A

PROJECT REPORT ON
MARKET SURVEY & PRODUCT PROMOTION IN RELIANCE COMMUNICATIONS

In partial fulfillm nt !f M"A D #r Su)mitt * "+' ,iman-.u Sin#. M"A /$%%&'%(0

$%%&'%(

In*ian In-titut !f Mana# m nt Trainin# El'12345 N ar In*ra+ani Na#ar5 MIDC5 ".!-ari

Pun '677%$&

PREFACE
Learning categorizes you and practicing on that learning specializes you. Theoretical concepts taught and discussed in the classroom prove useful if they have to remain relevant. Practice orientation of management student is must generating competence to deal with issues at grass root level it is for this reason that one month training project study is prescribed as apart of syllabus for M ! "egree in Pune. This training is the mode of imparting practical training to the student. The objective is to provide a deep insight into practical aspects of the functioning of the organization. The train apprises the student to the actual function# responsibility and problem faced by an organization. $t provides him with the %nowledge of the various %ind of problem that crop up in the day to day functioning of the organization .The way they are solved by the departments and appraisal of the crucial decision ta%en by the manager at the crucial time. $ was fortunate enough to complete my mar%eting training at &'L$!()' )*MM+($)!T$*(,# -ardhman )hambers# .rd floor# / love s0uare# pune. This has given me an altogether new e1perience# which would be immense help to me in my days to come.

ACKNOWLEDGEMENT
$ wish to ac%nowledge my specific indebtness to director $ndian $nstitute of Management Training# who made this opportunity to perform summer training as a part of M ! degree )ourse. $ wish to e1tend my ,incere 2ratitude towards Mr. &aj abbar 3&eliance )ommunications4 for accepting me as a summer trainee and assigning this project to me. $ am e1tremely grateful to Mr.&ajiv Taneja for their valuable guidance and best possible help during course of study. $ am deeply grateful to my parent5s who have given me every help and moral support and their constant advice which enabled me to pursue my academic aim. Than%s to other summer trainees for their co6operation and suggestions through out this project.

DECLARATION
The researcher hereby declares that the dissertation is a result of his own research wor% and the same has not been previously submitted to any e1amination of this university or any other university.

Place6 Pune "ate6

7imanshu ,ingh

WHY THIS TOPIC?

$n today5s competition in the field of business# it is must for a company to have full information about the opportunities available in the mar%et before entering into a new mar%et. This enables the company to e1ploit the fill potential of the mar%et 8 to meet the e1pectations of the customer. 9or this purpose# an effective survey is re0uired. !fter going through the complete profile of the &'L$!()' )*MM+($)!T$*( LT". ,urveyor %nows about the services provided by the &'L$!()'. 7e has many vibrant and attractive schemes in comparison with his competitors in the mar%et. 7ence# surveyor has chosen this topic %eeping in mind that his survey wor% will definitely help the organization in ma%ing strategies for mar%eting and promotion of the products so $ have chosen the topic Mar%et survey and product promotion.

TABLE OF CONTENTS
,.(*. :. T*P$) )ompany Profile !bout &eliance )ommunications &eliance 2roup !wards 8 &ecognition Mission -ision of )ompany Products "ata )ard +, Modem 9i1ed <ireless Phones Mobile Phones Plans "ata card +, Modem Post Paid a. 9i1ed <ireless Phones b. Mobile Phones &esearch Methodology *bjectives $mportance &esearch 8 9indings 2raphical representation Leanings Mar%et ,hare )omparison ,<*T !nalysis )onclusion

;.

..

=.

>. ?. /. @.

A. :B. ::. :;.

&ecommendation ibliography !nne1ure !bbreviations

Thin% big# thin% fast# thin% ahead. $deas are no one5s monopoly. 6 "hirubhai 7. !mbani

ABOUT THE COMPANY

&eliance )ommunications is the flagship company of the !nil "hirubhai !mbani 2roup 3!"!24 of companies. Listed on the (ational ,toc% '1change and the ombay ,toc% '1change# it is $ndia5s leading integrated telecommunication company with over .> million customers. *ur business encompasses a complete range of telecom services covering mobile and fi1ed line telephony. $t includes broadband# national and international long distance services and data services along with an e1haustive range of value6 added services and applications. *ur constant endeavor is to achieve customer delight by enhancing the productivity of the enterprises and individuals we serve. &eliance Mobile 3formerly &eliance $ndia Mobile4# launched on ;@ "ecember ;BB;# coinciding with the joyous occasion of the late "hirubhai !mbani5s /Bth birthday# was among the initial initiatives of &eliance )ommunications. $t mar%ed the auspicious beginning of "hirubhai5s dream of ushering in a digital revolution in $ndia. 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. <e endeavor to further e1tend 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

Mr. !nil ". !mbani 6 )hairman Mr. &amachandran Mr.,.P. Talwar Mr. "eepa% ,hourie Mr. !.C.Purwar

Company Secretary & Manager

Mr.7asit ,hu%la

Auditors

MDs. )haturvedi 8 ,hah

M/s. BSR & Co.

WIRELESS NETWORK IN INDIA

+rban Population6 A/E &ural Population6=;E (ational 7ighways6>BE &ail Lines6 >@E )ensus Towns6.#.@: (on6census TownsDvillages6

RELIANCE GROUP

&eliance F !nil "hirubhai !mbani 2roup# an offshoot of the &eliance 2roup founded by ,hri "hirubhai 7 !mbani 3:A.;6 ;BB;4# ran%s among $ndia5s top three private sector business houses in terms of net worth. The group has business interests that range from telecommunications 3&eliance )ommunications Limited4 to financial services 3&eliance )apital Ltd4 and the generation and distribution of power 3&eliance 'nergy Ltd4. &eliance F !"! 2roup5s flagship company# &eliance )ommunications# is $ndiaGs largest private sector information and )ommunications )ompany# with over .B million subscribers. $t has established a pan6$ndia# high6capacity# integrated 3wireless and wire line4# convergent 3voice# data and video4 digital networ%# to offer services spanning the entire infocomm value chain. *ther major group companies H &eliance )apital and &eliance 'nergy H are widely ac%nowledged as the mar%et leaders in their respective areas of operation.

