A

PROJECT REPORT ON
IMPROVEMENT OF SALES AND DISTRIBUTION IN RELIANCE COMMUNICATION BERHAMPUR, ORISSA.
SUBMITTED BY

SIBA PRASAD RAJGURU REG. NO- 08KA21 UNDER THE GUIDANCE OF INTERNAL GUIDE GUIDE
PROF K.MISHRRA FACULTY, KBS

EXTERRAL
Mr. SANGRAM PADHY SALES HEAD, RELIANCE

KRUPAJAL BUSINESS SCHOOL

Krupajal Business School

(Approved by All India council for Technical Education, New Delhi)

CERTIFICATE
This is to certify that Mr. SIBA PRASAD RAJGURU, Regd.no 08 A!", +/ a st#dent 1 of r#$a%a& B#siness I. Schoo&, Bh#'anes(ar has s#ccessf#&&y co)$&eted his interi) re$ort on * IMPR+,-M-.T SA0-S DISTRIBUTI+. R-0IA.22+MMU.I2ATI+. ,B-R3AMPUR,+RISSA4 #nder )y g#idance in $artia& f#&fi&&)ent of PGDM $rogra). This is an origina& (or5 (hich he has carried o#t 'y hi)se&f and the sa)e has not 'een carried o#t 'y anyone ear&ier. I.T-R.A0 GUIDProf. a)&esh Mishrra

Declarat !"
I *SIBA PRASAD RAJGURU4, a st#dent of Post Grad#ate Di$&o)a in Manage)ent, r#$a%a& B#siness Schoo&, Bh#'anes(ar, here'y dec&are that this $ro%ect re$ort tit&ed *IMPR+,-M-.T +/ SA0-S A.D DISTRIBUTI+. I. R-0IA.2- 2+MMU.I2ATI+.S4 is a record of )y o(n (or5 at R-0IA.22+MMU.I2ATI+., Berha)$#r. This re$ort e)'odies the findings 'ased on )y st#dy, +'ser6ation and has not 'een s#')itted to any other #ni6ersity7instit#te for the a(ard of any degree or di$&o)a. Signat#re8 Si'a Prasad Ra%g#r# Reg. .o8 08 A!" Instit#te8 r#$a%a& B#siness Schoo&. P&ace8 Bh#'anes(ar

Ac#"!$le%&e'e"t
/or he&$ing )e in $ro6iding necessary infor)ation d#ring 6ario#s stages of $ro%ect there'y )a5ing it S#ccessf#&.

It is a great $ri6i&ege to e9$ress dee$ sense of gratit#de and inde'tedness to estee)ed g#idance of Mr.Sangra), Re&iance 2o))#nication, Pre$aid 3ead 1 Prof. a)&esh Mishrra, fac#&ty, r#$a%a& B#siness Schoo& :itho#t their g#idance, enco#rage)ent and ins$iration this $ro%ect (o#&d ne6er ha6e 'een $ossi'&e. 0ast&y I e9tend )y sincere than5s to a&& those (ho ha6e he&$ed )e for the s#ccessf#& co)$&etion of this $ro%ect. P&ace8 Date8

CONTENTS
o o o o o o o o
o

I.TR+DU2TI+. BA2 GR+U.D ; 2+MMU.I2ATI+. I.DUSTR< I.DIA. T-0-2+M I.DUSTR< A.D MAJ+R P0A<-RS IMP+RTA.T MI0-ST+.-S

S2+P- A.D +PP+RTU.ITI.2+M- +/ T-0-2+M I.DUSTR< AB+UT T3- 2+MPA.< A.I0 D3IRUB3I AMBA.I =ADA> A. +RGA.I?ATI+. 3ISTR< +/ +RISSA 2IR2I0A2TI,IT< +/ B-R3AMPUR +//I2SA0-S A.D DISTRIBUTI+. P0A. T+PI2 I.TR+DU2TI+. +BJ-2TI,:+R D-SIG.

o o o o

TABU0ATI+.7A.A0<SIS /I.DI.GS 0IMITATI+.

2+.20USI+. 1 SUGG-STI+.S BIB0I+GRAP3< APP-.DI@

CHAPTER( I

I.TR+DU2TI+. BA2 GR+U.D ; 2+MMU.I2ATI+. I.DUSTR< I.DIA. T-0-2+M I.DUSTR< A.D MAJ+R P0A<-RS -,+0UTI+.+/ T3- I.DUSTR< IMP+RTA.T MI0-ST+.-S S2+P- A.D +PP+RTU.ITI.2+M- +/ T-0-2+M I.DUSTR<

INTRODUCTION
SUMM-R I.T-R.S3IP PR+GRAM =SIP> is an inse$ara'&e $art of RUPAJA0 BUSI.-SS S23++0 c#rric#&#). It RUPAJA0 BUSI.-SS

is 6ery )#ch #niA#e and de&i'erate&y set 'y

S23++0 to &et its '#dding )anagers a co)$&ete one. It he&$s the interns to get acA#ainted (ith the rea& facts of the )ar5et and to &earn ho( to ad%#st (ith the )ar5et. It is a $rogra) 'y the he&$ of (hich one can assess his o(n $otentia& and a&so can ta5e necessary actions to get into the trac5. It a&so he&$s the '#dding )anagers to &earn ho( they sho#&d 'e in the co)$etiti6e era. Moreo6er it is a $rogra) to 'r#sh #$ a&& the f#t#res of RUPAJA0

BUSI.-SS S23++0 and )a5e the) fit for the organiBations.

INTRODUCTION TO TELECOM
-6er since the e6o&#tion of )an on this earth, he (anted to co))#nicate (ith his fe&&o( h#)an 'eing. In that era, he #sed to co))#nicate thro#gh signs and sy)'o&s. Grad#a&&y (ith ti)e, he started #sing (ords and today it is thro#gh )o'i&es, eC)ai&s, fa9 etc thro#gh (hich one co))#nicates fro) one $&ace to another. The (ord *Te&eco)4 =(hich is an a''re6iated 6ersion of D te&eco))#nicationE> in rea& sense refers to the Interaction 1 transfer of infor)ation 'et(een t(o distant $oints in s$ace. This )eaning ho(e6er, has 'een s#'%ected to )odifications in accordance (ith f#rther inno6ations )ade 'e the Te&eco) Ind#stry.

