ACKNOWLEDGEMENT Presenting a Summer Training project of this type is an arduous task, demanding a lot of time. I cannot in full measure appreciate and acknowledgement the kindness shown and help extended by various persons in this endeavor. I will remember all of them with gratitude. I must, however, especially Render & My special sincere thanks towards MR. AVJIT TRIPATHI (Channel Manager, Reliance Infocomm, Varanasi Zonal), for giving me a chance to take this project and for his valuable guidance, which helped me on all those points, which I needed to include in, with full intensity. My sincere thanks are also due to MR.UMESH SISHODIA (Marketing Dept., K.N.M.I.E.T.), for their significant help extended for the successful completion of the project. I highly appreciate the help I got from them in providing me and lot of information regarding the functioning of this organization. I am really grateful towards this organization (Reliance Infocomm, Varanasi Zonal including all employees) for full co-operation, support and motivation that they extended to me in completing my project here. I am always beholden to my God, for always being with me and showing me the right ways, my family, for always doing favors to me and my friends and colleagues consistently helped with encouragement and criticism throughout the project work, for always lifting my sights to higher vision, raising my personality beyond normal limitation and for realizing me my strengths and potential, as I did not always welcome her exhortation, “try again; you can do better.” But this project owes a great deal to it – and so do I.


2 I am ANKIT KANSAL student of BBA here by declares that the project report titled “COMPARATIVE SALES OF NOKIA HANDSET WITH RIM AND TATA INDICOM CDMA PHONE” is completed and submitted under the guidance of “MR.UMESH SISHODIA (Marketing Dept., K.N.M.I.E.T.),” is my original work. The imperial findings in this report are based on the data collected by me. This project has not been submitted to C.C.S.University, Meerut or any other university for the purpose of compliance of any requirement of any examination or degree. ANKIT KANSAL B.B.A. PREFACE -

Marketing is a social & managerial process by which an individual and group obtain what they need and want through creating offering and exchanging products of value with others.

Marketing is getting the right good and services to the right people to the right place, at the right time at the right place with the right communication and promotion. It is the art of creating and satisfying customer at a profit. Advertising is one of the major tools of companies to direct pervasive communication to target buyers and publics. An identified sponsor defines it as any paid from and non-personal presentation and promotion of ideas, goods or services. Advertising is a cost effective way to disseminate message whether it is to build brand preference for Nokia to motivate a developing nation’s consumer to drink milk and practice birth control. Sales promotion is an important instrument market to lubricate the marketing efforts. Today sales promotion is needed and not nearly luxury and fashion. INTRODUCTION -

Nokia is a world leader in mobile communications, driving the growth and sustainability of the broader mobility industry. Nokia connects people to each other and the information that matters to

3 them with easy-to-use and innovative products like mobile phones, devices and solutions for imaging, games, media and businesses. Nokia provides equipment, solutions and services for network operators and corporations. Nokia is a broadly held company with listings on four major exchanges. Nokia industries in mobile create brand and site loyalty Improve productivity Minimize loss Enhance customer convenience Solution Benefits Ease of Use Technology, products, and services that are easy to implement, use and maintain. Standardized software designed to be easier to operate, which means less training time and less downtime. (Remote diagnostics and upgrades for software downloading, analysis and maintenance. The mobile communications, information technology, media, and consumer electronics industries are converging in some areas into one broader industry. Some of the first examples of this convergence include camera phones, as well as the use of mobile devices for email, web browsing and applications, and music downloading. Multi-radio solutions and devices, which automatically transfer connectivity among cellular networks and complementary access technologies such as Wireless LAN and Bluetooth, are another example. Although this convergence presents new challenges, we believe that these trends also expand the potential for future growth in the mobile communications industry. We clear the way for greater productivity with consolidated systems and the most powerful tools for managing all aspects of convenience store operations. Products that are easy to learn and use contribute to confident, trained employees, reducing employee turnover. Loss Prevention Systems that are secure, with a wide range of functions to keep track of inventory, minimize in-store loss and exception analysis. Reduce security overheads with making it safer for you and your customer to do business. Connect to the Internet for up-to-the-minute store information such as item level inventory control. Tata Indicom announced the launch of Mobile Gaming with one of the world’s largest mobile gaming collection of 1000 games. The games will be supported by the first ever deployment of a Nokia Application Download Platform. Of the initial release, 735 games will be available on the

4 latest Nokia CDMA 3105 handsets, which also was launched simultaneously.

