SUMMER INTERNSHIP PROJECT

“DIGITAL MARKETING AND SALES PRACTICES AT

LEARN WIZZ, KOCHI”

Prepared by
Kumar Ashutosh
(Enrollment Number: 20IIMPBBA89)
BBA Batch 2020-23

UNDER THE GUIDANCE OF

Prof Swapnil Kharde

ACADEMIC YEAR
2020-2023

SUBMITTED TO

Shree Chanakya Education Society’s

Indira Institute of Management-BBA, Pune

AFFILIATED TO
An Autonomous Institute affiliated to SPPU.

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 2nd May 2023

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CERTIFICATE
[COMPANY]

3
 STUDENT DECLARATION

I undersigned Kumar Ashutosh at Indira Institute of Management, Pune BBA

5th semester, declare that the summer internship project titled “DIGITAL
MARKETING AND SALES PRACTICES AT LEARN WIZZ, KOCHI” is
a result of my/our work and my/our indebtedness to other work publications,
references, if any, have been duly acknowledged. If I/we are found guilty of
copying any other report or published information and showing it as my/our
original work, I understand that I/we shall be liable and punishable by Institute
or University, which may include ‘Fail’ in the examination, ‘Repeat study & re-
submission of the report’ or any other punishment that Institute or University
may decide.

NAME OF STUDENT: Kumar Ashutosh

ENROLLMENT NO.: 20IIMPBBA98

SIGNATURE:

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 ACKNOWLEDGEMENT

I would like to express my gratitude to my Guide for their constant guidance in conducting
the present arduous Project and untiring corporation which they extended to me throughout
the research. Getting a project ready requires the work and effort of many people.

I would like this take the opportunity to thank all the people who helped me in collecting
Important and necessary information and making the project. I am grateful to all of them for
their time, energy, and wisdom.

At last, would like to take this opportunity to acknowledge the encouragement and support
extended to me by the staff of LEARNWIZZ.

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 TABLE OF CONTENT

INTRODUCTION TO THE TOPIC.................................8

INDUSTRY/SECTOR PROFILE....................................9

COMPANY OVERVIEW.................................................15

OBJECTIVES AND SCOPE OF PROJECT.................17

RESEARCH METHODOLOGY.....................................18

DATA ANALYSIS.............................................................22

FINDINGS..........................................................................31

CONCLUSIONS & SUGGESTIONS..............................32

ANNEXURE.....................................................................33

BIBLIOGRAPHY.............................................................38

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 EXECUTIVE SUMMARY

This report is about my internship with LEARNWIZZ. In this comprehensive report, I have
discussed every major part of the EdTech company, which I observed and perceived during
my internship.

I was a part of the Digital Marketing team and sales team at LEARNWIZZ

In this report, I have mentioned my project work on the Roles of Digital Marketing and sales
During this tenure, I mainly, have incorporated the experience into research and
development.

This project report is totally based on digital marketing, sales, and customer handling. This
report definitely provides good information about these topics

The purpose of this report is to study the marketing activities in the real-life organization as
well as to know the repones of customers to these strategies. Customer behavior towards
buying the courses considers. This project helps in understanding the customer’s nature and
their preferences regarding online courses.

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 CHAPTER I:
INTRODUCTION

The internship at LEARNWIZZ EdTech taught me a lot about Sales and

Marketing. LEARNWIZZ is both an Online and Offline learning platform that provides
students with a holistic learning experience to help make them industry ready. Access to
Industry Experts, Online Courses and blended learning, allows students to Learn Here and
Lead Anywhere. Their vision is to help students, globally to realize their full potential. Their
mission is to provide AI-enabled real-time insights with the resolution of reaching a broad
community of individuals to help them acquire the skills that they want. And their goal is to
enable and facilitate Artificial Intelligence in the academic space and increase outreach to a
diverse student community. They offered a wide range of technical skill development
programs, and the internships are offered by industry experts who are working in the
corporate. My internship was divided into 2 parts. During my first month, I was required to
work in Business Development, and the second month, I was shifted to Digital marketing.
For Business Development, I had to contact parents through cold calling and booking demo
classes for kids. This task was accomplished by having one on one interactions with the
potential customers and further pitching them the products the organization had to offer. For
Digital and Content Marketing, I was assigned to the Graphic Design department where I was
responsible for content creation and handling their Social Media accounts. The company
being a start-up, I was working with various experienced personnel of the organization, and
this allowed me to understand the organizational goals and align my activities with the
company’s objective. The fact that I was free to come up with marketing content, led to a lot
of learning. This also opened an opportunity for me to try my hand at something new, which
gave me some experience in how things run in an organization. The internship at
LEARNWIZZ Edu Tech taught me a lot about Sales and Marketing. LEARNWIZZ is both
Online and Offline learning.

