Table of Contents

1.
Introduction........................................................................................................................
1
2.
Company Overview...........................................................................................................
2
2.1
Company Objective.....................................................................................................
2
2.2
Company Mission.......................................................................................................
2
3.
Department & People......................................................................................................
3
3.1.1
Divisional Hierarchy............................................................................................
3
3.1.2
Disbursement Solution.........................................................................................
3
3.1.3
Collection Solution..............................................................................................
4
4.
Assignments & Contributions............................................................................................
5
4.1
Working for Merchant Solution..................................................................................
5
4.2
Working for Presales...................................................................................................
5
4.3
Significant Contribution..............................................................................................
7
5.
Learning from the Experience...........................................................................................
8
6.
Interaction with the team.................................................................................................
10

7.
Challenges........................................................................................................................
11
8.
Difference between Expectations and Experience...........................................................
12
9.
Academic VS Real Life Work Experience......................................................................
13
10. Influence in Career Path................................................................................................
14
11.
Redoing the Internship..................................................................................................
15
12.
Conclusion....................................................................................................................
16
13.
Appendix.......................................................................................................................
17
Calendar Dates of Journals (Week 1 8)...........................................................................
17

1. Introduction
The main purpose to choose Marketing as my major in under graduation is that I like this
field and the works related to this field. I always wanted to harness my academic
qualifications into this field. bKash Limited, a BRAC Bank organization, is the company
where I completed my internship. The reason behind choosing this company is that they are
the market leader in Mobile Financing Service industry of Bangladesh consist of a wellstructured marketing team. Leaders from various companies have joined bKash and currently
working in this department. So being an apprentice I would get the best opportunity to learn
from them. I wanted new challenges and to learn, improve and develop new sets of skills.
During the internship I had the opportunity to interact with the managers from whom I
gathered the insights of marketing and sales. With the tools and techniques they use, I was
trained for corporate sales. The whole internship period I was in such environment consisting
of friendly culture and the practices focusing on values foster the best learning experience.
This is an experience that helped me apply and differentiate between the theoretical
knowledge from the practices and applications.

Page 1 of 26

2. Company Overview
bKash Limited, a subsidiary company of BRAC Bank Limited and incorporated under the
companies Act 1994 having its registered office at 1 Gulshan Avenue, Gulshan -1, Dhaka1212. bKash is a PSO license holder and is regulated by Bangladesh bank, started in July 21,
2011 as a joint venture between BRAC Bank Limited, Bangladesh and Money in Motion
LLC, USA, and in April 2013 International Finance Corporation (IFC), a member of the
World Bank Group, also became an equity partner of the company.
bKash is now the leading mobile financial service provider in the country with 5,500,000+
bKash account holder and 140,000+ agent points nationwide.

2.1 Company Objective

More than 70% of the population of Bangladesh lives in rural areas where access to formal
financial services is difficult. Yet these are the people who are in most need of such services,
either for receiving funds from loved ones in distant locations, or to access financial tools to
improve their economic condition. Less than 15% of Bangladeshis are connected to the
formal banking system whereas over 50% have mobile phones. These phones are not merely
devices for talking, but can be used for more useful and sophisticated processing tasks. bKash
was conceived primarily to utilize these mobile devices and the omnipresent telecom
networks to extend financial services in a secure manner to the under-served remote
population of Bangladesh.
So the ultimate objective of bKash is to ensure access to a broader range of financial services
for the people of Bangladesh with special focus to serve the low income masses of the
country to achieve broader financial inclusion by providing services that are convenient,
affordable and reliable.

2.2 Company Mission

By providing financial services that are convenient, affordable and reliable, bKash aims to
widen the net of financial inclusion. bKash wants to provide a solution for Mobile Financial
Services, built on a highly scalable Mobile Money platform, allowing people of Bangladesh
to safely send and receive money via mobile devices.

Page 2 of 26

3. Department & People

bKash has a wide range of financial solution to meet specific kind of business need, starting
from your day to day payment to any corporate disbursement or collection from field.
Corporate sales division takes care of these solutions and runs all the sales operations.
Divisional Hierarchy

Disbursement Solution

Fund disbursement to a numbers of beneficiaries in a single click is a now art- which is now
available in bKash for disbursing salaries/grants/any payment. Corporate Disbursement
Page 3 of 26

solution from bKash is now a solution to give you a flavor of automation in payroll. We call it
banking for unbanked people through mobile phone. Through this solution your beneficiaries
can get his payment though a single instruction from you.
Collection Solution

Collecting money from remote place of our country is still a nightmare. bKash made this
nightmare in a reality. You can collect money from anywhere of our country through our
collection solution. Huge distribution coverage with more than 85000 agents is our strengthfrom where you can cash in and make payment from your mobile phone. An online portal
will be available for your instant update of any collection. A reconciliation report will be sent
to you in periodically for your accounts reconciliation.

