Sales and Marketing - Assignment

PART 1
NAME: ALBERT DAVIS
ROLL NUMBER: 2027916
ORGANIZATION: EXTRA HOME CARE PRODUCTS LTD
CORPORATE MENTOR: Didymus Email Id: [e-mail]
Mobile Number:9946437671
PROJECT 1: Sales and Marketing
WEEKLY/DAILY REPORT
WEEK 1
DAY 1: (27th April)
● I started the 1st day of internship by attending the 3 hours telephone meeting with the
General Manager of the Extra Home Care Products Ltd, MR Kurian Thomas. He asked to
give a quick introduction about myself and my area of specialization and what are the key
things that I am looking forward to and my expectations from this internship. Later the
General Manager mentioned that the first 4 weeks, I would be working through online,
the following 4 weeks I will have to come to their manufacturing unit and inventory
storehouse in Kochi.
● Then he assigned me to the Daily Manager of the company Mr Didymus, and told me
that the Daily Manager would guide and help me through the internship and will be
providing the Daily/weekly tasks that I will have to complete and most importantly I
would need to update every day to day activities with the Daily Manager.
● After the Call with Mr Kurian Thomas(General Manager). I had called Mr Didymus
(Daily Manager) and Sir gave a detailed introduction about the company and briefing
about the various cleaning products that they manufacture and how they were able to
capture the market and sir mentioned that their key to their success is Quality,
responsibility and safety. He even said that each cleaning products like cleaning liquid,

bleaching powder and bar soaps have their own unique variants like for example in
cleaning liquid products we have floor cleaning, dish wash liquid, hand wash liquid, car
wash liquid shampoo and toilet cleaning liquid and so on.
DAY 2: (28th April)
● My corporate mentor briefed me about the business process that is ongoing and with the
help of whatsapp video call, Sir showed me the kochi office and how they manufacture
their products, how packaging and inventory takes place.
● Sir also introduced me to some of the employees present in the office and had a quick
chat with a few employees.
● Later in the evening a 3 hours call was there with my corporate mentor and has
explained about the sales calls strategy that they use to get new leads and build long term
relationship with them
● So Sir basically explained me that the company has an account in the Indiamart ( where it
is an Indian e-commerce company that provides B2C, B2B and customer to customer
sales services via its web portal) so Indiamart provided us leads that we can contact and
introduce our various cleaning products and try to build a long term relationship with the
new clients.
● So the first task was to call and contact all the new clients that are provided by Indiamart
and explain to them the various products that we sell, the features and quality of our
products.
Day 3: (29th April)
● Today my corporate mentor showed me how to get the leads from the Indiamart website
and explained to me on how to interact with the new clients and the key features, price,
that have to be explained about our products to our clients. And most importantly the
clients who are interested in our products should be provided the sales manager’s phone

number and I have to inform the sales manager immediately after the call with the client
has ended.
● Sir mentioned that each week we would receive 7 leads from Indiamart who can be our
potential clients, therefore it is very important that proper communication happens from
our side, where the details of our product are provided on time and a follow up is made.
● My corporate mentor showed a demo on how to make a sales call and later told me to
make 2 sales calls and provide him with the feedback of the calls made by me.
● The 2 sales calls made by me did not convert to purchase or a deal. The first retail store
people said they would call back after sometime but I did not receive any call and later
when I called they were not picking. The second retail store mentioned that they have
already got a supplier for cleaning products and equipment thus they don't want any new
suppliers.
Day 4: (30th April)
● I started the day with 2 more sales calls from the Indiamart lists and I was able to convert
both into a purchase. Both the clients have heard a lot about the company products thus
they would like to try out our products. After giving the sales manager’s number to the
client, I immediately informed both the Daily manager and sales managers about this
sales call and provided all the information about the clients to them.
● Later in the evening, my corporate mentor called me and said that the company has got
no 3rd party distributors therefore, sir told me to find some distributors which could help
us increase the sales. Sir told me to put their details in an excel sheet with their
organization name, address, phone number and pick up 3 good reviews and see if they
have got any bad reviews.
● So I searched for some distributors in Kochi through Google and looked for distributors
that have got good reviews and ratings for their performance and works.
DAY 5: (1st May)

