WEEK 3: -

1. To create business profile of WhatsApp, adding quick replies, and

creating the catalogue of products and services.
2. Understanding two different processes for conversion.

3. Sample pitching (practice) on conversion pitch.

4. Filtering the potential prospects out of target audience

5. Pitching and converting them.

Learning outcome: -

1. Learned about Business WhatsApp and created business profile.

2. Learned to pitch to different kinds of audience.

3. Understood about potential leads and successfully filtered the

potential prospects.
 WEEK 4: -

1. Applying the concepts of organic marketing in generation of leads.

2. Knowledge transfer on hierarchy of the lead generation.

3. Contacting the students from different colleges and reaching out to them
and onboarding them as a campus ambassador and giving the target to
them.

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 Learning outcome: -

1. Got the knowledge of lead generation process and organic marketing.

2. Onboarding process of the campus ambassador.

3. Successfully got class representatives details from brand ambassadors.

4. Learned how to generate the leads from 2nd, 3rd and 4th year.

 Week 5 to now: -

1. I was working for the conversion part I need to pitch the leads which
were assigned to me about the industrial training programs which we
offer for the students and get the registrations for the programs and send
the confirmation forms for the referral and reach the target assigned for
the month.
Chapter-3: LITERATURE REVIEW

 General:

 The main importance for an organization is to acquire, maintain and

enhance the existing market at hand so that customer loyalty can be
enhanced further. Therefore, methods and strategies must be developed
such that they are in the upper hand in the competitive environment of the
EduTech industry.

 For every organization the major importance is given to maintain a good

relationship with a client since he or she is the final decision maker
regarding maintaining a relationship with an organization. Any customer
expects to obtain certain benefits through establishing a firm relationship
with an organization.

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 Literature:

 Banerjee P. (2020) Comparative study of Ed-Tech companies in the

pandemic: At an estimated size of $700 million today, the Edu-Tech
market comprises of mainly higher education, professional skilling
courses and the primary education. Since the onset of the pandemic,
enormous adoption of online education started in all institutions including
the schools, colleges and the professional institutes. Edu-Tech was
already growing to greater heights before the pandemic; but after Covid,
the entire industry suddenly got a robust inflow of investments,
acquisition and upgradation. This is because online classes are the new
normal for students and teachers which is in favour of those managing the
Edu-Tech companies.

 Dileep Gupta (2020) The growth of Edu-Tech companies in the market:

In recent months it has become clear that for markets, the future lies in
education sector. Several educational institutions and entrepreneurs are
moving away from traditional business models and are being able to
incorporate new technologies into their businesses. At the same time,
many start-ups are interested in Ed-Tech start-ups. In fact, Venture
Capitalists are known to support USD. $7 billion in 105 transactions in
the Edu-Tech market in 2019. This not only drew the attention of business
stakeholder to the entry of the Ed-Tech space, but also encouraged
entrepreneurs by reforming their existing businesses using modern
technology.

 Hussain A. (2016) Lead Generation: A Beginner's Guide to Generating

Business Leads the Inbound Way: For businesses to be effective in lead
generation, the business must establish a presence on the internet as well
as serve to educate the target audience Successful lead generation efforts
begin with performing in-depth research of the ideal customers. Internet
marketing can also help a business increase leads through cultivation
credibility which in turn provides trust to the customers and a surge in
sales in the company.

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 Ruth P. (2011) Maximizing Lead Generation: In order to get a good
understanding about the change, lead generation strategy in global
marketing should be considered. Lead generation relies on direct
marketing, which consists of a set of marketing tools, approaches, and
activities which are targeted, measured on return on investment (ROI).
The main objective of direct marketing is to motivate its customers by any
means, whether its surfing in mobile, call or store visit based on customer
information collected and stored in libraries and using a variety of
analytical and communication technologies. These methods include e-
commerce, data mining, customer relationship management (CRM), and
business integration.

