PROJECT REPORT ON

THE EFFECTIVENESS OF SALES PROMOTION IN

In partial fulfillment of PGDM Degree 2009-11 Submitted ByMANISH KUMAR SINGH PGDM (2009-11) Redg no: 420921105

Regional College of Management,

CHAKADOLAVIHAR, CHANDRASEKHARPUR-751023 BHUBANESWAR, ODISHA.

ACKNOWLEDGEMENT

I wish to acknowledge my specific indebtness to Prof.Dr.PRABIR PAL Director, REGIONAL COLLEGE OF MANAGEMENT Bhubaneswar,who brought this opportunity to perform summer training programme. I wish to extend my sincere gratitude towards Mr.KIRAN KUMAR BEHERA (Reliance World) for accepting me as a summer trainee and assigning this project to me. I am extremely grateful to my teacher Mr.PRABHURAM TRIPATHY for his valuable guidance and best possible help during my project work. I deeply thank my parents for their moral support and advice which enabled me to achieve success in the project work. Thanks to other summer trainees as well for their valuable co-operation and suggestions given me throughout.

DECLARATION

The researcher hereby declares that the dissertation is a result of his own research work and the same has not been previously submitted to any examination of this university or any other university.

Place- BHUBANESWAR Date-

MANISH KUMAR SINGH

PGDM, 420921105

TO WHOM IT MAY CONCERN

This is to certify that Mr. Manish Kumar Singh a student of Regional college of management, Bhubaneswar has undergone the summer internship project at RELIANCE WORLD, FORTUNE TOWER, BHUBANESWAR as partial fulfillment of his 2 year PGDM Programme under AIMA, New Delhi. This title of the project is THE EFFECTIVENESS OF SALES PROMOTION IN RELIANCE COMMUNICATION The researcher had taken sample space to carry out the summer internship project and interacted with 100 respondents in order to obtain their satisfaction and perception parameters of company. I appreciate hard work done by the researcher and wish him all the success in his professional endeavor.

Mr. Prabhuram Tripathy (Lecturer, Marketing Department) Regional college of management. Bhubaneswar, Odisha.

GUIDE CERTIFICATE

This is to certify that MANISH KUMAR SINGH continuing PGDM in Regional College of Management, Bhubaneswar, Orissa bearing Regd. No. 420921105 of the batch 2009-11. Successfully accomplished the summer internship project in the topic entitled The Effectiveness of
Sales Promotion in Reliance Communication under my supervision

and guidance. Mr. Manish Kumar singh has put his every effort to extract something new thought this management research and the above said topic. To my knowledge and belief this research result are new and has been submitted anywhere else rather of the sole purpose of SIP of Regional College of Management, Bhubaneswar. I wish him every success and achievement throughout his life and also in his academic endeavor.

MR. KIRAN KUMAR BE ERA STOR MANAGER, RELIANCE WORLD. FORTUNE TOWER. B UBANESWAR, ODISHA.

WHY THIS TOPIC?

In todays competition in the field of business, it is must for a company to have full information about the opportunities available in the market before entering into a new market. This enables the company to exploit the fill potential of the market & to meet the expectations of the customer. For this purpose, an effective survey is required. After going through the complete profile of the RELIANCE COMMUNICATION LTD. Surveyor knows about the services provided by the RELIANCE. It has many vibrant and attractive schemes in comparison with his competitors in the market. Hence, surveyor has chosen this topic keeping in mind that his survey work will definitely help the organization in making a positive remark before customers, regarding the services been provided so far.

TABLE OF CONTENTS
S.NO. 1. TOPIC Company Profile  About Reliance Communications  Reliance Group  Awards & Recognition  Mission  Vision of Company Products  Fixed Wireless Phones  Mobile Phones(CDMA) 3. Plans  Post Paid (CDMA)  Prepaid plans (CDMA) Research Methodology  Objectives  Importance  Research & Findings  Graphical representation  Leanings Market Share Comparison SWOT Analysis Conclusion Recommendation Bibliography Annexure(QUESTIONNAIRE) Abbreviations

2.

4.

5. 6. 7. 8. 9. 10. 11. 12.

