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Training
Handbook
A practical Guide to Summer Training for students of
School of Business, Lovely Professional University
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PREFACE
This handbook is a compendium of sample topics for summer training students. An attempt has
been made to make it as comprehensive and concise as possible. The topics given herein are for
the purpose of guiding the students to choose their summer training projects and can be modified
as per the requirement of the company. The topics have been classified into areas of
specialization for the sake of convenience and clarity. In addition to being a guide for summer
training this book can also be used to peek into the job requirements of various specializations
and can be used to decide on the right specialization for a student.
In addition to sample topics this book contains various guidelines to be followed in order to
derive the maximum benefit out of the six weeks of summer training. It contains the rules of
University and the code of conduct the student is expected to observe during the period of
internship. The hand book also contains a section on the activities which are generally done by
various departments of a company. This shall help in widening the perspective of the students
and also increase the exposure he can receive.
All the formats for the various components of the course have been presented in annexure at the
end of the hand book.
I wish you all the best for your summer training. Have fun!
Dean,
School of Business
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CONTENTS
PREFACE ..................................................................................................................................................... 2
CONTENTS.................................................................................................................................................. 3
PROFESSIONAL GOALS DURING SUMMER TRAINING .................................................................... 7
CODE OF CONDUCT ................................................................................................................................. 7
MARKETING............................................................................................................................................... 8
Survey on preferences for insurance companies with special reference to a particular player ................. 8
ICC World Cup – Effect on the promotions of various products ............................................................. 8
Impact of price on the buying behavior .................................................................................................... 8
Pull Effect in Insurance Sale ..................................................................................................................... 9
Effect of Packaging on sales of consumer products.................................................................................. 9
Marketing Communication needs of Oligopoly Companies ..................................................................... 9
Consumer perception about the company/product/organization ............................................................... 9
Trend analysis of sales during different times of years............................................................................. 9
Effectiveness of Integrated Marketing Plan of the company .................................................................. 10
Market positioning of the products ......................................................................................................... 10
FINANCE ................................................................................................................................................... 10
Working capital management at the organization ................................................................................... 10
Project financing ..................................................................................................................................... 10
Ratio analysis to know the financial position of company ..................................................................... 11
Budgetary control techniques used by the organization ......................................................................... 11
Inventory control techniques used by the company ................................................................................ 11
Cash Conversion cycles and its Impact on the profitability .................................................................... 11
Receivables management techniques used by the company ................................................................... 11
Capital budgeting techniques used by the companies. ............................................................................ 12
Cost reduction techniques used by the company and their effectiveness. .............................................. 12
NPA’s and growing scope of Securitization ........................................................................................... 12
Risk Management in Life Insurance ....................................................................................................... 12
Risk Management in General Insurance ................................................................................................. 12
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(for faculty only to be emailed to the student within 3 days of receipt) ..................................................... 33
ANNEXURE VII: Industry Feedback Form & Attendance Sheet................................................................... 34
ANNEXURE VIII: Guidelines for Summer Training Report ..................................................................... 36
Annexure IX: References ............................................................................................................................ 37
ANNEXURE X: Report on Summer Training ........................................................................................... 44
Sample Title Page ................................................................................................................................... 45
ANNEXURE XI: Report on Summer Training .......................................................................................... 46
Sample Certificate................................................................................................................................... 47
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CODE OF CONDUCT
The students should observe the following guidelines while their summer training.
MARKETING
Survey on preferences for insurance companies with special reference to a
particular player
Insurance is considered one of the most difficult products to sell. The sale is mostly push sales,
driven by the sales agent/ employee. However, the companies spent a lot of money on
advertisement and promotions. The student has to identify the key factors driving the sales and
should try to come up with some ideal Integrated Marketing Campaign design for the product.
The focus has to be on customer interaction and knowing the actual challenges involved in
making the deal happen.
The students have to study the impact of the world cup on the business and the sales of the
company the student is doing internship with.
After the study the student can suggest some modifications in the price quantity combination in
order to maximize the revenue of the product in question. Market Survey for a new product launch2
In an ever prospering middle class there is a perpetual need to new products and product
categories. Confectioneries and beverage unheard of ten year ago, are now a standard part of our
dietary plans. There are studies on the changing demographics of the decision maker in a typical
household purchase decision. Any company looking for additional revenue streams keeps on
launching new products. The student has to do a survey to identify the need/gap in some
category and suggest a new product to be launched in it.