 McHaney R. (2011) Web 2.0 and social media for Business: social media
borrows from the promise that people are largely communal and have a
need to interact using voice, gesture and written language. Social media
supports a variety of interaction in digital environments by making it
possible for users to supply, aggregate and filter consumer information in
various forms. Due to this reason also, social media has become a
significant part of voicing customer’s satisfaction over a product, and
companies who engage in social media increase their reach massively.

 Dutka, A. (1994), AMA Handbook of Customer Satisfaction: A Complete

Guide to Research Planning and Implementation: Customer satisfaction is
one of primary criteria for the assessment of an organization’s
relationship with the market. It is a permanent objective for the operating
policies and an important element for the reinforcement of company
reputation, as well as a fundamental guide to direct operational processes.
This leads to further improvement and creation of different lead
generation and conversion strategies.

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 Chapter-4: OBJECTIVES

 The following project objectives are provided below:

1. To study whether customers are unsatisfied or satisfied with the products
and services offered to them based on various factors such as pre-sale
process and post-sale process.
2. Analysing different Marketing and Lead generation strategies via data
visualization and result analysis on the collected data.
3. To check whether there is existence of differences of rating in brand and
quality separately among all the programs.
To verify how existing satisfied customers can be used as referrals to
influence new buyers.

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 Chapter-5: METHODOLOGY

 The research which was conducted for the project was based on the
primary and secondary data collected via surveys provided to the
customer. The survey gave insights about the product and service quality
and the satisfaction level for the customers who have heard or opted for
the product. The responses obtained from the customers were analysed to
draw the following inferences:

1. To understand whether the clients are satisfied or unsatisfied with the

products and services offered to them in accordance with various factors in
consideration.

2. To examine whether the products offered by the organisation are better

than its competitors’.

3. To determine whether the existing clients will again opt for services and
products in the future and understand whether they will be referrals for
intriguing new clients.
4. To understand various factors which are accountable for buying services
and products.

5. To examine and understand the differences of ratings in brand and quality

for various products.

6. To understand the differences among pre-sale and post-sale buying feedback

 Tools Used for Methodology:

 Data Collection tool: Google Form regarding questionnaire on customer satisfaction
Analytical tool: Microsoft Excel
 Procedure For Data Collection:

 The research conducted for this project aims for the understanding of customer
satisfaction and to draw conclusions in relation to that. Therefore, it is mandatory
create the sample size and sampling process for it to collect the primary and
secondary

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 data. The data which has been collected at hand is then analysed using Microsoft
Excel to find the objectives.

 Designing the Sampling Process:

Designing the sampling process consists of five steps as shown below. These
steps are closely interrelated and relevant to all aspects of the marketing
research. Therefore, deciding and designing sampling process should be
integrated with all other decisions in a research project.

Defining Determining Selecting a Determining Executing

Target Sampling Sampling the Sample the Sample
Population Frame Technique

Figure 5.1: Designing the Sample

 Defining the Target Population:

 Sampling design can begin by defining the target population. The target population
is the collection of elements or objects that possess the information sought by the
researcher and about which inferences are to be made. In this research for the
project, the interest at hand is to investigate the Customer Feedback of products, in
terms of various factors in relation to presales and post-sales behaviour.

 Here it is observed that out of 341 clients, 270 are from India and the rest 71 are
located outside India. As it was difficult to get feedback from clients outside India,
the study is concentrated.
within India, which is 79.18% of the total number of customers
worldwide. Below figure shows the worldwide population in terms
of number of clients.

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 20.81%

79.18%

India Outside India

Figure 5.2: Target Population of clients inside and outside India

 Determining Sampling Frame:

 A sampling frame is a depiction of the elements of the target population. In this

project, overall analysis is conducted on clients located in India which are a total of
270 members. Clients outside India are not considered due to the unavailability of
their data or feedback. Given below is the table regarding the sampling frame for
the target population for various products and services.