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 CHAPTER II
INDUSTRY
PROFILE

EdTech (a combination of Education and Technology) refers to hardware and software

designed to enhance teacher-led learning in classrooms and improve students’ educational
outcomes.

EdTech start-ups in India have been in the news recently for various reasons. Due to the
lockdown, they've had the opportunity to truly shine. Today, India's EdTech industry is the
second biggest in the world and it is only rising. The industry is set to touch $3.2 billion by
2022. It is one of the sectors that have seen rapid growth in the pandemic. During the
lockdown schools and coaching classes had to depend on technology to continue teaching.
We have recently seen a lot of activity in the EdTech world. Almost all EdTech More are
investing more in their growth. These EdTech companies are making it easier for students to
prepare for their competitive examinations. With the aim to make education truly interesting,
these EdTech start-ups in India are changing the Indian education landscape. These EdTech
start-ups all target different pain points for students and vary in costs. These start-ups go on
to show that anyone can learn if they want to.

COMPETITORS OF THE COMPANY

BYJU’S

BYJU'S has become the household name for Education online. It is the common name
for the company think and Learn Private Ltd. Started as a coaching class, BYJU'S
has
grown into one of the top EdTech companies in the world. This EdTech start-up founded by
BYJU Raveendran and his wife Divya Gokulnath in Bangalore. They have also
collaborated with companies like Disney to make learning truly fun.

They also engaging video lessons, personalised learner's journeys. unlimited practice
sessions and engaging questionnaires to make learning truly fun. BYJU's covers a wide
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variety of

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classes starting from class 4 up to CAT or IAS test preps. Online classes for UPSE, K3, K10,
K12, CBSE NCERT, ICSE, IIT-JEE & NEET.

They currently have more than 9,000 employees and a revenue of 520 crores INR. A few well
known subsidiaries are Whitchat Jr. and SPAN Thought works Private Limited Founders:
Byju Raveendran and Divya Gokulnath
Investors: Bond, Tiger Global Management, General Atlantic,
Owl Venture, Qatar Investment Authority

CUEMATH

Cuemath is an ed-tech company founded in 2013 as an after-school math enrichment

program. They are one of the EdTech startups in India that focuses on gamified learning and
has revolutionized the way math is perceived by both teachers and students. It has a 'learn-by-
doing' approach. It also aims to promote 'out of the box thinking and love for math among
school children.

Company founded by Manan Khurma, who is also an acclaimed writer with McGraw Hill
publications. Cuemath also empowers women tutors and provides them with meaningful
employment opportunities. Cuemath has over 1200 educators until the date of writing this
article. The company has raised 5.5 million dollars in series B funding until 2019.

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"Basically, that was my inspiration- knowing that real problems lie in creating strong
foundations. What was really needed is a math program that transforms math outcomes for
young kids. So, in 2013, I decided to create a math program for young learners, and because
not all kids.

VEDANTU
Launched in 2014, Vedantu is One of the Biggest online tutoring Platforms in India. Derived
From the Sanskrit word Veda and tantu Meaning Knowledge and Network.

Founded By Vamsi Krishna an IIT Alumni, Pulkit Jain, Anand Prakash, and Saurabh Saxena,
Vedantu Has a mission to provide world-class quality education to students from India.

Primarily focused on Students From 4th to 12 Standard, Vedantu The company offers high
quality video lessons and interactive content in different subjects like English, Maths,
Science, Sanskrit, etc. Vedantu also helps Students in the Preparation for Competitive Exams
such as JEE, NEET, and NTSE Making Them one of the Biggest byju’s competitors

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TOPPR
Started in the Year 2013 By Zishaan Hayath an IIT Mumbai Graduate, Toppr is India’s Biggest
EdTech company. Headquartered in Mumbai, Toppr Toppr is a learning app that provides
students with learning material, interactive quizzes, and personalized study plans. It is one
of the best apps for students from 5th to 12th grade available on both Android and iOS
platforms.