1
This topic can be used by more than one student, varying it as per the company/product in question.
2
This topic can be used by more than one student, varying it as per the company/product in question.
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The student has to find out the effect of marketing communication – in terms of brand recall, in
the decision making process of the individual.
The students need to study their marketing communication needs if any and analyze how their
needs are different from the players in more competitive product/service categories.
This study shall focus on the various aspect of consumer perception ranging from brand recall to
brand equity and the general opinion of people even if they are not customers right now
(potential customers or influencers)
3
This topic can be used by more than one student, varying it as per the company/product in question.
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As a part of this study, the student is required to evaluate the positioning of the company’s
product and judge that whether it is a correct positioning or should the company rework its plans
for the positioning.
FINANCE
Working capital management at the organization
Company’s big chunk of funds usually gets stuck in working capital. In order to run the business
smoothly business needs the appropriate amount of working capital. But working capital at any
time should not be more/less than the requirement of the company. Appropriate amount of
working capital needs to be maintained.
Cash
Receivables
Payables
All three need to be properly managed. Cash conversion cycle needs to be minimized,
Receivable turnover and payable cycle need to be optimized. All the factors have their effect on
profitability of the business. Students will study the working capital management techniques
followed by the company so as to maintain the liquidity while maintaining the profitability and
suggest means to improve the working capital cycle without hampering profitability.
Project financing
In a business companies have to work on new projects in order to enhance their profitability. But
before a new project is taken up its viability has to be checked. It should pass certain parameters.
Once the company decides to go up with a project then the problem of its financing comes. How
to finance a project? Different financing instruments have to be evaluated. Students will study
the financing instruments used by the company for financing a project out of available options.
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Cause for selecting a particular instrument. They will analyze the available instruments and
suggest the company about other profitable options.
Shortening the cash conversion cycle leads to higher profitability and valuation of the company,
provided the other factors are constant. Generally, a drawback of shorter Days’ Sales
Outstanding (DSO) is loss in sales. The students have to study how the companies are achieving
these mutually contradicting objectives and suggest means to improve the cash conversion cycle
without hampering sales.
current receivable management techniques. Whether they are managing the receivables
themselves or using the factoring techniques. How much time it takes to convert
receivables into cash? Find the possibilities to improve the receivable cycle.
banking sector is expected to learn all the banking procedures and what is the use of following
these procedures.
Portfolio Management
Portfolio construction is itself a tedious task. It needs consistent rebalancing of the assets as per
the needs of the investor. Students doing their intern in financial planning will be required to
know all about the construction of portfolio, how and why the portfolios are rebalanced. They
will also study the effect of rebalancing on the portfolio.
Gap Analysis
Students can use the SERVQUAL scale to measure the service gaps existing in the service
delivery system of the hospital. They can find out the causes of the existing gaps. Finally they
can develop strategies to close those gaps and thereby improving the service delivery.
each and every procedure taken in the OPD. They have to find out the lacunae in the service
delivery process and finally develop a model for optimum service delivery.
Medical Audit
Medical audit is one of the major process for achieving quality healthcare service delivery.
Students have to check medical records of the inpatients for a definite time period and also the
past records. They have to find out the missing components in the records. Finally they have to
develop a check list for maintaining the medical records.
The student is expected to undertake a study on the recruitment & selection process of the
particular organization and also study the recruitment & selection technique being followed in
the particular industry and compare the best practices in both the cases.
The students are expected to study the training and development system of a particular
organization. In this project, they can analyze the different techniques of training and
development being employed along with other critical training and development issues like the
proficiency of trainers, expectations from trainees, timing, budget etc.
This topic is an attempt to explore the critical motivation factor for employees over the ages
Remuneration & its impact on motivation levels. The students are expected to analyze the
correlation between Remuneration & Motivation level of employees. Generally it has been
opined that higher remuneration has an impact on the motivation levels of employees but it can
be different for different industries as well as different levels of management. Students can
research the impact of monetary as well as non-monetary benefits on different levels of
management.
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Change management
Change management is an indispensable part of any organization. Students can study different
techniques adopted by organizations for managing change or for reducing the resistance to
change. They can focus on any major change program initiated by the organization and can track
the transition during the unfreezing, movement & refreezing stage.
Talent management
The students are expected to study the different techniques organization employ to groom the
most valuable assets i.e. its employees & how it attempts to build up on its Human Capital by
identifying the high-pots. The students can undertake a study on the different initiatives which
organizations are taking for maintaining the pool of talent through the Assessment Centres &
Development Centres & how organizations are focusing on second line development.