Region Northern Southern Eastern Western Total

Management 2 5 0 0 7
Program

Internship 13 44 37 6 100

Program

Pro Degree 6 16 4 9 35

Program

Job 2 18 7 5 35

Guarantee

Program

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Extracurricular 16 20 15 8 62

Program

Kids Program 2 0 12 1 15

GMAT 2 13 1 0 16

Total 44 120 77 29 270

Table 5.1: Target Population

5.92%
5.55%

37%

21.85%

12.96%
12.96% 2.59%

Internship Management Pro Degree Job Guarantee ECP Kids GMAT

Figure 5.3: Target Population product wise

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 Figure 5.4: Sampling Frame

 Determining Sample Size:

 From the total target population of 270 clients, 77 individuals had responded to
the survey. Given below is the table regarding this with the region wise
distribution of various programs offered to the clients:

Region Northern Southern Eastern Western Total

Management 1 2 0 0 3

Program

Internship 4 4 12 2 22

Program

Pro Degree 2 5 4 6 17

Program

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Job Guarantee 1 3 2 2 8

Program

Extracurricular 5 3 5 3 16

Program

Kids Program 1 0 4 0 5

GMAT 1 4 0 1 6

Total 15 21 27 14 77

e
5.2: Sample Size
UNDERSTANDING AND SELECTING FACTORS:

 The actual data is collected once the target population is defined, and the sample
size and sampling frame is determined. To collect the data, a survey was prepared
regarding the customer satisfaction. While preparing the questionnaire, it was highly
taken into consideration that suitable factors were taken which can be interpreted
properly.

 Pre-Sale Process:
i. Website / Brochure: Provides the relevant details about the product
offered. A brochure contains details and information about the content of the
program taken, schedule and projects. This information builds a confidence
about the product in the mind of the customer. ii. Pre-Sales Information:
Provides information regarding product and company profile, registered
students’ details, cobranding projects, certificates and partnered companies.
This information helps to build a positive image about the product and
company in the mind of the potential client.
iii. Understanding Customer Requirement: The requirement of a client
and should be understood properly so that a higher rate of efficiency
in conversion can be obtained.

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 iv. Future Expectations: The future requirements of clients for their
respective program needs to be kept in mind. This builds a vital role in
building confidence and trust in a company and to influence the buyer.

 Post-Sale Process:

 A post sales information means the different stages starting from taking a program plan,
filling all the forms, creating account in LMS Portal to getting access to the study
material and live sessions. The satisfaction of customer depends upon lecture quality and
mentor assistance provided to them.
 Motive to Purchase Products:

 Given below are the factors which are considered to analyse the reason for a
potential customer to have the motive to purchase products:
1. Brand: Shows the level of brand awareness of a product in the mind of the
customer. This may differ product wise as the market presence may not be
same for all the different programs of the company and therefore this is
analysed in this study.
2. Collaborations with partnered companies: Analysis is done whether there
is any effect of presales information over the collaborations with partnered
companies.
3. Price: A customer can be very much price sensitive. Therefore, convincing
a customer regarding the product is done by showing the technical
features, quality and service support for the product.
4. Service / Support: Support is another important criterion for Edu-Tech
companies. This is also anticipated factor before buying the product. It is
analysed whether there is any effect of presales information over the
anticipated service factor.
5. Lecture Quality: Quality is one of the most important criteria for any
product. It is analysed whether there is any effect of pre-sales information
over the anticipated quality of the lectures.
6. Customer relationship: The relationship between customer and the
company is analysed to understand the buying behaviour of the customer,
and therefore it used to analyse the future business prospects regarding
repeat orders or for any other requirements.

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 SAMPLE SURVEY:

Dear Customer,

Corizo would like to thank you for giving us the opportunity to serve you and be
a part of your learning journey. As part of our continuous improvement
objective, it is important for us to receive your regular feedback. Please help us
to serve you better by taking few minutes to tell us about the programs and
services that you have received so far. We want to make sure that we meet your
expectations.

Name of the Student- ………………………….………………….

Contact Number- ………………………………………………….

Email ID- ………………………………………………………….

