Summer Internship Report

On

To The Study of Consumer Purchase Preferences, Competitive Analysis and Estimating

Sells Potential of B2B New Customer for Airtel in Pune Region.

By

Rupesh Kumar Pandey

Under the guidance of

Prof. Ranjeet More

(BBA)(2017-2020)

Submitted to
SavitriBai Phule Pune University

In Partial Fulfilment of
(Bachelor of business Administration)

Indira College of Commerce and Science

Tathawade, Pune – 411033

 ACKNOWLEDGEMENT

It’s a great privilege that I have done my project in such a well-organized and diversified
organization. I am grateful to all those who helped and supported me in completing the project.

First of all I would like to sincerely thank Ms. Rashi Masalia (Terotiry Sales Manager, Pune)
for her valuable guidance and kind co-operation during the project. I am also thankful to my
college Indira School of Business Studies, Pune and my project guide Prof. Ranjeet More
helping and guiding me in completing the project.

I would also like to express my gratitude to thank my principle Dr.Janardan Pawar(Principle

In charge) and Dr.Thomson Varghese(H.O.D) my friends and colleagues who have been
supportive in my effort to explore this area of study.

All the above mentioned people have left a mark on this project and I will always remain
indebted to them.
 Executive summary:

The main goal of the paper is to obtain quantitative describing the actuality of GSM and internet
services in the case of the SMEs in order to explain the behaviour according to Internet and Post-
paid services uses. This paper supports the study that includes consumer purchase preferences,
estimating potential customer and satisfaction level, regarding the services provided by Airtel.

In Today’s competitive market, every company wants to know the reasons how one can have the
potential market, how can be customer satisfied and what is consumer purchase preferences
which factors enhance the sales & shape the buying motives of the company. The all information
of this project report will be much useful for devising potential market & shaping buying
decisions of customers.

In recent years telecom network has become more and more customer oriented, especially they
are targeting SMEs. This study aims to examine the consumer purchase preferences and to find
how it impacts users’ purchase intention.

The sample size has been kept to 140 as it was considered large enough to reliable result. The
sampling procedure is Simple random sampling within Cluster sampling. The data is to be
collected from 02 clusters namely Sivajinagar and Baner. All respondents are selected for this
survey which truly represents the area under study. After the sample size is decided, the next step
was to meet the respondent personally and to collect data from them through personal interviews.
Data was collected in the form of Response to the well framed Questionnaire from 140 SMEs.
 Table of Contents
SN Contents Pg No

1 Introduction

1.1 Definition and purpose of the project

1
1.2 Scope of the project
1.3 Salient Contribution of the project for the company

2 Industry overview
2.1 Key players

3 company overview
3.1 Pune market

4 Review of Literature
5 Theoretical Background
5.1 Who is customer

5.2 Consumer Behaviour

6 Significance of the study

7 Objectives

8 Research Methodology
8.1 Procedure
8.2 Research Design

9 Data Analysis , Results and Interpretation

10 Learning from the Project

11 Suggestion

12 Limitation of the study

13 Conclusion
 List of figures and graphs and Tables

List of Figures Page no.

Service provider wise market share

Number of operators in Sivaji nagar area

CUG Plans Uses by Different Companies

Plan Detail Uses by Different Companies

Type of ownership

Customer Retention

Problem faced by customer from existing operator

Price revision for customers

Plan customization for customer

Incentive to Switch the Existing Operator

List of Tables Page no.

Number of operators in Shivaji Nagar area

CUG Plans Uses by Different Companies

Plan Detail Uses by Different Companies

Type of ownership

Customer Retention

Problem faced by customer from existing operator

Price revision for customers

Plan customization for customer

Incentive to Switch the Existing Operator