SCENARIO OF INDIAN TELECOM INDUSTRY IN INDIA

In "880, t(o te&e$hone co)$anies na)e&y *The +rienta& Te&e$hone 2o)$any 0i)ited4 and *The Ang&oCIndian Te&e$hone 2o)$any 0i)ited4 a$$roached the Go6ern)ent of India (ith the o'%ecti6e of esta'&ishing Te&e$hone -9changes across the co#ntry. Initia&&y, the Go6ern)ent denied the $er)ission as it (anted to e9ercise its )ono$o&y $o(er o6er the $ro)ising ind#stry once it e)erged. By the fo&&o(ing year, it changed its decision and fina&&y on !8th Jan#ary, "88!, &icense (as granted to The +rienta& Te&e$hone 2o)$any 0i)ited of -ng&and for o$ening te&e$hone e9changes at 2hennai and Ah)eda'ad. The o$ening of e9changes (as fo&&o(ed 'y f#rther inno6ations and i)$ro6e)ents in a&& sections of the te&eco) ind#stry. 3o(e6er, (hi&e te&e$hones (ere introd#ced in the )a%or to(ns and cities across the co#ntry d#ring the British $eriod, tota& n#)'er of te&e$hones in India in "FG8 (ere )ere&y 80,000.The o&5ata, M#)'ai,

gro(th (as neg&igi'&e e6en after inde$endence and the te&e$hone (as #sed as a stat#s sy)'o& 'y the rich des$ite 'eing an e9tre)e&y essentia& de6ice of $#'&ic #ti&ity. This s&#ggish rate of gro(th contin#ed ti&& "FF" (hen the n#)'er of te&e$hones (as H.0I )i&&ion. The $eriod $ost "FIH sa( res#rgence in the India Te&eco) Mar5et 'y 6irt#e of a series of fr#itf#& decisions initiated 'y the Go6ern)ent (hich inc&#ded8

The se$aration of De$art)ent of Te&eco) =D+T> /ro) Post and Te&egra$h =P1T> in "FIH. The for)ation of Mahanagar Te&e$hone .iga) 0i)ited =MT.0> o#t of =D+T> to $ro6ide te&eco) ser6ices e9c&#si6e&y to De&hi and M#)'ai.

In the "FF0s, the te&eco) sector (as o$ened #$ 'y the Go6ern)ent for $ri6ate in6est)ent as a $art of 0i'era&iBationCPri6atiBationCG&o'a&iBation Po&icy.

+n "7oct7!000, the Go6ern)ent cor$orati6e its o$erations (ing #nder the na)e of Bh r ! S "#h r N$% & L$&$!'( )BSNL*. To to$ it a&&, the introd#ction of )o'i&e story co))#nication is #ndenia'&y the 'iggest s#ccess scri$ted 'y the te&eco) ind#stry.

 The Indian te&eco) ind#stry is going thro#gh $heno)ena& gro(th. :ith "00 )i&&ion insta&&ed )o'i&e s#'scri'ers, adding fo#r )i&&ion ne( s#'scri'ers e6ery )onth, and the chea$est )o'i&e rates in the (or&d at t(o cents $er )in#te, it is not s#r$rising that a&& the te&eco) 6endors are 6ying for a $iece of this action. Ma%or ne( trends #nseen in $re6io#s )ar5ets ha6e e)erged d#ring the &ast fi6e years. StartC#$s and esta'&ished 6endors in6o&6ed in the te&eco)s ecoC syste) need to ta5e heed and de6e&o$ a$$ro$riate strategies in order to ta5e ad6antage of this ne( highC gro(th o$$ort#nity. The te&eco))#nications ind#stry is at the forefront of the

infor)ation ageCde&i6ering 6oice, data, gra$hics and 6ideo at e6er increasing s$eeds and in an increasing n#)'er of (ays. :hereas (ire &ine te&e$hone co))#nication (as once the $ri)ary ser6ice of the ind#stry, (ire&ess co))#nication ser6ices and ca'&e and sate&&ite $rogra) distri'#tion )a5e #$ an increasing share of the ind#stry. D#ring the &ate "FF0s, the te&eco))#nications ind#stry e9$erienced 6ery ra$id gro(th and )assi6e in6est)ent in trans)ission ca$acity. -6ent#a&&y this ca#sed s#$$&y to significant&y e9ceed de)and, res#&ting in )#ch &o(er $rices for

trans)ission

ca$acity.

The

e9cess

ca$acity

and

additiona&

co)$etition &ed to either dec&ining re6en#es or s&o(ing re6en#e gro(th, (hich has &ed to conso&idation (ithin the ind#stry, as )any co)$anies )erged or &eft the ind#stry. The &argest sector of the te&eco))#nications ind#stry

contin#es to 'e )ade #$ of (ired te&eco))#nications carriers. -sta'&ish)ents in this sector )ain&y $ro6ide te&e$hone ser6ice 6ia (ires and ca'&es that connect c#sto)ersE $re)ises to centra& offices )aintained 'y te&eco))#nications co)$anies. The centra& offices contain s(itching eA#i$)ent that ro#tes content to its fina& destination or to another s(itching center that deter)ines the )ost efficient ro#te for the content to ta5e. :hi&e 6oice #sed to 'e the )ain ty$e of data trans)itted o6er the (ires, (ired te&eco))#nications ser6ice no( inc&#des the trans)ission of a&& ty$es of gra$hic, 6ideo, and e&ectronic data )ain&y o6er the Internet. The te&eco))#nications ind#stry offers steady, yearCro#nd The '#siness en6iron)ent for IndiaEs te&eco))#nications

e)$&oy)ent.

ind#stry is e9ce&&ent. The go6ern)ent $o&icies ha6e enco#raged

the gro(th, increased co)$etition and high &e6e&s of foreign direct in6est)ent =#$ to +,- ./r'$%" $"0'1!&'"! $1 "/2 ser6ice co)$anies, handset )an#fact#rers and 33/2'(*. net(or5 The Indian go6ern)entEs goa& is to $ro6ide an en6iron)ent (here co)$anies (i&& in6est in India and #se India for research and de6e&o$)ent (or5 =R1D>.

The fa6ora'&e '#siness en6iron)ent has attracted a n#)'er

of foreign )#&tinationa& fir)s s#ch as 3#tchison, ,odafone, .o5ia and Ma&aysia Te&eco). In )y o$inion the rea& edge for India (i&& 'e the R1D faci&ities 'eing set#$ there (hich can $ro6ide inno6ation for ne9t generation techno&ogies C not on&y for India '#t for e6ery(here e&se as (e&&.

Indian Te&eco) sector, &i5e any other ind#stria& sector in the has gone thro#gh )any $hases of gro(th and

co#ntry,

di6ersification. Starting fro) te&egra$hic and te&e$honic syste)s in the "Fth cent#ry, the fie&d of te&e$honic co))#nication has no( e9$anded to )a5e #se of ad6anced techno&ogies &i5e GSM, 2DMA, and :00 to the great JG Techno&ogy in )o'i&e $hones. Day 'y day, 'oth the P#'&ic P&ayers and the Pri6ate P&ayers are $#tting in their reso#rces and efforts to i)$ro6e the te&eco))#nication techno&ogy so as to gi6e the )a9i)#) to their c#sto)ers.

The te&eco) net(or5 in India is the fifth &argest net(or5 in

the (or&d )eeting #$ (ith g&o'a& standards. Present&y, the Indian te&eco) ind#stry is c#rrent&y s&ated to an esti)ated contri'#tion of near&y "K to IndiaEs GDP.

IMPORTANT MILESTONES

"8H"

/irst

o$erationa&

&and

&ines

(ere

&aid

'y

the

go6ern)ent near 2a&c#tta =seat of British $o(er>.

"88" Te&e$hone ser6ice introd#ced in India.

"88J Merger (ith the $osta& syste) "F!J /or)ation of Indian Radio Te&egra$h 2o)$any =IRT>

"FJ! Merger of -T2 and IRT into the Indian Radio and 2a'&e 2o))#nication 2o)$any =IR22> "FGI .ationa&iBation of a&& foreign te&eco))#nication

co)$anies to for) the Posts, Te&e$hone and Te&egra$h =PTT>, a )ono$o&y r#n 'y the go6ern)entDs Ministry of 2o))#nications "F8H De$art)ent of Te&eco))#nications =D+T> esta'&ished, an e9c&#si6e $ro6ider of do)estic and &ongCdistance ser6ice that (o#&d 'e its o(n reg#&ator =se$arate fro) the $osta& syste)> "F8L 2on6ersion of D+T into t(o (ho&&y go6ern)entCo(ned co)$anies8 the ,idesh Sanchar .iga) 0i)ited =4SNL> for internationa& te&eco))#nications.

