Summer Internship Report

On
General training as sales intern at Krishna mosaic tile

Submitted to the Department of Management

Doon Business School, Dehradun

In partial fulfilment of the degree of

Bachelors of Business Administration
12 October 2023

Under the guidance

Of
Dr. Dharambeer Singh
Submitted by
Sushil Alpesh Meghani
 Declaration

I, Sushil Meghani, solemnly declare that the project work presented in this report titled "A Business
Development " is entirely my own original work. I have not copied, borrowed, or plagiarized any content
from any external sources, including books, articles, websites, or the work of other individuals. Any and
all sources used in this project are appropriately cited and referenced.
I acknowledge that academic honesty and integrity are of utmost importance, and I have adhered to the
highest standards throughout the project and writing process. I am fully aware of the consequences of
academic dishonesty, and I take full responsibility for the authenticity of this thesis.
Furthermore, I declare that this thesis has not been previously submitted for any academic qualification at
this or any other institution.

Date: 12-10-2023

Signature:
 CERTIFICATE OF ORIGINALITY

I Sushil Meghani, Enrolment No. 02011BBA079 of 2021 a full-time bona fide student of Bachelor of Business
Administration (BBA) Program of Doon Business School, Dehradun. I hereby certify that this training report /
project work carried out by me at Krishna Mosaic Tiles. submitted in partial fulfilment of the requirements of the
program is an original work of mine under the guidance of the industry guide Mr. Sanjay Patel internal (faculty)
guide Dr. Dharambeer Singh
and is not based on or reproduced from any existing work of any other person or on any earlier work undertaken at
any other time or for any other purpose, and has not been submitted anywhere else at any time.

Sushil Meghani
0211BBA079
Joining Letter
Certificate received from Industry
 ACKNOWLEDGEMENT

It has been a great opportunity for me to undergo training at Krishna Mosaic Tile. I would like to extend
my sincere gratitude to all those who have guided me all through the project. The internship opportunity I
had with Krishna Mosaic Tile was a great chance for me to learn and develop myself professionally.
I am highly indebted to our most respected and honourable mentor Dr. Dharambeer Singh
(Professor) for her guidance and constant supervision.
I would like to acknowledge his with much appreciation, who helped me with her stimulating
suggestions and encouragement, helped me to complete this report successfully.
A special thanks goes to my industrial guide and our team leader, Mr. Sanjay Rabari (Inside Sales Lead),
who have given his full effort in guiding and leading the team in achieving the goal as well as his
encouragement to maintain the progress in track. Last but not the least, I also take this opportunity to
thank my ultimate guide, my parents and my friends for their constant support.
Contents
Introduction................................................................................................................................................................ 8
Target Market..............................................................................................................................................................9
Competitor................................................................................................................................................................11
SALES OPERATION MANAGEMENT............................................................................................................................14
Introduction to the OPERATION MANAGEMENT...................................................................................................14
Meaning................................................................................................................................................................14
Functions of Sales Operation.................................................................................................................................15
1. Strategy.....................................................................................................................................................15
2. Operations.................................................................................................................................................16
3. Process and Performance..........................................................................................................................16
Internship experience................................................................................................................................................18
1. Data Management.....................................................................................................................................18
2. Analytics and Reporting.............................................................................................................................18
3. Forecasting................................................................................................................................................18
4. Pricing and Proposal Operations................................................................................................................18
5. Accountability............................................................................................................................................18
Evolution of Sales Operation.................................................................................................................................18
Sales Operation Process........................................................................................................................................21
EXECUTIVE SUMMARY...............................................................................................................................................24
Learning and skill development...............................................................................................................................25
Conclusion................................................................................................................................................................ 27
 Introduction

Krishna Mosaic Tiles is a mid-Scale business working with other company like western railway in Gujrat,
also with builder in government and private sector also deal another product of infra market and few
company like Adani Cement, J.K Sixer cement, Vibrant Tiles.

Krishna Mosaic Tiles Was Established in 1996 and are the manufacture of wall tiles , paver block, Mosaic
tile , flooring tiles .