Tata Indicom customers will experience gaming free of cost till August 15th. They will also have access to over 300 wallpapers and 150 ringtones. Based on CDMA technology, the gaming experience will be superior with rapid downloads.

The mobile gaming collection has been formed through partnerships with leading gaming providers such as Indiagames, Indiatimes, Mauj, Mobile2win, Phoneytunes, Tinfo Mobile and Yahoo. Tata Indicom has also partnered with a leading International publisher – Jamdat. This is the first time that Jamdat games will be available for mobile gamers in India. On Nokia CDMA 3105, Tata Indicom users can download any of the released mobile games using the Tata Indicom Gaming Platform. Once downloaded, the games reside on the handset and can be played any number of times Tata Teleservices stated, “At Tata Indicom, we are focused on bringing our customers the best and most innovative data and voice services. We are proud to announce one of the world’s largest collections of games of which over 735 will be available on the new, sleek Nokia 3105 CDMA handsets. In an innovative marketing programme, Tata Indicom plans to release several games every Friday, very much like new movie releases.”


Nokia is a world leader in mobile communications, driving the growth and sustainability of the broader mobility industry. Nokia connects people to each other and the information that matters to them with easy-to-use and innovative products like mobile phones, devices and solutions for imaging, games, media and businesses. Nokia provides equipment, solutions and services for network operators and corporations. Nokia is a broadly held company with listings on four major exchanges. From its inception, Nokia was in the communications business as a manufacturer of paper - the original communications medium. Then came technology with the founding of the Finnish Rubber Works at the turn of the 20th century. Rubber, and associated chemicals, were leading edge technologies at the time. Another major technological change was the expansion of electricity into homes and factories which led to the establishment of the Finnish Cable Works in 1912 and, quite naturally, to the manufacture of cables for the telegraph industry and to support that new-fangled device - the telephone! After operating for 50 years, an Electronics Department was set up at the Cable Works in 1960 and this paved the way for a new era in telecommunications. Nokia Corporation was formed in 1967 by the merger of Nokia Company - the original paper-making business - with the Finnish Rubber Works and Finnish Cable Works. Design has always been important at Nokia and today's mobile phones are regarded as a benchmark for others to follow. Take, for example, multi-coloured, clip-on facias which turned mobiles into a fashion item overnight. But Nokia has always thought like that and back in the fashion-conscious 1960's when one branch of the corporation was a major rubber manufacturer, it hit on the idea of making brightly-coloured rubber boots at a time when boots followed the Henry Ford principle - you could have any colour, so long as it was black! The '60s, however, were more important as the start of Nokia's entry into the telecommunications market. A radio telephone was developed in 1963 followed, in 1965, by data modems - long before such items were even heard of by the general public.

6 In the 1980's, everyone looked to micro computers as the next 'big thing' and Nokia was no exception as a major producer of computers, monitors and TV sets. In those days, the prospect of High Definition TV, satellite connections and teletext services fuelled the imagination of the fashion conscious homeowner. In the background, however, changes were afoot. The world's first international cellular mobile telephone network, NMT, was introduced in Scandinavia in 1981 and Nokia made the first car phones for it. True enough, there were 'transportable' mobile phones at the start of the '80's but they were heavy and huge. Nokia produced the original hand portable in '87 and phones have continued to shrink in inverse proportion to the growth of the market ever since It took a technological breakthrough and a change in the political climate to create the wire-free world people are increasingly demanding today. The technology was the digital standard, GSM, which could carry data in addition to high quality voice. In 1987, the political goal was set to adopt GSM throughout Europe on July 1st 1991. Finland met the deadline, thanks to Nokia and the operators. Politics and technology have continued to shape the industry. The '80s and '90s saw widespread deregulation which stimulated competition and customer expectations. Nokia changed too and in 1992 Jorma Ollila, then President of Nokia Mobile Phones, was appointed to head the entire Nokia Group. The corporation divested the non-core operations and focused on telecommunications in the Digital Age. Few people in the early '90s would have thought that 'going digital' would change things so much. 2001 AND INTO THE FUTURE Nokia is harnessing its experience in mobility and networks to generate a startling vision of the future. Meeting rooms, offices and homes will be 'smart' enough to recognise their human visitors and give them whatever they want by listening to their requests. Nokia welcomes change and improvement and can embrace new ideas at great speed. Such characteristics will never change but, as to the rest, the story has only just begun! Year 2005

7 The Nokia 6630 imaging smartphone has as the first device in the world achieved global GCF 3G WDCMA Certification. The certification was achieved based on the requirements defined by Global Certification Forum (GCF), an independent industry body which provides network compliancy requirements and testing for GSM/WCDMA mobile devices.