Program Taken-

1. Internship Programs

2. Kids Program

3. Competitive Exams 4. GMAT Coaching

5. Commerce Domain

6. Job-Guarantee Program

7. Pro-Degree Program

PRE-SALE PROCESS

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(Please indicate your view on the statement 1-Highly Unsatisfied to 5-Highly
Satisfied)

1. Please rate your satisfaction with the pre-sales information provided to you
by our personnel.

2. Please rate your satisfaction with the information found in our brochures and
on our website.

3. Do you think our executive understood your exact requirement?

4. Do you think Corizo develops programs in anticipation of your future

requirements?

POST-SALE PROCESS

(Please indicate your view on the statement 1-Unsatisfied to 3-Satisfied)

1. In terms of recorded lectures, study material and notes provided to you.

2. Did the mentor assistance meet your expectations?

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 COMPANY AWARENESS

1. How do you know about Corizo as an Edu-Tech company providing

various programs?
Google form circulated by student / Website Joined Corizo WhatsApp Other
faculty

Group

REASONS FOR YOUR BUYING

(Please indicate your view on the statement 1-Very Bad to 5-Very Good)

Lecture Quality 1 2 3 4 5

Service / Support 1 2 3 4 5

Projects with Partnered Companies 1 2 3 4 5

Brand 1 2 3 4 5

Price 1 2 3 4 5

Relationship 1 2 3 4 5

FUTU RE PROSPECTS

1. Compared to the other competitive products

available, would you 2. say that our programs are-
Much worse Somewhat worse About the same Somewhat better Much
better

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 3. In case you intend to buy another program, would you like to buy from
us again?

NO Probably May or May NOT Probably YES YES

NO

4. Would you recommend Corizo to other prospective buyers:

NO Probably May or May NOT Probably YES YES

NO
We thank you once again for the time spared by you for providing us with your
valuable feedback which will help us improve continuously.

Thanking You,

Corizo Edu-Tech Private Limited

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 Chapter-6: Result Analysis

 General:

 To understand the main objectives, factors are selected after defining the target
population and then the survey is prepared. Interpretations are then drawn upon
using Excel which is used to analyse the collected data (Descriptive Analytics and
Anova Testing).

 STUDY REGARDING PRE SALE-PROCESS:

 The descriptive statistics of the factors related to the Pre-Sale Process are given
below. Individuals used a 5-point scale (1 = highly unsatisfied to 5 = highly satisfied)
to indicate their level of satisfaction with the research factor.
The mean values are more than 3.5 for all the factors into consideration.

Presale Brochure / Understanding of Future

Information Anticipation
Website Requirement
Mean 3.95 3.9 4.04 3.56

Median 4 4 4 3

Variance 0.445 0.489 0.722 0.697

Skewness 0.058 0.145 -0.339 0.158

Kurtosis -0.694 -0.913 -0.913 -0.57

Range 2 2 3 3

Minimum 3 3 2 2

Maximum 5 5 5 5

Table 6.1: Study regarding Pre- Sale Process

Given table shows that the mean lies between 3.5 and 4. Median is 4 for all
the variables except the future anticipation. Variance is maximum in case of
understanding requirement.
Regarding Pre-Sale information

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 Frequency Percent Cumulative Percent

Neutral 19 24.7 24.7

Satisfied 43 55.8 80.5

Highly Satisfied 15 19.5 100.0

Total 77 100.0

Table 6.2: Pre-Sale information

From the above table, it is observed that the 75.3% of the customers are satisfied
about the presale information provided to them.

Regarding Brochure / Website

Frequency Percent Cumulative Percent

Neutral 23 29.9 29.9

Satisfied 39 50.6 80.5

Highly Satisfied 15 19.5 100.0

Total 77 100.0

Table 6.3: Brochure / Website

From the above table, it is observed that the 70.1% customers lie in the
satisfied and highly satisfied section about the details given on the website or
in the brochure.

Regarding understanding of requirement

Frequency Percent Cumulative Percent

Unsatisfied 2 2.6 2.6

Neutral 20 26.0 28.6

Satisfied 28 36.4 64.9

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 Highly Satisfied 27 35.1 100.0

Total 77 100.0

Table 6.4: Understanding of requirement.

From the above table, it is observed that the 71.5% of the customers are satisfied
terms of Understanding of Requirement.