The tiles market in India is a large and growing industry that deals with the production, distribution, and
consumption of ceramic tiles. Cera \mic tiles are thin, square or rectangular coverings made from various
materials such as ceramic, stone, metal, clay, or glass. They are used for roofs, floors, walls, and other
surfaces.

According to the web search results, some of the key facts and trends about the tiles market in India are:

The tiles market in India has been showing steady growth over the last few years. Here are some key
points:

 The ceramic tiles market in India generated a revenue of USD 6.14 billion in the current year and
is expected to register a CAGR of 8.49% for the forecast period1.
  The India ceramic tiles market size reached 1,126.5 million Sq. Metres in 2022. Looking forward,
IMARC Group expects the market to reach 1,451.9 Million Sq. Metres by 2028, exhibiting a
growth rate (CAGR) of 4.1% during 2023-20282.
 The India ceramic tiles market size was valued at $3,720.2 million in 2019, and is projected to
reach $7,144.7 million by 2027, growing at a CAGR of 8.6% from 2020 to 20273.
 The Indian tiles, sanitary ware and bathroom fittings market size reached US$ 8,124.8 Million in
2022. Looking forward, IMARC Group expects the market to reach US$ 12,750.4 Million by
2028, exhibiting a growth rate (CAGR) of 7.3% during 2023-20284.

Target Market

1. Residential Homeowners: Many tile companies focus on selling tiles to individual homeowners. They
offer a wide range of tile options for use in kitchens, bathrooms, living rooms, and other areas of the
home. Residential customers are often concerned with aesthetics, design options, and durability.

2. Commercial and Industrial Clients: Tile companies may target businesses, hotels, restaurants, offices,
hospitals, and other commercial or industrial clients. These clients often require tiles that are not only
visually appealing but also meet specific safety and durability standards. Commercial clients may
purchase large quantities of tiles for flooring, walls, and other surfaces.

3. Home Builders and Contractors: Home builders, general contractors, and construction companies are
significant clients for tile manufacturers and distributors. They purchase tiles for new construction
projects, renovations, and remodeling. They look for cost-effective and durable solutions.

4. Interior Designers and Architects: Tile companies often target interior designers and architects who
specify tile products for residential and commercial projects. These professionals have an in-depth
understanding of design trends and the technical aspects of tile installations.
5. Tile Retailers and Distributors: Tile manufacturers may target other businesses within the industry,
such as tile retailers and distributors. These companies purchase tiles in bulk to resell to consumers,
contractors, and businesses.

6. Specialized Niches: Some tile companies specialize in niche markets, such as luxury tiles for high-end
residences, eco-friendly tiles for environmentally conscious customers, mosaic tiles for artistic or
decorative applications, or historic restoration projects.

7. Geographic Markets: Tile companies may target specific geographic regions, particularly if they
produce or stock tiles that are well-suited to local tastes, climates, or building regulations.

8. Online Customers: With the growth of e-commerce, many tile companies also target online customers
who prefer to shop for tiles through websites and online marketplaces.

9. Wholesale and Trade Customers: Tile manufacturers may have a separate line of products designed for
wholesalers, dealers, or trade customers who require bulk orders.

10. Export Markets: Some tile companies target international markets and export their products to other
countries.
 Competitor

This tile company has more competition and also there is a way of there with different based on art and
process to earn there as housing in India are mostly self-designed, they work on builder edited its design
as per client based.
There is issue of transport due it a fragile good so customer is usually based on safe delivery as it can be
destroyed on transit.
There are several tile-making companies in India, as the country has a thriving ceramics and tiles industry.
Some well-known tile manufacturers in India include:

1. Kajaria Ceramics: Kajaria is one of the largest tile manufacturers in India and offers a wide range of
ceramic and vitrified tiles.

Kajaria, the largest manufacturer of ceramic and vitrified tiles in India. It has an annual aggregate
capacity of 86.07 mn. sq. meters, distributed across seven plants - Sikandrabad in Uttar Pradesh, Gailpur
& Malootana in Rajasthan, Srikalahasti in Andhra Pradesh, Balanagar in Telangana and two plants in
Gujarat. Equipped with cutting-edge technology, we strive to deliver quality products and services to our
customers. Our team of experts work around the clock to ensure that the quality of our product is never
compromised.
2. Somany Ceramics: Somany is another leading tile
manufacturer with a variety of tile options, including floor
tiles, wall tiles, and more.