Think big, think fast, think ahead. Ideas are no ones monopoly. - Dhirubhai H. Ambani

ABOUT THE COMPANY

Reliance Communications is the flagship company of the Anil Dhirubhai Ambani Group (ADAG) of companies. Listed on the National Stock Exchange and the Bombay Stock Exchange, it is Indias leading integrated telecommunication company with over 35 million customers. Our business encompasses a complete range of telecom services covering mobile and fixed line telephony. It includes broadband, national and international long distance services and data services along with an exhaustive range of valueadded services and applications. Our constant endeavor is to achieve customer delight by enhancing the productivity of the enterprises and individuals we serve. Reliance Mobile (formerly Reliance India Mobile), launched on 28 December 2002, coinciding with the joyous occasion of the late Dhirubhai Ambanis 70th birthday, was among the initial initiatives of Reliance Communications. It marked the auspicious beginning of Dhirubhai dream of ushering in a digital revolution in India. Today, we can proudly claim that we were instrumental in harnessing the true power of information and communication, by bestowing it in the hands of the common man at affordable rates. We endeavor to further extend our efforts beyond the traditional value chain by developing and deploying complete telecom solutions for the entire spectrum of society.

EXECUTIVE SUMMARY

BOARD OF DIRECTORS

y Mr. Anil D. Ambani Chairman y Mr. A.K PURWAR Director y Mr. S.P TALWAR Director y Mr. DEEPAK SHOURIE Director y Mr. J.RAMACHANDRAN Director y Mr. SATISH SETH Managing Director

COMPANY SECRETARY & MANAGER

y Mr.Hasit Shukla

AUDITORS
y M/s. Chaturvedi & Shah

y M/s. BSR & Co.

WIRELESS NETWORK IN INDIA

RELIANCE GROUP

Reliance Anil Dhirubhai Ambani Group, an offshoot of the Reliance Group founded by Shri Dhirubhai H Ambani (1932-2002), ranks among Indias top three private sector business houses in terms of net worth. The group has business interests that range from telecommunications (Reliance Communications Limited) to financial services (Reliance Capital Ltd) and the generation and distribution of power (Reliance Energy Ltd). Reliance ADA Groups flagship company, Reliance Communications, is India's largest private sector information and Communications Company, with over 30 million subscribers. It has established a pan-India, highcapacity, integrated (wireless and wire line), convergent (voice, data and video) digital network, to offer services spanning the entire infocom value chain. Other major group companies Reliance Capital and Reliance Energy are widely acknowledged as the market leaders in their respective areas of operation.

AWARDS & RECOGNITION

y y 2009 Reliance Mobile, India's Top 25 Marketers Awards 2009, Pitch, November 09 CMOs Council Brand Leadership Award to Reliance Communications, November'2009

y y

World Brand Congress, Chair for Yr.2009 -10 granted to RCOM, November'2009 Business Today along with TAM rated Simply Reliance TVC as the most watched Ad in the month of October 2009.
2008 Total Network TVC s Kedarnath & Highway rated as No.1 campaign in India for the month of Aug 08 & Sept 08 Anil Ambani The Telecom Person of the Year 2008 by Light Reading 2007
January 10

y y

Reliance Communications adds a record 1.4 million subscribers in December 06

January 18

Say Hello on Reliance Simply 2030

January 30

Reliance joins Lenovo and Intel for "Internet on the Move"

February 2

Reliance Communications market capitalization tops Rs 1 lakh crore (1 trillion rupees or 24.39 billion US dollars) on Bombay Stock Exchange
February 16

Reliance Communications offers best value on roaming

March 23

Govts Rural Telephone Scheme(RDEL)through Reliance Communications successfully closes by March 31,2007
April 6

Reliance Communications acquires 1.2 million subscribers in March 2007.