The Indian te&eco) sector can 'e 'road&y c&assified into /i9ed 0ine Te&e$hony and )o'i&e te&e$hony. The )a%or $&ayers of the te&eco) sector are e9$eriencing a fierce co)$etition in 'oth the seg)ents. The )a%or $&ayers &i5e BS.0, MT.0, ,S.0 in the fi9ed &ine and Re&iance 2o))#nication, Airte&, 3#tch, Idea, Tata, in the )o'i&e seg)ent are co)ing #$ (ith ne( tariffs and disco#nt sche)es to gain the co)$etiti6e ad6antage. At ""0.0" )i&&ion connections D Indian Te&eco) Ind#stryD is the fifth &argest and fastest gro(ing in the (or&d. +6er the &ast J years, t(o o#t of e6ery three ne( te&e$hone connections (ere (ire&ess. 2onseA#ent&y, (ire&ess no( acco#nts for HG.LK of the tota& te&e$hone s#'scri'er 'ase, as co)$ared to on&y G0K in !00J. :ire&ess s#'scri'er gro(th is e9$ected to gro( at !.H )i&&ion ne( s#'scri'ers e6ery )onth in !00I. The (ire&ess s#'scri'er 'ase s5yroc5eted fro) JJ.LF )i&&ion in !00G to L!.HI )i&&ion in /< !00G C!00H. The (ire&ess techno&ogies c#rrent&y in #se D Indian Te&eco) Ind#stry D are G3/5 3 S61!'& ./r M/5$3' C/&&7"$# !$/"1 =GSM> and C/(' D$0$1$/" M73!$83' A##'11 =CDMA>. There are $ri)ari&y F GSM and H 2DMA o$erators

$ro6iding )o'i&e ser6ices in "F te&eco))#nication circ&es and G )etro cities, co6ering )ore than !000 to(ns across the co#ntry. And the n#)'ers are sti&& gro(ing for D Indian Te&eco) Ind#stry. Te&eco) Ind#stry in India is reg#&ated 'y DTe&eco) Reg#&atory A#thority of IndiaD =TRAI>. It has earned good re$#tation for trans$arency and co)$etence. Three ty$es of $&ayers e9ist in D Te&eco) Ind#stry India D co))#nity. State o(ned co)$anies &i5e C BS.0 and MT.0. Pri6ate Indian o(ned co)$anies &i5e C Re&iance 2o))#nication and Tata Te&eser6ices.

/oreign in6ested co)$anies &i5e ; 3#tchisonC-ssar, Bharti Te&eC,ent#res, Idea 2e&&#&ar, BP0 Mo'i&e, S$ice 2o))#nications etc.

The Indian Te&eco) Ind#stry ser6ices are not confined to 'asic te&e$hone '#t it a&so e9tends to internet, 'road'and ='oth (ire&ess and fi9ed>, ca'&e T, etc.

INDIAN TELECOM STATISTIC AND MAJOR PLAYER

Tota& te&e$hone s#'scri'er +6erCa&& Te&eCdensity /i9edC&ine #ser 'ase :ire&ess #ser 'ase = GSMM2DMAM:00> GSM S#'scri'ers 2DMA S#'scri'ers Month&y ne( additions=(ire &ine M (ire&ess> Month&y ne( addition= (ire&ess G!F.I! JL.F8K JI.FLK JF".IL !88.JL "0J.G "H.8IK "H.LGK

9S#'scri'er n#)'er is in )i&&ion:

LEADING CELLULAR SERVICE PROVIDERS MAJOR PLAYER The &eading ce&&#&ar ser6ice $ro6iders ha6e the fo&&o(ing n#)'er of s#'scri'ers8
SERVICE PROVIDER NO.OF CDMA SUBSCRIBERS NO. OF GSM SUBSCRIBERS

R-0IA.2!.IH 2rores 2+MMU.I2ATI+. TATA I.DI2+M ".0I 2rores AIRT-0 AIR2-0 MT.0 BS.0 3UT23 ID-A SPI2BP0

J8.IL 0a5hs Recent&y 0#nching J.JI 2rores G8 0a5hs !G.F8 0a5hs !.GG 2rores !.GG 2rores ".J 2rores !H.HL 0a5hs "0.L! 0a5hs

In India )a%or )ar5et co6er 'y the Bharti gro#$ I.e. Airte&, after that Re&iance co))#nication is on the second $osition. In a PI- gra$h I descri'e it,

NUMBER OF SUBSCRIBERS
SPICE 1,BPL +RELIANCE 22RELIANCE AIRTEL BSNL IDEA TATA VODAPHONE MTNL HUTCH BPL SPICE

HUTCH

2-

MTNL 1-

4ODAPHONE +-

1- TATA IDEA
1-

AIRTEL 2,BSNL 1+-

In co))#nication )ar5et Airte& ca$t#re !GK of share at the sa)e ti)e Re&iance co))#nication ha6e a )ar5et share !! K. Re&iance co))#nication faces )a%or co)$etitions fro) the Airte& and the other ser6ice $ro6iders. In a recent s#r6ey sho(s the Indian te&eco) statistics.

SCOPE OF TELECOM INDUSTRY

The te&eco) ind#stry is gro(ing at a great $ace and the gro(th rate is e9$ected to do#'&e (ith e6ery $assing year. There are )any ne( de6e&o$)ents in the te&eco)) sector, inc&#ding the ingress of JG techno&ogy that the Indian )ar5et is at (itnessing $resent. P#'&ic and Pri6ate P&ayers MT.0, BS.0, ,S.0

are the )a%or P#'&ic P&ayers, (hereas Airte&, Idea, 3#tch, Tata, Re&iance, BP0 are the &eading Pri6ate P&ayers in the co#ntry. So)e of the) are entering foreign )ar5ets as (e&&.

OPPORTUNITIES IN INDIA

In the $ast J years has 'een s#r6eyed 'y Indian Ministry of 2o))#nications and Infor)ation Techno&ogy in .e( De&hi 6ery recent&y. The te&eco) sector is one of the &eading contri'#tors to IndiaDs f&o#rishing econo)y. According to the re$ort $resented 'y ta5ing into acco#nt the state)ent of Indian Ministry of 2o))#nications and Infor)ation Techno&ogy, the te&eco) o$$ort#nities in India has 'een gro(ing 'y !0 to G0 K e6ery year since $ast J years.