3. Orient Bell: Orient Bell is known for its ceramic and vitrified tiles, catering to both residential and
commercial customers.
Ours go back to the 70s, at the time of our inception. In the
last four decades, by garnering experience, love and loyalty of
our customers, we have become one of the largest
manufacturers of Ceramic and Vitrified Tiles.

4. Nitco: Nitco offers a range of floor and wall tiles, including

marble and mosaic tiles.
NITCO is one of the most widely recognized brands in the
industry; and the only company with a presence and a
comprehensive product range in all three surfaces: namely, tiles,
marble, and mosaic. The company’s prime mission is to offer
cutting-edge designs and products that are the choice of
discerning architects and consumers.
5. Johnson Tiles: Johnson Tiles is a well-established name in the Indian tile industry and provides various
types of tiles, including ceramic, porcelain, and vitrified tiles. Specialized in outer market of india .

6. Simpolo Ceramics: Simpolo is known for its advanced tile manufacturing techniques and a diverse
range of products.

Since the first steps were taken in the year 1977, Simpolo Ceramics has carved its niche as a consistently
growing organisation with sheer innovation and passion rooted in simplicity.

We endure gratification for every experience that we offer, created to share something truly meaningful. It
may not resonate with the majority, but that is what takes us a class apart. If only a handful were to
understand the purpose of our existence, we would be proud to have found our believers.
 SALES OPERATION MANAGEMENT

Introduction to the OPERATION MANAGEMENT

Operation Management is a way or means through which the
listed objectives of an operating system are achieved. There is
always a confusion between the word OM & PM (Production
Management). It is accepted norm that OM includes techniques
which are enabling the achievement of operational objectives in
an operation system. The operation system includes both
manufacturing sector as well as service sector, but when you
use the word PM, you should be careful to note that it refers to
the manufacturing sector but not the service sector. Suppose,
you are designing a layout for the hospital you should say that
you are applying Operations Management Technique not the
Production Management Technique.

Meaning

Sales operations refers to the unit, role, activities and processes within a sales organization that
support, enable, and drive front line sales teams to sell better, faster, and more efficiently.
Through strategically implemented training, software tools and engagement techniques, sales ops
leaders enable sales reps to focus more on selling in order to drive business results.

But perhaps more than anything else, sales operations bring a system to selling. This often
overlooked and sometimes under-appreciated department uses data to drive strategy, best
practices to guide training, and technology to hack success. Because of its broad scope and deep
impact on both top line (productivity) and bottom line (efficiency) performance, the sales ops
department has become a strategic and indispensable component of a mature sales organization,
especially in the enterprise, SaaS and B2B space.
 Functions of Sales Operation

Sales Ops has expanded its role to include nearly all functions that provide strategic insight
needed by a sales team to achieve sustainable growth. The composition, hierarchy, and primary
role of sales ops may differ across industries and even across similar businesses of diverse sizes,
but many of today’s sales ops leaders perform a standard core set of functions:

I learned about the sales operation process followed by the company which are as follows:

a) Administration tasks
b) Technical tasks
c) Strategic development
d) CRM creation and optimization
e) Improvements in reporting and accuracy
f) Automation implementations in selling/non-selling tasks
g) Management of knowledge base and content assets
h) Ownership of talent development and compensation

1. Strategy

Sales ops originally functioned as a small team of number crunchers who executed financial
analyses, reporting, and sales forecasting. As the volume of business information exploded,
sales ops have evolved into a more powerful data analysis and reporting unit that can provide
critical insight on the following areas:

a) Sales Process Optimization

b) Performance Metrics Analyses
c) Formulation of Incentives Program
d) Evaluation of Sales Team Training Needs
e) Assessment and Adoption of Sales Methodologies
f) Selection of Enablement Software and other Technology Tools
g) Sales Territory Assignment and Growth Forecasting
2. Operations
Sales ops professionals assume administrative and operational tasks to allow hard-core sellers
to focus and get better on what they do best: selling.