May 2

A Classic Bonanza Reliance Communications unveils handsets @ Rs 777

May 10

Reliance sets a new record, one million Classic handsets sold in just one w eek
May 14

Reliance Communications launches Classic Color Bonanza - Color handsets @ Rs

MISSION

Excellence in Communication initiatives

y To attain global best practices and become a worldclass communication service provider guided by its purpose to move towards greater degree of sophistication and maturity. y To work patiently with novelty and dedication with a motive to achieve excellence in quality, reliability, safety in products &service as the ultimate goal. y To earn trust and confidence of all stakeholders, exceeding their expectations and making the Company a respected household name. y To consistently achieve high growth with the highest levels of productivity. y To be a technology driven, efficient and financially sound organization. y To contribute towards community development and nation building. y To promote a work culture that fosters individual growth, team spirit and creativity to overcome challenges and attain goals. y To encourage ideas, talent and value systems. y To uphold the guiding principles of trust, integrity and transparency in all aspects of interactions and dealings.

VISION

We will leverage our strengths to execute complex global-scale projects to facilitate leading-edge information and communication services affordable to all individual consumers and businesses in India.

We will offer unparalleled value to create customer delight and enhance business productivity.

We will also generate value for our capabilities beyond Indian borders and enable millions of India's knowledge workers to deliver their services globally.

PRODUCT

DEFINITION:
A product is a bundle of physical service and symbolical particulars expected to yield satisfaction benefits to the buyers.

(Phillip Kotler)
A product is a complex of tangible and intangible attributers, including packaging, colors, price, manufacture and retailers service which the buyer may accept as offering satisfaction of wants of needs.

(William J Stanton)

RELIANCE FIXED WIRELESS PHONES

Current models

CLASSIC 2208

CLASIC WP 820

LG LSP 410

CLASSIC WP 82

RELIANCE MOBILES

BLACK BERRY HANDSET MODELS

POSTPAID PLANS

Rental Clip Plan charges Monthly commitment Free SMS(Rs) Local/National * Excluding Roaming Free Local Talk Time Worth Rs. * Excluding Roaming Local/Intracircle Reliance GSM Reliance CDMA Offnet Mobile Offnet Fixed Intercircle Reliance GSM Reliance CDMA Offnet Mobile International US, Canada, Fixed Lines In Europe, Australia, New Zealand And South East Asia Mobile Phones In Europe, SAARC, Gulf, Middle East, UAE, Africa And Rest Of The World. Bissau, Nauru, Norfolk Island, Sao Tome, Sakhalin, Solomon Island, Tokelau, Tuvalu, Vanuatu Rate/SMS (164 characters) Local SMS (Reliance GSM Local SMS (Reliance CDMA) Local SMS Offnet National SMS (Reliance GSM) National SMS (Reliance CDMA) National SMS Offnet International SMS National Roaming Plan Local Outgoing Calls - Reliance GSM Local Outgoing Calls - Reliance CDMA Local Outgoing Calls Offnet STD Outgoing Calls - Reliance GSM STD Outgoing Calls - Reliance CDMA STD Outgoing Calls Offnet Incoming Calls Roaming SMS Local (Reliance CDMA) Local (Reliance GSM) Local (Offnet) National reliance (GSM) National (Reliance CDMA) national (Offnet) ILD call rates on Roaming US, Canada, Fixed Lines In Europe, Australia, New Zealand And South East Asia

99 Nil Nil Rs.99 Rs99 0

199
NIL NIL Rs 199 Nil
Rs 150 Local+STD, Onnet + Offnet Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec

299
NIL NIL

Rs 299 nil
Rs 299 Local +STD, Onnet + Offnet

0.50 0.50 0.50 0.50

0.50 0.50

Rs 1/ 180 sec Rs 1/ 180 sec Rs 1/ 180 sec Rs 1/ 180 sec

Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec

Rs 1/ 180 sec Rs 1/ 180 sec Rs 1/ 180 sec

0.50
Rs.6.4

Rs.6.4

Rs.6.4

Rs 9.19 Rs.40.00/min

Rs 9.19 Rs.40.00/min

Rs 9.19 Rs.40.00/min

0.50 0.50 0.50 0.50 0.50 0.50

0.50 0.50 0.50 0.50 0.50 0.50

0.50 0.50 0.50 0.50 0.50 0.50

Rs 5
0.50 0.50 0.50 0.50 0.50 0.50 0.50 0.50 0.50 0.50 0.50 0.50 0.50

Rs 5
Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec Rs 0.01/sec

Rs 5
Rs 1/ 180 sec Rs 1/ 180 sec Rs 1/ 180 sec Rs 1/ 180 sec Rs 1/ 180 sec Rs 1/ 180 sec