● Started with the remaining 3 sales calls, in that 2 clients did not even pick up the call and
the remaining one client immediately said that they are not interested in buying our
cleaning products, therefore I asked them their reason then they said that their business is
drastically low due to the sudden raise of covid.
● Later in the evening, I called my corporate mentor and addressed this situation, and
suggested to him that we would be able to provide our products free of cost at first and
then later when the customers are buying our product from that particular retail store,
then they can pay us back.
● My corporate mentor mentioned that it would not be possible as in the past the company
has experienced many situations where the retail stores don't pay them on time, thus the
company doesn't want to fall in that situation again.
WEEK 2
DAY 6: (3rd May)
● Started the day with a 3 hours call with my corporate mentor, and sir explained to me that
sales call from Indiamart should be done by me every week, like every Monday 4 calls
and every Friday 3 calls and all the updates regarding the sales call should be updated to
the sales managers as well as to my corporate mentor.
● Later Sir explained to me about the Facebook page that the company had developed and
told me to pitch in an innovative post related to our company products with an interesting
tagline, but most importantly, all posts should have our company logo and He even said
he would give me two days for the Facebook post.
● I made all 4 sales calls taken from Indiamart but could not convert any calls to order or
purchase. Immediately after that, I called my corporate mentor and expressed this
situation, and Sir said that many retail stores are closed due to an increase in covid, so Sir

told me to make an excel sheet and fill in the details of the sales calls which we were not
able to convert into order or purchase.
DAY 7: (4th May)
● As per the instructions of my corporate mentor, I made 2 Facebook posts, the first post
with a tagline of “We are your key to cleanliness. Trust us” and the second post “Your
one stop for home cleaning needs” and send both the posts to my corporate mentor.
● Later in the evening, my corporate mentor called, and he was impressed with my work
and gave me access to the company Facebook page and told me to post the first one today
and the second post tomorrow.
● I even suggested to my corporate mentor if we could make a video rather than an image,
wherein the video we would show the various products of our company with the uses and
features of the products. Sir said it would be great and gave me two days to prepare the
video.
DAY 8: (5th May)
● Posted the second image on the facebook with a small content and used hashtags like
#cleanhome #cleaningproducts#cleaningup #cleaningobsessed #cleaners #cleaningtips
#cleaninghouse #housecleaningequipments
● Later in the evening my corporate mentor mentioned that the company has a blog section
in the website, therefore told me to make a 400words content for that blog and the topic
should be related to Preventing the spread of infection at home during the covid times.
DAY 9: (6th May)
● Today I started my day by making a 1 min video for the facebook post, therefore using a
video making software known as invideo. Preview of the 1 min video about our company
https://invideo.io/preview-link?id=2595920

● Also suggested to my corporate mentor whether we could do a Google ads campaign so
that we could increase the store and website visit of our organization. Sir said he would
discuss with other employees and get back to me.
DAY 10: (7th May)
● Got a call from my corporate mentor in the morning and told me to make a post about
staying at home to prevent covid 19 because all companies are spreading this awareness
thus it is necessary that we also spread this awareness.
● Sir told me to make 3 posts so that he could choose the best among those alternatives and
most importantly the logo of the company has to be present in the post.
DAY 11: (8th May)
● Prepared content for the website blog as per the instruction of my corporate mentor, the
topic name: How To Prevent The Spread Of Infection At Home.
● Suggested to my corporate mentor if we could start a instagram page, Sir said we have
tried in the past but was not effective as most people in kerala dont use instagram and
plus since we are a B2B, instagram and social media are not that useful compared to
personal selling.
WEEK 3
DAY 12: (10th May)
● I started the day with a call by my corporate mentor, and sir said that their sales calls
would be paused for the movement due to the lockdown. Thus this week would be more

on marketing research to have a better insight into the overall market environment and
the future strategies that have to be implemented.
● Therefore today Sir told me to make S.T.P from my perception about the company and
SWOT Analysis and suggestions.
DAY 13: (11th May)
● Sir wants a detailed report on the growth and the various strategies developed by the
company, Unilever. Therefore Sir told me to look into multiple case studies and articles
about the marketing strategies adopted by the company Unilever, and Sir provided me a
two-day for this report submission.
DAY 14: (12th May)
● I was working on the report that my corporate mentor had assigned, and later in the
evening, Sir had called me to ask about the update. Then Sir asked if I would be able to
make an infographic poster about the growth and journey of our company and I told him
it was possible.
DAY 15: (13th May)
● Today being Ramadan, my corporate mentor told me to make a post by wishing everyone
a happy Eid Mubarak with our company logo on the post and told me to send it to him as
well as post it on my social media platforms.
● Therefore, later told me to make a marketing mix of our company and prepare a
competitive analysis of the company by using the Competitive analysis template with a
minimum 5 competitors.