Page 4 of 26

4. Assignments & Contributions

In my internship, I started to work with merchant solution team, but later I was switched to
presales team. So, first months work was with the merchant team but from the second month
I received training to become a part of the corporate sales team and started to work with the
team.

4.1 Working for Merchant Solution

I was initially assigned as an intern of corporate sales. During this time, I was assigned to
check KYC forms of the Small merchants of the Merchant Solution team. I had to check the
credibility of those forms and correct if there were any mistakes. I had to follow a specific
guideline to complete the task. The compliance guide line has steps to check the
authentication of the forms. My working process was

Check Required Documents

Check Trade License
Check NID

Check Form
Match Details with Documents
Correct & Complete Required Fields

Complete & Submit

Separate Rejected Forms
Submit Completed Forms

4.2 Working for Presales

Working with presales team become fun for me. I enjoyed working with the team. Several
training sessions and in field exercises enabled me to work as a corporate sales person. Here
my job was to present bKash in front of the corporate clients so that they buy our corporate

solutions as their collection or disbursement process. Here the job was challenging as well as
entertaining. With every passing day I gained some experiences. As an apprentice, I had to
work with my line manager and other subordinates and together we attended so many
Page 5 of 26

Corporate meetings. Some of those meeting lead to successful business deal, some remain
unsorted. The following diagram illustrates my work in Presales,

Build Database
Visit Clients
Build Relationship with Clients
Recognize Clients Need
Present Corporate Solution
Negotiate
Sign Agreement
Active Account
Handover to Key Accounts Manager

Lastly, during my internship, I got to work on a project which helped me enhance my

knowledge of the RMG industry and how to sale in the RMG industry which is different from
that of others. Here I couldnt connect the theories I learned. RMG has different working
culture and in that environment common sense is more helpful than theories.

Page 6 of 26

Significant Contribution
bKash Limited started to issue small merchant accounts from the beginning of this year. So,
the process of selecting and approving applicants from various part of the country was an
important task to do. Verification of those applicants credibility and their documentation was
an important assignment. I played a role in that task while I was working for the Merchant
Solution Team.
A project on RMG sector recently assigned on bKashs presales team, where we had to work
on selling corporate solution in that sector. It was a project that required planning. I had the
opportunity to share my ideas and thoughts in that planning.
Viyellatex, a very well-known company of RMG industry of Bangladesh signed their contract
to disburse the workers salary through bKash. Activating their workers accounts was a high
priority task of the company. I was lucky enough to be a part of that task.
I actively participated in the presentation of Corporate Solution of bKash in front of Dhaka
Power Distribution Company Ltd.

Page 7 of 26

5. Learning from the Experience

The learning from the 2 months long internship was immense and it came in all forms. They
can be categorized into the following:
Behavioral
Planning
Technical skills
Knowledge of Industry
Salesmanship & Selling
Most important kind of learning was based on organizational behavior. The 2 month period
tested me both in and out my comfort zone and helped me expand my boundaries. I have
learned how to maintain a sound workplace behavior and how to influence others in making
decisions. Additionally, I learned that sound communication is a very important skill for
organizational success along. I have developed my people skills a lot through this program. I
have learned to communicate with more confidence and ease to different people such as
superiors, officials, consumers etc.
The corporate sales needed me to communicate intensively with people over phone, e-mail
and face to face. In this case I particularly had to communicate with the company managers,
account managers, CEO, CFO who were the key decision makers for the companies. Besides,
I have learned to be empathetic in times and to be diplomatic to avoid conflicts among
personnel for which I had to control my emotions and talk wisely as per the requirement of
the situations. For example, during the accounts activation in Viyellatex I had to work among
the garments workers who were really difficult to handle. They were not cooperative and it
was really difficult to make them understand the purpose of our work. Their documents for
the account were problematic in most of the cases and I had to handle those issues with a
calm mind.
One of the most important learning I obtained was the importance of organizing. I was told
the importance of it on the very first day. This is because in a corporate environment where
everyone is very busy, no one has time to interpret unorganized data and the more organized a
report or communication will be, the better the impression it has on the superiors. The
internship has helped me enhance my skills of working with MS Excel. My supervisor has
been very kind to teach me a few tricks of Excel that will help me in my professional life.
Page 8 of 26