AWARDS & RECOGNITION

2007 Ianuary :B &eliance )ommunications adds a record :.= million subscribers in "ecember JB? Ianuary :@ ,ay 7ello on &eliance J,imply ;B.B5 Ianuary .B &eliance joins Lenovo and $ntel for K$nternet on the MoveK 9ebruary ; &eliance )ommunications5 mar%et capitalization tops &s : la%h crore 3 : trillion rupees or ;=..A billion +, dollars4 on ombay ,toc% '1change 9ebruary :? &eliance )ommunications offers best value on roaming March ;. 2ovt5s &ural Telephone ,cheme3&"'L4through &eliance )ommunications successfully closes by March .:#;BB/ !pril ? &eliance )ommunications ac0uires :.; million subscribers in March ;BB/. May ; ! )lassic onanza F &eliance )ommunications unveils handsets L &s /// May :B &eliance sets a new record# one million )lassic handsets sold in just one wee% May := &eliance )ommunications launches )lassic )olor onanza 6 )olor handsets L &s :;.= Iune ? &eliance )ommunications adds :.= million new mobile subscribers in May;BB/ Iune ? &eliance )lassicG Ma%es Music 6 9M &adio Phones Launched at just &s.:@@@

;BB? Ianuary B: &eliance $nfocomm launches K*ne (ation# *ne TariffK to enable &eliance $ndia Mobile prepaid users to call anywhere in $ndia at &e one per minute. March B? Reliance Communications Ventures Ltd. (RCVL), India's leading integrated telecommunications compan , a mem!er o" t#e Reliance $ %nil &#iru!#ai %m!ani group, lists on t#e Bom!a Stoc' ()c#ange and *ational Stoc' ()c#ange. Iune ;; Reliance Communications ties up +it# &isne to o""er on Reliance Mo!ile ,orld India's "irst -& animation on mo!ile. (ovember :/ &eliance )ommunications launches 9ree 2roup Term Life )over for its )"M! subscribers "ecember ;@ &eliance )ommunications5 9L!2 Telecom announces 9L!2 (e1t 2en to cover ?B countries 2005 Ianuary B= &eliance introduces first e6recharge facility in )"M! in $ndia. Ianuary ;= &eliance $ndia Mobile announces mega rural plan to cover = la%h villages and ?> crore $ndians by "ecember ;BB>. Iune ;? !nil !mbani appointed )hairman of &eliance $nfocomm Iuly .B !ir "eccan and &eliance <eb <orld join hands to offer air tic%et boo%ing facility at &eliance <eb <orld. !ugust :@ &eliance $nfocomm rolls out international roaming facility across several countries to become the first $ndian )"M! operator to offer its customers such a service. ,eptember ;: !pollo 7ospital and &eliance $nfocomm join hands to provide top class healthcare service to millions of $ndians in over a hundred $ndian cities. "ecember :; &eliance $nfocomm and )hina Telecom sign agreement for telecom services to provide direct telecommunication service# including a global hubbing service# to subscribers in the two countries.

2004 Ianuary :; $nternational wholesale telecommunications service provider# 9L!2 Telecom amalgamates with &eliance 2ateway# a wholly owned subsidiary of &eliance $nfocomm 9ebruary A Launches &$M Prepaid with attractive offer 6 9or &s .>BB get a Motorola ):.: mobile phone and &s .;=B worth of re6 charge vouchers instantly and stay connected for : year 9ebruary :/ &eliance subsidiary 9lag Telecom announces 9!L)*( Project 6 a major new Middle 'ast Loop Terabits ,ubmarine )able ,ystem with lin%s to 'gypt and 7ong Cong via $ndia !pril ;. &eliance $nfocomm introduces first ever auction facility on Mobile phones through & <orld. Iune @ &eliance $nfocomm introduces <orld )ard 6 a Prepaid $nternational calling card for affordable and convenient $," calls from $ndia. !ugust > launches the first regional )ustomer )ontact )entre in )hennai 2003 9ebruary := Launches &eliance <eb <orld in top :? cities March .: Launches $nternational Long "istance ,ervices !pril ;> $ntroduces colour handsets May : Launches &eliance $ndia Mobile ,ervice commercially in top A; cities with one million customers. Iune :B Launches $ndiaGs first wireless Point of ,ale 3P*,4

Iuly . Launches & )onnect $nternet connection cable !ug ;? $ntroduces &eliance $ndia Phone 9i1ed <ireless Phone and Terminal *ctober ? Launches integrated broadband centre at &eliance <eb <orld# angalore *ctober .B &eliance becomes $ndiaGs largest mobile service provider within / months of commercial launch (ovember . )ustomer base touches > million (ovember :? Launches (ational &oaming ;BB; 9ebruary ;> *btains $nternational Long "istance License from 2ovt. of $ndia "ecember ;; )ommissions :st *ptic 9ibre ac%bone ring "ecember ;= 'stablishes :st Point of $nterconnect 3P*$4 in (ew "elhi ;BB: May :B *ptic fibre laying process commences in 2ujarat# !ndhra Pradesh 8 Maharashtra ;BBB The "ream# :AAA KMa%e a phone call cheaper than a postcard and you will usher in a revolutionary transformation in the lives of millions of $ndiansK 6 "hirubhai !mbani :AAA The &eality# (ovember :> &eliance $nfocomm begins Project Planning

MISSION
'1cellence in )ommunication initiatives
To attain global best practices and become a world6class communication service provider F guided by its purpose to move towards greater degree of sophistication and maturity. To wor% with vigour# dedication and innovation to achieve e1cellence in service# 0uality# reliability# safety and customer care as the ultimate goal. To earn the trust and confidence of all sta%eholders# e1ceeding their e1pectations and ma%e the )ompany a respected household name. To consistently achieve high growth with the highest levels of productivity. To be a technology driven# efficient and financially sound organization. To contribute towards community development and nation building. To be a responsible corporate citizen nurturing human values and concern for society# the environment and above all# the people. To promote a wor% culture that fosters individual growth# team spirit and creativity to overcome challenges and attain goals. To encourage ideas# talent and value systems. To uphold the guiding principles of trust# integrity and transparency in all aspects of interactions and dealings.

VISION
<e will leverage our strengths to e1ecute comple1 global6scale projects to facilitate leading6edge information and communication services affordable to all individual consumers and businesses in $ndia.

