THE BUSINESS STRATEGY OF CONNOISSEURS TECHONOLIGIES PRIVATE LIMITED [SERVICE PROVIDER OF REALIANCE TELECOM] WITH SPECIAL REFERENCE TO SALES

STREATEGY, AT AGARTALA.

BY
SAGNIK ROY O8ATUA024 BBA, SEC-A BEACH-2008-2011

CONNOISSEURS TECHONOLIGIES PRIVATE LIMITED [SERVICE PROVIDER OF REALIANCE TELECOM]

THE BUSINESS STRATEGY OF CONNOISSEURS TECHONOLIGIES PRIVATE LIMITED (SERVICE PROVIDER OF REALIANCE TELECOM] WITH SPECIAL REFERENCE TO SALES STREATEGY AT AGARTALA.

BY
SAGNIK ROY BBA, SEC-A A Report sub !tte" !# p$rt!$% &u%&!%% e#t o& t'e re(u!re e#ts o& T'e BBA )ro*r$ +200,-2011-

THE IC.AI UNI/ERSITY, TRI)URA

TABLE OF CONTENTS

Certifi !te""""""""""""""". Acknowledgement List of Tables & Illustration Abbreviation. Abstract 1. Introduction 1.2 Objectives and limitations 1. !et"odolog#..... 1.$ %onclusion & &ecommendations.. 2. Industr# 'rofile . A''endices .. $. (ibliogra'"# ..

LIFE RECOGNIGES ONLY THOSE WHO ARE GOOD FOR SOMETHING. It is not a very easy tas to !o t"e #ro$e%t sin&'y. T"e #ro$e%t (or on CT)L *Servi%e #rovi!er o+ re'ian%e te'e%o,- is $.st an e++ort to #rint t"e /'.e#rint t"at one #ossesses 0e+ore 0.i'!in& a "o.se. I trie! "ar! on t"e #ro$e%t1 so t"at t"e o0$e%tive re,ains visi0'e 2 T"e roa! is not si!e3 ste##e!. /.t t"e s.0$e%t ,atter 0ein& %o,#'e4 2 entire re#ort is ty#e! 0y ,e1 any error t"at ,i&"t %ree# in1 ,ay in!'y +or&ive. I +ee' #ri!e to #.t on re%or! t"at t"e onero.s tas o+ ,y seasona' (or (o.'! not "ave 0een #ossi0'e 0.t +or t"e e++e%tive &.i!an%e 2 "e'#in& attit.!e o+ Sir D"anan$oy D.tta 5Mar etin&6 2 ("o "as not on'y "e'#e! ,e a 'ot 0.t a %onstant %ata'yst o+ ,y ins#iration. I a, &rate+.' to Mr.Mana0 Dey*Mana&er-1Mr. Manis" D.tta*F'oor ,ana&er-an! a'' t"e CT)L st.++ +or t"eir in! %o3 o#eration 2 "e'#1 an! I a, a'so &rate+.' to Mr.)rasen$it Das*sa'es ,an o+ CT)L- &ives "is va'.a0'e ti,e to ,e to !oin& ,y #ro$e%t. Last 0.t not t"e 'ist1 I t"an to GOD +or His 0'essin& on ,e +orever. 7.'1 899: /Y )A*+I, &O-

1. For how many years you are involved with CTPL?

SL NO.

YEARS

NO OF RETAILERS

.A/ .(/ .%/ .5/

01 1 11 1 2 Above 2

1$ 23 24 1

A9

=>

11 21
8?

1$ 23 24

=9

<9

@9

89 ;< ;9 ; 9 ; 8 @ <

I#fere# e B O$t %f &'' re()%#*e#t &+ ret!i,er( !re -' .&/ 0e!r, 12
ret!i,er( !re -& .3/ 0e!r(, 45 ret!i,er( -3 .1/ 0e!r(, & ret!i,er( i( !6%7e 1 0e!r(.

(2) What is your average sales monthly ?