INFORMATION TECHNOLOGY
Study of Supply Chain Management System of an IT Organization
There is a network of interconnected businesses involved in the process of providing product and
service packages required by end customers of an IT company. The students need to study this
network and suggest means to improve its efficiency.
The student is required to analyze the positioning of the IT Products and the related advertising
campaigns.
Impact of Budget and Schedule Pressure on Software Development Cycle Time and
Effort
The project requires analyzing the direct and indirect impact of Budget assigned to project by
management towards the project on development of software in terms of time and effort. At the
end of the study the student should be in a position to critically analyze the effectiveness of the
use of the budget.
RETAIL MANAGEMENT
Study of effectiveness of merchandise availability and consumer shopping behavior
Customers follow a specific pattern of visiting to nearest convenience store. Basically it depends
upon type of merchandise a store has. So effect of merchandise selection by a store manager on
foot fall of a store should be studied.
a study of supply chain management which sometime depends on third party vendor. Generally
the logistics are important factor but largely outsourced. Study about the vari
INTERNATIONAL BUSINESS
Export import policies of the company
The student needs to study the export import policies of the company and relate it with the
prevailing geopolitical and economic conditions of the countries of the world. They should also
study the effect domestic markets have on these policies.
The student will study the market segmentation strategies of the company in two or more
different markets.
Management Compensation
A multinational company has to structure the compensation for the management as per the need
of the country. There are a lot of factors that affect this decision. The student has to study the
management compensation for a company for different markets.
Human Resource
1. Copy of the Standing Orders.
2. Copy of the HR policy.
3. How many statutory returns are being filled on monthly basis (PF/ESI/Labour Dept/
Gratuity/ Insurance, )
4. Copy of all challans for the reference.
5. Bonus policy/ Annual increment policy/ incentive policy,
6. Recruitment process and method of obtaining requirements from the respective
departments.
7. Appraisal methods by the different departments.
8. Maintaining of comparative statements of the competitors.
9. Any SCR activity and its flow and treatment.
10. Forecasting and Budgeting of CSR activities.
11. Calculation of per employee cost to the company and product.
12. Preparation of monthly salary bill and procedure.
13. Calculation of working days and overtime hours.
14. Specific polices for the motivation of the employees.
15. Compensation polices in case of some accident or mishaps in the organization.
16. Staff welfare activities.
17. Staff Training and Development Activities.
18. Monthly Feed Back System of the staff.
19. Promotion Polices,
20. LTA Polices.
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MGN602 : Seminar on Summer training [For All MBAs, M.Com & M.Com (Hons), M. Sc.
(Eco), BBA-MBA (integrated)]
MGN352: Seminar on Summer Project [For BBA (Hons) and B.Com. (Hons)]
MGN350: Summer Project [For All BBAs, B. Com. and B.Sc. –Eco (Except BBA Hons, B.
Com. Hons]
0 0 0 3 0 30 0 70
Course Objective:
Course Evaluation :
Parameter
Description Total Weightage
Continuous Assessment By organization In-charge 20%
(CA)
30%
10%
By Internal supervisor
By Internal Evaluation Panel
End Term Practical (ETP) 70%
Total CA -- 30%
2. Presentation & Written Report Evaluation- By Internal Evaluation Panel 100 70%
Question Handling
Audio/Visual Aids
Introduction to company and Objectives
1. The evaluation procedure of summer training project report will be completed first or second
week of August (As per the notice on UMS).
2. The evaluation panel will consist of two faculty members. The Internal feedback component
will be evaluated one faculty (Mentor) and the ETE component will be evaluated by two
faculty members.
3. Depending upon nature of training a student is undergoing, the student can work on one of
the following four types of reports:
a) Research Project Based Report
b) Consultancy Based Report: for student who are working with faculty on some consulting
assignments.
c) Sales Based Report: for those students are engaged in selling assignment during the
training.
d) Community Development Project: Students are allowed to their summer training with
NGO/ Local and Govt. body/ Faculty for execution of Community Development Project
during the training period. Community Development Project will be an individual
project and a research based project. The students may conduct a survey and explore the
problems faced by the society (rural or urban areas) and attempt to arrive at possible
solutions. They will come out with a report/paper which can be sent to central/state
government/district administration or any other policy making bodies suggesting
improvements in the delivery pattern of the government schemes or proposing fresh
innovative solutions to the problems of the community. Students can also undertake a
project in which they play an active role in actually solving a problem either on their own
or in collaboration with a government agency/ NGO by acting as a catalyst.