They also offer Courses For Various Competitive Exams Like JEE, UPSEE, NEET, AIIMS, CPT,
CS Foundation, CMA Foundation, and Many More.

Toppr’s vision is to empower every Indian student to reach his or her full potential by
providing affordable and quality education in the form of online courses. They Have won the
best startup award by EdTechX Global Awards and the best international Education
company by Tyton Global Growth in 2018. This is a testament to their dedication to
providing students with a quality education.

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UNACADEMY
Originally started as a Youtube Channel in 2010, Unacademy is India’s of the Largest online
learning platform. With More than 60,000 Educators and 50 Million Active Students, the
Platform offers Courses For JEE, UPSC, GATE, Defence Exams, NET Exams, CAT, CPT,
Programming, Software Development, Finance, and Accounting, CBSE, ICSC, and Many
More.

In 2014 Company Launched its Mobile Application which Allows Students to Access Classes
Directly From Their Mobile Phones. More than 200k+ daily active users Take Live Classes
Directly From their Mobile Devices. With a Rating of 4/5 Stars on Google Play, the
unacademy App has 1 Million Plus Downloads.

MERITNATION
Meritnation is an online learning platform for school students. It offers Interactive and
Quality Education through its online platform to Students From 1st to 12 Standard. Starting
in the year 2008, meditation Has Millions of Students From 9 Different Countries. The
website aims at providing quality education to the students of India and abroad.

With Easy to learn Modules, a User-Friendly interface, and best-in-class faculty, Meritnation
Has become the Main byju’s competitor in Indian Edtech Industry.

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 CHAPTER III
COMPANY PROFILE

HISTORY

Type- Private
Founded-
2017
Founder- NIRMALA DEVI
Head Quarters- Kochi, Kerala
Company Size- 4-15 employees
Industry - Education Administration Program
Website - www.learnwizz.in

Learn Wizz an Ed-tech company started globally in the year 2017, recognized by Kerala
Start- up mission which is the central agency government of Kerala for entrepreneurship, also
recognized by DPIIT of Start-up India and CUSAT-TBI with the motto: Dream. Believe.
Achieve

Learn Wizz focuses attention on providing students with the best education classes offline
and online with a progressive approach and innovative services to keep your child updated
and exam ready. We are a rapidly growing organization that offers huge possibilities for your
career advancement intend to offer a tutoring service where we verify the perfect tutor for
you. Our services expanded globally and you can ha
pupils get connected from anywhere.

VISION

‘DREAM-BELIEVE-ACHIEVE’

DREAM

We recognize and respectfully comprehend that every parent has dreams about their wards to
have a successful career and we envision their aspirations by hoping to shape up their talents
specifically according to the choice of interest they show in, whether in Medicine,

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Engineering, or any other field. We are ready to prepare them with our excellent child
tutoring approach and

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child reading programs along with wise counselling sessions for career advice and one of the
best tutoring services for competitive exams.

BELIEVE
We anticipate your faith in Learn Wizz to make an exemplary foundation of educational
tutoring services for we understand the difference between tutoring and teaching. With
support and belief only can we create wondrous result for students as well as a successful
career for the tutors.

ACHIEVE
Through a collaborative journey consisting of substantial support from parents, faculties who
fulfill the job as a tutor, and the whole ideology of Learn Wizz behind the efforts of the
student, we guarantee visible and impressive achievements.

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 CHAPTER IV:
OBJECTIVES AND SCOPE OF THE PROJECT

OBJECTIVES

1. To find the sales promotion activities and marketing activities carried out by
LEARNWIZZ.

2. To find out the thinking of people towards the education system.

3. To find out the tools and techniques of sales promotions that are used in LEARNWIZZ.

4. To know how the company does its marketing in the education field.

SCOPE

1. Get to know about the challenges and opportunities for EdTech companies
2. in India.

3. Gain a basic understanding of sales and digital marketing.

4. I learned how to pitch the client during a meeting

5. I experienced a corporate feeling which gives me good exposure.

6. I improved my presentation skills.

7. Time management is the big management lesson I have learned as make

8. Individual are more diverted to words it works.

9. Digital Marketing work is all about teamwork and it always tries to give the best out
of all.

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 CHAPTER -V
RESEARCH METHODOLOGY

(A) Primary data:

(B) The primary data is collected through -

i) Observation Method

ii) Interview Method

iii) Survey through questionnaires & schedules

Observation Method: This method is normally used in the stud of behavioral sciences and
human resource management, where the students can observe the behaviour of individuals in
the organization, and data is collected without asking the questions of respondents.