The te&eco) ser6ices in India ha6e 'een recogniBed as a (or&dCc&ass too& for the socioCecono)ic de6e&o$)ent in India. India is 5no(n to ran5 fo#rth in the te&eco) ind#stry in Asia after 2hina, Ja$an, and So#th across the g&o'e and second orea and the te&eco) the e)erging net(or5 in India is 5no(n to stand in the eighth $osition a)ong econo)ies. The (or&d a6erage $ercentage for the te&eco) ind#stry as against the Indian a6erage is I.H ti)es (hi&e the Asian a6erage against the sa)e (as G.H ti)es. The c#rrent )ar5et range of the te&eco))#nication ind#stry in India has 'een esti)ated to USD 8 'i&&ion and this is e9$ected to #ndergo an accretion 'y the end of !0"!. The gro(th (itnessed 'y the te&eco) )ar5et in India has increased the n#)'er of o$$ort#nities for the ind#stry and this has 'een f#e&ed 'y the gro(ing )o'i&e sector, (hich has attained the cons#)er &e6e& of "0 )i&&ion 'y the end of Dece)'er !00! that (as a&)ost "00 $ercent in the year. Te&eco))#nication Sector +$$ort#nities in India ass#res a trans$arent, safe, and sec#red a)'iance for the te&eco) )ar5et. Aro#nd J00 )i&&ion $o$#&ation of high&y cons#)a'&e )idd&eCc&ass stat#s that is ad6antageo#s for the ind#stry s#rro#nds the te&eco) sector in India. This is 'eca#se, in

so)e of the Indian that $ossess &and &ine te&e$hones can 'e s#'stit#ted 'y )o'i&e $hones that is 6ery #n&i5e the de6e&o$ed co#ntries. Therefore, it adds #$ to the gro(th in )o'i&e sector in Indian te&eco) ind#stry.

/e( )ore Te&eco))#nication Sector +$$ort#nities in India inc&#de introd#ction of Internet te&e$hony ser6ices, $ri6atiBation of ,S.0, and introd#ction of a n#)'er of internationa& &ong distance ser6ices sector. The o$$ort#nities in the Indian te&eco) sector is increasing at a )assi6e $ace (ith the introd#ction of ne(er and inno6ati6e sche)es in 6ario#s sectors and at $resent the te&eco) sector in India is c&ai)ed to 'e one of the )a%or contri'#tors in IndiaDs f&o#rishing econo)y.

INCOME OF INDIAN TELECOM INDUSTRY

The Indian te&eco) sector contin#ed its ro'#st gro(th (ith the (ire&ess )ar5et gro(ing at F.F" $ercent and ch#rning re6en#es (orth Rs.JI" 'i&&ion =Rs.;+1<= #r/r'> for the second A#arter ending Se$te)'er, an officia& agency said. A tota& of !8.GG )i&&ion s#'scri'ers (ere added in this A#arter, the Te&eco) Reg#&atory A#thority of India =TRAI> said in a state)ent. The

ad%#sted gross re6en#e =AGR> for the A#arter is $&aced at Rs.!IJ 'i&&ion =Rs.!I, JHI crore> as against Rs.!L, FF0 crore =Rs.!LF 'i&&ion> for the $re6io#s A#arter, there'y sho(ing an increase of ".JL $ercent. *The tota& s#'scri'er 'ase of the (ire &ine and (ire&ess ser6ices reached JHJ.LL )i&&ion for the A#arter ending Se$te)'er as against J!H.IF )i&&ion for the A#arter ending J#ne, th#s registering an increase of 8.HH $ercent d#ring the A#arter. 3o(e6er, the a6erage re6en#e $er #ser =ARPU> for GSM s#'scri'ers, a&& India seg)ent, decreased I.HJ $ercent fro) Rs.!JF in J#ne to Rs.!!" in Se$te)'er. The second A#arter a&so (itnessed a s$#rt in n#)'er of freeCtoC air =/TA> and $ay channe&s 'eing carried 'y the ca'&e net(or5s for te&e6ision. 2#rrent&y, there are "L" /TA channe&s and "!F $ay channe&s as re$orted 'y "F 'roadcasters7their distri'#tors at the A#arter ending Se$te)'er. 3o(e6er, no ne( $ri6ate /M radio station ca)e into o$eration in the A#arter #nder re6ie(, TRAI said. A&so, no directCtoCho)e =DT3> &icense (as iss#ed.

Tho#gh the te&eco) ind#stry sa( 6ario#s #$s and do(ns, the sector (itnessed internationa& in6estor co))#nity 'etting on the Indian )ar5et. The Indian te&eco) sector can 'e 'road&y c&assified into /i9ed 0ine Te&e$hony and )o'i&e te&e$hony. The )a%or $&ayers of the te&eco) sector are e9$eriencing a fierce co)$etition in 'oth the seg)ents. The )a%or $&ayers &i5e BS.0, MT.0, ,S.0 in the fi9ed &ine and Airte&, 3#tch, Idea, Tata, Re&iance in the )o'i&e seg)ent are co)ing #$ (ith ne( tariffs and disco#nt sche)es to gain the co)$etiti6e ad6antage. The P#'&ic P&ayers and the Pri6ate P&ayers share the fi9ed &ine and the )o'i&e seg)ents. 2#rrent&y the

P#'&ic P&ayers ha6e )ore than L0K of the )ar5et share.

PRIVATE PLAYER 62% PUBLIC PLAYER 38%

PUBLIC PLAYER PRIVATE PLAYER

ABOUT THE COMPANY

9RELIANCE ANIL DHIRUBHAI AMBANI GROUP OF COMPANYS. )ADA*:

The Re&iance Gro#$, fo#nded 'y Dhir#'hai 3. A)'ani ="FJ!C !00!>, is IndiaDs &argest $ri6ate sector enter$rise, (ith '#sinesses in the energy and )ateria&s 6a&#e chain. Gro#$Ds ann#a& re6en#es are in e9cess of USN J0 'i&&ion. The f&agshi$ co)$any, Re&iance Ind#stries 0i)ited, is a /ort#ne G&o'a& H00 co)$any and is the &argest $ri6ate sector co)$any in India.

Re&iance 2o))#nications 0i)ited. Re&iance 2a$ita& 0i)ited. Re&iance Po(er. Re&iance 3ea&th. Re&iance -nergy 0i)ited. Re&iance entertain)ent.

RELIANCE COMMUNICATIONS Re&iance 2o))#nications 0i)ited fo#nded 'y the &ate Shri Dhir#'hai 3 A)'ani ="FJ!C!00!> is the f&agshi$ co)$any of the Re&iance Ani& Dhir#'hai A)'ani Gro#$. The Re&iance Ani& Dhir#'hai A)'ani Gro#$ c#rrent&y has a net (orth in e9cess of Rs. LJ,000 crore =USN "G 'i&&ion>, cash f&o(s of Rs. "!,000 crore

=USN J 'i&&ion>, net $rofit of Rs. 8,000 crore =USN ! 'i&&ion> and Bero net de't. Re&iance 2o))#nications is one of IndiaDs &argest $ro6iders of integrated co))#nications ser6ices. :ith )ore than G8 )i&&ion c#sto)ers, the co)$any ser6es cons#)ers and enter$rises (ith a digita& net(or5 s#$$orting 6oice, data, and 6ideo. Its fi9ed and (ire&ess co))#nications 6oice, It ser6ices inc&#de do)estic and and internationa& Internet a&so access, )essaging, (ho&esa&e

6ideoconferencing.