Rs 1/ 180 sec

0.50 0.50 0.50 0.50 0.50 0.50

0.50 0.50 0.50 0.50 0.50 0.50

Rs .6.40

Rs .6.40

Rs .6.40

PREPAID PLANS
Simply Reliance Plan MRP I/c Validity Rs.48 Lifetime*

Special Tariff for lifetime All Local Calls All STD Calls National Roaming All Local & STD Outgoing calls All Incoming calls International Call Rates : Countries/Region USA, Canada, Fixed lines in Europe, Australia, New Zealand Mobile phones in Europe, Bangladesh, Bhutan, Maldives, Gulf, Middle East, UAE, Africa, Rest of World Cook Island, Cuba, Diego Garcia, Guinea Bissau, Nauru, Norfolk Island, Sao Tome, Sakhalin, Solomon Island, Tokelau, Tuvalu, Vanuatu Satellite calls to Inmarsat region (00870) - call rate at Rs.5.83/second Local Application 50p Rs.3 50p Rs.5 Rs.6.40 per min. Rs. 9.19 per min. Rs. 40.00 per min. 50p 50p 50p 50p

SMS#
Vouchers(Rs.) Talk time(Rs.)

National International

Promotional Talk time(Rs.)

Total Talk time(Rs.)

10 20 30 50 100 200 300 400 500

7.07 16.13 25.20 43.33 88.66 181.32 271.99 362.65 453.31

Nil Nil Nil Nil NIL 18.68 28.01 37.35 46.69

7.07 16.13 25.20 43.33 88.66 200 300 400 500

RESEARCH METHODOLOGY

Methodology in the applied sense refers to various methods used by the researcher right from data collection and various techniques used for the same for interpretation and inference. Methods and techniques are often used synonymously in research literature. Research methodology is what must be done, how it will be done, what data will be needed, what data gathering will be employed, how sources of data will be selected and how the data will be analyzed and conclusions reached. When we talk of research methodology we not only talk of the research methods but also consider the logic behind the methods we use in the context of our research study and explain why we are using a particular method or technique and why we are not using others so that research results are capable of being evaluated either by the researcher himself or by others.

OBJECTIVES OF THE RESEARCH

The basic purpose of the research was to identify the position of the RELIANCE. The key objectives of the research are as follows: (1) (2) (3) To know about the how they get training. To know about the employees satisfaction from training. To make the employees aware about the new product and plans and with this to know exactly what type of plans does the customer wants to use.

(4) Ask them to take the complete view of the customer about the RCIL and its services and thus to generate need of Reliance products. (5) With the help of the questionnaire the company can make important changes in the training procedure

IMPORTANCE OF THE RESEARCH

Significance of research and research leads to invention. Following facts highlight the importance of the research. (1) Research facilitates logical or scientific thinking process which leads towards flow less strategy formulation. It facilitates identification of trends which ultimately responsible in marketing opportunities. Decision making becomes researched phenomenon. easier for well

(2)

(3)

(4)

Research is important in solving various operational and planning problems of business and industry. It helps understanding perception of the employees about the training and accordingly designs the training process.

(5)

Major Data Collection methods

I. Secondary Research Data from the company itself a) Internal which the company already secondary data has. Data from the magazines and b) External news papers, secondary data II. Survey Research a)Telephone interviews
c)Mail interviews c)Personal interviews Home interviews y Intercept interviews III. Field experiments y Collection of information from respondents via telephone Collection of information from respondents via mail or similar techniques Collection of information in a face-to-face situation. Personal interviews in the respondents home or office Personal interviews in a central location, generally a shopping mall Manipulation of the independent variable(s) in a natural situation.