8 RELIANCE GROUP The Reliance Group founded by Dhirubhai H. Ambani (1932-2002) is India's largest business house with total revenues of over Rs. 99,000 crores (US$ 22.6 billion), cash profit of Rs.12,500 crores (US$ 2.8 billion), net profit of Rs.6,200 crores (US$ 1.4 billion) and exports of Rs.15,900 crores (US$ 3.6 billion). The Group's activities span exploration and production (E&P) of oil and gas, refining and marketing, petrochemicals (polyester, polymers, and intermediates), textiles, financial services and insurance, power, telecom and infocom initiatives. The Group exports its products to more than 100 countries the world over. Reliance emerged as India's Most Admired Business House, for the third successive year in a TNS Mode survey for 2003. Reliance Group revenue is equivalent to about 3.5% of India's GDP. The Group contributes nearly 10% of the country's indirect tax revenues and over 6% of India's exports. Reliance is trusted by an investor family of over 3.1 million - India's largest.

THE RELIANCE GROUP COMPANIES INCLUDE: • • • • • Reliance Industries Limited, Reliance Capital Limited, Reliance Industrial Infrastructure Limited, Reliance Telecom Limited, Reliance Infocomm Limited, Reliance General Insurance Company Limited, Indian Petrochemicals Corporation Ltd. and Reliance Energy Ltd.


Reliance Infocomm is the outcome of the late visionary Dhirubhai Ambani's (1932-2002) dream to herald a digital revolution in India by bringing affordable means of information and communication to the doorsteps of India's vast population. "Make the tools of infocomm available to people at an affordable cost, they will overcome the handicaps of illiteracy and lack of mobility", Dhirubhai Ambani charted out the mission for Reliance Infocomm in late 1999. He saw in the potential of information and communication technology a once-in-a-lifetime opportunity for India to leapfrog over its historical legacy of backwardness and underdevelopment. Working at breakneck speed, from late 1999 to 2002 Reliance Infocomm built the backbone for a digital India - 60,000 kilometers of fiber optic backbone, crisscrossing the entire country. The Reliance Infocomm pan-India network was commissioned on December 28, 2002, the 70th - birth anniversary of Dhirubhai. This day also marked his first birth anniversary after his demise July - 6, 2002. Reliance Infocomm network is a pan India, high capacity, integrated (wireless and wire line) and convergent (voice, data and video) digital network, designed to offer services that span the entire Infocomm value chain - infrastructure, services for enterprises and individuals, applications and consulting. The network is designed to deliver services that will foster a new way of life for a New India.



Tata Indicom is part of the INR 64,350 Crores (US$14.3 billion) Tata Group, that has over 90 companies, over 210,000 employees and more than 2.16 million shareholders. With an investment of over INR 9,000 Crores (US$ 2 billion) in Telecom, the Group has a formidable presence across the telecom value chain. The Tata Group plans an additional investment of around INR 900/Crores (US$ 2 billion) in this sector in the next two years. Tata Indicom spearheads the Group's presence in the telecom sector. Incorporated in 1996, Tata Indicom was the first to launch CDMA mobile services in India with the Andhra Pradesh circle. Starting with the major acquisition of Hughes Tele.com (India) Limited [now renamed Tata Teleservices (Maharashtra) Limited] in December 2002, the company has swung into expansion mode. Tata Teleservices operates in 20 circles i.e. Andhra Pradesh, Chennai, Gujarat, Karnataka, Delhi, Maharashtra, Mumbai, Tamil Nadu, Orissa, Bihar, Rajasthan, Punjab, Haryana, Himachal Pradesh, Uttar Pradesh (E), Uttar Pradesh (W), Kerala, Kolkata, Madhya Pradesh and West Bengal. The company has a customer base of over 3 million. The investment in the company as of March 2004 totals INR 5995 Crores (US$ 1200 million). Having pioneered the CDMA 3G1x technology platform in India, Tata Teleservices has established a robust and reliable telecom infrastructure that ensures quality in its services. It has partnered with Motorola, Ericsson, Lucent and ECI Telecom for the deployment of a reliable, technologically advanced network. The company, which heralded convergence technologies in the Indian telecom sector, is today the market leader in the fixed wireless telephony market with a customer base of 1.8 million. Tata Indicom bouquet of telephony services includes Mobile services, Fixed Wireless Phones, Public Booth Telephony, and Wireline services. Other services include value added services like

11 voice portal, roaming, post-paid Internet services, 3-way conferencing, group calling, Wi-Fi Internet services and data services.