SL NO. .A/ .(/ .%/ .5/

AMOUNT 106000 7 06000 060001 806000 806000 7 16006000 Above 16006000

No of retailers $4 8 12 2

=9 <= <9 @= @9 8= 89 ;= ;9 = 9 ;

<?

1 7 $4
@A

27 8 7 12
;=

$12 $ 1 2

<

In eren!e - Out of 100 res'ondent $4 retailers "ave 106000 7 06000 sale6 8 retailers "ave 06000 7 806000

sale612retailers "ave 806000 7 16 006000 sale6 2 retailers "ave above 16 006000 sale.
SL NO NO OF RESPONSES NO OF RETAILERS

.A/ .(/ .%/

&oad 5emarcation %ustomer service All of t"em

0 22 $2

(") what in luen!es you to ta#e retailershi$ rom CTPL ?

@9C <=C

8=C

I%F&'&%C&

- Out of 100 respo !e t "0 # $a%e ta&e retailer s$ip to see t$e Roa! 'e(ar)atio * +, # $a%e ta&e retailer s$ip to see t$e )usto(er ser%i)e a ! -,# $a%e ta&e retailer s$ip to see t$e all of t$e(.

.$. 'o /ou t$i & CTPL $as u i0ue pro(otio al a)ti%it/ to attra)t t$e )usto(ers1
SL NO
.A/ .(/ .%/

NO OF NO OF RESPONSES RETAILERS
-9) +O I+5I::9&9+T $ 81 2

CTPL 8!( $#i9$e )r%:%ti%#!, ! ti7it0 t% !ttr! t t8e $(t%:er(.

A; ?9 A9 =9 <9 @9 89 ;9 9 YES NO INDIOFFERNT < @=

1 2 31 + 7", "7-

INREFERENCE 2 out of 100 respo !e ts 31# $as sai! t$at CTPL

$as u i0ue pro(otio al a)ti%it/* ",# sai! t$at CTPL $as o u i0ue pro(otio al a)ti%it/* -# 4i%e t$e i !iffere t a s5er.

.2/ 6$i)$ t/pe of )o e)tio t$e )usto(ers prefer (ost;

SL NO Optio s NO OF RESPONSES

.A/ .(/

<&9<AI5 <O)T<AI5

=4

T0)e Of C%##e ti%# Preffere* M%(t

3<

)RE)AID )OST)AID

;5<

INREFERENCE7 Out of 100 respo !e t 89#)usto(ers is

prepai! )usto(er a ! "# is postpai! )usto(er.

:3. 'o t$e )o su(er sales pro(otio a)ti%ities of CTPL effe)ti%e1

SL NO Optio s NO OF

Respo ses
.A/ .(/ .%/ -9) +O I+5I::9&9+T 3 22 10

ONSOMER SALES PROMOTION ACTIVITIES OF CTPL EFFECTIVE

INDIFFERENT &'<

YES 32<

NO 14<

YES NO INDIFFERENT

INFERENCE7 out of 100 respo

!e ts ";# $as sai! )o su(er sales pro(otio a)ti%ities of CTPL effe)ti%e* ,+# sai! o a ! 9# 4i%e t$e i !iffere t a s5er.

.9.

Are satisfie! 5it$ t$e )urre t (e!ia use! </ CTPL for a!%ertise(e t;

SL NO
.A/ .(/ .%/

NO OF NO OF RESPON'ENT RETAILERS
-9) +O I+5I::9&9+T 4 28 4

C$rre#t :e*i! $(e* 60 CTPL f%r !*7erti(e:e#t.

INDIFFERENT

NO

YES

INREFERENCE 7 Out of 100 res'ondent 28> are satisfied wit" t"e

current media used b# %T<L for advertisement6 satisfied and 4> give indifferent answer. 4> said t"e# are not

:;. 6$i)$ !o /ou t$i & is t$e (ost stri&i 4 (e!ia for CTPL to a!%ertise1
SL NO
.A/ .(/ .%/ .5/

NO OF NO RESPON'ENT RETAILERS
+9?)<A<9& T9L9@I)IO+ AO&5I+* !A*ABI+9 2$ 20 2

OF

M%(t (tri=i#> :e*i! f%r CTPL t% !*7erti(e:e#t.

