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INTERNSHIP REPORT
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Name: Rida Aman

ID No: 20161-20625
Control No. ________
Major Field: Sales & Marketing
Organization where internship was served: Sofcom Pvt. Ltd.
Duration: From 1st June 2020 to 10th July 2020
Report based on (Tick) Option 1 Option 2 ____
Due date of the report 24th – July – 2020 (2 weeks after the
successful completion of internship)
Report submitted on 19th July 2020
Delayed by ___________________________ days (if
applicable)
Reasons for delay___________________________(If
applicable)
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TABLE OF CONTENTS:

CONTENTS Pg No

GENERAL INFORMATION 2

TABLE OF CONTENTS 3

ABOUT THE COMPANY 4

DEPARTMENT I WORKED IN 6

FUNCTIONS OF THE DEPARTMENT 6

MY ROLE IN THE DEPARTMENT 7

THEORIES LEARNT IN ACADEMICS AND THEIR

APPLICATION 8

NEW CONCEPTS LEARNED AT SOFCOM 9

CONCLUSION 10

RECOMMENDATION 11

About the company:

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Sofcom Private Ltd. has been established as a Software house with the aim of providing business
applications, software development and support. It has been in business for over 28 years. It is a
product oriented company providing human resource (Harmony) and total quality management
(Spectrum) solutions. Its products are constantly being upgraded with advanced technology and
innovation.
Their headquarters are based in USA but their services are being provided mainly in Pakistan. It
started its journey in 1992 and since then they have on boarded over 50 clients including
Standard Chartered Bank, Silk Bank, Allied Bank, Uniliver, Engro, Sanofi, Pfizer, Bayer, GSK,
TCS. Their client retention rate is 92% for not losing any client due to inefficiency and lack of
customer support. Sofcom believes in giving the best to their clients for which they have a
dedicated support team of professionals for each of their product to handle client queries at all
times because of which they have been able to provide the best services to their clients to
maintain complete client satisfaction by focusing on minute details as well. They focus on client
complains as well so they can upgrade and develop the product accordingly to provide the best
services in terms of technology to their existing and prospect clients as they believe on making
every penny of their client worth it and giving them a long term return on their investment as
Sofcom is based on long term sustainable growth model.

Harmony:

Harmony is a comprehensive human capital management solution provided by Sofcom. It

consists of 26 modules comprising of Talent Management and Compensation and Benefits.
Harmony is aimed to provide excellence, smoothness and ease in HR services to the corporate
sector. From recruitment till post final settlement Harmony supports the whole organizational
setup for managing and implementing HR policies. What makes Harmony different is that it is
easily configurable, user friendly, scalable, provides controlled access and audit trails along with
intelligent workflow management.
It is available on both Cloud and On Premise and is left upon the client to choose their preferred
model. It having a web-based solution makes it comfortable for the employees to use. Harmony
makes it convenient for both employees and HR department to get access of all the functions and
information in one place. It makes the complete employee life cycle very easy to manage.

Spectrum:
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Spectrum is focused on Laboratory Information Management and Total Quality Management. It

helps in maintaining, monitoring and supporting a laboratory's analytical and data management
requirements.
As Scientific Laboratories possess huge data which sometimes gets difficult to manage and
tracked, Spectrum's excellent services and parametric tools helps in smooth processing of
various types of samples along with undertaking multiple calculations and processes.
Spectrum aims to be at service for all the laboratory operations and converting data into
meaningful information. It helps minimizing errors, compliance reporting, spontaneous decision
making and bringing consistent improvement. It's quality management module focuses on
automation of quality assurance to maintain the standard to desirable quality by providing
complete investigation management.

Destiny:

Destiny's main function is Payroll Outsourcing for corporates who would like to keep their focus
on their core values and leave payroll management to Destiny. Its functions include salary
calculations with allowances and deductions, income tax, provident funds, employee loans,
employee leaves, overtime, EOBI, bonus, medical etc. Corporates trust Destiny for their payroll
services as it gives them time to enhance and optimize their business.
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Department in which I was attached:

Department: Business Development

Supervisor’s Name: Syed Mahdi Raza
Designation: Assistant Business Manager
Duration: 6 weeks (1st June – 10th July)

Functions of the department:

The role of Business Development Department which include Sales and Marketing is primarily
focused on market research, generating leads, reaching out to prospects and increasing sales.
Though as marketing and sales is a big department, they have a lot of responsibilities in terms of
increasing sales, brand awareness and improving brand perception. Day to day tasks of this
department at Sofcom includes creating social media posts in order to increase social media
presence, attract prospects who might be searching for HR Solutions or Quality Management
Solutions.
Business Development department of Sofcom included 3 people other than me as an intern.
Daily tasks also include giving online demo of the software to secured leads, so that they are able
to make a decision for purchasing the product. Demo is followed by constant follow up calls and
emails to maintain a good contact and build long term relation with the client which is quite
essential in sales. To give demo it is important to keep improvising the power point presentation
to keep it short yet interesting so updating presentation is also important time to time. As
software selling is B2B hence it is important to think of creative ways to collaborate and expand
business in partnership with other companies. Sofcom arranges webinars to keep customer
engagement which is important for social media presence. There are various other functions of
this department as well in order to fulfil their corporate requirement of generating leads, gaining
clients and adding more companies to their list as it’s a customer oriented company, the more
clients they get on boarded the more business for the whole company. Tasks also include
creating short term and long term sales plans in order to meet profitability. Once the client is on
boarded, the responsibility of the sales person does not end there, it is important to ensure
smooth onboarding and make sure the client gets what they required and for that they stay in
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close contact with the implementation team. They also stay in close contact with finance team to
discuss budget of any upcoming of any upcoming social media campaign.

My role in the department:

During the six weeks of my internship I was given the responsibility of generating leads through
cold calling and using warm contacts. My daily tasks included searching prospects on LinkedIn,
getting their contact number through initiating a conversation, once I got their contact number I
called them for initial pitch and to know few basic questions including how they are currently
managing HR functions in their company, how large is their firm and what do they do. Usually
cold calling is done by calling UAN numbers of the company but due to lockdown in the country
most of the companies switched to Work-From-Home option which is why it was an added task
to find out mobile numbers of our prospects. After the call I had to send them an introductory
email with brochures attached for the product pitched and after that follow ups were required to
know if they came up with a decision regarding purchase. Along with this, it was important to
update an excel sheet made for the convenience of the team to maintain record of status of
conversation done with several companies. Maintaining a proper database is very important to
avoid calling the same person twice as it gives an impression of lack of communication within
the team so it was important to keep the team updated on the status of every client and how far
the client is in the sales funnel.
Any queries or concerns came from clients during cold calls were handled by me, this gave me a
good knowledge on customer support which is essential for a sales person as answering queries
rightly sometimes gets you a client instantly.
I also used to attend demo meetings done with prospect clients to understand more about the
product and understand the way presentations are presented to clients. Along with this I also
gave valuable suggestions and ideas related to social media campaigns and webinar sessions it
helped me in improving my research skills as it is important to first do some research on market
as to how social media campaigns are being run these days and then talk about ways to bring in
more business after thorough research.
I also sorted out some previous data collected by the resource before ne to make it more
presentable and professional. This included excel sheets of records. It helped me showcase and
improve excel skills.
I believe all the daily tasks done by me during this internship has given me immense experiential
learning and knowledge.
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Application of Theories:

 Organizational behavior
This course that I studied in my 4th Semester, assisted me in clear understanding of the
importance of corporate culture in any organization. I observed the culture at Sofcom
quite carefully and it made understand that they really value the essence of corporate
culture. I learned that existing employees help make fresh hires feel comfortable and if
leaders behave as leaders rather than bosses only then employees below them feel
comfortable and work more productively I noticed these theories being rightfully applied
at Sofcom. Also, it is true that there are extrinsic and intrinsic values of motivation to
work. Employees must be internally satisfied from the workplace as well as given
recognition and bonuses accordingly too to keep them motivated.

 Principles of Management
I learned four basic parameters in principles of management that are, Planning, Leading,
Organizing and Controlling. These 4 principles create proper management system and I
observed at Sofcom that these four principles were perfectly aligned to avoid any sort of
mismanagement in tasks or routine work. I was able to apply what I learned from this
course in the company which made me a fit over there. I also learned that in today’s
world low level managers also own the company and take responsibility of their duties
rather than waiting for upper level managers to assign tasks to them and then only they
would perform it. This helped me in taking responsibilities and fulfilling it even as an
intern.

 Personal Selling
It is a marketing elective which helped me gain a lot of knowledge with respect to
personal selling. As I was a part of sales department at Sofcom, this course was of great
importance to me as it made me understand how a sales pitch is made, how to contact
clients, how to search for prospects and how cold calling is done apart from several other
learnings which also include ethics of a sales meeting, basics of professional attire.
Corporate sale is all about body language and understanding the mind of the prospect so
this course really made me comprehend and learn how it’s done and I was able to
showcase my learning at Sofcom.
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 Sales Management
This course truly helped me in understanding the basics of Sales and its functions. I
learned from this course that there are 8 steps for sales which include; Prospecting, Pre-
Approach, Approach, Needs Identification, Presentation, Handling Objections, Closing
the Sale, Implementation and Follow up. After I learned these steps it was a lot easier for
me to perform my assigned tasks because I got a clear understanding of the basics of
Sales which helped me during my sales internship. I was able to do sales more accurately
as I already knew the steps needed to be taken to close a sale.