a) Salesforce Recruitment, Onboarding and Training

b) Implementation of Recommended Compensation and Incentives Program
c) Allocation of Accounts and Sales Territories
d) Maintenance of Communication and Collaboration Channels
e) Contract Lifecycle Management

3. Process and Performance

Sales ops emerged to improve sales performance. To achieve that, sales operations people
help streamline processes to speed up the sales cycle and enable sellers to close more deals.
Understandably, this is where the number-crunching prowess of sales ops analysts has the
most significant impact.

a) Selection of Key Sales Metrics to Adopt

b) Training & Development (Coaching and Mentoring)
c) Optimization and Implementation of Sales Process
i. Workflows
ii. Sales Activities
iii. Lead Generation
iv. Conversion Rates

d) Implementation of Sales Frameworks, and Methodologies.

e) Optimization of Sales Tools, Knowledge Base and other Assets
i. CRM
ii. Automation
iii. Data Analytics
iv. Contract Management
v. Forms and Templates
 Internship experience

1. Data Management
An updated database is a vital part of your sales operations success. Plus, proper data
management can help your organization succeed as you have all the data to help you
in decision-making.

2. Analytics and Reporting

The right data will help you know which business areas are succeeding, where you are likely to
fail, and the opportunities to drive success. Analytics and reporting help you to evaluate
success and losses and help in decision making.

3. Forecasting
Without proper forecasting, an organization can either spend too much that it loses on margin or
spend too little to miss on sales. Forecasting will help you succeed based on your outlook of
possible sales in the next quarter or two.

4. Pricing and Proposal Operations

It is vital to have proper pricing guidelines and proposal operations. The guidelines should be
accurate, helpful, and designed to produce valuable insights to sales ops.

5. Accountability
Accountability is one of the best causes of underperforming sales operations in an
organization. Lack of accountability leads to increased costs, drags down margins, and
reduces revenue. A sales operations manager can keep sales reps accountable for their
performance and lift the entire team up.

Evolution of Sales Operation

The evolution of the sales operations function has implications for the structure, size and capabilities
of the team. The growing capabilities of analytical and administrative tools can reduce manual
work, but increase the importance of building a team deep in technology skills, quantitative
aptitude, and business acumen. While the needs of all companies are unique, sales and sales
operations leaders must consider these broad changes as they make decisions about scoping,
structuring, and managing their teams.
1. Traditional Sales Operations:
- In the past, sales operations were primarily manual and paper-based. Sales teams relied on
physical records, spreadsheets, and in-person interactions.
- Sales processes were often disjointed, and there was limited visibility into sales data and
performance.

2. Introduction of CRM (Customer Relationship Management):

- The advent of CRM software in the 1990s transformed sales operations. CRM systems allowed
companies to track customer interactions, manage leads, and store customer data more
efficiently.
- Sales teams could better manage their pipelines, follow up on leads, and maintain customer
records.

3. Automation and Integration:

- As technology advanced, sales operations became more automated and integrated. Sales teams
started using integrated software solutions that encompassed CRM, marketing automation, and
sales analytics.
- Automation streamlined repetitive tasks, such as data entry and lead nurturing, allowing sales
teams to focus on higher-value activities.

4. Sales Analytics and Business Intelligence:

- Sales operations evolved to leverage data and analytics. Companies began using advanced
analytics tools to gain insights into customer behavior, sales performance, and market trends.
- Data-driven decision-making became a central part of sales operations.

5. Multichannel Sales:
- With the growth of e-commerce and online sales channels, sales operations expanded beyond
traditional face-to-face selling.
- Companies embraced multichannel sales strategies, including online marketplaces, social media,
and mobile sales.

6. Sales Enablement:
- Sales enablement emerged as a critical component of sales operations. It focused on equipping
sales teams with the tools, content, and training they needed to sell effectively.
- Sales operations teams worked closely with marketing to create and distribute relevant sales
content.

7. Artificial Intelligence and Machine Learning:

- AI and machine learning have been integrated into sales operations to improve lead scoring,
 personalization, and sales forecasting.
- AI-driven chatbots and virtual assistants also play a role in customer interactions.

8. Remote Sales and Virtual Selling:

- The COVID-19 pandemic accelerated the trend toward remote sales and virtual selling. Sales
operations adapted to a more digital and remote-friendly environment.
- Virtual meetings, webinars, and online product demonstrations became common.