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

<e will also generate value for our capabilities beyond $ndian borders and enable millions of $ndiaGs %nowledge wor%ers to deliver their services globally.

PRODUCT

"'9$($T$*(M
! product is a bundle of physical service and symbolical particulars e1pected to yield satisfaction benefits to the buyers.

3Phillip Cotler4
! product is a comple1 of tangible and intangible attributers# including pac%aging# colors# price# manufacture and retailer5s service which the buyer may accept as offering satisfaction of wants of needs.

( i!!iam " Stanton#

RELIANCE NETCONNECT USB MODEM

9eaturesM
Connecti$ity%

<ireless internet access across >.BB towns and . la%h villages. $nternet browsing and download speed upto :>..? %bps. )ompatible with <indows ;BBB and <indows NP.

&oice and SMS Compati'!e%

Ma%e and receive voice calls

,end and receive ,M, upto :BBB characters ,tore :BBB contacts in your phone boo%

Specifications%
(tem Protocol wor%ing fre0uency "imensions <eight &eceiver sensitivity Power consumption Power supply Description )"M!;BBB :N &TT @;=M7z O @=AM7zD@?AM7z O @A=M7z +plin%D"ownlin% @= mm 3"4 1 =; mm 3<4 1 :; mm 374 !bout .; g etter than 6:B=d m P:.>< >-D>BBma# from +,

RELIANCE NET CONNECT DATA CARD

)eatures *
+ninterrupted high6speed wireless $nternet connectivity# across :BBBB towns# . la%h villages and growing. etter surfing speeds# with download speeds up to :== %bps. 7igh download speed of heavy email attachments *ne6time installation of the dial6up software without the need to change the dial6up configuration. 7assle6free connection o )onnect instantly 3(o line busy D waiting tone4 o 'asy to remember username D password 3your phone D card number4

'nables a user to surf the $nternet without being tied down to a landline from any location H your bedroom# drawing room# hotel room# office# outdoors or on the move in a car# train or bus.

+,e net-or. ad$antage

This remar%able service virtually converts the whole of $ndia into a wireless hot spot.

:BBBB towns and cities and .BB#BBB villages *n highways# rail routes# airport lounges and remote locations

+,e p!an ad$antage

The tariff is inclusive of all charges 3the $,P charge as well as the Telecom connectivity charge4. (o need for an e1ternal or internal modem. (o need for an $,P account.

(o need for a separate landline connection. *ne free e6mail account 3with a :B M mailbo14 and ; M of web space ! choice of prepaid and postpaid options to suit your usage needs +se of data cards to ma%e voice calls and send ,M,

RELIANCE POSTPAIDS FIXED WIRELESS PHONES

Current mode!s

)L!,,$) ;;B@

)L!,$) <P @;B

L2 L,P =:B

)L!,,$) <P @;A

RELIANCE MOBILES

Old hand !" #$d!l

C$l$% Hand !"

C&%%!n" hand !" #$d!l

Old hand !" #$d!l

C$l$% Hand !" '("h )a#!%a

C&%%!n" hand !" #$d!l

V(d!$ Ca#!%a Ph$n!

C&%%!n" hand !" #$d!l

C&%%!n" hand !" #$d!l

PDA )$l$% *h$n!

/e!iance 0e!!o 1ostpaid 1!ans

Plans6 (eed . 7igh ,T" calls *ne $ndia Monthly rental )lip 9ree usage *n net pac% charges *n net Local other 2,M 9i1ed :@B B >B ;;> B.=B :.BB :.BB ,imply ;B.B :.B B B ;;> :.;B :.;B :.;B 7igh local fi1ed calls Plan :>B :>B >B .> :/> B.=B :.?B B.=B local ;AA ;AA B B :;> B.>B B.>B B.>B Plan >BB >BB B =/B /> B../ :.=/ B../ 7igh local mobile calls 7ello :;> :;> B B ;;> B.=B B.=B :.;B Mobile ;AA ;AA B :>B :;> B.=B B.=B :.;B 7igh on net Plan ?BB ?BB B ?BB *nnet (.!. B... :.=/ B../ ,pecial ones Pl!n :BBB :BBB B A/> /> B..B :... B... Plan :>BB :>BB B :>;> /> B..B :.;B B..B

$ntra circle 3&s.Dmin.4 *n net *ther 2,M 9i1ed B.=B :.BB :.BB :.;B :.;B :.;B B.=B :.?B :.;B B.>B :.;B :.;B B../ :.=/ :.:B B.=B B.=B :.;B B.=B B.=B :.;B B..B :.=/ :.:B B... :... :.BB B..B :.;B B.AB

$nter circle 3&s.Dmin.4 *n net *ther 2,M $ 9i1ed B.=B :.BB :.BB :.;B :.;B :.;B ;.=B ;.=B ;.=B ;.=B ;.=B ;.=B ;.;B ;.;B ;.;B ;.=B ;.=B ;.=B ;.=B ;.=B ;.=B B..B ;.;B ;.;B ;.BB ;.BB ;.BB :.@B :.@B :.@B

Plan one India offers lowest call rate of 0.40p/min on Reliance hello to Reliance hello.

HELLO PACKS

,M, Pac%6 2et unlimited on net ,M, anywhere in $ndia Q&s. ;> worth off net ,M, in just &s.>B only ,T" Pac%6 )all any phone in $ndia for &s. :Dmin. on rental just &s. AADmonth only (ight Pac%6 )all any &eliance phone in Mahrashtra and 2oa and Mumbai free between :: pm to / am on rent &s. AADmonth

HANDSET PROPOSITIONS
2et &s.;=BB intra circle on net tal% time free 9ree intra circle on net tal% time6&s.:BB per month for ;= months !pplicable on F Plan :>B# plan ;AB# plan >BB# plan :BBB# plan :>BB# plan :;># plan local ;AA# plan mobile ;AA# plan one $ndia ;;># plan one $ndia ;;>.