 Persuasive and Analytical Writing

This course was of great importance to me as it was applied thoroughly during my tenure
at Sofcom. I learned corporate emails from this course and I was able to write and format
professional emails to be sent to clients as major correspondence is through emails when
it comes to sales or any professional conversation perhaps. So a professional tone is
required when dealing with clients and it is important to not sound too rude or too
friendly in a professional email as the person reading it cannot see your body language so
professional emails can be a little tricky sometimes but this course helped me learn how it
is done and I was able to apply it at Sofcom.

 Business and Professional Speech

I believe this course was of immense learning for me and I was able to apply it in my
internship tenure perfectly. Professional communication was a huge part of my role as a
sales intern. I was required to deal with different people and for that it was important to
know how to build professional conversations. It also helped me during weekly meetings
as that requires a certain decorum and professional rules as well which I learned in
business and professional speech during class activities. I also realized that this course
boosted my confidence as a public speaker.

New Theories Learned:

 MS Excel
Before this internship I only knew basics of Excel but now I have learned some functions
like the use of filters and formulas.
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 Microsoft Teams
It was my first experience of using Microsoft Teams for video conferencing. It’s quite
easy and convenient to use for online meetings. Our purpose was to use it for giving
demo to the clients. Though demo is given in person but due to Covid19 it’s given online
through Microsoft teams.

 Cold Calling
In this internship I learned the art of Cold Calling. It’s not possible to know a lot of
people and have warm lead but you can always generate new leads through cold calling
and by filtering out prospect clients prior to cold calling.

 Screening
When there is a huge data of corporate contacts it is important to do screening which
means taking out relevant data which matches our prospects. This was relevant to
understand and know because I could have wasted time in contacting those people who
are not of use to our business so screening helps in keeping aside that information which
is not of use and only keeping relevant information and contacts for future use.

 Networking
We have learned that networking is important for sales or marketing with people from
different industries and who are most likely our prospects. During my internship, I have
learned that networking should not only be limited for the purpose increasing business,
networking within the office with coworkers is equally important. One should always
come up with some small talk to engage with fellow coworkers and ask if they need some
sort of help with their work in return they would definitely be willing to help you out too
which can increase your knowledge as they might be more experienced.

Conclusion:
This internship has allowed me to look beyond the limits I had set for myself earlier. The
experience I gained from this internship will go a long way for me. It’s the learning phase that
matters and the base of professional career. I truly got to know how corporate works, the
challenges that are faced along with the obstacles that are overcome to achieve the goals.
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It has helped me clear my doubts about corporate sales and set a clear path.
Working in Sales allows me to create value in the company by my presence and work. Also, It’s
the hustle attached to this role that makes me feel alive, and I want to keep living it.
Working in Sofcom has definitely made me a better version of myself both professionally and
personally. It’s mostly because of the company’s core values that allows each individual to take
the lead and ownership. it gives a sense of responsibility to the individuals, and I felt the same
working in Sales. Professionally I believe I have raised my bar and standard of the pace I work
at. My sales skills have improved along with negotiation skills. I am able to generate more ideas
and got a clear understanding of its execution as well. My professional networking has increased,
made several connections which will help me in my career. So has my client management, which
is absolutely necessary working in sales. Personally I believe I am more motivated and focused
now and have built a sense of courage to make initiatives and to keep striving for something
better. Most importantly this internship has helped me look straight to what I want to do as a
career along with the kind of culture I want to work in.

Recommendations:

Few recommendations that I could think of and would like to suggest after completing six weeks
of internship at Sofcom are listed below:

 Use of shared excel sheets – use of google sheets as I believe this would help in
alignment of knowing what other team members are up to. Even though there are files on
server to keep the team updated it is beneficial if it’s on google sheets as the files
sometimes create problems in saving which may cause deletion of important data.
 Provide sim cards for cold calling – I think it would be good if sim cards are provided for
the purpose of cold calling from a mobile number to another mobile number creates a
greater impact on clients and helps in relationship building.
 Conduct Daily Huddles – Daily huddles helps in staying updated with the status of daily
tasks and it the team can align upcoming campaigns or pending tasks.
 Should invest more on marketing – I think the budget allotted to marketing and social
media campaigns should increase to create more awareness of the products.
 Proper training for excel – interns should be given proper training for excel as it’s a vital
part of working in corporate so it should be learned extensively.
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