60 50 40 30 20 10 0 Series1

NEWSPAPER 24

TELEVISION 20

HORDING 53

MAGAZINE 3

INREFERENCE 1 Out of 100 res'ondent 2$> suggests t"at news'a'er is most

striking media for %T<L TO advertisement 2 > suggest t"e "ording and > suggest t"e magaCine for advertisement.

.=/ Are satisfie! 5it$ t$e retailer i )e ti%e s)$e(e pro%i!e! to /ou </ CTPL 5it$ )o(pare to ot$er )usto(er ser%i)e )e tre poi t;
SL NO
.A/ .(/ .%0

NO OF NO OF RESPON'ENT RETAILERS
-9) +O I+5I::9&9+T $ 2= 4

?9 =:

A9

=9

<9

@?

@9

89

;9 < 9 ; 8 @

INREFERENCE 7 Out of 100 res'ondents 2=> "as said t"at t"e# are satisfied wit" t"e incentives sc"emes 'rovide b# %T<L6 4> said t"at no 6 $> said t"e indifferent answer.

:10. 'o /ou t$i & t$e latest te)$ olo4i)al )$a 4es i tro!u)e! i CTPL 5ill result a <oost i its sales1
SL NO
.A/ .(/ .%/

NO OF NO OF RESPON'ENT RETAILERS
-9) +O I+5I::9&9+T 21 $ 12

L!te(t te 8#%,%>i !, 8!#>e( i#tr%*$ e* i# CTPL ?i,, re($,t ! 6%%(t i# it (!,e(.

INDIFFERENT

YES NO

INREFERENCE

1 Out of 100 res'ondents 21> "as said latest

tec"nological c"anges will result a boost in it sales6 $> "as said no and 12> give t"e indifferent answer.

:11. 'o /ou fi ! a / )risis of t$e pro!u)t i CTPL1

SL NO NO OF NO OF RESPON'ENT RESPONSES

.A/ .(/ .%/

-9) +O I+5I::9&9+T

1 23 11

INDIFFERENT &&< YES 3&<

NO 12<

INREFERENCE 7 Out of 100 res'ondents

1> "as said t"at t"e# find crisis of t"e 'roduct in %T<L6 23> said t"at no and 11> give t"e indifferent answer.

:1+. 'o /ou 4et /our i !ue ti(e1

SL NO No OF NO OF RESPON'ENT RETAILERS

.A/ .(/ .%/

-9) +O I+5I::9&9+T

2= 24 1$

Get t8e %r*er i# *$e ti:e.

&

1;

45

&+

'

4'

+' YES NO

@'

2'

&''

&4'

INDIFFERENT

I+&9:9&9+%9 7 Out of 100 res'ondents 2= > said t"at t"e# get t"eir
order in due time6 24> said no6 and 1$> give indifferent answer.

.1 / 'o CTPL i for( /ou ti(el/ a<out all t$e offers i tro!u)e!1

SL NO
.A/ .(/ .%/

NO OF NO OF RESPON'ENT RETAILERS
-9) +O I+5I::9&9+T 41 14 12

INDIFFERENT &4<

NO &5<

YES 5&<

INREFERENCE

1 Out of 100 res'ondent 41> said t"at %T<L inform t"em timel# about all t"e offers6 14> said no and 12> indifferent answer.