PLANS FOR RELIANCE MOBILES POSTPAIDS

These are divided into three level of plans 'ntry level plans Mid level plans 7igh level plans

ENTRY LEVEL PLANS

PL!( TRP' ,P :=A M*(T7LR &'(T!L )L$P 8 PL!( )7!&2', T*T!L M*(T7LR )*MM$TM'(T 9&'' $(T&! )$&)L' T!LC T$M' CA22 /A+3S T* !LL &'L$!()' P7*(' T* *T7'& M* $L', T* L!("L$(' :;= ;> :=A 6 '(T&R PL!( (I (I )7!T :AA :AA 8 ,*7 $("$ PL!R * ! :AA :AA :AA 6 6 6 :AA :>B :AA :AA :AA 6 :.;DBS :.;DB.> S :.;DB.> S ;.=B ;.=B

(+0 (4 M&5 (/s67Min6# B.>B B.>B :.;B B.>B :.BB B.>B :.BB :.;B :.;B

S+D /A+3S /3S+ 8) (4D(A (/s67Min6# T* !LL &'L$!()' ;.BB ;.=A ;.=B P7*(' T* *T7'& P7*(', ;.BB ;.=A ;.=B

MID LEVEL PLANS

PL!( TRP' M$" L'-'L PL!( &$* &$* (I ;AA ;AA .AA ,*7* ;AA .AA ;AA 6 6 66 ;AA .AA ;AA :BB B.>B B.>B :.BB :.>B :.>B

M*(T7LR &'(T!L )L$P 8 PL!( )7!&2', T*T!L M*(T7LR )*MM$TM'(T 9&'' $(T&! )$&)L' 6 6 T!LC T$M' CA22 /A+3S (+0 (4 M&5 (/s67Min6# T* !LL &'L$!()' B.=B B.=B P7*(' T* *T7'& M* $L', :.BB :.BB T* L!("L$(' :.BB :.BB S+D /A+3S /3S+ 8) (4D(A (/s67Min6# T* !LL &'L$!()' :.BB B.=B P7*(' T* *T7'& P7*(', :.BB :.BB

INDIA ROAM FREE PLANS

$ndia &oam 9ree &oaming tariff for mobile roam free Plan .AB Plan AAB plans Local out going To &elianceD =BpD&s. >Bp calls while others : roaming ,T" out going !ll phone :.BB :.BB calls call rate $ncoming 9ree :.BB :.BB incoming tal%time

HIGH LEVEL PLANS

PL!( TRP' M*(T7LR &'(T!L )L$P 8 PL!( )7!&2', T*T!L M*(T7LR )*MM$TM'(T 9&'' $(T&! )$&)L' 6 6 T!LC T$M' CA22 /A+3S (+0 (4 M&5 (/s67Min6# T* !LL &'L$!()' B.=B B.=B P7*(' T* *T7'& M* $L', B.@> B./> T* L!("L$(' B.@> B./> S+D /A+3S /3S+ 8) (4D(A (/s67Min6# T* !LL &'L$!()' B.@> B./> P7*(' T* *T7'& P7*(', B.@> B./> M$" L'-'L PL!( (I .AA (I =AA .AA =AA >B >B ==A >=A

+nlimited &eliance Mobile )alling Pac%6 )all any &eliance mobile on rental of &s. ./> per month Pac% is available with all plans *nly for &eliance mobile calls in Maharashtra 8 2oa This pac% will not be applicable while roaming

RELIANCE NETCONNECT TARIFF PLANS FOR DATA CARD & USB MODEM :. Time ased Plans ;. "ata ased Plans T(#! Ba !d Plan
Post paid plans Monthly charge Pea% hours 3? am to :B pm4 *ff pea% hours 3:B pm to ? am4 !dditional usage rate 9ree '6mail account 9ree web space 9ree ,M,Dmonth 9reedom L night ,wift ,wift =B /; $nternet Tariff =BB =BB ?>B undled hoursDmonth &s.>BpD ;B .? min. hours hours +nlimite ;B .? d hours hours (.!. &s.>Bp &s.>Bp Dmin. Dmin. :B M :B M :B M ;M ;M ;M -oice 8 ,M, Tariff (il (il :BB per month ,wift :BB ABB >B hours >B hours &s.>Bp Dmin. :B M ;M :BB per month ,wift :@B :>BB AB hours AB hours &s.>Bp Dmin. :B M ;M :BB per month

Da"a Ba !d Plan
Post paid plans Monthly charge undled data '1changeDmonth !dditional usage rate 9ree '6mail account 9ree web space 9ree ,M,Dmonth 9reedom 9reedom Plus (nternet +ariff ?>B ABB :2 :.> 2 &s. ;DM :B M &s. ;DM :B M Platinum :>BB +nlimited (.!. :B M ;M :BB

;M ;M &oice & SMS +ariff :BB :BB

PREPAID PLANS
2,C -alue &s.AA &s.;;B &s../> &s.??B -alidity / days ? months : year ; year Tal% time &s.:B &s.:B &s.:B &s.:B

+sage rate for internet access6 .Bp between :B pm to ? am 8 ?Bp between ? am to :B pm

RESEARCH METHODOLOGY
Methodology in the applied sense refers to various methods used by the researcher right from data collection and various techni0ues used for the same for interpretation and inference. Methods and techni0ues are often used synonymously in research literature. &esearch 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. <hen we tal% of research methodology we not only tal% of the research methods but also consider the logic behind the methods we use in the conte1t of our research study and e1plain why we are using a particular method or techni0ue and why we are not using others so that research results are capable of being evaluated either by the researcher himself or by others.

OB+ECTIVES OF THE RESEARCH

The basic purpose of the research was to identify the position of the employees . The %ey objectives of the research are as followsM
(.) (/)

To %now about the how they get training.

To %now about the employees satisfaction from training. To ma%e the employees aware about the new product and plans and with this to %now e1actly what type of plans does the customer wants to use.
(-)

3=4 !s% them to ta%e the complete view of the customer about the &)$L and its services and thus to generate need of &eliance products. <ith the help of the 0uestionnaire the company can made the important changes in the training procedure so that the company reaches towards the employes satisfaction.
(0)

IMPORTANCE OF THE RESEARCH

,ignificance of research and research leads to invention. 9ollowing facts highlight the importance of the research. 3:4 &esearch facilitates logical or scientific thin%ing process which leads towards flow less strategy formulation. 3;4 $t facilitates identification of Jtrends5 which ultimately responsible in mar%eting opportunities. 3.4 "ecision ma%ing researched phenomenon. becomes easier for well

3=4 &esearch is important in solving various operational and planning problems of business and industry. $t helps understanding perception of the employes about the training and accordingly designs the training process.
(1)

Ma,$% Da"a C$ll!)"($n #!"h$d

(6 Secondary /esearc, a4 $nternal secondary "ata from the company itself data which the company already has. b4 '1ternal secondary "ata from the magazines and data news papers# ((6 Sur$ey /esearc, a4Telephone interviews b4 Mail interviews c4 Personal interviews 7ome interviews $ntercept interviews (((6 )ie!d e9periments )ollection of information from respondents via telephone )ollection of information from respondents via mail or similar techni0ues )ollection of information in a face6to6face situation. Personal interviews in the respondent5s home or office Personal interviews in a central location# generally a shopping mall Manipulation of the independent variable3s4 in a natural situation.