Tata Indicom has recently, marked its entry into the Prepaid segment by launching 100 % Sacchai True Paid, across all its existing 20 circles. With the latest initiative, Tata Indicom has opened up new frontiers for the Indian prepaid customers by offering 1-second pulse and 100 % talktime on True Paid. The company will be shortly launching a new service for Corporates called Push-To-Talk™ (first across the world to partner with Qualcomm for BREW Chat). This service will be available for the masses across the country. Tata Indicom has also launched a collection of 1000 mobile games one of the largest collections of mobile games in the world. The company has launched prepaid FWP and public phone booths, new handsets, expand Wi-Fi across public hotspots, new voice & data services such as BREW games, picture messaging, polyphonic ring tones, interactive applications like news, cricket, astrology, etc.

Tata Indicom has a strong workforce of 5500. The company is in the process of recruiting personnel for its new circles and will create more than 20,000 jobs by March 2005, which will include 10,000 indirect jobs through outsourcing of its manpower needs.

Today, the company serves more than 3 million customers in over 824 towns. With an ambitious rollout plan both within existing circles and across new circles, Tata Teleservices will offer worldclass technology and user-friendly services to over 1000 cities in 20 circles by March 2005.

PRODUCT PROFILE RELIANCE INFOCOMM LAUNCHES – • • Five Nokia CDMA handsets Two camera handsets with FM radio for the first time

12 • • Speaker phone facility on all models Changeable covers on all models

DAKC (Dhirubhai Ambani Knowledge City) Reliance Infocomm, India's largest mobile service provider along with Nokia, the Global leader in mobile handsets has launched five exciting CDMA models across the country. All the five models double up as modems to access the Internet with the R Connect cable accessory. With the launch of these models the total handset offering from Reliance is now close to 25. The Nokia CDMA range will span across the entry level to the premium segment of the market. These handsets can be provisioned with a Reliance Get Started Card to be purchased separately with a choice of mobile number. Existing subscribers can retain their mobile number and upgrade effortlessly to these great models using the Reliance - Handset Change Card. "This major offering from Nokia on the Reliance network unfolds a new chapter in the CDMA market. It definitely brings excitement into the existing range of handsets. The Reliance offering has now become formidable with the addition of these five models to offer an increased choice to our ever increasing Reliance subscriber family", says Praveen Pasricha, President Sales and Marketing, Reliance Infocomm. The entry-level phone is the black and white Nokia 2112, priced around Rs. 5000/-. This lightweight phone (85 gms) boasts of built in flashlight, Picture messaging, R-world and RConnect facility. At the Mid-End are two colour screen phones. Nokia 6012, priced at around Rs. 5,400/-, which is a sturdy phone with a facility to send Group SMS, Voice Dialling and R-Connect. Nokia 3105, priced around Rs. 6,500/- has a unique night glow facility and a provision for attaching a fun camera, in addition to R-World and R-Connect. At the premium end are two great colour phones, the personalized Nokia 3205 priced around Rs.9,500 and the stunning Nokia 6225 priced around Rs10,000. Both these phones come with an FM Radio, Built in VGA Camera, Infrared connectivity and 500 phone book memory. The Infrared connectivity allows the user to synchronize data with one's laptop, sharing of graphics, photos, ring tones and other contacts with other Nokia phones.

13 Reliance Infocomm Ltd., a Reliance group company, is India's largest mobile service provider with over 9 million customers. Reliance Infocomm has established a pan-India, high-capacity, integrated (wireless and wire line) and convergent (voice, data and video) digital network, to offer services spanning the entire Infocomm value chain - infrastructure, services for enterprises and individuals, applications and consulting. The Reliance Group, founded by Shri Dhirubhai H. Ambani (1932-2002), is India's largest business house with total revenues of over Rs. 99,000 crores (US$ 22.6 billion), cash profit of Rs. 12,500 crores US$ 2.8 billion), net profit of Rs. 6,200 crores (US$ 1.4 billion) and exports of Rs. 15,900 crores (US$ 3.6 billion). NOKIA HANDSET WITH RELIANCE –

Black and White Handsets Current handset models -

Old handset models –


Color Handset Current handset models –

15 Old handset models -

Color Handset with camera Current handset models –

old handset models –


Video Camera Phone Current handset models –

Camera Watch Phone old handset models -






B&W phones

Indicom Gem Orange backlight display Incredibly small Polyphonic Ringtones and Vibration Alert Large Capacity phone book View Details