:1-. Ra &s of %arious ser%i)es of relia )e ==

'(%)* 1 2 $ 2 8 4 3 = 10

%+. +F '&*P+%,&%T 0 0 0 2 3 12 0 10 22 12

BRAND NAME &' ; 2 5 @ 1 + 3 4 & ' &' 4' NO. OF RESPONDENT 3' +'

RANAS

%+. +F '&*P+%,&%T 0 0 0 $ 8 2 10 8 1$ 4 12 3 13 = 12 10 22 INFERENCE 7 Out of 100 res'ondent 6 2 res'ondent given $ rank 6 3 res'ondent given 2 rank 6 12 res'ondent given 8 rank 6 0 res'ondent given 4 rank6 10 res'ondent 3 rank 6 22 res'ondent given = rank and 12 res'ondent given 10 rank

'(%)* 1 2

RANGE OF PRODUCTS &2 &5 &@ &1 &+ &3 &4 && &' ; 2 5 @ 1 + 3 4 & ' 1 &' &1 4' 41 3' 31

RANAS

NO OF RESPONDENTS

INFERENCE -

Out of 100 res'ondent 6 8 res'ondent given $ rank 6 10 res'ondent given 2 rank 6 1$ res'ondent given 8 rank 6 12 res'ondent given 4 rank6 13 res'ondent 3 rank 6 12 res'ondent given = rank and 22 res'ondent given 10 rank.

'(%)* 1 2 $ 2 8 4 3 = 10

%+. +F '&*P+%,&%T 0 0 0 12 2 12 10 22 20 1

RANGE OF PRICES

&' ; 2 5 RANAS @ 1 + 3 4 & ' &' 4' NO OF RESPONDENTS 3' +'

I%F&'&%C&

- Out of 100 res'ondent 6 12 res'ondent given $rank 6 2 res'ondent given 2 rank 6 12 res'ondent given 8 rank 6 10 res'ondent given 4 rank6 22 res'ondent 3 rank 6 20 res'ondent given = rank and 1 res'ondent given 10 rank. '(%)* 1 2 $ 2 8 4 3 = 10 %+. +F '&*P+%,&%T 0 0 0 10 12 10 20 12 12

CONSUMER PROMOTIONAL ACTIVITY.

&' ; 2 5 RANAS @ 1 + 3 4 & ' 1 &' &1 4' 41 3'

NO OF RESPONDENTS

I%F&'&%C& - Out of 100 res'ondent 6 res'ondent given $rank 6 10 res'ondent given 2 rank 6 12 res'ondent given 8 rank 6 10 res'ondent given 4 rank6 20 res'ondent 3 rank 6 12 res'ondent given = rank and 12 res'ondent given 10 rank.

'(%)* 1 2 $ 2 8 4 3 = 10

%+. +F '&*P+%,&%T 0 0 2 2 12 22 10 12 2 20

DEALER PROMOTIONAL ACTIVITY &2 &5 &@ &1 &+ &3 &4 && &' ; 2 5 @ 1 + 3 4 & ' &' 4' NO OF RESPONDENTS 3' +'

RANAS

I%F&'&%C&

Out of 100 res'ondent 6 2 res'ondent given

%+. +F '&*P+%,&%T 0 0 0 12 12 10 2 2 20 12

'(%)* 1 2 $ 2 8 4 3 = 10

rank 6 2 res'ondent given $ rank 6 12 res'ondent given 2 rank 6 22 res'ondent given 8 rank6 10 res'ondent 4 rank 6 12 res'ondent given 3 rank 6 2 res'ondent given = rank and 20 res'ondent given 10 rank.

AFTER SALES SERVICE &; &2 &5 &@ &1 &+ &3 &4 && &' ; 2 5 @ 1 + 3 4 & ' 1 &' &1 4' 41 3' 31

RANAS

NO OF RESPONDENTS

I%F&'&%C& - Out of 100 res'ondent 6 12 res'ondent given

$rank 6 12 res'ondent given 2 rank 6 10 res'ondent given 8 rank 6 2 res'ondent given 4 rank6 2 res'ondent 3 rank 6 20 res'ondent given = rank and 12 res'ondent given 10 rank. .

A((&9@IATIO+)
RTL: - Reliance Telecom Limi e!