Regarding future anticipation

Frequency Percent Cumulative Percent

Unsatisfied 6 7.8 7.8

Neutral 33 42.9 50.6

Satisfied 27 35.1 85.7

Highly Satisfied 11 14.3 100.0

Total 77 100.0

Table 6.5: Future Anticipation

From the above table, it is observed that only 49.4% of customers are satisfied in
terms of Future Anticipation.

Regarding Presale information vs Cross Tabulation

Presale Programs Total

Information
Management JG Internships ECP PD Kids GMAT
Domain

Neutral / 2 3 5 3 2 3 1 19
Unsatisfied

Satisfied 1 5 9 11 13 0 4 43

Highly 0 0 8 2 2 2 1 15
Satisfied

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 Total 3 8 22 16 17 5 6 77

Table 6.6: Presale information vs Cross tabulation

The above table represents that the satisfaction level of customers in terms of Pre-
sales information does not vary program wise.

Regarding Brochure / Website vs Programs Cross Tabulation

Brochure / Programs Total

Website
Management JG Internships ECP PD Kids GMAT
Domain

Neutral / 1 4 5 5 5 0 3 23
Unsatisfied

Satisfied 2 4 11 10 6 3 3 39

Highly 0 0 6 1 6 2 0 15
Satisfied

Total 3 8 22 16 17 5 6 77

Table 6.7: Brochure / Website Vs Programs Cross Tabulation

In the above table, it is observed that the satisfaction level varies with programs,
like satisfaction level is less for the GMAT Coaching and Job-Guarantee
Programs in comparison to the information provided in Brochure and on
Website.

Regarding Understanding of Requirement vs Programs Cross Tabulation

Understanding of Programs Total

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 Requirement Management JG Internships ECP PD Kids GMAT
Domain

Neutral / 3 4 6 4 3 2 0 22
Unsatisfied

Satisfied 0 2 5 7 10 1 3 28

Highly Satisfied 0 2 11 5 4 2 3 27

Total 3 8 22 16 17 5 6 77

Table 6.8: Understanding of Requirement Vs Programs Cross Tabulation

The above table shows that the responses from Management Programs and
Job Guarantee Programs are not much satisfactory in terms of understanding
of requirements.

Regarding Future Anticipation vs Programs Cross Tabulation

Future Programs Total

Anticipation
Management JG Internships ECP PD Kids GMAT
Domain

Neutral/ 0 6 9 10 5 3 3 39
Unsatisfied

Satisfied 3 2 6 5 12 0 2 27

Highly 0 0 7 1 0 2 1 11
Satisfied

Total 3 8 22 16 17 5 6 77

Table 6.9: Future Anticipation vs Programs Cross Tabulation

The above table represents that ECP, and Job Guarantee Program require the most
attention in terms of Future Anticipation.
STUDY REGARDING POST SALE PROCESS

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Post-sale information consists of two research statements. Respondents used a
3- point scale (1= unsatisfied to 3= satisfied) to indicate their level of
satisfaction with the research variable. Mean value of each of the research
question’s report is more than 2.

N Mean Std. Deviation Skewness Kurtosis

Lecture Notes and Study Material 77 2.45 0.501 0.186 -2.018

Mentor Assistance 77 2.39 0.632 -0.535 -0.6

Table 6.10: Study among the Post-Sale Process

Below table shows percentage wise satisfaction level with the services briefly. It is
observed that that percentage of unsatisfied customer is very less.