9. Sales Operations as a Strategic Function:

- Sales operations evolved into a strategic function that aligns sales processes with overall business
objectives.
 Sales Operation Process
One of the most significant advantages of having a highly tuned, functional sales
operation is the ability to devise, implement, and execute a sales process that informs
every aspect of what the sales team is doing daily.

Establishing a sales operation process serves as a template and a reference point for your
sales team to refer to when there are complications involved, or when a new challenge
suddenly comes to light.

It is important to remember that the demand for sales ops in the early phases of the sales
process may differ depending on the structure and makeup of the business.

For instance, sales operations may assist with:

1. Sales Planning and Strategy Development:

- Market Research: Identify target markets, customer segments, and competitors.
- Goal Setting: Establish sales goals, quotas, and revenue targets.
- Strategic Planning: Develop strategies for reaching sales objectives.

2. Lead Generation:
- Prospecting: Identify potential customers through various channels like cold calling, email
campaigns, or inbound marketing.
- Lead Qualification: Assess leads to determine their likelihood to convert into customers.

3. Sales Team Management:

- Recruitment and Training: Hire and train sales representatives.
- Performance Monitoring: Track sales team performance against targets.
- Motivation and Incentives: Implement motivation and incentive programs to drive
performance.

4. Sales Process Optimization:

- Sales Funnel Management: Optimize the sales funnel to improve conversion rates at each
stage.
- Sales Methodology: Define a standardized sales process with stages and key actions.
- CRM (Customer Relationship Management): Utilize CRM software to track leads,
customer interactions, and sales opportunities.
5. Sales Enablement:
- Content and Tools: Provide sales teams with the necessary content and tools to effectively
sell, such as product materials, scripts, and demos.
- Training: Continuously educate sales representatives on products, industry trends, and
sales techniques.

6. Sales Forecasting:
- Data Analysis: Analyze sales data and historical performance to make informed sales
forecasts.
- Demand Planning: Align inventory and production with projected sales.

7. Sales Reporting and Analytics:

- KPI Tracking: Monitor key performance indicators (KPIs) to measure the success of sales
efforts.
- Sales Dashboards: Create and utilize data-driven dashboards to provide real-time insights.

8. Customer Relationship Management:

- Account Management: Develop and maintain relationships with existing customers.
- Customer Support: Provide support and assistance to customers as needed.

9. Order Processing and Fulfillment:

- Order Management: Process orders, ensure accurate billing, and coordinate delivery.
- Inventory Management: Maintain adequate stock levels to meet customer demand.

10. Sales Technology Stack:

- Sales Tools: Implement and manage sales tools and technologies, such as CRM software,
sales automation, and analytics platforms.
- Integration: Ensure that different sales technologies are seamlessly integrated to avoid
data silos.

11. Compliance and Legal:

 - Regulatory Compliance: Ensure that sales practices and agreements adhere to relevant
laws and regulations.
- Contract Management: Oversee the creation, negotiation, and signing of contracts.

12. Feedback and Continuous Improvement:

- Feedback Loops: Collect feedback from sales teams, customers, and other stakeholders to
drive process improvement.
- Iterative Enhancements: Continuously refine the sales operations process to adapt to
changing market conditions and customer needs.

13. Communication and Collaboration:

- Cross-Functional Collaboration: Foster collaboration between sales, marketing, customer
support, and other departments to align efforts.
 EXECUTIVE SUMMARY

It is an attempt to find out how the theory can be applied to a practical situation. As a BBA
student, it is part of the studies to do a summer project at some good institute or organization.
For this purpose, we were given the possibility of summer training at Krishna Mosaic Tiles .