CTPL-CONNOISSEURS TECHONOLOG" PRIVATE LIMITED RCV: RECHARGE VOUCHER

S#mma$%

)ro$e%t is an essentia' tas +or t"e //A st.!ent. T"is #ro$e%t %overs t"e to#i% A st.!y on t"e 0.siness strate&y o+ CT)L *servi%e #rovi!er o+ Re'ian%e te'e%o,- (it" s#e%ia' re+eren%e to sa'es strate&y1 at A&arta'aDD O.r #ro$e%t is 0ase! on ("et"er t"e retai'er are satis+ie! (it" t"e1 servi%es #rovi!e! 0y t"e CT)L1 It a'so +o%.s t"e strate&y o+ se''in& #ro!.%t !ire%t'y in t"e ,ar et 1an! a'so !eter,ine! t"e 0.siness environ,ent 0et(een t"e !ea'er E CT)L F an! retai'er .

We ta e so,e ste#s to .n!erstan! t"is +a%t. We %o''e%t so,e !ata a0o.t #ro,otiona' a%tivities +ro, %o,#any o++i%ia's. T"en (e ana'yses t"ose !ata. To &et t"e e++e%t o+ t"e #ro,otiona' a%tivities .#on #eo#'e1 (e ,a e a set o+ G.estionnaire1 2 %o''e%t +ee!0a% +ro, t"e retai'er. In t"e s.rvey I "ave +in! t"at t"e retai'ers +a%in& a 'ots o+ #ro0'e,1 t"e ,ain #ro0'e, is net(or #ro0'e,1 +or t"is #ro0'e, retai'ers are .na0'e to sa'e e3re%"ar&e1 an! s.!!en'y a %a''!ro#e! 1t"ey &ot a s,s ;99 or ,ore t"an ;99 ti,es1 so,e o+ t"e retai'ers are &et t"e e3re%"ar&e si, 0.t near a0o.t A ,ont"s &oes t"ey are not &et #in %o!e1 it "a,#ers t"e 0.siness.

INTRODUCTION

T"e 'roject title is DA stud# on t"e business strateg# of %T<L .service 'rovider of &eliance telecom/ wit" s'ecial reference to sales at Agartala. T"e title of m# 'roject is DA stud# on t"e business strateg# of %T<L .service 'rovider of &eliance telecom/ wit" s'ecial reference to sales at Agartala. Aere6 I "ave studied t"e sales of %T<L. !# researc" area located on

Agartala E*.(.baCar6 Air'ort6 (udd"amandir6 &amnagarF. T"e name of t"e com'an# on w"ic" I am doing m# summer 'roject is %T<L. It is located on Old &!) %"owmu"ani6 Agartala. T"is com'an# is control b# !r. )"ub"endu )ek"ar !isra. I am t"ank full to "im for 'ermitting us to do a 'roject in "is organiCation. +ow a da#6 t"e telecommunication business of Tri'ura increasing da# b# da#. Telecom business "as greatl# "el'ed t"e in"abitants of Tri'ura to earn t"eir liveli"ood. T"oug" telecom business "as some disadvantages like6 eGcess use of mobile "arm t"e "uman bod#. As a result t"e# suffer from cancer6 "eart diseases etc. (ut t"e 'ositive side of telecommunication is it "el's us to communicate wit" our friends6 relatives6 beloveds and it also im'roving t"e economic condition of Tri'ura as well as India .?it" t"e "el' of telecommunication now we are able to join wit" t"e w"ole world in t"e name of mobile internet.