$ro6ides

ca$acity,

infrastr#ct#re, and )anaged enter$rise ser6ices thro#gh its Re&iance G&o'a& 2+M di6ision. Re&iance 2o))#nications is $art of the Re&iance C Ani& Dhir#'hai A)'ani Gro#$. Re&iance 2o))#nications is IndiaDs fore)ost and tr#&y integrated te&eco))#nications ser6ice $ro6ider. The 2o)$any, (ith a c#sto)er 'ase of aro#nd I" )i&&ion inc&#ding o6er ! )i&&ion indi6id#a& o6erseas retai& c#sto)ers, ran5s a)ong the To$ "0 Te&eco) co)$anies in the (or&d 'y n#)'er of c#sto)ers in a sing&e co#ntry. Re&iance 2o))#nications cor$orate c&iente&e inc&#des !,"00 Indian and )#&tinationa& cor$orations, and o6er 800 g&o'a&, regiona& and do)estic carriers.

Re&iance 2o))#nications has esta'&ished a $anCIndia, ne9t generation, integrated =(ire&ess GSM 1 2DMA Both > and (ire &ine >, con6ergent =6oice, data and 6ideo> digita& net(or5 that is ca$a'&e of s#$$orting 'estCofCc&ass ser6ices s$anning the entire co))#nications 6a&#e chain, co6ering o6er !0,000 to(ns and GH0,000 6i&&ages. Re&iance 2o))#nications o(ns and o$erates the (or&dDs &argest ne9t generation IP ena'&ed connecti6ity infrastr#ct#re, co)$rising o6er "IH,000 5i&o)eters of fi'er o$tic ca'&e syste)s in India, USA, -#ro$e, Midd&e -ast and the Asia Pacific region. RELIANCE CAPITAL Re&iance 2a$ita& is one of IndiaEs &eading and fastest gro(ing $ri6ate sector financia& ser6ices co)$anies, and ran5s a)ong the to$ J $ri6ate sector financia& ser6ices and 'an5ing co)$anies, in ter)s of net (orth. The co)$any has interests in asset )anage)ent and )#t#a& f#nds, &ife and genera& ins#rance, $ri6ate eA#ity and $ro$rietary in6est)ents, stoc5 'ro5ing and other acti6ities in financia& ser6ices. RELIANCE ENERGY
.Re&iance

-nergy 0i)ited, incor$orated in "F!F, is a f#&&y

integrated #ti&ity engaged in the generation, trans)ission and

distri'#tion of e&ectricity. It ran5s a)ong IndiaEs to$ &isted $ri6ate co)$anies on a&& )a%or financia& $ara)eters, inc&#ding assets, sa&es, $rofits and )ar5et ca$ita&iBation. RELIANCE HEALTH In a co#ntry (here hea&thcare is fast 'eco)ing a 'oo)ing ind#stry, Re&iance 3ea&th is a foc#sed hea&thcare ser6ices co)$any ena'&ing the $ro6ision of so&#tion to Indians, at afforda'&e $rices. Re&iance 3ea&th ai)s at re6o&#tioniBing hea&thcare in India 'y ena'&ing a hea&thcare en6iron)ent that is 'oth afforda'&e and accessa'&e thro#gh $artnershi$s (ith go6ern)ent and $ri6ate '#sinesses. RELIANCE ENTERTAINMENT Re&iance Ani& Dhir#'hai A)'ani Gro#$Es 6ision of ass#)ing a $osition of &eadershi$ in co))#nications, )edia and entertain)ent, Re&iance -ntertain)ent is geared to create a significant $resence in '#sinesses across 6ario#s 6ectors of content, Introd#ce ser6ices Big T, and $&atfor)s ser6ice for in distri'#tion. the )ar5et. Re&iance Re&iance =DT3>

-ntertain)ent has )ade an entry into the /M Radio ha6ing (on GH stations in the recent 'idding, BIG F!.I /M is a&ready IndiaEs &argest $ri6ate /M radio net(or5 (ith "! radio stations across the co#ntry.

COMPANY LOGO

ABOUT COLOUR RELIANCE BLUE RELIANCE RED

BLUE B&#e re$resents sta'i&ity, confidence, o$ti)is) 1 a'o6e a&& integrity. RED Red re$resents energy, $assion 1 deter)ination

HISTORY OF ORISSA CIRCILE

A5/7! R'3$ "#' T'3'#/& )ORISSA* Re&iance Te&eco) 0i)ited =RT0> is a (ho&&yCo(ned s#'sidiary of the Re&iance 2o))#nication 0i)ited, a )e)'er of Re&iance ADA Gro#$. Re&iance ADA Gro#$Es f&agshi$ co)$any. Re&iance Te&eco) 0i)ited =RT0> 'egan o$erations in "FFICF8. It $ro6ides GSM 'ased Mo'i&ity ser6ices, ,a&#e Added Ser6ices 1 A$$&ications in 8 te&eco) circ&es co6ering "H Indian states. The states co6ered are Assa), Ar#nacha& Pradesh, Bihar, 2hhattisgarh, 3i)acha& Pradesh, Jhar5hand, MadhyaPradesh, Mani$#r, Megha&aya, MiBora), .aga&and, +rissa, Si55i), Tri$#ra and :est Benga& =inc&#ding Metro city o&5ata>. RT0 has #nderta5en a )a%or e9$ansion and increased its co6erage to L,J00 to(ns. This has ena'&ed RT0 to significant&y sca&e #$ s#'scri'er 'ase to "".H )i&&ion as of March J", !00F. RT0 is in the $rocess of f#rther e9$anding its co6erage to "!,000 to(ns #nder its &icensed areas. RT0Es B#siness has 'een f#rther strengthened and co)$&i)ented 'y its $arent co)$anyEs GSM e9$ansion to re)aining "G 2irc&es across 6ario#s Indian states. Parent co)$anyEs ra$id and s#ccessf#& ra)$ #$ in GSM 'ased Mo'i&e ser6ices has $ro6ided

an added ad6antage to RT0 of a 'igger inCho#se ecosyste). This has ena'&ed RT0 to ser6e 2#sto)ers (ith enhanced do)estic roa)ing and ,AS ser6ices. Re&iance 2o))#nications, +rissaEs first and on&y te&eco) ser6ice $ro6ider offering 2DMA and GSM )o'i&e ser6ices. Re&iance 2o))#nications is the !nd &argest )o'i&e ser6ice $ro6ider in +rissa, (ith a co)'ined 'ase of o6er !" 0a5hs s#'scri'ers. ORISSA DATA ON )MAY *++,Re&iance Te&eco))#nication BS.0 AIRT-0 ,+DAP3+.ID-A TATA DIS3.-T :IR-0-S ; C C C C C C "JFJH!H "HJFJLG J!HJGHL HI!IHI "00!JI "!00J! FF0F0J

(4.87 % MONTHLY GROWTH) After searching the secondary data of +rissa te&eco) I find that, Re&iance 2o))#nication face )a%or co)$etition fro) the Airte&. Airte& ca$t#re !FK of the )ar5et at the sa)e ti)e Re&iance co))#nication co6er !IK of the )ar5et share. +ther co)$etitors are a6ai&a'&e in the )ar5et &i5e BS.0, ,oda$hone,

TATA I 3 RELIANCE CDMA 6% IDEA 4%

Airce&, Idea, Tata etc.

AIRCEL 7%

VODAPHONE 9%

ACTIVITY OF BERHAMPUR OFFICE

="> Recharge 6o#cher and Si) cards co)e fro) Bh#'anes(ar to Berha)$#r office. =!> S#$$&y as $er the order $&aced 'y the s#' distri'#tor. =J> After sa&es ser6ice. =G> In reg#&ar inter6a&s co)$any $ersons )eet c#sto)er and retai&er to 5no( their reA#ire)ents 1 according&y i)$ro6e)ent is )ade.