Students can also attempt to create Self Help Groups at the local level or even
from among the beneficiaries, to address all issues pertaining to the development of
community.
Projects for Catalytic Role : The students can even plan to act as catalysts for initiating
Community Development Projects by acting as a link between capable & inspired local
individuals or groups, various Government or Non-Governmental agencies & the
beneficiaries.
Counseling for scientific & innovative farming practices like using polyhouses,
cultivating herbs, floriculture, crop diversification etc. in collaboration with
experts from PAU.
Note: If Community Development Project is being done with faculty mentor, then faculty
mentor will be considered as external as well as internal project in-charge. Faculty
mentor will issue the final certificate to student on the completion of the project.
e) Summer Project is allowed only under course code MGN350 i.e. students of BBAs, B.
Com. and B. Sc. Economics only. This project is not available for students of MBA, M.
Sc. Eco., M. Com., BBA (Hons) and B. Com. (Hons). Summer project could be done
P a g e | 28
with faculty. It will be an individual project under the guidance of allocated faculty
mentor. Faculty mentor will be considered as external as well as internal project in-
charge. Faculty mentor will issue the final certificate to student on the completion of the
project.
Summer project will be a research based project. Students can select a project on Social
Problem/ Economic Problem or Industry problem. However topic is to be finalized in
consideration with assigned mentor. Following are some probable project topics.
Chapterization or content of the report must be based upon the assessment criteria
mentioned in Annexure-I.
4. Pedagogy:
All the students are required to do summer training for 6 weeks. (Less than 6 weeks will
not accepted)
The students are required to prepare a report on the basis of summer training which
should be submitted at the time of their presentation.
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1. Project Topic Performa (Annexure-IV) must be submitted to the faculty guide and
respective school training coordinator within seven days after starting the summer training
through e mail.
2. Three fortnightly progress (Annexure-V) reports must be sent in soft copy to the respective
faculty guide and respective school training coordinator by every 15 days interval. Hence three
reports to be send by the students.
Fortnightly Progress Report (Annexure-V) (For Report submission date through E-mail
Training Period from 1st June to 15th July-2017)
3. Faculty Guide would give a feedback on the fortnightly report (Annexure-VI) through email
within 3 days of students mailing the fortnightly report.
4. Hard copy of the fortnightly progress reports (Signed and stamped by company’s official)
must be submitted at the time of the presentation otherwise the marks for the same would
not be given.
5. The students at the time of their presentation must submit Industry Feedback Form
(Annexure-VII) and the Attendance sheet (Annexure-VIII) of their stay at industry which
has to be signed and stamped by the industry project guide.
6. The industry feedback form and attendance sheet should be submitted in the sealed
envelope by the students at their presentation turn to evaluators.
7. One final hard copy of the report along with a CD in pdf format must be produced at the
time of the presentation turn for evaluation. Three Summer Training reports should be made by
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the students-(one is to submit to the respective AO office, one is self-copy which is to be presented
at the time of presentation for evaluation (student copy) and one for submission to company, if
demanded by the company).
8. The front page of the report must be in the prescribed format. (Annexure-XI).
9. While sending the reports through e-mail to faculty guide and training coordinator,
students are required to follow the title of the subject in e-mails, as follows:
Roll no. with section/ Registration no. /Student Name/Name of the report (Either project
topic report or forthrightly
10. All students are informed to complete their Project Report before 31 th of July 2017, as the
evaluation will be scheduled in first week of August (Dates will be announced on UMS).
Students are advised to come along with summer training project reports (Two Reports in
hard copy and PPTs) and be present on these dates for the evaluation of the seminar on the
summer training.
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SCHOOL OF BUSINESS
(To be sent through email to faculty guide as well as to training by prescribed dates)
Mobile No.