Samsung Neo Slim & stylish candybar phone B&W handset: yellow-green backlight English/Hindi language support 2000 phone book memory Polyphonic ringers View Details Indicom ACE Stylish candybar phone 96x64 pixel Mono 1.5" LCD Bright color-film display screen Polyphonic ring tones 200 phonebook memory View Details

Nokia 2112 96x65 pixel mono display Incredibly small Memo recorder with 180 seconds of recording time Extensive language support View Details

Color phones Indicom Star 65K Colour Screen Stylish Clamshell phone Polyphonic ringtones 200 phonebook memory View Details

Color phones : Data- ready

20 Nokia 6585 128x128 color display Integrated FM Radio Advanced Messaging Features WAP 2.0 minibrowser.* View Details

Nokia 3105 2-way speaker with 3-way conferencing Rhythmic Lighting that flashes in sync with your ring tone Nokia Fun Camera Java Games & Applications View Details LG 5235 65k color screen and rhythmic lighting 16 polyphonic ringtones 500 phonebook memory with multiple numbers and addresses Above 100 sms storage capacity View Details Nokia 3125 4096 color display Integrated speakerphone MMS capable Support for Voice Ringers, Games & Applications download View Details

Kyocera KX444 4096 Color Display Integrated Speakerphone Polyphonic Ring tones & Vibration alert High-speed data ready Support for Applications download View Details

Kyocera Prisma Stylish colour, candybar phone Speakerphone Polyphonic ringers Backlit keypads View Details

21 Pantech PA-711 65000 Color Display Integrated Speakerphone High-speed data ready Extensive Hindi language support Support for Games & Applications download View Details Nokia 3155 - New 262000 Color Display (128x160 Display resolution) Built-in Audio Player & FM Radio Streaming Video & Audio support Integrated Speakerphone View Details

Camera phones

Nokia 3205 4096 color display Integrated VGA Camera Multimedia Messaging capable Support for Games & Applications download View Details

Nokia 6225 128x128 color display Integrated VGA Camera and FM Radio Advanced Messaging Features High speed data support for speeds up to 153 kbps View Details

22 Nokia 6235 65000 Color display Built-in MP3 Player & FM Radio Audio & Video Streaming capability MMS capable Integrated Speakerphone View Details

LG 6335 65000 Color Highresolution display Integrated VGA Camera with Digital zoom Camera with Digital Video Recording capability Multimedia Messaging capable View Details Nokia 6155 - New 262000 Color Display (128x160 Display resolution ) 1 Mega-pixel Camera with Digital zoom and Video Recording Built-in Audio Player & FM Radio Integrated Speakerphone View Details

Nokia 6255 65000 Color Display Integrated VGA Camera with Digital zoom and Video Recording capability Built-in Audio Player & FM Radio Bluetooth Connectivity Integrated Speakerphone View Details

PDA Phones ( Personal Digital Assistant )

23 Konquer User friendly Advanced calling Web surfing Email on the go Messaging at its finest Advanced inbuilt camera Streaming videos MP3 player Office in your Palm View Details

24 DISTRIBUTION SYSTEM The success of each and every company depends upon the effectiveness of their distribution system. Hindustan lever ltd has an efficient distribution model. Manufacturer C&F Distributor Retailer Consumer

25 COMPANY NEW DISTRIBUTION SYSTEM TO REACH MORE CONSUMERS: FMGC major Reliance and Tata Indicom new plans of reinventing distribution so as to redefine current channels and look at creating new channels. Competition was the main thrust for this change in its area of distribution. Reliance and Tata Indicom that has been reinventing its distribution system, in a bid to reach out to more consumers, will look at a three-way convergence of product availability, brand experience. They are building key capabilities entraining the large number of people involved in these initiatives, through all these initiative they are getting their brands closer to the consumer. These initiatives are expected to create employment and vocational opportunities through its nation wide network of 7,000 stockiest and 6,000 sub-stockiest, thereby, employing over 60,000 people. HLL is already involved in channels such as project Shakti, which operates in 16 states; the company network, which has a consultant base of 25,000 entrepreneurs and out at home opportunity and mobile and communication service.



Product Nokia 2112 Nokia 2280 Nokia 3105 Nokia 6585 Nokia 6012 Nokia 3205 Nokia 6225 4200.00 2999.00 6500.00 7100.00 5400.00 9500.00 10,000.00 3800.00 3200.00 6100.00 6600.00 9300.00



Nokia 2112 Nokia 2280 Nokia 3105 Nokia 6585 Nokia 6225


Research methodology is a systematic way. Which consists of series of section or step necessary to effectively carry out research and the desired sequencing of these steps the marketing research is a process of involves a number of inter related activates which overlap and do rigidly follow a particular sequence. It consists of the following step.