Mentor Assistance Lecture Notes and Study Material

Frequency Percent Frequency Percent

Unsatisfied 6 7.8 0 0

Neutral 35 45.5 42 54.5

Satisfied 36 46.8 35 45.5

Total 77 100 77 100

Table 6.11: Level of satisfaction for each category in Post-Sale Process

To check whether there exist unsatisfied customers in significant level or

not, one sample t-test is conducted for each of the study factors. The top
row provides the value of the known or hypothesized population mean
which is compared to the sample data. Here, test value = 1 implies for the
test value equal to unsatisfied corresponding to the study variables.
One-Sample Test

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 Test Value = 1

t 95% Confidence
df Sig. (2 Mean
tailed) Interval of the
Difference
Difference

Lower Upper

Lecture Notes &

Study Material
25.466 76 0.000 1.455 1.34 1.57
Mentor Assistance 19.308 76 0.000 1.39 1.25 1.53

Table 6.12: T-Testing for Post-Sale Process

 From the above table, p < .05 (it is p = .000). Therefore, the conclusion
based on the collected responses is that population means are statistically
significantly different i.e. There does not exist Unsatisfied Customers in
significant level. If p > 0.05, the difference between the sample estimated
population mean and the comparison population mean would not be
statistically significantly different.

 STUDY AMONG THE BUYING REASON VARIABLES:

 The reasons for buying the programs were assessed with 6 criterions.
Responses are taken in 5point scale indicating 1 – Very Bad to 5 – Very
Good. From the following chart it is observed that minimal percentage of
respondents have recorded the response as “Bad” but it’s quite high
(22.1%) in terms of “Price” and the responses on company’s relationship
with customers are in satisfactory level.

Page 41 of 53
 Figure 6.1: Representation of responses based on Reason of Buying

FINDINGS REGARDING PRODUCT AWARNESS

There are three sources where people may know about the product:

1. Google form circulated by Class Representative (CGFL Lead)

2. Joined Corizo WhatsApp Group (Link shared by Campus Ambassador)

(SGL Lead) 3. Website (RCB Lead)

From the table given below, it’s very clear that most of the customers are
aware about the product from the WhatsApp groups that the joined
(68.8%) and 29.9 % know about the product by Google forms.
Negligible share of customer comes from website.

Frequency Percent Cumulative Percent

WhatsApp Group 53 68.8 68.8

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 Website 1 1.3 70.1

Google Form 23 29.9 100.0

Total 77 100.0

Table 6.13: Awareness about Product

 BRAND AWARENESS BASED ON THE PROGRAMS:

 For the next Hypothesis, whether there is any difference among the
average rating about the Brand awareness based on the programs,
ANOVA test is performed and outputs with interpretations are shown
below.

Programs Mean N Std. Deviation

Commerce 3.33 3 .577

Job-Guarantee 3.25 8 .463

Internships 3.68 22 .716

ECP 3.63 16 .806

Pro-Degree 3.71 17 .920

Kids Programs 2.80 5 1.095

GMAT 3.17 6 .753

Total 3.52 77 .805

Table 6.14: Descriptive Statistics of Brand awareness Program Wise

Sum of df Mean F Sig.

Squares Square

Between Groups 5.369 6 .895 1.428 .216

(Combined)
Within Groups 43.852 70 .626

Total 49.221 76

Table 6.15 Brand Awareness Vs Programs- ANOVA

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  The above table shows the output of the ANOVA analysis and whether
there is a statistically significant difference between the group means i.e.,
whether there is a statistically significant difference between program wise
mean.

 From the above table the significance value is 0.216 (i.e., p = 0.216),
which is above 0.05. Therefore, the conclusion is that there does not exist
any statistically significant difference in the mean length of brand rating
among all the programs. So, brand awareness doesn’t differ with the
different programs.

 QUALITY BASED ON THE PROGRAMS:

To study the Research Hypothesis whether there is any difference among the
average rating about the Product Quality based on the Programs, ANOVA test
is performed and outputs with interpretations are shown below.

Programs Mean N Std. Deviation

Commerce 4.00 3 .000

Job-Guarantee 3.75 8 .707

Internships 3.95 22 .575

ECP 3.81 16 .403

Pro-Degree 4.06 17 .659

Kids Programs 4.00 5 1.000

GMAT Coaching 4.00 6 .632

Total 3.94 77 .592

Table 6.16: Descriptive Statistics of Quality Rating among Programs

Page 44 of 53
 Sum of df Mean F Sig.
Squares Square

Between Groups .842 6 .140 .380 .889

Within Groups (Combined) 25.833 70 .369

Total 26.675 76

Table 6.17: ANOVA- Quality Based on Programs

 The above table shows the output of the ANOVA analysis and whether
there is a statistically significant difference between our groups’ means
i.e., whether there is a statistically significant difference between program
wise mean of product quality.