REGISTERED OFFICE 3.B&oc5, "st f&oor Dhir#'hai A)'ani .a6i M#)'ai Phone8 0!!CJ0J8L0"07L!8L /a98 J0JILL!! no(&edge 2it

INTRODUCTION TO THE TOPIC

The to$ic assigned to )e (as >IMPRO4EMENT OF SALES AND DISTRIBUTION OF RELIANCE COMMUNICATION >in

Berha)$#r .Sa&es and Distri'#tion is the )a%or $art for any '#siness organiBation. So (e (i&& s#r6ey a'o#t the entire distri'#tor $&an and co&&ect data fro) the) 'ased on ho( they (i&& satisfy the retai&er and distri'#torsO At the sa)e ti)e ho( they (i&& f#&fi&& their sa&es target and ho( they can easi&y distri'#te their $rod#cts to the c#sto)ers. ?h ! $1 S 3'1@ Se&&ing is $reocc#$ied (ith the se&&erEs need to con6ert his $rod#ct into cash. ?h ! $1 D$1!r$57!$/"@ Distri'#tion '#i&ding a $&anned, $rofessiona&&y )anaged, 6ertica& )ar5eting syste) that )eets the needs of 'oth )an#fact#rer and distri'#tors.

OBJECTIVE OF THE TRAINING

1. To 5no( a'o#t the Re&iance co))#nications distri'#tions

$&an in Berha)$#r. 2. ;. ,. /ine o#t ey retai& o#t&ets.

Re&iance distri'#tions ,s. other te&eco) co)$anies. To find o#t the satisfaction &e6e& of retai&er fro) Re&iance

2o))#nication co)$ared to other ser6ice $ro6iders.

TARGETS.TAS/S
Re&iance co))#nications has gi6en a target of generating '#siness for the co)$any (ithin a s$ecific $eriod. The tas5s assigned 'y the co)$any g#ide are8 C

To )a5e acA#isition of $re$aid connections. To )a5e data so#rcing. To do s#r6ey on co#nter7o#t&et and gather feed'ac5 in area in Berha)$#r, 2hatra$#r, Gan%a), 3#))a,

different

.arendra$#r etc. AC0USITIONS OF PREPAID CCONNECTIONS

:e ha6e gi6en a ti)e 'o#nd target of generating !00

Re&iance GSM Pre$aid connections (ithin one 1 ha&f )onth. This target (as again 'ro5en into (ee5&y targets. :e need to gi6e "0 Re&iance GSM Pre$aid connections $er day. /or that I (as gi6en a tas5 of doing G to H co#nter 6isits e6ery day. ". !. J. Sa&es !00 SIM card. 2o&&ect data 'ase of "00 retai& o#t&et. Sa&es Rs H0,000 tho#sand recharge 6o#chers in the

)ar5et.

DISTRIBUTION PLAN OF BERHAMPUR OFFICCE

COMPANY
ONE!1 ONE!2 ONE!3

DISTRIBUTOR POINT SUB DISTRIBUTOR R RETAILER POINT CUSTOMER

SECONDARY DATA SOURCE

BEAT PLAN OF BERHAMPUR OFFICE)1EE/LY"

Tota& co#nter Tota& sa&es $erson +ne co#nter Per day (or5 +ne (ee5 2a&c#&ate :ee5&y (or5 Tota& (or5 in a (ee5 Per day counter v ! t P GH0 PJ P Q hr =)a9> P 8 hr P L day =e9$ s#n> P GH07JP"H0 2o#nter P "H0 co#nterRJ0 )in#teP GHhr.00)in P 8 hrRL dayPG8 hr. %SECONDARY DATA SOURCES& " #$ counter!.

STRATEGIES
To achie6e the target easi&y I 'ro5e the (ho&e target into (ee5&y. /or sea&ing of !00 Pre Paid connections and H0,000 recharge 6o#cher I #sed to fo&&o( the ste$s8 C ". /ind o#t $ros$ecti6e o#tC&et. !. 2o&&ect addresses fro) the office gi6en data.

Ta5e the a$$oint)ent fro) the o(ner of the co#nter. Meet the) as $er the ti)e gi6en 'y the). I ha6e done G to H co#nter $er day to con6ince for sea&ing

Re&iance $re $aid connection. B'./r' I 1! r! &6 ( 6 I A''8 !h' ./33/2$"% !h$"% $" &6 &$"(. ". Right $ersonCRight $&aceCRight ti)e. !. Introd#cing )yse&f to the co#nter at the sa)e ti)e his c#sto)er. J. ReA#ire)ent ana&ysis. G. Pros$ecting. H. 2on6incing.

1OR/ DESIGN AND DATA SOURCES

/or the first o'%ecti6es I $ersona&&y ta&5ed to sa&es )anager /or )y second o'%ecti6e I $referred to se&ect the co#nter

and co&&ected data re&ated to distri'#tion $&an. (hich sa&es )ore than H0 SIM card $er )onth and at the sa)e ti)e sa&es the recharge 6o#chers $er )onth a'o6e Rs L0,000 tho#sands. To he&$ )y (or5 the co)$any g#ide o6er "00 reg#&ar co#nters they send )e to L0 co#nters to co&&ect data. Pre$are an a$$ro$riate A#estionnaire to co&&ect infor)ation re&ated to Re&iance sa&es and distri'#tion co)$are to other organiBations. =The A#estionnaires (ere enc&osed in the A$$endi9>. In )y $ri)ary data (hich I co&&ected fro) the Berha)$#r )ar5et thro#gh A#estionnaires =.r/& !h' r'! $3'r> I fo#nd that Airte& is first choice of the retai&ers and c#sto)ers a&so. Beca#se Airte& (or5s on a (e&& designed distri'#tion $&an, a&(ays ready to he&$ distri'#tors, retai&er and the c#sto)ers as (e&&. If (e &oo5 at their sa&es, co)$anyEs $rod#ct are #niA#e, distri'#tion $&an is (e&& )anaged and ad6anced in technica& and )an $o(er, -.g. -asy

recharge is a &atest techniA#e (hich first introd#ce 'y Airte&

2o)$any in the +rissa )ar5et. :ith o#t any $a$er 6o#cher (e recharge o#r )o'i&e acco#nt thro#gh a s$ecia& SIM (hich is

easi&y a6ai&a'&e in retai& o#t&et and the co)$anyEs sa&es)an to#ches e6ery co#nter e6ery day. Re&iance 2o))#nication is facing )a%or co)$etition fro) the Airte& in Berha)$#r )ar5et. :hat I ca)e to 5no( after doing )y s#r6ey. In +rissa Re&iance is the first co)$any (hich &a#nched

)o'i&e ser6ices and ca$t#red a )a%or )ar5et. B#t (hen Airte& introd#ced his ser6ice co)$any ca$t#re )a%or )ar5et share in +rissa. To find o#r 5ey retai& o#t&et I (as ta5ing a $roced#re i.e. In Berha)$#r tota& c#sto)er is of Re&iance PL" tho#sands Tota& co#nter is PGJ0 2o6ered 'y )e P L0 o#t of "00. /or finding o#r K'6 r'! $3 /7!3'! it tota&&y de$ends on the si) acti6ation. After )y $ri)ary data s#r6ey a gradation to a&& the co#nter &i5e,=SIM acti6ation in )onth> More then H0 SIM i.e. =A>, More then J0 SIM i.e. =B>,

More then !0 SIM i.e. =2>, More then L SIM +thers are SIM i.e. =D>, =->. rishna )o'i&e,

After s#r6ey of L" co#nters in category =A>, I fo#nd that Satya )o'i&e, Taratarini 6erity store, Shree &et (ho sa&es )ore then H0 si) cards in a )onth. Panda )o'i&e , Rash)i co)$#ter, Ti)e9 are the 5ey retai& o#t

Then I ca)e to re6en#e $art, =Se&&ing 6o#cher in a )onth> More then ", 00,000 i.e. =A>, More than More than More than +thers are H0,000 i.e. =B>, !H,000 i.e. =2>, H,000 i.e. =D>, =->.

in re6en#e A'6 r'! $3 /7!3'!1 are

(ho create )ore re6en#e for the Re&iance co))#nication.