RESEARCH AND FINDINGS

There are many types of the research li%e descriptive# analytical# basic# applied# 0ualitative# 0uantitative# and conceptual. $ have chosen the field of !sthana tower# reliance communication .
Descripti$e /esearc,%

$n this type of research $ have collected data by observation# by mailing to the companies or to the %ey decision ma%er# by going to the company with the appointment with the %ey decision ma%er and as% employees about training produres in the &eliance )ommunication .
Ana!ytica! /esearc,%

$ also have collected data from already available information. $ got the information from the newspapers with the help of that information 3phone no.4 $ used to ta%e appointment with the concerned person and. $n this research correlation techni0ue is used to analyze the data.
Basic or 1ure /esearc,%

-isiting to the company to company $ have got many people who are not satisfied with the services of &)$L.This enhance my ability of dealing with the people and ma%e them satisfied.

App!ied /esearc,% The research which has immediate commercial potential is called applied research. !pplied research can further be classified as problem oriented and problem solving research. 1ro'!em 8riented /esearc, F "uring the research $ have met with many people who are having many problems regarding the connections# poor networ%# poor services and many other problems. Most of the customers are saying about the billing procedure they have big problem with the collection of the bills so that ma%es the satisfaction level of the customers down. 1ro'!em so!$ing /esearc, F &)$L is facing the main problem about the networ% and the billing of postpaid connections users because there is no collection centre near by the area which $ have visited that is why the company is not getting good business from the particular area. :uantitati$e /esearc,M $ have visited about .>B companies and $ have got different result from them @BE of the people listened to me# ;BE of the people did not listen me# the sales results were very low. Conceptua! /esearc,M Many of the people want to pay the bill at the place which should be near to them and safe also

AREAS SURVEYED
$n my project time $ have visited in many areas in Pune so here is the information about the company which $ have collected from them.6

!reas ,urveyedM6 procedure Pimpari M$") hosari M$") )hichwad $ndrayani nagar !landi M$") Landewari

OBSERVATIONSThe schemes of &'L$!()' )*MM+($)!T$*( are better in comparison to other.

&'L$!()' )*MM+($)!T$*( )"M! has a facility of !uto &oaming.

etter $nternet plan compare to other. etter roaming plan.

&'L$!()' )*MM+($)!T$*( have strong customer segment in corporate.

Lac%ing in promotional activity. billing problem ,trong scheme for postpaid plan.

)lassic which is new mobile manufacturer for &'L$!()' have to face many problems related to mobile set.

GRAPHICAL REPRESENRATION OF THE AREAS VISITED

CHINCHWAD
Airte! 23<

(dea =7<

/e!iance 22<

BS42 30<

8t,ers ;<

/e!iance

Airte!

(dea

BS42

8t,ers

OBSERVATIONS$n )7$()7<!" area mostly people believe on ,(L because they get some good facilities there and they don5t want to change their mindsets about ,(L .They are having an collection center of ,(L in chinchwad so this is very easy to themto pay the bills but &eliance have their web world in P$MP&$ and that is too far from there and no regular collection of bills so &eliance needs to thin% about that.

PIMPRI

Airte! 2=< /e!iance 2><

(dea ==<

BS42 2;< 8t,ers =4<

/e!iance

Airte!

(dea

BS42

8t,ers

OBSERVATIONS$n P$MP&$ there is a big competition. There are many collection centers there &eliance# !irtel# 7utch are there but &eliance is doing well there.

MIDC BHOSARI

Airte! ;<

(dea =?<

/e!iance 27<

BS42 30< 8t,ers =><

/e!iance

Airte!

(dea

BS42

8t,ers

O"SERVATIONS' In B23S%RI people need C45 connections most and "or t#at t#e pre"er Idea and %irtel !ecause t#e are also #a6ing good call rates "or S7& calls in C45 plans. 8or non C45 plans t#e pre"er BS*L !ecause t#e are getting !road!and connection on lo+ rates also.

MIDC CHINCHWAD

8t,ers 7< BS42 2?< /e!iance 25<

(dea 20<

Airte! =?<

/e!iance

Airte!

(dea

BS42

8t,ers

O"SERVATIONS' In MI&C C2I*C2,%& Reliance is doing good !usiness and paople +ant some ne+ plans and good #andsets in t#e mar'et.

INDRAYANI NAGAR

Airte! ==< /e!iance 27< 8t,ers =2<

(dea =?<

BS42 3=<

/e!iance

Airte!

(dea

BS42

8t,ers

O"SERVATIONS' In I*&R%9%*I *%5%R industrial area t#e main pro!lem is related +it# t#e !illing.7#ere is no collection cernter #ere t#e are in :IM:RI & *I5&I and t#e distance is 1 'm "rom #ere.

ALANDI

Airte! =><

(dea 20<

/e!iance 25< 8t,ers ==<

BS42 2;<

/e!iance

Airte!

(dea

BS42

8t,ers

O"SERVATIONS' %L%*&I is 6er "ar "rom t#e main roads *%S2I; #ig#+a is < 'm a+a "rom #ere so 6er di""icult to reac# t#ere and in M%R;(L (place a+a "rom %landi) t#ere is no good co6erage.

MIDC LANDEWADI

Airte! ==<

(dea =7< BS42 3=<

/e!iance 2>< 8t,ers =5<

/e!iance

Airte!

(dea

BS42

8t,ers

O"SERVATIONS' It is situated on old Bom!e $:une #ig#+a so t#ere is good co6erage and Reliance post paid is doing good #ere.

