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ASSIGNTMENT

SALES MANEGEMENT

Study of Sales Model of a Job Portal

Naukri.com

SUBMITTED TO:-
PROF. VIBHOR MISHRA
FACULTY: JIML

SUBMITTED BY:-
PRATEEK SHRIVASTAV
CFT07-104
STUDENT: PGDM (2007-09)

Jaipuria Institute of Management, Lucknow

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ACKNOWLEDGEMENT

WITH GREAT PLEASURE, I EXTEND OUR GRATITUDE TOWARDS

PROF.VIBHOR MISHRA, UNDER WHOSE VALUABLE GUIDANCE,

CONSTANT INTEREST AND ENCOURAGEMENT I HAVE BEEN ABLE

TO COMPLETE THE ASSIGNMENT SUCCESSFULLY.

THIS CO-OPERATION IS NOT ONLY USEFUL FOR THIS

ASSIGNMENT BUT WILL ALSO BE A CONSTANT SOURCE OF

INSPIRATION FOR ME IN THE FUTURE.

I AM ALSO THANKFUL TO ALL THOSE WHO HELPED ME

CONSTANTLY IN THE PREPARATION OF THIS ASSIGNMENT

DIRECTLY OR INDIRECTLY.

Jaipuria Institute of Management, Lucknow

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Table of Contents

INDUSTRY PROFILE.............................................................................................5
Current Situation of Job portals...................................................................................................................5
Major Market Players ................................................................................................................................5
Customers of job portals..............................................................................................................................6
Competitors Profile.....................................................................................................................................6

COMPANY PROFILE.............................................................................................8

PRESENT SALES MODEL OF NAUKRI.COM.....................................................9

Sales Modal which company is currently following for B2B sales process.............................................10

PROPOSED SALES MODAL FOR THE COMPANY .........................................11

THE SALES MODAL FOLLOWED BY NAUKRI.COM IS THE MOST COMMON

MODAL FOLLOWED BY MOST OF THE JOB PORTALS IN THE BUSINESS
OF PROVIDING JOBS TO THE JOB SEEKERS; THEY ARE NOT DOING
SOMETHING DIFFERENT SO THAT THEY CAN HAVE A COMPETITIVE
EDGE OVER THE OTHER COMPETITORS IN THE SAME BUSINESS. FOR
GENERATING THE SALES MOST OF THE JOB PORTALS REACH THE HR
PERSONNEL IN THE VERY SAME WAY. NAUKRI.COM IS PIONEER IN THIS
BUSINESS, THEY ARE THE 1ST IN INDIA TO START THE BUSINESS OF
PROVIDING CONSULTANCY SOLUTION TO THE JOB SEEKERS AND
BRINGING EMPLOYERS AND THE JOB SEEKERS TO THE SAME PLATE
FORM, BUT NOW THERE ARE MORE THAN FIFTEEN PLAYERS IN THIS
MARKET WHO ARE FOLLOWING THE SAME METHOD OF SALES AND
THERE IS A NEED FOR NAUKRI.COM TO HAVE A LOOK ON ITS CURRENT
SALES MODAL. THEY CAN NOT DO MUCH IN THE PROCESS OF
GENERATING SALES FROM B2B SALES PROCESS BUT THEY CAN
CHANGE THEIR SALES MODAL OF B2C BY INVOLVING THE JOB
SEEKERS IN THE SALES PROCESS. THIS CAN BE DONE IN TWO WAYS: -
..............................................................................................................................11

1. BY INVOLVING JOB SEEKERS IN THE PROCESS OF SEARCHING THE

PROSPECTIVE EMPLOYERS. ...........................................................................11

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2. BY INVOLVING JOB SEEKERS IN THE PROCESS OF SELECTING MORE

JOB SEEKERS FOR THE DATABASE...............................................................11

1. BY INVOLVING JOB SEEKERS IN THE PROCESS OF SEARCHING THE

PROSPECTIVE EMPLOYERS: - ........................................................................11

COMPANY SPENDS A LOT OF MONEY IN SEARCHING INFORMATION

ABOUT THE PROSPECTIVE EMPLOYERS, BUT IF THEY ALSO INVOLVE
THE JOB SEEKERS IN THE SAME PROCESS THEY CAN INCREASE THEIR
RANGE AS WELL AS THEY CAN REDUCE THEIR COST OF OPERATION.
THE JOB SEEKERS CAN BE INVOLVED IN THIS PROCESS BY
ATTRACTING THEM BY THE BENEFITS THEY PROVIDE TO THE
JOBSEEKERS IF THEY INFORM THEM ABOUT THE FUTURE OPENING IN A
COMPANY IN THE LOCATION TO WHICH HE BELONGS AND IN WHICH HE
IS NOT INTERESTED, OR IF THEY PROVIDE ANY VALUABLE
INFORMATION ABOUT THE PROSPECTIVE EMPLOYERS WHICH IS
USEFUL FOR THE JOB PORTAL. THIS WILL ATTRACT A LOT OF JOB
SEEKERS TOWARDS THE SITE DUE TO REASON OF GRASPING THE
BENEFIT THE COMPANY IS OFFERING TO THEM AND ALSO HELP
COMPANY IN HAVING MORE AND MORE INFORMATION ABOUT THE
PROSPECTIVE EMPLOYERS. ...........................................................................11