TABULATION )COUNTER ?ISE SIM ACTI4ATION*

RTL AR!ET "#ARE

RETAILER
SATYAM MOBILE TARATARINI 4ERITY STORE SRI KRISH0 MOBILES 0NDA COMPUTERS RASHMI MOBILE K?ALITY GENERAL STORE TIMEC PRAKESH PANSHOP PUSPA COMMUNICATION OM 4ARIETY STORE RENKU MOBILE SAGARIKA PAY PHONE PAYAL STUDIO PANDA FANCY MAA 0RAYANI SRIKANTA CEROC SABAT CEROC TARATARINI CEROC MAHIMA COMMUNICATION BABU D BABU COMMUNICATION S.KUMAR D S.KUMAR SANTOSHI TELECOME BOBBY GIFT HOUSE SAII GANESH TELECOM CHAKADOLA ELECTRONICS SHREE GANESH MOBILE FRIENDS BOOKS AND ELECTRIC SUSANTA STD RABI STD SHREESAI CD PARLOUR CELL FRESH SAI TELECOM SANTOSH TRADERS DURGA MOBICARE CHAMUNDI COMMUNICATION MATRUSHAKTI COMMUNICATION RATH COMMUNICATION DHREEN COMMUNICATION GANESH GFT HOUSE GIRIJA 4ARIETY STORE ANURADH ?ATCH CENTER BI0YAK TRADERS PANDA TIMES LUCKY COMMUNICATION DALAI GENERAL STORE SAHU TELECOM

RTC GSM
=0 100 =B +0 =0 =0 <0 +0 B0 ;0 ,0 ,0 ,0 ;0 ;B B0 ;0 B0 20 1B 10 1B 22 1B 20 1B 10 2B 10 1B 20 10 1B 10 20 1B 10 10 1B 20 2B 0 0 0 0 0

TOTAL GSM
,00 2;0 21; 2+2 20+ 1<0 ;=0 2,0 2B0 1+= <2 ;B0 1B0 210 11< 2;0 1;= 1<0 ,=B +0 1,B 11; 102 +8 +; 1B0 =< 1;0 10B ;8 <8 80 =+ ,, <0 =B =0 2B 8B 11B 2,0 0 0 2, 0 0 1B.00 ,;.,8 ;0.B2 2B.+, 28.<< ;1.B8 2B.00 2<.1+ 20.00 1+.0B ,;.,8 11.,; 2=.=+ 1,.2< 2<.,1 21.+, 22.0= 2=.;2 ,.;0 21.,; =.<0 1;.2+ 21.B+ 1<.2; 2+.,0 10.00 1,.,< 1<.2; <.B2 ;<.,+ 20.,1 12.B0 22.;< 22.+; 22.22 2;.08 1=.=+ ,0.00 1+.=B 1+.;< 10.,2 0 0 0 0 0

GRADE
A A A A A A A A B C B B B C B B C B D D D D C D D D D C D D D D D D D D D D D D C E E E E E

ACTIVATION ACTIVATION

MAA TARARININI TEA STALL BABULA PAN SHOP SATYA MEDICAL STORE SHARP COPY UTAKAL NOTE BOOKS KANHA DRUG SIRIDI SAI TELECOM N.N.COMMUNICATION JAGA TOUR AND TRA4ELS SUNIAL ENTERPRISE MEE0KHI COMMUNICATION SAHU TELECOM TOTAL

0 0 0 B B B B B B B ; ; 1;+;

0 0 0 82 10= ,, <, =+ 2+ =0 102 1; +1,1

0 0 0 =.10 ,.+2 11.;= B.;2 +.,= 18.B2 8.;; 2.<, 2;.08 1<.2;

E E E E E E E E E E E E

Sho( in gra$h for)at,

Tota& si) acti6ation in L" co#nter P Re&iance si) acti6ation Re&iance ca$t#re the )ar5et P P

I"G" "JIJ "F.!J K

TO TA L GS

It sho(s that Re&iance has so)e $ro'&e) in their sa&es and distri'#tion $&an so co)$any ca$t#re on&y "F.!J K in the tota& )ar5et.

TOTAL GSM ACTI4ATION, +1,1

COUNTER WISE SURVEY : (REVENUE GENERATION)

RETAILER
SATYAM MOBILE TARATARINI 4ERITY STORE SRI KRISH0 MOBILES 0NDA COMPUTERS RASHMI MOBILE K?ALITY GENERAL STORE TIMEC PRAKESH PANSHOP PUSPA COMMUNICATION OM 4ARIETY STORE RENKU MOBILE SAGARIKA PAY PHONE PAYAL STUDIO PANDA FANCY MAA 0RAYANI SRIKANTA CEROC SABAT CEROC TARATARINI CEROC MAHIMA COMMUNICATION BABU D BABU COMMUNICATION S.KUMAR D S.KUMAR SANTOSHI TELECOME BOBBY GIFT HOUSE SAII GANESH TELECOM CHAKADOLA ELECTRONICS SHREE GANESH MOBILE FRIENDS BOOKS AND ELECTR SUSANTA STD RABI STD SHREESAI CD PARLOUR CELL FRESH SAI TELECOM SANTOSH TRADERS DURGA MOBICARE CHAMUNDI COMMUNICATION MATRUSHAKTI COMMU RATH COMMUNICATION DHREEN COMMUNICATION GANESH GFT HOUSE GIRIJA 4ARIETY STORE ANURADH ?ATCH CENTER BI0YAK TRADERS PANDA TIMES LUCKY COMMUNICATION

RELIANCE
1B0,000 1B0,000 120,000 80,000 100,000 200,000 180,000 1;0,000 100,000 ;0,000 =0,000 100,000 20,000 120,000 100,000 100,000 ;0,000 1B0,000 B0,000 12,000 ;0,000 ;0,000 ;0,000 ;0,000 20,000 ;0,000 0 ,0,000 20,000 10,000 1B,000 +0,000 B,000 ,0,000 ;0,000 1B,000 ;0,000 20,000 2B,000 ;0,000 =B,000 20,000 10,000 +,000

TOTAL
;<B,000 ;BB,000 ;,<,000 ;<2,,00 ;;B,000 ;B8,000 BB0,000 ;2,,000 ;10,000 11B,000 1<0,000 ,8B,000 80,000 ,,0,000 ;80,000 ,2B,000 1,=,000 ,=B,000 1+=,000 ;<,000 1<8,000 12B,000 2;0,000 1<B,000 80,000 ;02,000 ;B,000 180,000 <=,000 ,1,000 <0,002 20B,000 1;,000 18,,000 102,000 B,,000 <B,000 +,,000 8,,000 110,000 1==,000 1+0,001 +B,000 10B,000