Advantages of the Observation Method

(1) Subjective bias is eliminated

(2) Active participation of respondents is not required

(3) The student can study the customers, traditions, and mindsets.

Limitations of Observation Method

(1) Expensive Method

(2) Active participation of respondent is not taken place

(3) Limited information is available

(4) Some unforeseen forces may affect the observation.

(5) Low reliability of conclusions

(ii) Interview Method: In these methods, the students ask the questions to the respondents
and noting down the reply given by the respondents. This interview can be personal

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interview/Focused interview/clinical interview/Nondirected interview. The data thus collected
is to be analysed by the students and to be included in the final report.

Advantages of Interview Method

(1) In depth information can be obtained

(2) Questions are restructured as per the requirement

(3) Personal information is easily obtained.

(4) Non-response by respondent is minimized

(5) Ambiguity in questions can be removed

(6) The information is accurate

Limitations of Interview Method

(1) Information given by respondents are sometimes misleading

(2) Wide coverage becomes costly

(3) Influenced by personal bias of interviewer

(4) Difficulty in getting descriptive answer

(iii) Survey through questionnaires & schedules: In this, the required information is
collected by the students through questionnaires and schedules. The student has to include all
the questions in the questionnaire, by which he/she can get the required information. The
questionnaire is a set of questions or systematic list of questions, related to the topic of the
research. The main purpose of questionnaire is to elicit specific information from the
respondents. This questionnaire is classified into

i) Structured questionnaires

ii) Unstructured questionnaires

i) Structured questionnaires: are those in which the questions are

specific or definite. The nature of questions is closed in nature. Open

end questions are also included to allow free responses on the subject.

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ii) Unstructured questionnaires: are those where questions are not redecided. In this the
students have to from on-the-spot questions to get the required information. A schedule is
also a set of questions that is filled in by the investigator who is responsible to collect
information. While framing the schedules and questionnaires, the student has to include those
questions that have direct bearing on the problem of the research study. Further the
instructions to be given to the respondents to fill up the questionnaire properly.

Advantages of Questionnaires & Schedules

(1) A good degree of accuracy in data

(2) It covers wide area

(3) Personal bias is removed

Limitations of Questionnaires & schedules

(1) Very expensive

(2) Time consuming

(3) Requires lot of labour

(4) Personal information is not given by the respondents.

Secondary Data:

The secondary data for the study is collected from books, records, and registers
maintained by the organization, and govt. publications, semi-govt. publications of
Universities & Research Institutions, Publications of banks & financial institutions,
newspapers and periodicals, reports of committees and commissions, publications of
International Bodies, Unpublished sources, the internet, and so on.

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Advantages of Secondary data

(1) Highly convenient to use

(2) Saves money of the research

(3) Saves time

Limitations of Secondary data

(1) Degree of accuracy is not high as the primary data

(2) Not available for all types of investigations

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 CHAPTER- VI
DATA
ANALYSIS

1- GENDER

DATA INTERPRETATION

From our survey, we got to know that, out of the total 37 majorities i.e., 56.8%
of the respondents were male, whereas 40.5% were female and the rest of the
respondents chose the option preferred not to say.

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2- AGE

DATA INTERPRETATION

Out of the total 37 respondents, 45.9% of the respondents were of the age group
of 22-34 years. 37.8% of the respondents were of the age group of 14 years – 21
years, whereas the rest 16.2% of the respondents were above 35 years. None of
the respondents were below the age of 13 years.

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3- HAVE YOU EVER PURCHASED ONLINE COURSES?

DATA INTERPRETATION

We got to know that, approx. two -Third of the total respondents said that they
have purchased online courses. Whereas 35.1% of the respondents didn’t
purchase any of the online courses.

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4- WHAT KIND OF COURSES WOULD YOU BUY?

DATA INTERPRETATION

We got to know that majority of the respondents preferred marketing courses to

buy. Whereas 13.5% preferred web development-type courses, and 21.6% said
that they would like to opt for language learning courses. All the mentioned
courses were preferred by 24.3% of respondents.