RESEARCH AND FINDINGS

There are many types of the research like descriptive, applied, causal&exploratory. a. Descriptive research: This method used to search the facts by defining the current scenario. We can arrive at definite conclusion after applying this technique. b. Exploratory research: This research is conducted through a group where the problem is stated and its major cause are eliminated and proceeding further with these root cause. c. Applied research: This research helps in identifying the immediate solution of a problem. This research deals with real life situation d. Causal research: This research are conducted to establish a cause and effect relationship between variables .This research needs a specific laboratory such as interview room ,one -way mirrors ,video equipments, tape recorders and so on

AREAS SURVEYED
In my project time I have visited in many areas in BHUBANESWAR so here is the information about the company which I have collected from them.Areas Surveyed: MAITREE VIHAR  MANCHESWAR INDUSTRIAL ESTATE  BAPUJI NAGAR  Unit-3  OBSERVATIONS The schemes of RELIANCE COMMUNICATION are better in comparison to other.  RELIANCE COMMUNICATION CDMA has a facility of Auto Roaming with better roaming plan.  RELIANCE COMMUNICATION have strong customer segment in corporate.  Billing problem  Strong scheme for postpaid plan.

MAITREE VIHAR
reliance airtel idea bsnl others

others 7% bsnl 26% reliance 32%

idea 15%

airtel 20%

OBSERVATION DRAWN

I i t l I f t i

it ti l fl .BS I . il i i

i l t

t i ti ffi f ill Y, i l . ll .P ti

i l

ti l

t l ,f t t l i A A l f li , it BS i t .

, ll l

f li t t li i , AI K , AI VI A , A t ft l i t t ti i t t i l t i

MANCHESWAR INDUSTRIAL ESTATE

reliance

airtel

idea

b nl

other

b nl 3 %

idea 13%

OBSERVATION DRAWN

t ti it i i

Si i i ti l . f i ti ffi .A BS i i t l i i li i i t i i it i i t i it tt i l . li i l it i t ti f i t l ft t i .

other 8%

reliance 26%

airtel 23%

t it i f

ll l

BAPUJI NAGAR
reliance airtel idea bsnl others

others 6% bsnl 29%

reliance 24%

airtel 23%
idea 18%

OBSERVATION DRAWN

B i li l t

ti l. l , i t l, i t t j i ill il

i l li t t . it t i

t li i .

li tl

t it f li f ll tl t t i li

tl it l t ff

U IT- 3
reliance airtel idea bsnl others

OBSERVATION DRAWN

Unit i f t li nt , t ffi nd identi l es. et l ti n f ill llecti n cent e t P eople prefer BS ore. But reliance eing t e oldest square f BS player as retained its arket share in comparison to snl and Airtel .But Airtel coming late has een successful in capturing a reasonable m arket share.

id a 16%

bsnl 9%

airt l 3%

th rs %

r lian %

PROMOTIONAL WORK
Sal s promotion is one of the four aspects of promotional mix. (The other three parts of the promotional mix are advertising, personal selling, and publicity/public Relations.) Sales promotions are non-personal promotional efforts that are designed to have an immediate impact on sales. Media and non-media marketing Communications are employed for a pre-determined limited time to increase Consumer demand, stimulate market demand or improve product availability. Examples include:
y y y y y y y

Coupons Discounts and sales, including Blue Cross Sale Contests Point of purchase displays Rebates Free samples (in the case of food items) Gifts and incentive items.

Sales promotions can be directed at the customer, sales staff, or distribution channel members (such as retailers). Sales promotions targeted at the consumer are called cons mer sales promotions. Sales promotions targeted at retailers and wholesale are called trade sales promotions. Some sale promotions, particularly ones with Unusual methods are considered gimmick by many. Under sales promotion I have done a survey for the web world franchisee and for that I have visited some areas which are as followsJANPATH MANCHESWAR BAPUJEE NAGAR MAITRI VIHAR JAYDEV VIHAR I have distributed the pamphlets, door to door or company to company selling, and have put stalls in the INDRADHANU MARKET, NAYAPALLY FOR TWO DAYS.

LEARNING
Doing a project in RELIANCE COMMUNICATION in BHUBANESWAR city, was a great opportunity to practically understand and experiencing the marketing field. I express my deep sense of gratitude to RELIANCE COMMUNICATION for giving me this opportunity and for providing platform to undergo training, and get the valuable knowledge of telecom industry.  As RELIANCE COMMUNICATION is a telecom company the project was totally a marketing project hence it helped me to practically understand the telecommunication services.  The company helped to understand various schemes.  The company also helped me to understand every step of their competitors in the market.  During the survey it is observed that what are the real problems faced by the customer.  Meeting different people in various segments, interviewing with corporate and actual users helped me to learn the basics of telecom industry.  During the survey I came to know the real competition between the major players of telecom industry. It helped me to understand the future of telecom industry with its opportunities and threats.