- OF RC
;+.<+ ,2.2B ;,.;8 20.;< 2<.8B BB.8+ ;2.+; ,0.12 ;2.2= 2=.0< ;1.B8 20.=2 2B.00 2+.2+ 2=.;2 2;.B; 20.BB ;2.2= 28.,1 ;0.++ 1B.1B 2,.00 1;.0, 1B.;8 2B.00 <.<; 0.00 22.22 20.8; 2,.;< 1=.=+ ;,.1B ;8.,= 21.+, 2<.,1 2+.+8 ;1.B8 2+.0; 2<.+= 2+.2+ ;<.1= 11.+= 1;.;; =.=+

GRADE
A A A B B A A A B C B B D A B B C A C D C C C C D C E C D D D B E C C D C D D C B D D D

DALAI GENERAL STORE SAHU TELECOM MAA TARARININI TEAS STALL BABULA PAN SHOP SATYA MEDICAL STORE SHARP COPY UTAKAL NOTE BOOKS KANHA DRUG SIRIDI SAI TELECOM N.N.COMMUNICATION JAGA TOUR AND TRA4ELS SUNIAL ENTERPRISE MEE0KHI COMMUNICATION SAHU TELECOM TOTAL

1B,000 10,000 B,000 0 ;0,000 ;0,000 20,000 2B,000 ;0,000 1B,000 2B,000 20,000 ;B,000 10,000 2,8+,,000

8=,000 ,+,000 1B,000 B,000 +<,000 1<B,000 <<,000 10B,000 18B,000 +,,000 81,000 2B,000 2+0,000 ,B,000 10,=2<,,0;

1+.,, 21.28 ;;.;; 0.00 ;+.<+ 1B.;8 20.20 2;.81 1=.22 20.2+ ;0.8= 80.00 12.<= 22.22 2+.0,

D D E E C C D D C D D D C D

=R'0'"7' $" L )ar5et.

Ah1>

In the re6en#e $art co)$any ha6e the sa)e $ro'&e) face in the

In the re6en#e $art co)$any ha6e the sa)e $ro'&e) face in the )ar5et.

3#500#000 3#080#000 3#000#000 2#874#000 2#500#000

REVENUE
RELIANCE GSM AIRTEL BSNL VODAPHONE AIRCEL IDEA RELIANCE CDMA TATA INDICOM VERGIN

2#000#000 1#594#000 1#500#000 920#000 706#000 500#000 ' 686#000 TATA

1#000#000

418#401

351#002 0

VO

D A

CE N A LI E R M GS

N E

AIRTEL BSNL

PH

AIRCEL IDEA RELIANCE CDMA

VERGIN

FINDINGS
/ro) the fit)ent s#r6ey that has 'een carried a(ay in one 'ig gro(n )ar5et of +rissa i.e. Berha)$#r. The fo&&o(ing findings can 'e dra(n o#t. MAR/ET POTENTIAL ". Mar5et $otentia& of tota& SIM acti6ation in the Berha)$#r The 2o)$any is se&&ing on&y "JIJ i.e. "F.!JK of tota& SIM acti6ation.
$.

='ased on s#r6ey data> is I"G" $er )onth.

Mar5et

$otentia&

of

tota&

recharge

6o#cher

is

Rs.

"0,L!F,G0J in 0a5hs. B#t the co)$any is se&&ing on&y Rs !,8IG,000 0a5hs Pa$er 6o#cher and easy recharge in the )ar5et (hich !I.0G K of tota& se&&ing. J. :hen I co&&ected data fro) the )ar5et I fo#nd that the )is)anage)ent of sa&es acti6ity and so)e )a%or $ro'&e) in distri'#tion $&an he&d in the Berha)$#r distri'#tor office. So the

LIMITATIONS OF THE STUDY

". To co&&ect the data fro) a&& the o(ner of retai& o#t&et of

Berha)$#r in a short s$an of ti)e (as 6ery diffic#&t. !. So)e o(ner co#&d not #nderstand the $oint of the

A#estionnaires so their ans(ers (ere conf#sing. J. So)e o(ners ha6e gi6en o$inion on&y a'o#t the highest

sa&es of his co#nter. G. So)e of the) donEt #nderstand the A#estionnaires and

si)$&y say *(e canEt say anything4. H. Ma%or co#nters do not fee& co)forta'&e to disc&ose there

sa&es fig#re and so)e co#nterEs o(ners co#&d not get )#ch ti)e to ans(er )y A#estions. L. I.
%.

As (e are fresh to the )ar5et it too5 &itt&e 'it ti)e to Mo'i&e $hone )ar5et in B-R3AMPUR is a&)ost sat#rated. The sa&es e9ec#ti6es of R-0IA.2- 2+MMU.I2ATI+. ha6e

generate &eads.

a&ready ca$t#red the )ar5et so Retai&er is not acce$ting #s.

&.

.o( days in Re&iance 2o))#nication ha6e so)e $ro'&e) &i5e .et(or5, in -asy Recharge, and the $ercentage (hat co)$any gi6es to the retai&er is &ess to co)$are to other co)$etitors. '#siness. So retai&ers need )ore $ercentage in

SUGGESTION 2 CONCLUSION
'.

3#)an Reso#rce sho#&d 'e strengthened as $er the )ar5et

need. i.e so)e )ore sa&es $ersons )#st 'e a$$ointed (ho can to#ch the retai&ers on the dai&y 'asis. !. The co)$any )#st gi6e )ore e)$hasis to distri'#tion $art

of the Berha)$#r )ar5et. J. 2o)$any sho#&d gi6e )ore incenti6e to the retai&er

'eca#se the co)$etitors are offering )ore. G. S#a&ity of ser6ice to the c#sto)er and the retai&er sho#&d

'e )aintained 'y the co)$any.

(.

In )y $oint of 6ie( after ana&yBing the $ri)ary data and

secondary data I s#ggested a ne( 'eat $&an to the Berha)$#r office i.e. Tota& 2o#nters Tota& Sa&es )an +ne S.P can 6isit P GH0 PH PGH07HPF0 co#nters

Per one co#nters )a9 Per day (or5 In a (ee5 Tota& (or5ing ho#r (ee5 0et one S.P 6isit $er day +ne S.P 6isit in a (ee5

P "H )in#tes P 8 hr. P L days =e9$ s#n> P G8 hr P J! co#nters P J!RLP "F! co#nters

/i6e S.P 6isit tota& co#. In a (ee5 P"F!RHP FL0 co#nters /i6e S.P 6isit tota& co#nter in a dayP J!RHP"L0 co#nters Tota& co#nters PGH0

They can co6er GH0 co#nters in J days. In ne9t J days they can get J days )ore to 6isit once another ti)e to the retai& o#t&et and f#&fi&& the de)and of the c#sto)er.

BIBLIOGRAPHY
".
$. ). *.

MAR -TI.G MA.AG-M-.TC P3I0IP (((.re&ianceco))#nication.co) (((.indiance&&#&ar.co) (((.$hone(or&d.co)

+T0-R

$UESTIONNAIRE

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