Additionally my superiors helped me providing hints and clues to learn quickly. My

supervisor has provided me with maximum support teaching me many critical tactics of
salesmanship.
I received an extensive training session from my line manager about corporate sales. While it
seems similar to the knowledge I have gathered from my academic learning, there are few
changes. When we actually apply those theories in work we have to make lots of adjustments
and modifications as per the circumstances. Lastly, it can be said that there is quite some
difference amongst our academic learning and what actually is practiced in reality. This is
because, in reality the market is dynamic and consumer preferences are constantly shifting
and in order to adjust with this dynamism, the marketing strategies have to be changed as
well along with the marketing and communication tool. Theories taught in classes were
concrete and systematic; while, strategies and tactics varied depending on the current issues
and unpredictable challenges. The marketing terms used in the field are also quite different.

Page 9 of 26

6. Interaction with the team

bKash Limited has an overall friendly environment where every employee belongs to a team
and all team actually belongs to the bKash family. The organizational culture of the company
focuses on values and gives the overall environment a friendly nature. People at all levels are
very friendly and nurture learning. My supervisor as well as the whole team of Presales has
been very kind and helpful to me. Other than my supervisor, while working on the Merchant
team, I got to talk and gain insights from the Merchant team Manager (S. M. Zahadul Arafin),
the Unit Head of Corporate Sales (A.T.M. Mahbub Alam) and also the CEO of Corporate
Sales. My internship supervisor (Sarabar Kumar Chanda) in particular was always ready to
lend a helping hand and has taught me many things.
In addition to the whole Presales team, I had a very good relation with the Accounts
Management team. They have treated me very well and from time to time helped me to
improve of my work which seemed to have a good notion to it. My interactions were not
limited to these people only. I also successfully interacted with some employees from the HR
department to gain insights about their work as well. I do believe, these interactions will not
be limited to my internship period only but develop into a good relation with everyone.

Page 10 of 26

7. Challenges
There is always an initial resistance to things we find new. However, overcoming these
challenges helped me develop as a person. There are few challenges that I faced during my
internship and they are illustrated below:
Coping up with the workload:
At the initial stages, I had a bit of trouble managing the time as a lot of time was taken
checking trade licenses and National ID. Along with it there was a backlog of 15 days Know
Your Customer forms that we had to clear. Thus the difficulty in managing the time was
causing delay in the handover. However, as time passed by, I found my tricks. One of them
involved sorting the data as much as possible before starting to work on them. This helped
me a lot later on.
Monotonous work:
Working on the KYC forms was a monotonous work and patience was the only trick to deal
with that. As I was impatience initially, I had to face lots of obstacle to complete those tasks.
Later on I tried to be patience and figured out different tricks to make that task interesting.
Finding Locations:
Client visiting was one of the essential parts of corporate sales and it was really difficult for
me to find the business locations. As I am new in the field I rarely knew various clients and
their locations. My team members and supervisor always helped me to overcome this
problem.

Page 11 of 26

8. Difference between Expectations and Experience

There was a good difference from my expectations of the internship programme and the real
experience from the internship. This is mainly because, there are rumors of how the interns
are not treated well and are not given any real responsibility. With an internship at bKash
Limited I knew I wouldnt have to worry about mistreatment but I doubted how much of a
real responsibility will I be provided with?
First and foremost, I was surprised to see the level of flat structure that is exercised in bKash
Limited. I was surprised at how friendly everyone was including the line managers, the CEO
Etc. Additionally, bKashs employees not only are friendly but offer amicable conversations
and valuable advice. When it comes to real responsibility, I was given full freedom to work as
I like given I do not violate any policies. My supervisor explained it all to me and told me
that given that I follow the value of Responsibility & Accountability I was empowered to
continue my tasks on my own. Initially the level of sudden empowerment did shake me up a
little in case I did something wrong. However, I realized what a huge responsibility I was
being given and knew that I wanted to make the most of it. It was a huge opportunity to learn
as well as show my skills and I could not have asked anything more. Overall the internship
provided me an experience above my expectations and it was one of the best experiences I
had in quite some time.

Page 12 of 26

9. Academic VS Real Life Work Experience

With the knowledge I obtained, I knew I could learn much and I knew I could achieve my
learning objectives. I wanted to follow an internship where I could work in the marketing &
communication field, because I always had an interest in that area. While facing the real life
works I gradually figured out that there are few differences between real life works and
academic perspective. From my point of view following points are the differences that I could
noticeTopic
Academic Learning
Real Life Experience

In our learning process, I

In real life, challenges and
found
everything
is taught
problems
can
arise
from
Based on a structure. Cases
everywhere. And most of the
and
scenarios
were
well
cases they do not follow any
defined. So, it was easy to
pattern or structure. So, it
Structure
solve
by
using
obtained

becomes
difficult
to
solve
information.

those using theories. But it is

must that all problems can be

defined
using
academic

theories.