The first part of the project report collects general information about the company.
Information is collected through both primary and secondary sources.
The report mentions the study of each department that works to achieve the organizational
goal. Different departments of an organization perform different tasks.
The first chapter contains an introduction to the history, vision, mission, goals, and
organizational structure of the company. Basically, these chapters deal with the basic
information about the company and give us brief information about the functioning of the
company along with its growth and development.
Further in the report, a field study of the department presents in the company. It provides
brief information on the basic concept of the various departments and their functioning. The
various departments present in the company are:
• Operations Department
• Sales Department
• Marketing Department
It also discusses about the company's current performance, its strengths, weaknesses,
opportunities for improvement, threats to its survival, and profitability factors.
With an overview of the company as well as a discussion of competitors in the market. It
gives an idea about the competitors and their way of executing projects along with different
strategies.
Learning and skill development

1. Set Clear Goals:

- Define your goals and objectives for the internship. What specific skills do you want
to acquire or improve? What knowledge do you want to gain?

2. Communicate with Your Supervisor:

- Regularly communicate with your supervisor to clarify expectations and ask for
feedback. Discuss your learning objectives and how you can work toward them.

3. Take Initiative:

- Don't wait for tasks to be assigned to you. Volunteer for projects and tasks that align
with your goals. Taking initiative shows your commitment and willingness to learn.

4. Learn from Others:

- Interact with colleagues and learn from their experiences. Networking within the
workplace can provide valuable insights and opportunities.

5. Ask Questions:

- Don't be afraid to ask questions when you don't understand something. Asking
questions demonstrates your eagerness to learn and improve.

6. Keep a Journal:

- Maintain a journal or log of your daily activities, achievements, and challenges. This
can help you track your progress and reflect on your experiences.
7. Seek Feedback: - Request regular feedback from your supervisor and colleagues.
Constructive feedback is essential for growth.

8. Attend Training and Workshops: - If your organization offers training sessions or

workshops, take advantage of them. They can help you acquire new skills and knowledge.

9. Adapt and Improve: - Be open to feedback and be willing to adapt and improve. Learn
from your mistakes and use them as opportunities for growth.

10. Build a Portfolio: - Keep a record of your accomplishments and projects. This can be
valuable for future job applications and interviews.

11. Network: - Build professional relationships during your internship. Networking can
lead to future job opportunities and provide guidance in your career.

12. Reflect on Your Progress:

- Periodically reflect on what you've learned and how you've grown during the
internship. Consider how these experiences align with your long-term career goals.

13. Stay Professional:

- Maintain a professional attitude and work ethic. Punctuality, teamwork, and a positive
attitude are highly valued in the workplace.

14. Embrace Challenges: - Don't shy away from challenging tasks or projects. They can
be the best opportunities for learning and skill development.

15. Be Proactive:- Identify areas in which you can contribute to the organization, and
propose ideas for improvement. Proactivity can set you apart as a valuable team member.
 Conclusion

The summer internship project plays a vital role in management learning and skills where
students get a golden opportunity to apply their knowledge and learning gained from
classroom studies in practical business environments. The Summer Internship Program
also helps in gaining exposure to the corporate world and developing the confidence level
to work. I have gained a lot of confidence to stand proudly and present myself in front of
the world by my Internship at Krishna Mosaic Tiles

"In conclusion, my summer internship has been a transformative experience. I have had
the privilege to work with a dynamic team, learn from experts in the field, and contribute
to meaningful projects. Throughout this internship, I have not only gained valuable
technical skills but have also developed crucial soft skills such as teamwork,
communication, and problem-solving.

One of the key takeaways from this internship has been the real-world application of the
knowledge I've acquired in my academic pursuits. I've had the opportunity to see how
theory is put into practice and have a deeper understanding of the industry I aspire to be a
part of in the future.

I want to express my gratitude to the entire team at K.M.T for their mentorship, guidance,
and support. Their willingness to share their knowledge and provide me with challenging
tasks has been instrumental in my growth as a professional.

This internship has reaffirmed my passion for Sales and Marketing has provided me with
a clearer vision of my career path. It has been a stepping stone in my journey toward
achieving my goals.

I look forward to leveraging the skills and experiences gained during this internship as I
continue my academic and professional journey. The relationships I've built and the
lessons I've learned will undoubtedly be valuable assets in my future endeavour’s.

In closing, I am immensely thankful for the opportunity to be part of Krishna Mosaic

Tiles and for the insights and experiences gained. I am excited about the road ahead and
how this internship will shape my future. I am confident that the skills and knowledge
I've acquired will contribute to my success and beyond."