● For better understanding of the marketing mix Sir has sent me the pdf of the company
retail pricing lists of all the products with the GST price.
DAY 16: (14th May)
● The focus for today is to identify the various strategies that the company has to
implement or keep in mind as the company is planning to expand the business by
building a relationship with the Bangalore retail store and supermarkets.
● Later I worked on the Unilever growth and strategies report and submitted it to my
corporate mentor.
DAY 17: (15th May)
● Since the Rainy season has started in Kerala, my corporate mentor has told me to make a
post and content for the blog on the importance of bleaching powder as it is one of the
products that is sold the most during the rainy seasons.
● I have shown the evolution of Extra home care products by an infographics where the
marketing P’s was kept in mind and the process and the procedure was shown clearly to
make them understand the raw materials used and the quality of our cleaning products.
● How exactly the Extra home care products are made right from, like we have a specified
formulation for all the products. According to the specified formulation, the materials are
then mixed, after which factors like pH, temperature, viscosity are controlled as required.
Once this is done, the final output is filled into bottles and the bottles are labeled with our
brand. The filled and labeled bottles are then packed in corrugated packing boxes and
stored in the storing area.

WEEK 4
DAY 18: (17th May)
● Reminded my corporate mentor regarding the Google Ad Campaign, Sir said he would
get back to me regarding this tomorrow.
● Through Indiamart we would be able to find out the various requirements the customer
needs for various products. For example the customer might search as well as post the
requirement for floor cleaner, then we will be able to see who all actually searched or
posted for floor cleaner requirements. Thus my corporate mentor has told me to check
the list of people who have searched for bleaching powder in Indiamart and send the list
to him by evening with every detail.
DAY 19: (18th May)
● I have got the permission for the google ad campaign from my corporate mentor and I
have decided to perform 3 Google ad campaigns: Sales, website traffic and brand
awareness and reach.
● The first campaign of Sales key goals are Website visits and Phone calls, and the
Campaign name:- One stop solution for your daily cleaning needs and we made sure the
Targeting and audiences are the Kerala customers, they are our key priority.
● The google ads itself showed the relevant keywords: home cleaner, floor cleaner liquid
clean products, cleaning liquid, care clean, cleaner home, home floor cleaner, home
cleaner products, home cleaner liquid, floor care products, cleaning care, clean liquid
cleaner for home, liquid cleaning products cleaning products for home cleaning liquid
products.
● We took the keywords that have got the highest rating and value or the most commonly
typed keywords when customer types for any kind of cleaning products in google.

DAY 20: (19th May)
● Conducted the second Google ad campaign to increase website traffic of our Extra home
care products website.
● For the second campaign, we set up a Standard display campaign and the Campaign
name: We are your key to cleanliness. Trust us. Under the target and audiences, we have
chosen the appropriate options for our business and the products that we sell.
● Based on your targeting, settings, and a daily budget of 50.00 because this is the first₹
time the company is actually being part of the Google ads campaign, the managers first
want to see how this campaign functions overall.
DAY 21: (20th May)
● The third campaign was about brand awareness and reach and we chose the display ad
campaign type. The Campaign name: Keep your surroundings clean, make the earth
green.
● Most customers are not actually aware of our brand thus the General manager has
mentioned to us to make an effort to make our brand well known in the kerala market,
thus we conducted the brand awareness campaign.
DAY 22: (21th May)
● So today, my corporate mentor had called me and said that since the company already has
a tie-up with the Bangalore LuLu supermarket, sir told me to find the other retail stores/
super and hypermarkets near that area and send him the details of the store's name
address and the phone number in an excel sheet.