1. Formulating the objective of the study. 2. Designing the method of data collection. 3. Selecting the sample plan. 4. Collecting the data. 5. Processing and analyzing the data. 6. Reporting the finding,

28 OBJECTIVES OF STUDY The main objective of the study is sales of Nokia handset with reliance and Tata Indicom CDMA phone. 1. TO do comparative analysis of sales of nokia CDMA hand set in RIM and TATA INDICOM. 2. To know the special preference of the customer of Nokia CDMA handset. 3. To find out the sales of the customers of Nokia CDMA handset. 4. How many type of Nokia handset provide to the customers by the RIM and Tata Indicom. 5. Sales trend analysis of Nokia handset in RIM and Tata Indicom. ANALYSING THE INFORMATION: The next to last step in the marketing research process is the extract findings from the collected data. The research tabulates the data and develops the finding.

1. Data analysis 2. Tabulation

29 RESEARCH DESIGN The research design is the basic framework, which provides guidelines for the research process. It is a map according to which the research is to be conducted. The research design specifies the methods for data collection and data analysis. After having discussed the HLL (Hindustan Liver Limited) detergent market and its competitor in general, the present chapter ‘Research Design’ has proposed to high light the objectives, hypothesis, data collection, sampling arid measurement techniques etc.


The date use is primary in nature. The questionnaire was designed and these questionnaires were asked to be filled up by the respondents.


The sample for the survey was selected at random. For this, the surveyor attempted to get the information from respondents. Respondents were interviewed at random from the sites chosen. • Sample size – 50 (Retailer)

ANALYSIS METHOD Prior to collection of the data or actual fieldwork a pilot study was conducted in order to analyze the degree of proper framing of the questionnaire. The dummy data so collected was used to develop an idea regarding specific information that is required to carry out the actual research.


The primary data are those data that are collected afresh and for the first time and happen to be original in character. The primary data to be collected for the study areBy Structured Questionnaire (Retailer)


Secondary data are those data which have already been collected by someone else and which already had been passed through the statically process. The secondary data to be collected for the study are Publication of the company  Periodical of the company  By Internet Websites

32 RESEARCH INSTRUMENT  STRUCTURED QUESTIONNAIRE – A Questionnaire consist of a number of questions printed or typed n a definite order on a form or set of forms. It is the set of questions presented to the retailers for their answers. When the questions have only two alternatives or of multiple choice, then it is known as closed-end questionnaire, which is hence used the given study.

33 DATA ANALYSIS 1) Which type of mobile technology you have? TECHNOLOGY CDMA GSM BOTH RETAILERS 8 12 20


4 0 3 0 2 0 1 0 0 CDMA GSM te nolog ch y 8 1 2

3 0 Se s rie 1


INTERPRETATION • • • 20 retailers keep both technologies in their shop. 8 retailers keep CDMA technology in their shop 12 retailers keep GSM technology in their shop.

2) Which company CDMA phone you have? Source of primary data: COMPANY Nokia RETAILERS 10



25 20 15 10 5 0


15 5








co p n ma y

INTERPRETATION:• • • • 10 retailers keeps NOKIA CDMA hand set 15 keeps LG CDMA hand set, 5 Samsung keeps CDMA hand set. 20 keeps all these company hand set.

3) You have Nokia CDMA with which company? Source of primary data:COMPANY TATA INDICOM RIM BOTH RETAILERS 15 20 15









3 0 2 0 1 0 0 1 5 TATA INDIC OM 2 0 1 5 BOTH 2 0


co p m any
OUT OF 50 RETAILERS:INTERPRETATION:• • • 15 retailers keeps both company CDMA phone, 20 keep’s TATA Indicom CDMA Phone. 20 keeps Reliance CDMA Phone

4) Customer preferred Nokia CDMA with which company SOURCE OF PRIMARY DATA:







c m any o p

Out of 50 retailers INTERPRETATION: • • 58% Customer preferred Nokia hand set with Reliance 42% Customer preferred Nokia handset with Tata Indicom.


5) Which CDMA hand set is like by customer? Source of primary Data COMPANY RETAILERS NOKIA 14 LG 17 SAMSUNG 9 OTHER 10

RETAILERS respondent 20 15 10 5 0 NOKIA LG SAMSUNG com pany
OUT OF 50 RETAILERS:INTERPRETATION: • • • • 34% customer like LG CDMA hand set, 28% like Nokia CDMA hand set, 18 Samsung CDMA handset 20% others CDMA hand set.