PROMOTIONAL WORK
Sa!es promotion is one of the four aspects of promotional mi1. 3The other three parts of the promotional mi1 are advertising# personal selling# and publicityDpublic relations.4 ,ales promotions are non6personal promotional efforts that are designed to have an immediate impact on sales. Media and non6media mar%eting communications are employed for a pre6determined limited time to increase consumer demand# stimulate mar%et demand or improve product availability. '1amples includeM

coupons discounts and sales# including lue )ross ,ale contests point of purchase displays rebates free samples 3in the case of food items4 gifts and incentive items free travel# such as free flights

,ales promotions can be directed at the customer# sales staff# or distribution channel members 3such as retailers4. ,ales promotions targeted at the consumer are called consumer sa!es promotions. ,ales promotions targeted at retailers and wholesale are called trade sa!es promotions. ,ome sale promotions# particularly ones with unusual methods# are considered gimmic% by many. +nder sales promotion $ have done a survey for the web world franchisee and for that $ have visited some areas which are as follows6 9.).&*!" I.M.&*!" 7!("!&C!& &*!" C!&-' &*!" M.2.&*!" **T'' ,T&''T '!,T ,T&''T -$M!( (!2!& C!LR!($ (!2!& C*&'2!*( P!&C

$ have distributed the pamplates# door to door or company to company selling# and have putted stalls in the HCL carnival on F.C. road in hotel ASHISH PLAZA for two days also.

LEARNING
"oing a project in RELIANCE COMMUNICATION in Pune city# was a great opportunity to practically understand and e1periencing the mar%eting field. $ e1press my deep sense of gratitude to RELIANCE COMMUNICATION for giving me this opportunity and for providing platform to undergo training# and get the valuable %nowledge of telecom industry.

!s RELIANCE COMMUNICATION is a telecom company the project was totally a mar%eting 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 mar%et. The company also helped me to understanding how 9*, performs their wor% efficiently.

"uring 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. "uring the survey $ came to %now the real competition between the major players of telecom industry. $t helped me to understand the future of telecom industry with its opportunities and threats.

Mar.et S,are as on August 2007

/e!iance =;<

Airte! 24<

(dea ?<

BS42 20<

0utc, =7<

+ata =0<

M+42 2<

/e!iance +ata BS42

Airte! 0utc,

(dea M+42

CDMA Ma%.!" Sha%!

8+03/ =< 0@+C0 =<

++S2 37<

/e!iance 57<

Airte! 4<

/e!iance ++S2 S+2

Airte! 0@+C0

5SM Mar.et S,are

Spice 2< M+42 2< BS42 22<

B12 =<

Airce! 5<

/e!iance 3<

Airte! 3=<

(dea =2<

0utc, 22<

/e!iance (dea Spice

Airte! BS42 B12

0utc, M+42 Airce!

(4+3/43+ 1/8&(D3/S

BS42 35< +A+A 25< /e!iance 32<

S()A ;<

/e!iance

BS42

+A+A

S()A

+op companies in respecti$e ser$ices and products segment during (200>*07#

S3/&(C3S (8&3/A22#
/an. : ; . = > C8M1A4(3S ,(L 7!&T$ !$&T'L &'L$!()' 7+T)7$,*( ',,!& -,(L /e$enue( /s6 Crore# =B#:.> :/#@@@ :=#=?@ :B#>?> @#@>/

C322@2A/%
/an. : ; . = > C8M1A4(3S harti !irTel &eliance 7utchison ,(L $dea )ellular /e$enue( /s6 Crore# :.#=.: :B#/;@ :B#>?> A#=BB =#..>

)(B3D%
C8M1A4(3S /an. : ; . = > ,(L MT(L 7!&T$ !$&T'L TT,L TTML /e$enue( /s6 Crore# ;:#B;B =#::? :#?A. :#>@= A;=

(4+3/43+ A4D B/8ADBA4D%

/an. : ; . = >

C8M1A4(3S ,(L MT(L ,$9R 7!&T$ !$&T'L &'L$!()'

S@BSC/(B3/S (2AC0# =B.A :/.@ @.; ?.@ ?.?

(2D%
/an. : ; . = > C8M1A4(3S -,(L &'L$!()' 7!&T$ !$&T'L !T8T )8< /e$enue( /s6 Crore# /#?=@ ;#::B :#;=B :/? @@

42D%
/an. : ; . = > C8M1A4(3S ,(L 7!&T$ &'L$!()' -,(L &!$LT'L /e$enue( /s6 Crore# =#??> :#B.> ?.> >B> ::?

(4D(A4 S3/&(C3 (4D@S+/A ()A 0>*07#%

CA+358/(3S 9i1ed Line )ellular (L" $L" $nternet 8 roadband -,!T &adio Trun%ing T*T!L

/e$enue (/s6 Crore# 5ro-t, (in <# )A 05*0> )A 0>*07 .=#:?: .B#:AB 6::.? .>#AA= >?#:@. >?.: A#B:> /#:@? 6;B.. /#;>: ::#B>? >@./ :#?;B ;#B=B ;? ==. .@ @@#>;; >=B .? :B/#?@: ;:.A 6>.. ;:.?

+op =0 Ser$ice pro$iders ()A 0>*07#%

/an. Ser$ice pro$ider ,(L harti !irtel &eliance 7utchison -,(L TT,L MT(L $"'! !ircel TTML +ota! /e$enue (in /s6 Crore# )AD 05* )AD 0>* 0> 07 :;#B?; :>#@A: ::#;A: :B#/?? ?#@./ =#/A/ ;#>/> >#>?: ;#AAB A// :#BA/ @/#B?@ :/#@@@ :=#=?@ :B#>?> @#@>/ >#:/@ =#A;. =#=:. :#>B/ :#=;; :BA#.>? 5ro-t, (in <# .; >@.= .=.= >=.> @=.? :B:.: 6::.> =/.? >=.; ;A.? ;>.? Category

: ; . = > ? / @ A :B

Mobile Phone# <ireless infrastructure 9i1ed# )ellular#$,P#(L"#-,!T# $L" 9i1ed# )ellular#$,P#(L"##$L" )ellular#(L"##$L" $,P#(L"##$L" 9i1ed# )ellular 9i1ed# )ellular#$,P#(L" )ellular#(L" )ellular#(L"##$L" 9i1ed# )ellular

+op )i9ed 8perators (Based on /e$enue#%

/an. : ; . = > ? / 8perator ,(L MT(L harti !irTel TT,L TTML &eliance 79)L Total /e$enue (in crore# )AD 05*0> )AD 0>*07 ;>#:A> ;:#B;B :=#A@@ =#::? :#.;B :#?A. :#B@: :#>@= /:. A;= >:. =?B ;?: ;@> .=#:?: .B#:AB 5ro-t, (in <# 6:?.? 6:/.> ;@.. =?.> ;A.? 6:B.. A.; 6::.?