O&'ec i(e) an! limi a ion)

O*+ECTIVES
,-.To mea)#$e /e )ale) ) $a e0% o1 CTPL [SERVICE PROVIDER OF Reliance Telecom] A a0a$ ala2

3- To 4no5 /e ) $a e0% o1 6$o!#c !i$ec l% in /e ma$4e 2

)ellin0

7To !e e$ min! /e en(ie$men ) $a e0% &e 5een AND Va$io#) $e aile$)2

*#)ine)) /e CTPL

LIMITATIONS:
,8 *ia)ne)) o1 /e $e aile$)2 38 E(e$% Re aile$ i) no a&le o 1ill #6 /e 9#e) ionnai$e)2 78 Ve$% )/o$ ime2

:8 Lan0#a0e 6$o&lem

Are! ($r7e0 3 A&arta'a S!:),e (iBe 3 ;99 S!:),e 8!r! teri(ti ( B A'' #eo#'e are t"e 0.siness,en o+ a&arta'a1 'ivin& in A&arta'a. B!(i Met8%*%,%>0 3 #ersona' intervie( an! H.estionnaire ,et"o!.

 C$e(ti%##!ire %ontains set o+ G.estions t"at are I O#en en!e!. M.'ti#'e %"oi%es. T"ro.&" ran in& an! ratin&.

T8e )r%:%ti%#!, ! ti7itie( !*%)te* 60 t8e CTPL !re effe ti7e. T8%$>8 t8e CTPL [(er7i e )r%7i*er %f re,i!# e te,e %:] i( #%t !rr0i#> !,, t8e )r%:%ti%#!, ! ti7itie(, it( 9$!,it0 %f (er7i e i( ! :!D%r )r%6,e: %f ret!i,er (!ti(f! ti%#. Ret!i,er #ee* :%re (er7i e. A#* !,(% t8e ret!i,er ?!#t( t8eir i# e#ti7e i# *$e ti:e. T8e0 ?!#t 9$i = *e,i7er0 %f (i: .T8e !*7erti(e:e#t i( #%t (%

>%%* %f CTPL,t8e RCV (t% = i( !,?!0( #%t !7!i,!6,e %f CTPL,i# Tri)$r! t8e #et?%r= %f Re,i!# e i( #%t (!ti(f! t%r0,

>o5e%er it )a <e o<ser%e! </ (e t$at if CTPL 5a t to i )rease t$e sales of r)% *t$e/ $a%e to pro%i!e 4oo! s)$e(e for retailer *a ! t$e/ $a%e to pai! t$e i )e ti%e i !ue ti(e to t$e retailers* a ! t$e (ost i(porta t

t$i 4 is t$at t$e/ $a%e to pro%i!e 4oo! et 5or& to t$e )usto(ers ot$er5ise t$e/ are ot a<le to )apture t$e tele)o( (ar&et of a4artala* a ! t$e/ $a%e to i )rease t$e a!%ertise(e t* (ai tai t$e sto)& properl/* !eli%er t$e si( as earl/ as possi<le.

%om'an# +ame CONNOISSEURS TEC>NOLO?Y P@T. LT'.

Address 1- AN ROA'* Ol! RMS C$o5(u$o

A4artala* Tripura:5..

/*

Pi 7 988001 P$.7 0";17 +"18,90B 8;3"0;888,

(irt"
T"e com'an# "as incor'orated wit" &egistrar of com'an# Hnder !inistr# of %om'an# Affairs6 *ovt. of India in t"e #ear 200$6 August and it was incor'orated under %om'an#Is Act of 1=28. %om'an# "as formed for 'roviding !obile )ervice Hnder t"e mot"er concern &eliance Telecom limited6 a subsidiar# of &eliance 5AI&H(AAI A!(A+I *&OH< w"ic" is mostl# known as D&9LIA+%9 !O(IL9J in India and abroad.