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5- If you would be the parent? would you be taking online courses for
your children?

DATA INTERPRETATION

When asked approx. two - third of the respondents showed their preference of
buying an online course over the offline one. Whereas 35.1% preferred offline
courses over online courses.

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6- WHAT DO YOU THINK ONLINE COURSES ARE USEFUL OR
NOT?

DATA INTERPRETATION

From our survey, we got to know that majority of the respondents i.e., 78.4%
think that online courses are useful in one’s life and the rest 21.6% of the
respondents don’t find online courses useful.

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7- YOUR BUDGET TO BUY COURSES?

DATA INTERPRETATION

We got to know that 27% of the respondents think that Rs.2500 – Rs. 3000 is
the appropriate amount to purchase the course. Whereas 24.3% of the
respondents think Rs. 1500 – Rs. 2500 is the appropriate amount to buy a
course, whereas 18.9% of respondents think that the amount should be Rs.3500
– Rs. 5000 is the appropriate amount and the same number of respondents think
the amount should be Rs 5000 and above. Only 10. *% of the respondents think
that the amount for the course should be below Rs 1500.

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8- ONLINE COURSES BOON OR BANE

DATA INTERPRETATION

We got to know that 81.1% of the respondents think that online courses for
educational or skill-building purposes are beneficial, whereas 18.9% of the
respondents think that it’s not useful.

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9- WHAT CATEGORY OF PEOPLE WILL TAKE ONLINE COURSES
MORE?

DATA INTERPRETATION

We got to know that students might be the ones who will opt for the maximum
number of courses i.e. 64.9%. 16.2% of the respondent think that it might be
employees and 16.2% said it could be teachers and Only 8.1% of the
respondents think that teachers are the ones who can opt for the course.

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 CHAPTER – VII
FINDING

1. We got to know that only 8.1% of the respondents think that teachers are the
ones who can opt for the course.

2. . None of the respondents were below the age of 13 years.

3. We got to know that 81.1% of the respondents think that online courses for
educational or skill-building purposes are beneficial.

4. We got to know that majority of the respondents were male.

5. Only 10.8% of the respondents think that the amount for the course should be
below Rs 1500.

6. We got to know that majority of the respondents i.e. 78.4% think that online
courses are useful in one’s life.

7. Approx. two -Third of the total respondents said that they have purchased online
courses.

8. Majority of the respondents preferred marketing courses to buy.

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 CHAPTER VIII
CONCLUSION

After completing the project, it is concluded that insurance develops its various plans and
policies, flexible in nature, according to the requirements of its targeted market or customers,
and is thus beneficial to its customers in various ways.

And also, from our data analysis and interpretation, we have got to know more about people‘s
suggestions, views, and opinions and also got to know about different prospectus of people
regarding online educational courses.

From our survey, we got to know that majority of the respondents i.e., 78.4% think that
online courses are useful in one’s life and the rest 21.6% of the respondents don’t find online
courses useful. By this, we can state most people are aware that online educational courses is
important but then also the number of availing it is comparatively very less.

This concludes that people think that online educational and skill implementing courses are
very beneficial for one but still very few have opted it. This means there is lack of awareness
among people.

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 CHAPTER IX
SUGGESTION

Today there is such an easy way to get an education that we do not need to go anywhere to
get an education. To take education, we can get education from the teacher just sitting at
home from online mood.

In today’s time, facilities like the internet are available in all the homes. Online education is
proving to be very effective in the time of Corona. Nowadays online education is becoming
very prevalent everywhere whether it is village or city.

We can join online education anywhere in the country or abroad. Today online education is
proving to be very beneficial for students.

online education is being achieved through computers in a way with the facility of the
internet. Computers and many types of gadgets are used for online education. But for this the
quality of the internet should be good, we must pay attention to this.

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CHAPTER X
ANNEXURE

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38
LinkedIn Profile

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 CHAPTER XI
BIBLIOGRAPHY

 http://learnwizz.in/

 https://collegevidya.com/blog/what-is-online-education/

 https://www.mightynetworks.com/encyclopedia/online-
course

 https://www.montgomerycollege.edu/academics/online-
learning/distance/advantages-and-disadvantages-online-
courses.html

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