Our regular study enlightens

On contrary,
while
working
us
about
different
uncertain
for real we can realize the
problems but we lack to
gravity
of
the
uncertain
Uncertainty
realize the gravity of this.
problems
most.
The
most
Because while
learning
we
difficult part in real life is to

actually do not face those

prevent
the
uncertain
uncertain problems.

problems.

In our academic life we

But in real life, the scope for
cannot
measure
the severity
mistakes is almost zero and
Severity
for
any minor
mistake. We
the severity of any mistake is
always have the chance to
significant.

redo or learn properly here.

Page 13 of 26

Influence in Career Path

Someone once said that if you do an internship in sales then you will not want to work
anywhere else. After 2 months of my involvement with corporate sales of bKash I discovered
how true it is. The whole internship program had a huge impact on my career plans. I got
motivated enough to work harder to build a proper career and be esteemed part of the Sales
Team of one of the top corporates in Bangladesh. This is because the organizational culture of
bKash is very friendly that I could not imagine working in other companies.
Additionally other factors that influenced my career plans are the good compensation
packages, personal growth, values and motivation on doing something right. bKash Limited
paid a good amount as compensation to both its employees and a notable amount to its
employees as well. On getting a job done properly, my supervisor would always appreciate
me. Thus I wanted to be a part of the Presale team of bKash as a regular employee. bKash
was particularly on top of my bucket list as it has vast growth prospects as well as high
standards.
After doing my internship at bKash, I learned my passion for sales & marketing and was
decided on following a career in this field. I knew that I had the potential to work for the best
companies in Bangladesh. Thus I was decided that either I am going to work for large
companies like bKash, British American Tobacco Bangladesh, Grameenphone Limited,
Marico etc. or follow entrepreneurship with my very own digital agency firm. In the long run,
I want to get an MBA and be a visiting faculty in the top universities so that I can inspire the
young minds and make them realize their full potential.

Page 14 of 26

Redoing the Internship

The internship programme at bKash went very well and it was an experience which is
worthwhile. I learned a lot and interacted with everyone as much as I can. Thus there
wouldnt be too many changes that I would like to bring to the programme if I did it again.
However, there is always room for improvement to anything and thus I would like to improve
on the following:
My knowledge during the internship period was limited to the Corporate Sales. However,
given a chance, I would like to interact with the managers of distributions and learn more
about how distribution works for bKash.
I would like to perform one research on The Effectiveness of Consumer Promotions of
bKash. If I could re-do it, I would acquire the knowledge that how consumer thinks about
bKash.
I would like to interact more with people from other departments as well as from Brand
Building and increase my networking capabilities.
Another important skill that I would like to learn is to know more of how not to let the
monotony get to you and how to keep it interesting in the work place.

Page 15 of 26

Conclusion
As expected, it is an experience that helped me learn a lot, grow as a person and provide me
with valuable knowledge beyond those that I could have obtained from the books. Thus my
experience in bKash Limited was one of the best experiences of my life. I enjoyed it as much
as possible and successfully interacted and built relations with some of the top managers of
the industry. The environment, the people, all nurtured my learning process. I would love to
work for them on a permanent basis someday. This report successfully replicated the
experience of the two months I had worked as an intern in bKash Ltd. and should stand as an
example of what good internship programmes stand as.

Page 16 of 26

Appendix
Journals (Week 1 8)

Page 17 of 26

Weekly
Journal-1
My first week at bKash started with my
introduction with the Business Sales
Division. Initially I started to work with
the Merchant Sales Team.

Work Done:
My first assignment was checking the
KYC forms of small merchants. I had to
follow few particular steps to check one
form. My instructor showed me one and
I started to work as per the instructions.
Checked 200 forms during the week.
Cross checked NID and Trade License
details with the filled up form.
Verified NID and Trade Licenses.
Rejected the fraudulent forms.

Learning & Achievements:

I have learnt the process to check KYC
(Know Your Customer) form.
How to determine the validity of the
National ID card.
Importance of time allocation to
perform any task.

Observation/ Reflection:
Monotonous work reduces the interest
and concentration on the work but
increases the efficiency.
People from rural areas are highly
interested to do business with bKash.

Notable Incidents:
During my first week, I received a
performance appraisal from my line
manager.
I had my ice breaking session with the
whole Business Sales team by playing
cricket match on the Friday.