6) Which subscriber provides Nokia CDMA with cheaper price? SOURCE OF PRIMARY DATA: COMPANY TATA INDICOM RIM RETAILERS 32 18



RETAILERS 4 0 2 0 0 1 8 TAT A 3 2 RETAILER S c ma y o pn

OUT OF 50 RETAILERS:INTERPRETATION:• • 64% retailers say that TATA Indicom 36% says Reliance Indicom given facility.

7) Which subscriber provides better schemes with Nokia CDMA? SOURCEOF PRIMARY DATA -






c ma y o pn
OUT OF 50 RETAILERS:INTERPRETATION:• • 46% retailers says RIM provide more scheme. 54% says tata Indicom give more scheme.

8) How many Nokia CDMA phone you sale in a month with RIM? SOURCE OF PRIMARY DATA QUNTITY 0-50 50-100 MORE THAN 100 RETAILERS 35 10 5



RETAILERS 40 35 30 25 20 15 10 5 0 35 10 0-50 5 MORE THAN 100 RETAILER S

Q a tity un

OUT OF 50 RETAILERS:INTERPRETATION: • • • 35 retailer’s sale 0 to 50 Nokia CDMA phone. 10 retailer’s sale 50 to 100 Nokia CDMA phone. 5 retailers sale more then 100 Nokia CDMA phone.



RETAILERS respondent 20 16 12 8 4 0 14 16 10 SAMSU NG 10 OTHER RETAILER S


OUT OF 50 RETAILERS:INTERPRETATION:• • • • 30% retailers says LG CDMA hand set maximum sales. 28% says Nokia CDMA hand set. 20% says Samsung CDMA hand set. 20% says other CDMA hand set.

10) How many Nokia CDMA phone you sale in a month with Tata Indicom?

Source of Primary Data –

QUANTITY 0-50 50-100 MORE THAN 100


Co p n ma y




RETAILERS 50 40 30 20 10 0 28 0-50 15 7 RETAILER S

50-100 MO RE THAN 100 Q a tity un

OUT OF 50 RETAILERS:INTERPRETATION:• • 58% retailers sell Nokia CDMA hand set 0-50 with Tata Indicom.

30% retailer Nokia CDMA hand set 50-100 with reliance.

11) That are the attributes which pulls the customer to purchase Nokia CDMA? SOURCES OF PRIMARY DATA – ATTRIBUTES FUNCTIONS ATTRACTIVE LOOK PRICE BATTERY BACK UP ALL THESE RETAILERS 10 6 14 12 8



RETAILERS 1 6 1 2 8 4 0 1 0 FUN CTIO NS 1 4 6 PRIC E 1 2

a ttrib te u s

OUT OF 50 RETAILERS:INTERPRETATION: • • • • • 10 retailers say that the customer purchase Nokia CDMA due to Function. 6 retailers say that the customer purchase Nokia CDMA due to attractive look. 14 retailers say that the customer purchase Nokia CDMA due to Price. 12 retailers say that the customer purchase Nokia CDMA due to Battery back up. 8 retailers say that the customer purchase Nokia CDMA due to all of these.




Attrib te u s

OUT OF 50 RETAILERS:INTERPRETATION: • • • • 40% consumer purchase RIM for good Network. 24% purchase RIM handset for good Scheme. 24% purchase RIM handset for good Facility. 12% purchase RIM handset for good Advertisement.




RETAILERS 20 0 18 14 12



Attrib s ute

36% consumer purchase Tata indicome for per second pulse rate. 28% consumer purchase Tata indicome for full talk value. 24% consumer purchase Tata indicome for good facility. 12% consumer purchase Tata indicome for advertisement.



1. If possible, pricing should be reviewed with many consumers citing it as a negative factor. 2. Nokia CDMA being viewed as a premium product could come up with a lower price. 3. More schemes should be introduced to attract non-users. 4. Advertising standards should be maintained if possible improved as advertisement has contributed immensely to the awareness level and usage of the Nokia CDMA. 5. Company gave a special offer on the festival.