2. BY INVOLVING JOB SEEKERS IN THE PROCESS OF SELECTING MORE

JOB SEEKERS FOR THE DATABASE: -...........................................................11

THOUGH THE SITE IS NOT CHARGING ANYTHING FROM THE JOB

SEEKERS, BUT THE PRESENCE OF A LOT OF JOB SEARCH SITE HAS
INCREASED THE CONFUSION IN THE MIND OF THE JOB SEEKERS, THAT
WHICH SITE TO JOIN AND WHICH TO NOT. IF THE DATABASE IS NOT TO
STRONG THEN THE EMPLOYERS ALSO NOT SHOW MORE INTEREST IN
POSTING JOBS IN THAT SITE, WHICH RESULT IN LOSS TO THE
PARTICULAR COMPANY. IF ANY HOW THE DATABASE OF THE COMPANY
IS INCREASED THEN IT IS POSSIBLE THAT SEEING THE DATABASE
MORE AND MORE EMPLOYERS TURNED FOR THE SITE FOR POSTING
THE JOBS, WHICH RESULT IN MORE AND MORE REVENUE GENERATED.
THIS CAN BE DONE BY INVOLVING JOB SEEKERS IN THIS PROCESS. THE
JOB SEEKERS CAN BE OFFERED INCENTIVES IF THEY ARE ABLE TO
BRING A CERTAIN NUMBER OF PEOPLE WHO ARE ALSO SEARCHING
FOR THE JOB. THUS IN THIS WAY THE DATABASE OF THE COMPANY
CAN BE EASILY INCREASED............................................................................11

BIBLIOGRAPHY/WEBLIOGRAPHY...................................................................12

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Industry Profile

Online recruitment∗ uses the power of the internet to match people to jobs. Advertising vacancies
on job sites is particularly effective at getting a high level of response. Not only it generates
hundreds more applications than traditional print advertising, but it also provides job-seeker with
ease and convenience to search and apply for the job of his/her choice from a large pool of
available positions. Their prime focus is to ensure that the person's skills are showcased and
matched suitably with the HR requirements of employers from diverse industries, in a
timesaving and cost-efficient manner. They use databases to hold the information about various
job seekers from different from different fields.

Current Situation of Job portals

If India did not overcome the present economic slowdown soon, some of the country’s job portal
players may have to look for other business options as the industry would be hit badly. The job
portal industry, dependent on economic boom that increased job opportunities, is already under
pressure as the IT companies slowed their campus placement, said industry leaders. India’s
online recruiting industry has seen many buyouts since 2004 when the US-based Monster
Worldwide Inc acquired jobsahead.com for Rs.400 million. Two years later, Television Eighteen
India Ltd (TV18) acquired 50 percent stake in jobStreet.com for an undisclosed sum. In August
this year, Times Business Solutions Ltd, the owner of timesjobs.com bought the database of
CyberMediaDice.com, owned by Cyber Media Careers Ltd. Besides, Consim Info Pvt Ltd, in
which Yahoo! Inc, Canaan Partners and Mayfield Fund have invested around $20.25 million, is
now looking for a strategic partner for its job portal clickjobs.com. At present, the major revenue
streams for job portals are job listing, employer branding and resume access. Other revenue
streams are job fairs, job seeker services, Google ad sense, resume short listing, screening and
advertising.

Major Market Players

1. naukri.com
2. monsterindia.com
3. timesjob.com
4. jobsahead.com
5. jobsdb.com
6. jobstreet.com
7. shine.com
8. yellojobs.com
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source: http://www.sindhtoday.net/south-asia/19094.htm
∗ http://in.yellojobs.com/blog_in/?tag=job-portal

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Customers of job portals

Job portals are mainly for the job seekers and the employers who want good talents in their
firms. The focus of a job portal is to ensure that the person's skills are showcased and matched
suitably with the HR requirements of employers from diverse industries.