● Also, later I had a call with my mentor as to how the overall experience is going on and
what new things can be done and also asked about the learning and the problems that we
were facing.
DAY 23: (22th May)
● Today I have again come up with an idea of how we can promote our brand and create a
brand image and brand identity in the customers' minds and use some of our marketing
strategies.
● So during yesterday's meeting, I told my corporate mentor that the google business listing
account is looking dull and unattractive. Therefore, I decided to make a creative post to
create a brand image and brand identity in the customers' minds.
● Also, we have decided to prepare a questionnaire in order to identify the level of brand
awareness about our products to our Kerala customers.
WEEK 5
DAY 24: (24th May)
● We started the day by working on the questionnaire that we have decided to make as per
the last meeting to get to know the level of brand awareness about our products to our
Kerala customers.
● Thus we will also make sure the questionnaire is sent to only people who are Kerala
residents.
● Also the sales calls have been started again as the government removed certain
restrictions as per lockdown. Therefore contacted a few of our regular clients as asked if
they would like to make any orders.

DAY 25: (25th May)
● We have completed the questionnaire, In order to get the maximum reach we have sent
the google form to the maximum number of people, like to all over kerala friends and
families etc. We even send the link to our clients and are asked if they could send it to
their regular customers.
● Today my corporate mentor showed me how the billing of our products for our customers
takes place. Also explained to me the software that they use for the billing module.
DAY 26: (26th May)
● Currently we have received a response of 80 for the quetonair that we have made but the
corporate manager and myself have decided to get the maximum reach thus we decided
to wait for a week time so that we can get the maximum response.
● Evening my corporate mentor mentioned about the filing of GST which is the key
priority for today as the file has to be submitted today. Therefore Sir showed me how to
calculate and apply the GST in each products
● The GST has to be filed on an individual product basis. Therefore some HSN code has
two products in their number thus we need to take the total of it. This was a very time
consuming process; it took almost 5 hours.
DAY 27: (27th May)
● Yesterday while performing the GST filing certain retail stores have not submitted their
records of GST. Thus my corporate mentor told me to contact them and find out the
reason for not filing the GST.
● Total there were 9 stores that have not submitted their GST return out of that 3 have not
attended the call rest 6 took the call and in that 6 stores 1 respond by saying they would
submit it today rest 5 stores said they change it from B2B to B2C services, henceforth we
don't have to submit it.

DAY 28: (28th May)
● Today my corporate mentor mentioned that currently our HSN code is a 4-digit number
but certain retail stores asked us to change it to an 8-digit number.
● Therefore we decided to change all our products code into an 8 digit number therefore
with the help of excel we created a unique 8 digit code for all the EHCP products.
DAY 29: (29th May)
● I started the day with 6 sales calls from the Indiamart lists and I was able to convert 3
into a purchase. 2 did not even pick up their call and the remaining one was not interested
in our products
● All the updates were shared with my corporate mentor and even to the sales manager of
the company.
WEEK 6
DAY 30: (31th May)
● After completing 30 days of work in EHCP Ltd company, the Company general manager
and my corporate mentor called and asked about my experience and the learning that I
have achieved through this internship. Also the manager mentioned that due to the
lockdown it would be difficult for me to travel to kochi and see our manufacturing unit.
● Suggested to my corporate mentor that it would be great if we had conducted an Email
marketing campaign, thus we acquired all the hypermarkets and supermarkets email id to
conduct thuis campaign.
DAY 31: (1st June)

● Started the day with sales calls as we have new leads from Indiamart, being the start of a
new month. Made sales calls to 5 new retail stores located in different parts of kerala,
also checked for retail stores who are in need of cleaning products and equipment.
● Later in the evening I and my corporate mentor were discussing a good script/message
for an email marketing campaign so that it would make a huge impact on the sales of our
product and build new relationships with new clients.
DAY 32: (2nd June)
● Made a post for facebook as well as for google business listing, also we looked into the
insight of both of these media and got to know the number of views and other details.
● Having demand for the product, we are currently delivering to Kerala Civil Supplies
Corporation, thus my corporate manager has asked me to make sure all the products they
have asked for are available in our warehouse by calling and asking the salespeople to
check the requirement.
DAY 33: (3rd June)
● Email marketing script was finalized by the corporate mentor and the general manager.
Later in the evening we sent the email to various retail stores in kerala.
● Also had few sales calls to make and looked into the requirements of customers in the
Indiamart website and we found that mosquito spray has had huge demand since the rainy
season.
DAY 34: (4th June)
● Had a meeting with my corporate mentor and decided to focus more on facebook posts
and videos in the coming week. Therefore we were discussing the various concepts and
ideas that we have to put forward for the post.
● We made a draft of the various posts that we would be posting through facebook in the
coming weekend.