 From the table, the significance value is 0.889 (i.e., p = 0.889), which is
higher than 0.05. Therefore, the conclusion is that there does not exist any
statistically significant difference in the mean length of quality rating
among all the programs. So, the quality does not differ with the different
programs.

 STUDY ABOUT THE FUTURE PROSPECT OF THE COMPANY:

From the below table, it is observed that only 1.3% of the customers think that
company lags in terms of quality in comparison with the competitors.
Therefore, it is concluded that to build trust over the brand, delivering quality
products is done properly.

Frequency Percent Cumulative Percent

About the same 36 46.8 46.8

Much better 5 6.5 53.2

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 Somewhat better 35 45.5 98.7

somewhat worse 1 1.3 100.0

Total 77 100.0

Table 6.18: Comparison with Competitors

From the below table it is observed that about 82% of the customers are willing
to buy programs/ products, which concludes the next hypothesis that customers
are loyal and intends to purchase the product in future.

Frequency Percent Cumulative

Percent
YES 6 7.8 7.8

May or May NOT 13 16.9 24.7

Probably NO 1 1.3 26.0

Probably YES 57 74.0 100.0

Total 77 100.0

Table 6.19: Future Buying Prospects

The next hypothesis is to see whether most of the customers can be used as
referral. From the below table, it is observed that about 97% of customers can be
used as a reference to generate new customers or to build more confidence
towards the brand. This could be used as an important marketing tool to explore
new markets.

Table 6.20 (Referrals)

Frequency Percent Cumulative

Percent
YES 28 36.4 36.4

May or May NOT 2 2.6 39.0

Probably NO 0 0.0 39.0

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Probably YES 47 61.0 100.0

Total 77 100.0

Table 6.20: Referrals

Page 47 of 53
 Final Chapter-7: CONCLUSION

FINDINGS AND CONCLUSIONS

The following conclusions have been discovered while conducting this project:

1. In terms of the pre-sale process, it was observed that 72.4% of the

customers are satisfied in terms of the information provided,
understanding of requirements and details about company through
website/ brochure. But regarding the future anticipation, more focus is
required since only 49.4% of the customers are satisfied. This can be done
by further improving the post sales process and focusing on improving the
products regarding GMAT and Job Guarantee programs specifically.

2. In terms of the post-sale process, most of the customers are satisfied in

terms of lecture quality and mentor assistance (46.8% and 45.5%) where
in which only 7.8% are unsatisfied with the mentor assistance. There is no
significant number of unsatisfied customers as it was seen in the t – test
where the p value was observed to be less than 0.05. It is recommended to
optimize the mentor assistance after the completion of registration process
of a client so that the presales process can be better and efficient for
further future clients which come via referrals.
3. According to the study, 69% of the customers knew about the products
from the WhatsApp Groups and 29% from Google Forms. But there is
very less presence in digital network such as in website. Expanding new
markets via digital and print media and via online enquiry systems can
enhance the number of leads which can be generated and hence the
conversion rate also.
4. Focusing upon developing the business opportunities in Northern, Eastern
and Western parts of India should be done since 44% of the clients are
from Southern part of India. This can be done via digital and print media
as stated

Page 48 of 53
 above so that the lead generation can be enhanced further for efficient rate
of conversions.
5. According to the study, the Quality and Brand Awareness do not differ
much with the programs available (Kids domain, Internships domain,
GMAT domain, Competitive Exams domain, ECP, Job-Guarantee and
Pro-Degree), wherein the analysis conducted; both brand and quality
factors had p value more than 0.05.
In the study, it was noticed that about 97% of customers
can be used as reference to influence new buyers. This can
be done using lead generation methods such as circulating
WhatsApp groups and Google form via the satisfied
customer which can therefore help the conversion rate to
be increased.

Page 49 of 53
Page 410 of
53
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