CDMA Market Share

Reliance TATA INDICOM VIRGIN

% 0%

38%

Reliance 59%

GSM Market Share



Reliance

Airtel

vodafone

Idea

BS

Aircel

eliance 3%

Idea 13%

vodafone 23%

BS 23%


Aircel %
Airtel 33%

Top companies in terms Revenue (2009-2010) In INDIA

Rank
COMPANIES Revenue (in billions

BSNL
2 3 4 5

$7.03 $7.25 $ .69

BHARTI AIRTEL RELIANCE VODAFONE

IDEA

$54.78 $2.5

CELLULAR:
Rank
COMPANIES Revenue (in billions

2 3 4 5

Bharti Airtel Reliance VODAFONE BSNL Idea Cellular

$7.25 $44.69 $54.78 $7.03 $2.5

FIXED:
Rank
COMPANIES Revenue (in billions

2 3 4

BSNL MTNL BHARTI AIRTEL

RELIANCE

$7.03 $2.2 $7.25 $44.69

Top Telecom Operators (Based on Subscriber) IN INDIA

Telecom companies

NO of subscribers (09-10)

Bharti Airtel Vodafone

118,864,031

91,401,959 BSNL 62,861,214 IDEA Cellular Aircel

57,611,872 31,023,997 100,000,000 (recent data)

Reliance CDMA

COMPARISION OF PLANS Reliance and Idea (postpaid)

Plan name
Simple RS 199

Type
Pay per second

Billing pulse
1second

Rent
Rs199

Free talk time

Worth Rs 150

Free SMS
Nil

Simple Rs 299 Simple Rs 99

Pay per call Pay per minute

3 minutes 1minute

Rs299 Rs 99

Worth Rs 299 Nil

Nil Worth Rs 99

RELIANCE IDEA
Plan name Super seconds (Rs 250) Super minutes (Rs 250) Type Pay per second Pay per minute Billing pulse 1 second 1minute Activation Cost Rs 250 Rs 250 RENT 299 299 Free talk time Rs 175(usages home circles) Rs 225(usages in home circles Free sms n/a n/a

OBSERVATIONS DRAWN
Idea only have Rs 299 rental plans .But it has segmented these plans into super seconds &minutes plans where talk time of Rs -175&Rs 225 is given. But reliance is giving Rs 150 talk time in Rs 199 scheme where billing pulse is per second & Rs 299 talk time in Rs 299 plan where billing pulse is 3minutes. IDEA takes an activation charge of Rs 250 as well which is a extra cost incurred by customer. So reliance 299 scheme is a better option to have. But reliance should also think of other two plans as well.

RELIANCE
Plan name
Simple RS 199

Type
Pay per second

Billing pulse
1second

Rent
Rs199

Free talk time

Worth Rs 150

Free SMS
Nil

Simple Rs 299 Simple Rs 99

Pay per call Pay per minute

3 minutes 1minute

Rs299 Rs 99

Worth Rs 299 Nil

Nil Worth Rs 99

AIRTEL
Plan name Beginner Rs 149 Type PAY PER MINUTE Billing pulse PER MIN Rent Rs 149 Activation cost Rs 500 Free talk time Rs 100 will be added every month from the activation cost Free talk time of 149 from Airtel to other local mobile with Rs 100 will be added every month from the activation cost Free talk time of 149 mins from Airtel to other local mobile with Rs 100 will be added every month from the activation cost Free SMS N/A

Executive Rs 199

PER MIN PAY PER MINUTE

Rs 199

Rs 500

150 SMS free per month

Youth Rs 249

PAY PER MINUTE

PER MIN

Rs.249

Rs 500

200 per month sms free

OBSERVATION DRAWN: Reliance is giving talk time of Rs 150& Rs 299 in the plans of 299 &199. Whereas Airtel i s giving 149 talking mins from Airtel to local mobile .So It is better to have reliance postpaid than to take Airtel. But one threat which reliance poses from AIRTEL IS THE 200 free Sms that is given in plans (Rs 199& Rs 249).