47 SUGGESTIONS The suggestions made as per the study and observations of the survey. The scope of the study is a however limited. 1. CHOOSE EFFECTIVE MEDIA  T.V. advertisement is the most influencing medium. So the unpopular brand manufacturer should adopt this to advertisement in the market. Other than T.V. medium, other media such as friends, family member have weighted influence in making purchase decision. 2. PROPER CUSTOMER RELATIONSHIP  During the analysis we find that respondents advice to purchase Nokia CDMA hand set when they were asked to give advised in purchasing the these hand set. So the marketers should persuade them to make positive attitude. Marketers should contact directly. 3. BRAND PROMOTION  If we see overall analysis, quality and quantity play some important role in making purchase decision. Marketers of all brands should provide such type promotion. They feel some fear about the existence before purchasing the brand. This type of fear can be abolished by such type promotional facilities. 4. Scheme Awareness  Company has to provide all details related to promotion, company scheme and discount. 5. New Products Ensure that the company is innovative and introduces new products to meet new customer’s needs. 6. Availability the product - The all range of Nokia handset will be available in market. Because the total ranges of Nokia handset is not available.

48 LIMITATIONS Limitations of the study: 1. The primary data collected is strictly to Ghaziabad. 2. Study is further restricted to some area of Ghaziabad. 3. Some of the respondents did not show much interested in filling the questionnaire. They filled the questionnaire just for the sake of filling it. 4. Secondary data is limited only to news, media, Internet, annual report of the company. 5. Respondent have not interest to give correct information.

49 FINDINGS 1. 2. 3. 4. 5. 6. 7. 8. Nokia CDMA is leader in mobile market. Nokia CDMA is main competitor of LG CDMA in reliance and TATA Indicom. Nokia CDMA have more prices other CDMA mobile. Nokia CDMA is more sales with RIM then Tata Indicom. RIM gives more facility competition of TATA Indicom to the customer. RIM is more popular in CDMA phone compression Tata Indicom. Reliance is more sales compression TATA Indicom in Ghaziabad. Nokia CDMA has low prince with Tata Indicom compression with reliance.

50 RETAILERS’ QUESTIONNAIRE  Retailer's name Address Tel no. Total sales_____________________________________________

1) Which type of mobile technology you have? {a}CDMA {b} GSM [ [ ] ]

2) Which company CDMA phone you have? {a} Nokia {b}LG {c}Samsung [ {d}Other [ [ ] [ ] ] ]

3) You have Nokia CDMA with which company? {a}RIM {b} Tata Indicom {c} Both [ [ [ ] ] ]

4) Customer preferred Nokia CDMA with which company? {a}RIM {b} Tata Indicom {a} Nokia {b}LG {c}Samsung [ [ [ [ [ ] ] ] ] ]

5) Which CDMA handset is most like by the customer?

51 {d}Other [ ]

6) Which subscriber provide more facilities to the customer {a} RIM {b } Tata Indicom {a}RIM {b} Tata Indicom {a}RIM {b} Tata Indicom [ [ [ [ [ [ ] ] ] ] ] ]

7) Which subscriber provides Nokia CDMA with cheaper prize?

8) Which subscriber provides better schemes with Nokia CDMA?

9) Which CDMA handset has maximum Sales? {a} Nokia {b}LG {c}Samsung [ {d}Other {a} 0-50 {b} 50-100 {c} More than 100 {a} 0-50 {b} 50-100 {c} More than 100 [ [ ] [ [ [ [ [ [ [ ] ] ] ] ] ] ] ] ]

10) How many Nokia CDMA phone you sale in a month with reliance?

11) How many Nokia CDMA phone you sale in a month with Tata Indicom?

12) What are the attributes which pulls the customer to purchase Nokia CDMA hand set. a) Battery backup b) Attractive look c) Function & other facilities [ d) All these [ [ ] [ ] ] ]


13) Why do Customers purchase RIM? a) Network b) Schemes c) Facilities d) Advertisement [ [ [ [ ] ] ] ]

14) Why do Customers purchase Tata Indicom? a) Per second pulse rate b) Full talk values c) Advertisement d) facilities a) Quality b) Price c) Functions d) Advertisement [ [ [ ] [ ] [ ] [ [ [ ] ] ] ] ]

15) Which factor influence the customer to buy the Nokia CDMA handset?

BIBLIOGRAPHY  C. R. Kothari “Research Methodology” Second Edition, Wishwa Prakashan.  Donald S. Tull , Dell I. Hawkins “ Marketing Research” Sixth Edition, Published by Ashok k. Ghosh , Prentice-Hall Of India Pvt. Ltd.           Business Today. Business world India today Times of India Hindustan times www.tatainfocomm.com www.relianceinfocomm.com www.google.com www.nokia.com www.compareindia.com

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