+op )i9ed 8perators (Based on Su'scri'er#%

/an. : ; . = > ? / 8perator ,(L TT,L MT(L &'L$!()' harti !irtel TTML 79)L +ota! Su'scri'ers (in mn# )AD 05*0> )AD 0>*07 .?.// .?./B =.B; =..? ..@@ ..@B ..:. :.>? :..= :.;/ :.B= B./> B.;. B.;> >B.>@ =@.A: 5ro-t, (in <# 6B.; @.> 6;.: 6>B.; 6>.; 6;/.A @./ 6...

+op 1!ayers (Based on su'scri'ers#% (0>707#

&an% : ; . = > ? / @ A :B :: )ompany harti !irtel ,(L &eliance 7utch $dea TT,L !ircel MT(L ,pice PL 3Mumbai4 79)L infotel Total (o. of )ircle ;. ;: ;. ;; :: ;B ;. ; ; : : :>B ,ubscribers 3in mn4 9R5 B>6B? 9R5 B?6 B/ :A.>@ ./.:= :@.=> ;/.A. :/..: ;/.@> :>..? ;?.== /../ :=.B: =.@> ::.=. ;.?: >.>: :.AA ;./> :.A. ;./. :..= :.B/ B.B? AB.@@ B.B/ :>?.A/ 2rowth 3in E4 @A./ >:.= ?B.A /;.: AB.: :.>./ :::.: .@.; =:.> 6;B.: :?./ /;./ Mar%et ,hare 3in E4 ;../ :/.@ :/./ :?.@ @.A /.. ..> :.@ :./ B./ B.B :BB.B

+op 1!ayers (Based on /e$enue#%

/an. : ; . = > ? / @ A :B :: Company harti !irtel &eliance 7utch ,(L $dea Tata Teleservices !ircel ,pice PL 3Mumbai4 MT(L 79)L infotel +ota! 4o6 of Circ!e ;. ;. ;; ;: :: ;B ;. ; : ; : :>B /e$enue (in crore# )AD 05*0> )AD 0>* 07 @#;.A :.#=.: ?#?/. :B#/;@ ?#@./ :B#>?> ?#=?/ A#=BB ;#AAB =#..> :#@/@ =#BA; A// ?/: ?>> >/. ;; .>#AA= :#>B/ /@. >B> @B/ ;B >?#:@. 5ro-t, (in <# ?..B ?B.@ >=.> =>.= =>.B ::/.A >=.; :?./ 6;;.A =B.@ 6A.: >?.: Mar.et S,are (in <# ;..A :A.: :@.@ :?./ /./ /.. ;./ :.= B.A :.= B.B :BB.B

Add("($nal En"%/ C$ " C$#*a%( $n

/e!iance Acti$ation )ee Deposit +ota! 3ntry Cost /s6=50*330 4i! /s6=50*330 Airte! /s6250*500 /s6250*500 /s6500*=000 Ad$antages of /e!iance Lower activation fee No STD deposit

&eliance have the lowest overall entry cost when compared with the competition.

There is zero deposit for ST individual retail customer.

calls even for

$n the case of !irtel deposit waiver is granted only to high value corporate D ,M' clients.

SME Plan C$#*a%( $n

Competitio n Airte! Competition 1roposition Am'uEa p!an* /s6=?? renta!* !oca! ca!!ing 30p7;0p & S+D /s6=625 SM3 p!an* /s6=?? renta! * !oca! ca!!ing 30p7;0p & S+D /s6=625 SM3 p!an* /s6225 !oca! ca!!s 50p7= & S+D /s6=65F C@5 G =0p7min6 8ur Counter 4" =?? S808* /s6=?? renta!F /s6=50 ta!.time freeF !oca! ca!!s* 50p7= & S+D* 2657min6 4" =?? S808* /s6=?? renta!F /s6=50 ta!.time freeF !oca! ca!!s* 50p7= & S+D* 2657min6 4" =?? S808* /s6=?? renta!F /s6=50 ta!.time freeF !oca! ca!!s* 50p7= & S+D* 2657min6 Ad$antage s Free local off net callin availa!le " free C#$ Free local off net callin availa!le " free C#$ Free local off net callin availa!le " free C#$

(dea

0utc,

R!l(an)! H!ll$ Plan C$#*a%( $n

*ne $ndia >BB :BBB ;BBB :@B .B :D. min. :Dmin. :Dmin. :Dmin. :Dmin. :Dmin. ,(L 3wire line4 2eneral 'conomy >BB :BBB ;BBB :@B >B )all rates :.;D.min. :.;Dmin. :.;Dmin. :.;D.Bsec. :.;D.Bsec. :.;D.Bsec. >BB :BBB ;BBB .BB ;BB :.;D.min. :.;Dmin. :.;Dmin. :.;D.Bsec. :.;D.Bsec. :.;D.Bsec. ,pecial >BB :BBB ;BBB =/> >BB :.:D.min. :.:Dmin :.:Dmin :.:D.Bsec. :.:D.Bsec. :.:D.Bsec.

!ctivation fee ,ecuritydeposit (L" deposit 9i1ed cost 9ree tal% time *n net Mobile Landline (L" on net (L" mobile (L" landline

!S"# has hidden entry char$es%sec&rity ' "#

*ne $ndia >?: (il >BB :@B >B :D. min. :Dmin. :Dmin. T!T! 7;M :;> )ity ;AA >?: (il >BB :/> B )all rates :.;D.min. :.;Dmin. :.;Dmin. >?: (il >BB ;AA :>> B.> min. B.>Dmin. :.;Dmin.

deposit
,ilver =AA >?: (il >BB =AA =/B :.:D.min. :.:D: min :.:Dmin

!ctivation fee ,ecuritydeposit (L" deposit 9i1ed cost 9ree tal% time *n net Mobile Landline

(L" on net (L" mobile (L" landline

:Dmin. :Dmin. :Dmin.