SWOT ANALYSIS OF RELIANCE COMMUNICATION

STRENGTH
y y y y
Big brand name The new technology launcher (CDMA)

WEAKNESS
y y
Billing problems/locations Battery life of hand sets

Good network in INDIA Recently reach to a mark of 100 million subscribers in INDIA.

OPPORTUNITIES
y y y y y Introduction of black berry phones Growing data card market Growing market of CDMA phones Establishment of new business. Simply unlimited plan launch
y y y y

THREATS
Launch of B.S.N.L prepaid USB modem Big market share of Airtel growing in ORISSA Free Sms per month plan given By Airtel Threats from idea post paid plans

CONCLUSION

Reliance communication is a very big brand name and I am very thankful to the Reliance people to help me in completing my project in Reliance world. Reliance world provides me the good opportunities to make my skills stronger in marketing. I express gratitude to my project guide Mr. KIRAN BEHERA for giving me his useful guidelines and important time. While doing this project I have talked with many people and came to know about the market and I learnt that how the companies works and what they have to do for retaining their position in the market. Reliance world has trained me to face the challenges whatever in the market.

RECOMMENDATION
After completing my work on consumer perception towards reliance telecom services (postpaid mobiles & prepaid mobile phones CDMA) of Reliance world I want to recommend some important facts to the company about its products. y Company should come with some good and effective plans to make the customer satisfied. y Company should move towards the good customer relations so company should plan for the customer relationship management. y Reliance Communications is having good range of its products that is why they are challenging the competitors so make it large. y Sales Executives are not getting proper guidance and support from the seniors because of heavy workload on them so there is a need to manage workload so managing manpower is also a big task to do. y Majority of respondents complain about the after sales services like billings, and interruption in the network so the quality of after sales services should be improved. y Customer care services are very poor company should improve that part also. y Device installation and registration on site should be easier to work so that customers need not to give more papers at the time of purchasing a new connection. y Reliance Communication should make such strategies which suits the companys name and brand. Reliance Communication is already having a good brand image.

BIBLIOGRAPHY
WEBSITES: WWW.Reliancecommunication.com www.google.com

BOOKS PREFFERED: Marketing Management- Philip Kotler Marketing Management- AIMA STUDY Material NEWS PAPERS: THE ECONOMIC TIMES THE TIMES OF INDIA

ANNEXURE
QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE POSTPAID

Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contact no. Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the telecom services you are using? Reliance Airtel Idea Vodafone

Bsnl

other

2) If other then Reliance then Is there any possibility for other service provider? Yes No If Reliance then which one? Prepaid Post-paid

3) Do you know about the new plans in Reliance post -paid?

Yes 4) Which plan are you using currently and what is your bill? Plan - - - - - Bill - - - - - - -

5) Do you want to take any post paid connection with these plans?

(After telling him all the plans according to his usage of phone) Yes No

QUESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE NETCONNECT DATA CARD & USB MODEM

Name of the company _ _ _ _ __ _ _ ___ _ _ _ _ _ _ _ _ _ Address _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ Contact no. Handled person __ _ _ _ _ _ _ _ _ _ _ _ __ _ _ _ _ _

1) What are the internet services are you using? Reliance Airtel BSNL other 2) How much is your monthly bill? Bill Amount - - - - - -

VSNL

3) Do you know about the Reliance net connect data card and USB Modem? Yes No 4) You are using internet on Laptop Desktop Both 5) What is your usage? Surfing more Downloading more

6) Do you want to take any one with these plans?

(After telling him all the plans according to his usage of internet) Yes No

ABBREVIATIONS
ADAG GSM CDMA RCVL BSNL MTNL NSE BSE ANIL DHIRUBHAI AMBANI GOUP GLOBAL SYSTEM MOBILE CODE DIVISION MULTIPLE ACCESS RELIANCE COMMUNICATION VENTURE LIMITED BHARAT SANCHAR NIGAM LIMITED MAHANAGAR TELEPHONE NIGAM LIMITED NATIONAL STOCK EXCHANGE BOMBAY STOCK EXCHANGE