(Address)
Date of Joining
Project Topic
Location
Other Responsibilities
Phone No (O)
Mobile:
E-Mail :
___________________________________________________________________________
____________________________________________________________________________
____________________________________________________________________________
____________________________________________________________________________
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______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
(To be signed and stamped by the industry Project guide. This is to be submitted at the time of
presentation by the students in sealed envelope)
____________________________________________________________________________
3. How do you rank him/her on the following 7 attributes? (Please √ at appropriate place)
4. Attendance
_________________
5. What are the prospects of the students of being recruited by the organization on the
completion of his degree? (Please √ at appropriate place)
High Moderate Low
______________________________________________________________________________
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_________________
SCHOOL OF BUSINESS
Paper Size : A4
Margins : 1.5 Inch on left and One inch on all other sides of the page
CHAPTER PLAN
e.g. “As with any investment, working capital exposes the business to risk.” Verma
(2003)
A statement that the work is anonymous (Anon) followed by the year in round brackets:
(c) If the author produced more than one work in the same year:
Use letters to indicate this (probably it is best to arrange the items alphabetically by their
title first):
Singh (2004 b)
(d) When referring to or summarising put both the author(s) and year.
e.g. Verma (2007) describes how the business is exposed to risk by working capital.
GENERAL RULES
(i). Authors
a) Single Author
Family name first, then a comma and space and then personal name(s) or initial(s). e.g.
Singh, A.
b) Two Authors
List the authors in the form above with “&” between them.
c) Three Authors:
List the authors as above with a comma after the first and “&” after the second.
P a g e | 40
d) More than three authors should be listed with only the first named followed by the
Greek term “et al”. This translates as “and others”.
Editors
Editors are treated the same as authors except that Ed. or Eds. is put in brackets after the
editor or editors names.
Corporate Author
A corporate author is a group which takes responsibility for writing a publication. It
could be a society and professional body, an international organization, a government
department or any other group. A government publication should begin with the country,
then the department, then any committee or subcommittee.
(ii) Date
The date of ‘publication’ should be included.
If there are a number of different reissues or reprints of the item give the earliest date of the
edition you are referring to.
e.g. if the information in the book reads “1989 reprinted in 1990, 1992, 1995, 1996, 2000” give
1989.
If it is not possible to ascertain the date put the following: [n.d.] or [undated] or [no date].
(iii) Title
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The title should be copied from the item itself if possible and should be in italics. If there is no
title on the item you may need to invent a descriptive title. In this case you should put it in square
brackets [ ].
(iv) Edition
If there are different editions of the work you should give details of which edition you are using.
e.g 3rd ed
(v) Place
Where appropriate you should include the place where the item was published.
If there is more than one place of publication given choose the first one.
(vi) Publisher
If the item is published give the name of the publisher as it appears on the item.
If the item is unpublished it may still be possible to give the name of the body responsible for
issuing the work.
DETAILED EXAMPLES
(i) Books (or reports)
Information about a book should, if possible, be taken from the title page and the back of the title
page.
Kotler, P. (2006), Marketing Management, 12th Ed. New Delhi: Pearson Publishers Ltd., pp. 1-23.
Publication Publication
e.g.
Roshan, P. & Leary, J. (2003) Financial Analysis. Sebastopol, CA: Cisco Press
Popular serials e.g. Business World, are usually called magazines but more academic
publications are often known as journals.
Kumar, G. B. (2005) Changes Ahead in Health Care Management. HR Magazine, Vol. 50, No
13, pp. 60-61.
Volume Part/Issue
Page Numbers
A web page should be treated similarly to a print work in that it may have an author or editor and
a title. It may be dated and the main site (of which the page is a part) may also have a publisher
and may also give an address in the “about us” or “contact” section. You should include the
address of the web page and also include the date on which you viewed the page.
e.g.
Note:
Submitted by
<Font Size 14><Italic>
NAME OF THE CANDIDATE
<Font Size 16>
Registration No:
<Font Size 14>
in partial fulfillment of Summer Internship for the award of the degree of
<Font Size 14><1.5 line spacing><Italic>
BACHELOR OF BUSINESS ADMINISTRATION (BBA)
<Font Size 16>
School of Business
<Font Size 16>
LOVELY PROFESSIONAL UNIVERSITY
Phagwara, Punjab
<Font Size 14><1.0line spacing>
July, 2019
<Font Size 14><1.5 line spacing>
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Submitted by
Abhay Grover
School of Business
July, 2019
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CERTIFICATE
Sample Certificate
(The certificate is to be printed on Organization Letter Head)
CERTIFICATE
Certified that the summer internship project report “Attrition & Retention
Measures for the Outsourced Sales Force in the Telecommunication Industry”
is the bonafide work of Amanpreet Kaur , Regd. No: 1112340, student of
Bachelor of Business Administration (Hons) of School of Business, Lovely
Professional University carried out under my supervision during June 01, 2019 to
July 16, 2019.