Page 18 of 26

Weekly
Journal-2
nd

My 2 week at bKash was challenging.

It was a combination of training and the
task I was
doing in my first week

Work Done:
Attended several training sessions with
new team members.
Visited one prospective factory to sale
corporate solution.
Checked 100 forms during the week.
Cross checked NID and Trade License
details with the filled up form.
Verified NID and Trade Licenses.
Rejected the fraudulent forms.

Learning & Achievements:

Learnt companys objective:
Competitive Leadership.
Received detailed knowledge about the
products.
Learnt the process of selling.
Received the training to peach in front
of the corporate customer.

Observation/ Reflection:
bKash has a specific selling process
which is similar to the Global Selling
strategy.
Things that I have learned in my major
courses can be implemented to organize
my works.

Workloads do not create stress if the

management and teammates are helpful
enough.

Notable Incidents:
I had my first corporate lunch with the
team, which helped to build the bond
with the team.

Page 19 of 26

Weekly
Journal-3
rd

3 week in bKash was similar to the 2

week. I had to perform the tasks
assigned by the Merchant division,
where my training for the Presales
division was taking place
simultaneously.

nd

Work Done:
Attended 3 training sessions with new
team members.
Attended 5 client meetings.
Participated in the upcoming sales plan.
Checked 70 forms during the week.
Cross checked NID and Trade License
details with the filled up form.
Verified NID and Trade Licenses.
Rejected the fraudulent forms.

Learning & Achievements:

By the end of the week, I was prepared
to join the Presales team.
Product knowledge and selling
procedures were learnt.
I have understood our products impact
on the economic lifecycle and how to
utilize that as an USP.

Observation/ Reflection:
Corporate sale has major differences
from regular product selling.
The overall training increased my
interest in corporate sale.

bKash has a practice to maintain a

friendly working environment which
motivates the employees and boost their
productivity.

Page 20 of 26

Weekly
Journal-4
The most exciting week of my
th
internship period was the 4 week. With
loads of pressure and new challenges,
the week went in a flash. I was released
from the Merchant team in the
beginning of the week and started to
work as full time Presales team member.

Work Done:
I have made new visits known as Sales
Call.
Made few follow-up calls.
Peached in front of new customers.
Negotiated with one client regarding
rates.
Actively participated in a new sales
plan.

Learning & Achievements:

Achieved the confidence to present in
front of clients.
Received performance appraisal from
team leader and one client as well.

Observation/ Reflection:
bKash is already accepted for its service
and competitors are unable to cope with
its competition.
Our line manager and departmental
head treated us with complementary
lunch and dinner in order to reduce the
extended work pressures.

Notable Incidents:

I have received offer letter from bKash

as an Acquisition Manager in the
Commercial Division, which will be
affected from the end of the internship
period.

Page 21 of 26

Weekly
Journal-5
Week 5 has no variation from week 4.
My work is becoming routine.

Work Done:
I have made new calls.
Made few follow-up calls.
Peached in front of new customers.
Visited clients with senior colleagues.

Learning & Achievements:

Achieved the confidence to present in
front of clients.
Learning various new techniques to
handle different situations

Observation/ Reflection:
Common sense is the major requirement
while working with clients.
Counselling from experienced
colleagues helps in the field.

Page 22 of 26

Weekly
Journal-6
Work Done:
Visited Viyellatex, a garments factory
situated at Tongi.
I have made new calls.
Made few follow-up calls.
Peached in front of new customers.
Visited clients with senior colleagues.

Learning & Achievements:

Different working environments needs
different measurements
Learning various new techniques to
handle different situations

Observation/ Reflection:
It is difficult to work with workers.
Strategies and theories do not work on
factory.

Notable Incidents:
I worked one day in side a factory and
that was a new experience for me.

Page 23 of 26

Weekly Journal-7
Work Done:
Activating accounts in Viyellatex. I have made new calls.
Opening personal accounts for the factory workers.

Learning & Achievements:

Different working environments needs different measurements
Learning various new techniques to handle different situations

Observation/ Reflection:
It is difficult to work with workers.
Strategies and theories do not work on factory.

Weekly Journal-8
Work Done:
I have made new calls.
Made few follow-up calls.
Peached in front of new customers.
Visited clients with senior colleagues

Learning & Achievements:

Received performance appraisal from team leader and clients as well.

Observation/ Reflection:
As days are passing by Im finding more interest in corporate sales

Notable Incident:
We delivered Baishakhi Gifts to our existing and potential customers.

Page 24 of 26