:.;D.min. ;.=Dmin. ;.=Dmin.

:.;D.min. ;.=Dmin. ;.=Dmin.

:.;D.min. ;.=Dmin. ;.=Dmin.

ADVANTAGES *ver !irtel

& )onnect F The &eliance )"M! ;BBB:N technology and pan $ndia coverage enables to get online from almost any location in India.

People can use the data card from &eliance with your laptop or the +, modem with your des%top or laptop.

,peed up to (44 )bps.

,ignificantly faster then dial6up connections 8 not restricted to the home D office li%e wired broadband.

+se across $ndia in more then *+00 villa$es. (ot limited to major cities li%e 2P&, 8 '"2'.

The true definition of mobility

ADVANTAGES *ver T!T!

&eliance has the wider coverage area 8 hence its range of usage is better in both cities as well as r&ral areas.

&eliance is the only operator that provides internet access via data cardD+, modem in prepaid format as well. )ustomer have facility to recharge with low denomination vouchers 8 subse0uently use top ups thereby lowering access cost.

SWOT ANALYSIS OF RELIANCE COMMUNICATION

STRENGTH Big brand name The new technology launcher (CDMA) First in FWPs trong mar!et "ood networ! in #$D#A OPPORTUNITIES "rowing data card mar!et "rowing mar!et o& CDMA 'hones (stablishment o& new business in Pune

WEAKNESS er%ices Customer care section $ot %ery good tari&& 'lans &or TD users Battery li&e o& hand sets THREATS )aunch o& TATA #ndicom * B modem Big mar!et share o& Airtel and growing TT ) in Maharashtra

CONCLUSION
&eliance communication is a very big brand name and $ am very than%ful to the &eliance people to help me in completing my project in &eliance communication. &eliance communication provides me the good opportunities to ma%e my s%ills stronger in mar%eting. $ am also very than%ful to my project guide Mr. &ajiv Taneja for giving me his useful guidelines and important time. <hile doing this project $ have tal%ed with many people and came to %now about the mar%et and $ learnt that how the companies5 wor%s and what they have to do for retaining there position in the mar%et. &eliance )ommunications has trained me to face the challenges whatever in the mar%et.

RECOMMENDATION
!fter completing my wor% of analyzing and creating customers for postpaid mobiles# fi1ed wireless phones# "ata cards and +, modem of &eliance communication $ want to recommend some important facts to the company about its products. )ompany should come with some good and effective plans to ma%e the customer satisfied. )ompany should move towards the good customer relations so company should plan for the customer relationship management. &eliance )ommunications is having good range of its products that is why they are challenging the competitors so ma%e it large. ,ales '1ecutives are not getting proper guidance and support from the seniors because of heavy wor%load on them so there is a need to manage wor%load so managing manpower is also a big tas% to do. Majority of respondents complain about the after sales services li%e billings# and interruption in the networ% so the 0uality of after sales services should be improved. )ustomer care services are very poor company should improve that part also. "evice installation and registration on site should be easier to wor% so that customers need not to give more papers at the time of purchasing a new connection. &eliance )ommunication should ma%e such strategies which suits the company5s name and brand. &eliance )ommunication is already having a good brand image.

BIBLIOGRAPHY
<' ,$T',MT

<<<.&eliancecommunication.com www.google.com www.altavista.com **C, P&'99'&'"M

Mar%eting Management6 Philip Cotler Mar%eting Management6 &ajan ,a1ena

('<, P!P'&,M T7' ')*(*M$) T$M', T7' T$M', *9 $("$!

ANNEXURE
0UESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE POSTPAID (ame of the company U U U U UU U U UUU U U U U U U U U U !ddress U U U U U U U U U U U U U U U U U U U U U U U U U U )ontact no. 7andled person UU U U U U U U U U U U U UU U U U U U :4 <hat are the telecom services you are usingV &eliance !irtel $dea 7utch ;4 $f other then &eliance then F $s there any possibility for other service providerV Res (o $f &eliance then which oneV Prepaid Res Postpaid (o

other

-) "o you %now about the new plans in &eliance postpaidV

=4 <hich plan are you using currently and what is your billV Plan 6 6 6 6 6 6 ill 6 6 6 6 6 6 6
1) "o you want to ta%e any postpaid connection with these plansV

3!fter telling him all the plans according to his usage of phone4 Res (o

0UESTIONNAIRE FOR MARKET SURVEY AND PRODUCT PROMOTION OF RELIANCE NETCONNECT DATA CARD & USB MODEM (ame of the company U U U U UU U U UUU U U U U U U U U U !ddress U U U U U U U U U U U U U U U U U U U U U U U U U U )ontact no. 7andled person UU U U U U U U U U U U U UU U U U U U

:4 <hat are the internet services are you usingV &eliance !irtel ,(L -,(L ;4 7ow much is your monthly billV ill 6 6 6 6 6 6

other

.4 "o you %now about the &eliance net connect data card and +, modemV Res (o =4 Rou are using internet on Laptop "es%top oth >4 <hat is your usageV

,urfing more

"ownloading more

=) "o you want to ta%e any one with these plansV

3!fter telling him all the plans according to his usage of internet4 Res (o

ABBREVIATIONS
!"!2 2,M )"M! &)-L ,(L MT(L -,(L TT,L $L" (L" )+2 (,' ,' 9*, !($L "7''&+ 7!$ !M !($ 2*+P 2L* !L ,R,T'M M* $L' )*"' "'-$,$*( M+LT$PL' !))',, &'L$!()' )*MM+($)!T$*( -'(T+&' L$M$T'" 7!&!T ,(-7!& ($2!M L$M$T'" M!7!(!2!& T'L'P7*(' ($2!M L$M$T'" -$"',7 ,!()7!& ($2!M L$M$T'" T!T! T'L' ,'&-$)', L$M$T'" $(T'&(!T$*(!L L*(2 "$,T!()' (!T$*(!L L*(2 ",T!()' )L*,'" +,'& 2&*+P (!T$*(!L ,T*)C 'N)7!(2' *M 'R ,T*)C 'N)7!(2' 9''T *( ,T&''T