(oard of 5irectors
T"e com'an# is consist of $.four/ 5irector1
1. )ub"endu )ek"ar !isra.!anaging 5irector/ 2. )udi' !ajumder.5irector/ . <art"o )arkar.5irector/ $. )umita 5eb.5irector/

All t"e above mentioned 5irectors are based at Agartala wit" good 'rofile of IT business suc" as dealing wit" +okia6 L* .*)!/6 )on# 9rricsson6 I)< and man# more. A'art from t"at t"e com'an# is also engaged wit" t"e infrastructure develo'ment of t"e mobile com'an#Is since ince'tion. It is also revealed in t"e time of talking to!5 t"at t"e com'an# will also move for Agricultural (usiness in ver# near future. As I a, !oin& ,y #ro$e%t +ro, CT)L * servi%e #rovi!er o+ Re'ian%e Te'e%o, - T"atDs ("y no( I a, &ivin& t"e #ro+i'e o+ Re'ian%e Te'e%o,. Re'ian%e Co,,.ni%ations Li,ite! +o.n!e! 0y t"e 'ate S"ri D"ir.0"ai H A,0ani 5;:@8389986 is t"e +'a&s"i# %o,#any o+ t"e Re'ian%e Ani' D"ir.0"ai A,0ani Gro.#. T"e Re'ian%e Ani' D"ir.0"ai A,0ani Gro.#

%.rrent'y "as a net (ort" in e4%ess o+ Rs. A@1999 %rore 5JSK ;< 0i''ion61 %as" +'o(s o+ Rs. ;81999 %rore 5JSK @ 0i''ion61 net #ro+it o+ Rs. >1999 %rore 5JSK 8 0i''ion6 an! Lero net. It is a #.0'i% %o,#any. ItDs siLe is ;91999 e,#'oes1o.t o+ t"e, >ACis ,a'e an! ;<Cis +e,a'e.1 +o.n!e! in 89981(e0si!e3"tt#MNN(((.r%o,.%o.in S)e i!,tie( Te'e%o, O#erator a #an3In!ia1 ne4t &eneration1 inte&rate! 5(ire'ess 5 GSM O CDMA /ot" 6 an! (ire 'ine61 %onver&ent 5voi%e1 !ata an! vi!eo6 P%)$,!r Pr%fi,e( !t Re,i!# e C%::$#i !ti%#(

R!D!# D$tt!, Pre(i*e#t . C%r)%r!te HR S!#D!0 Be8,, B$(i#e(( He!* . Re,i!# e BIG TV !#* Re,i!# e IPTV S$:it C8%?*8$r0, CIO (8i(8ir =!)i,, DGM *ee)!= ,!,, He!*.H$:!# Re(%$r e( S!$r!68 Sri7!(t!7!, Pr%>r!: C%#tr%,,er. ROI E%#e Ut)!,e#*$ G8%(8 [LION] O)e# Net?%r=er, Ser7i e De,i7er0 M!#!>er SACHIN VYAS, M!#!>er. A:it G%0!,, He!*.Pr%*$ t P,!##i#> F M!#!>e:e#t Vr!De(8 S8e,!t, He!* M%6i,e De7i e( Gr%$)

Re,i!# e C%::$#i !ti%#( e:),%0ee( !re :%(t %##e te* t% /"arti Airte' Li,ite! Etisa'at D/ Te'e%o, )vt. Lt!. Tata Te'eservi%es TATA Co,,.ni%ations Lt!. 5+ a PSNL6

Questionnaire For Retailer UNDER THE FOLLOWING 1. F%r 8%? :!#0 0e!r( 0%$ !re i#7%,7e* ?it8 CTPL G .a/ 9 B ; year 506 ; B @ years 5%6 @ B = years 5!6 A0ove = years

Na,eI DateI3 A!!ressI Se4I3 Ma'e Fe,a'e Conta%t NoI3 E,ai' ID 5I+ any6I3 E!.%ationa' H.a'i+i%ationI3 )ro+essionI3 Dear1 SirNMa!a, We1 t"e st.!ent o+ ICFAI Jniversity are %on!.%tin& a st.!y to ,eas.re t"e sa'es strate&y o+ Connoisse.rs Te%"no'o&y )vt. Lt! 5Servi%e )rovi!er Re'ian%e Te'e%o,6 in A&arta'a1 in!'y e4ten! yo.r %o3o#eration in +i''in& t"is H.estionnaire 2 ena0'e .s in !oin& t"e resear%" s.%%ess+.''y.