Competitors Profile∗

The Company is a leading provider of online recruitment,

matrimonial & real estate classifieds and related services in India. Our business is managed
primarily through four divisions, which comprise online recruitment classified division, online
matrimonial classified division, online real estate classified division and offline executive search
division. The company to address the middle east job market has launched a Gulf version of the
recruitment site. The company also launched a career counseling and guidance site, a
professional networking site and an education classified site.

In January 2004, TimesJobs.com, the fastest growing and most

innovative Indian online recruitment portal, was born with a mission to reach out to all Indians in
the country and abroad and provide them with the best career opportunities available. In
February 2006, TimesJobs.com became the first Indian recruitment portal with an international
footprint by launching its Gulf portal. The Gulf portal is intended as a platform where companies
based in Bahrain, Kuwait, Lebanon, Libya, Oman, Qatar, Saudi Arabia and UAE, converge with
talent from India to satisfy their HR requirements. Not only that, residents of this region can
apply for jobs in Gulf countries and India, through TimesJobs.com.

Monster is present in more than 25 countries all over

the world. It is the biggest job search portal in the world, with a huge database of job seekers in
the various job categories. It was founded by Jeff Taylor in 1994 and operate under flagship of
monster worldwide.

JobsAhead is India's first name in career portals connecting high quality

Indian talent with the very best organizations in India and abroad. According to Forrester
Research, the $7.1billion market is expected to grow as more and more recruiters use the internet
in their search of talent. Leveraging the fast growing native population in India, JobsAhead
pioneered the development of e-recruitment in India.

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source: 1. official websites of various job portals
∗ 2. News papers : Dainik Jagran, Times of India, Economic Times Etc

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JobStreet.com has grown to become one of the leading Internet

Recruitment websites in the Asia-Pacific, revolutionising the way recruitment is done today.
JobStreet.com offers a comprehensive suite of interactive recruitment services. International and
local Asian corporations recruit from JobStreet.com's ever-increasing pool of top talent and
manage their recruitment process through uniquely developed software applications via the
Internet.

Shine.com is a 100% subsidiary of HT media. HT Media Ltd. is one of

India’s largest and most respected names in the media industry, with a wide circulation and
dedicated reader base. With brands like Hindustan Times, Hindi Hindustan, it combines an 84
year old tradition of ethical journalism with progressive business practices.

Yellowjobs.com Yellojobs.com India Private Limited ("Yellojobs.com India") was

incorporated in July 2006 and is a joint venture between two Singapore based privately funded
companies, namely Yellojobs.com Pte ltd (owned 100% by Yello Pte Ltd) an online advertising
company, and Recruit Online. Yello Pte Ltd was founded in 2005 and currently operates ten
websites across eight countries, which are: Yellojobs.com sites in India, Thailand & USA and
Yello classifieds sites in Thailand, India, Singapore, Philippines, Vietnam, Malaysia and
Indonesia.

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Company Profile

The company∗ was launched on March 1997; it is a leading provider of online recruitment,
matrimonial & real estate classifieds and related services in India. Our business is managed
primarily through four divisions, which comprise online recruitment classified division, online
matrimonial classified division, online real estate classified division and offline executive search
division. The company to address the Middle East job market has launched a Gulf version of the
recruitment site. The company also launched a career counseling and guidance site, a
professional networking site and an education classified site.

Naukri.com works under the flagship of Info Edge (India) Limited. The Company was
incorporated on May 1, 1995 under the Companies Act, 1956 as Info Edge (India) Private
Limited. and converted into Public Limited on April 27, 2006. The Company is a leading
provider of online recruitment, matrimonial, real estate & education classifieds and related
services in India. Our business is managed primarily through four divisions, which comprise
recruitment division (operating through www.naukri.com, www.naukrigulf.com, www.brijj.com
and Quadrangle- an executive search agency), matrimonial classified division (operating through
www.jeevansathi.com), online real estate classified division (operating through
www.99acres.com) and online educational classified division (operating through
www.shiksha.com). The company has established and currently maintains a network of 67
offices located in 41 cities throughout India, as well as 2 offices in Dubai, 1 in Bahrain and 1 in
Riyadh, which primarily engage in sales, marketing and payment collection activities for their
business divisions. As on June 30, 2008, our employee strength was about 1,798 persons. They
currently have four subsidiaries- Naukri Internet Services Private Limited, Jeevansathi Internet
Services Private Limited, Info Edge (India) Mauritius Limited and Allcheckdeals India Private
Limited.

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source: www.naukri.com
http://www.infoedge.in

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Present Sales Model of Naukri.com

Naukri.com ∗is mainly in the business of providing consultancy solution for job and resume
services to the job seekers. The sales process is mainly done by selling resume making
facilities, cover letter facilities via there websites and also through their offices in major cities
across India. The companies also generate revenues by allowing the employers to post jobs as
per the requirements. Thus we can say that they operate in both the domains of the business i.e.
B2B as well as B2C.
In B2B, the sale is mainly done by approaching the prospective employer, and by convincing
him that they will provide the best of the talent for the vacancy the employer is having in the
company. The presales preparation is done by collecting in detail information about the
prospective employer, the type of work the organisation is performing, the level of hierarchy,
the compensation package offered by the employer to their employees, the information about
the offices the company is having the employee base and other information. Opening of sales
is done by contacting the HR personnel of the firm and convincing him/her about the offer they
are providing them. They provide attractive offers to the companies like the quality database
they are having, they provide the best of the talent at the lowest price possible. They also
provide discounts to the recruiters for posting jobs in there websites for longer periods. If the
recruiter finds the offer of naukri.com representative effective and suitable for their company,
the company gives agreement for posting the job. Sometimes the recruiter himself visits the
site and searches the resume of the suitable candidate on the website. But this facility is not
free naukri.com also charges from recruiters on account of letting them search the resume on
the website.
In B2C scenario, the situation is bit different, the job seekers are not charged anything for
uploading there resume on the website. Naukri.com sells the resume making services to the job
seekers, by providing them customized resume making services. Most of the job seekers
purchase these services for having a better resume which can impart a better image in front of
the recruiters.

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source: naukri.com
Wikipedia.com
Howstuffworks.com

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Collecting in necessary information

about the perspective employer.

Contacting the HR personnel of the

firm and fixing the appointment
with him.

Convincing him about the offer

which naukri.com make with him.

Closing the sale by assuring the

recruiter that naukri.com has the exact
match which the recruiter needs

Sales Modal which company is currently following for B2B sales

process

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Proposed Sales Modal for the company

The sales modal followed by naukri.com is the most common modal followed by most of the
job portals in the business of providing jobs to the job seekers; they are not doing something
different so that they can have a competitive edge over the other competitors in the same
business. For generating the sales most of the job portals reach the HR personnel in the very
same way. Naukri.com is pioneer in this business, they are the 1st in India to start the business
of providing consultancy solution to the job seekers and bringing employers and the job
seekers to the same plate form, but now there are more than fifteen players in this market who
are following the same method of sales and there is a need for naukri.com to have a look on its
current sales modal. They can not do much in the process of generating sales from B2B sales
process but they can change their sales modal of B2C by involving the job seekers in the sales
process. This can be done in two ways: -

1. By involving job seekers in the process of searching the prospective employers.

2. By involving job seekers in the process of selecting more job seekers for the database.

1. By involving job seekers in the process of searching the prospective employers: -

Company spends a lot of money in searching information about the prospective employers, but
if they also involve the job seekers in the same process they can increase their range as well as
they can reduce their cost of operation. The job seekers can be involved in this process by
attracting them by the benefits they provide to the jobseekers if they inform them about the
future opening in a company in the location to which he belongs and in which he is not
interested, or if they provide any valuable information about the prospective employers which
is useful for the job portal. This will attract a lot of job seekers towards the site due to reason
of grasping the benefit the company is offering to them and also help company in having more
and more information about the prospective employers.

2. By involving job seekers in the process of selecting more job seekers for the database: -

Though the site is not charging anything from the job seekers, but the presence of a lot of job
search site has increased the confusion in the mind of the job seekers, that which site to join
and which to not. If the database is not to strong then the employers also not show more
interest in posting jobs in that site, which result in loss to the particular company. If any how
the database of the company is increased then it is possible that seeing the database more and
more employers turned for the site for posting the jobs, which result in more and more revenue
generated. This can be done by involving job seekers in this process. The job seekers can be
offered incentives if they are able to bring a certain number of people who are also searching
for the job. Thus in this way the database of the company can be easily increased.

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Bibliography/Webliography

1. http://naukri.com/corporate-overview.asp
2. http://timesjob.com/tbsl/timsjob.asp
3. http://jobsahead.com
4. http://jobssdb.com
5. http://jobsstreet.com
6. http://monster.com
7. http://yellowjobs.co.in
8. http://wikepedia.com/job-portals.asp
9. Dr. P.K. Awasthy, “Working of a job portal”, 27 Jan 2008, published in
howstuffworks.com.
10. Kirtika Suneja & Mrinalini Krishna, 12 September 2008, “Slowdown makes job
portals jobless”, published in http://www.rediff.com/money/2008/dec/22bcrisis-
slowdown-makes-job-portals-jobless.htm.

Jaipuria Institute of Management, Lucknow