PLEASE TICA -H/ +. W8!t i( 0%$r !7er!>e (!,e( %f t8e CTPL G 5a6 ;199199199 B ;9199199199 506 ;9199199199 B ;=199199199 5%6 ;=199199199 B 8=199199199 5!6 More t"an 8=199199199 ". W8!t i#f,$e# e( 0%$ t% ret!i,er (8i) fr%: CTPL G 5a6 Roa! De,ar%ation 506 C.sto,er Servi%e A'' o+ t"e, 5%6

<. D% 0%$ t8i#= CTPL 8!( $#i9$e )r%:%ti%#!, ! ti7it0 t% !ttr! t t8e $(t%:er(G 5a6 Yes 506 No 5%6 In!i++erent )a&e 3 << =. W8i 8 t0)e %f %##e ti%# t8e $(t%:er( )refer :%(tG

5a6 )re#ai!

506 )ost#ai!

A. Do t"e %ons.,er sa'es #ro,otion a%tivities o+ CT)L e++e%tiveQ 5a6 Yes 506 no 5%6 In!i++erent ?. Are yo. satis+ie! (it" t"e %.rrent ,e!ia .se! 0y CT)L +or a!vertise,entQ 5a6 Yes 506 no 5%6 In!i++erent >. W"i%" !o yo. t"in is t"e ,ost stri in& ,e!ia +or CT)L to a!vertiseQ 5a6 Ne(s#a#er 506 Te'evision 5C6 Hoar!in& 5!6 Ma&aLine

-;/ Are (!ti(fie* ?it8 t8e ret!i,er i# e#ti7e ( 8e:e )r%7i*e* t% 0%$ 60 CTPL ?it8 %:)!re t% %t8er $(t%:er (er7i e e#tre )%i#tG 5a6 Yes 506 No 5%6 In!i++erent

&'/ D% 0%$ t8i#= t8e ,!te(t te 8#%,%>i !, 8!#>e( i#tr%*$ e* i# CTPL ?i,, re($,t ! 6%%(t i# it( (!,e(G 5a6 Yes 506 No 5%6 In!i++erent

-&&/ D% 0%$ fi#* !#0 ri(i( %f t8e )r%*$ t i# CTPLG

5a6 Yes

506 No

5%6 In!i++erent

-&4/ D% 0%$ >et 0%$r i# *$e ti:eG 5a6 Yes 506 No 5%6 In!i++erent

5;@6 Do CT)L in+or, yo. ti,e'y a0o.t a'' t"e o++ers intro!.%e!Q 5a6 Yes 506 No 5%6 In!i++erent -&+/ R!#=( %f 7!ri%$( (er7i e( %f re,i!# e CRITERIA RELIANCE /ran! na,e Ran&e o+ #ro!.%ts Cons.,er )ro,otiona' A%tivities Dea'er )ro,otiona' A%tivity A+ter sa'es servi%e 5Ran +ro, ; to ;91 t"e "i&"est s%ore i,#'ies E4%e''ent an! t"e 'o(est s%ore i,#'ies #oor6 &1. W8!t !# 6e i:)r%7e* i# t8e (!,e( (tr!te>0 %f CTPLG Ai#*,0 D%t 0%$r 7!,$!6,e ($>>e(ti%#(.

*I*LIOGRAPH"

S $a e0% Im6lemen a ion 1o$ *#)ine)) Accele$a ion2 *%-P$amo! Rao2 Ra(i4an S ;a50e P#&lica ion-ICFAI UNIVERSIT" PRESS2

E!i ion: 3n!

R *#)ine)) o$0ani<a ion = Mana0emen 2 *%-T/elma + Tallo2 P#&lica ion-IUP P$e))2

2 MAR>ETING RESEARCH *":RA+ENDRA NARGUND>AR SECOND EDITION