scope

This project aims to study the distribution channels, sales network and service patterns of the telecom sector through an
analytical and comparative study of two leading companies- Bharti Airtel Limited. & Vodafone Ltd. The project also tries to
bring out the shortcomings, if any, in the present system and thus recommends suggestions to improve the same. The project
also gives insights into the various financial terms, norms of the sales and service departments as per the guidelines of the
telecom industry. The project was designed after detailed discussion with the company officials on three parameters i.e.
distribution network, service network and sales functioning. The project also includes the insights given by the dealers and
officials of the company. Firstly, the project discusses the distribution network of the two companies and the functions
carried out by the channel members. Bharti Airtel Limited being the largest services provider in India definitely has a wider
reach and more number of dealers than vodafone. The project also covers the financial terms of the company with the
dealers and that of the dealers with the customers. Secondly, the project discusses the sales functioning of the two
companies, which includes aspects such as the hierarchy of the sales department prevalent in the company; the
responsibilities and functions of the sales force, their performance appraisal structure etc.

objective

The objective of this project on sales and distribution is to do an analytical and comparative study of the sales, service and
distribution function of two players from the chosen business sector. The business sector chosen for this purpose is the fast
growing telecom sector, and the players chosen for study from this sector are: Bharti Airtel Limited Vodafone Limited

Limitations

1. LIMITATIONS: It was difficult to ask for time required for a detailed discussion on the questionnaire & therefore
several aspects of the questionnaire were answered briefly. The company officials did not divulge details about
competitive sales policies, strategies & certain financial terms with dealers as they find it to be a confidential piece of
information of the company. Indian Telecom Market SIZE • India is the fifth largest telecom services market in the
world; $17.8 billion revenues in FY 2005 • Industry grew by about 36% in FY 2005 over FY 2004 • The Indian
telecom market size of over $8.3 billion is expected to treble itself by year 2011-2012, according to Ernst & Young.
"The Indian telecom market size of over $8.3 billion is expected to treble itself by financial year 2012. Thus there is
a significant opportunity for telecom players. • Telecom market has grown at about 25% p.a. over the last 5 years •
Wireless segment subscriber base grew at 85% p.a.: fixed line segment at about 10% p.a.

QUESTIONNAIRE

Q.1 How do you rate these connections in terms of Network ?

V.Good Good Neutral Bad V.Bad

Vodafone 1 2 3 4 5

Airtel 1 2 3 4 5

Q.2 How do you rate these connection in terms of availability ?

V.Good Good Neutral Bad V.Bad

Vodafone 1 2 3 4 5
 Airtel 1 2 3 4 5

Q.3 How do you rate these connection in terms of call rate?

V.Good Good Neutral Bad V.Bad

Vodafone 1 2 3 4 5

Airtel 1 2 3 4 5

Q.4 How do you rate their After Sales Services ?

V.Good Good Neutral Bad V.Bad

Vodafone 1 2 3 4 5

Airtel 1 2 3 4 5

Q.5 What do you think about employee’s behavior ?

V.Good Good Neutral Bad V.Bad

Vodafone 1 2 3 4 5

Airtel 1 2 3 4

5 Q.6 How do you rate these connection in terms of customer care services ?

V.Good Good Neutral Bad V.Bad

Vodafone 1 2 3 4 5

Airtel 1 2 3 4 5

Rating of Airtel in terms of network 120 100 80

VBAD BAD NEUTRAL GOOD EXCELLENT

V.BAD BAD NEUTRAL GOOD EXCELLENT

2. Rating of Vodafone in terms of network 90 80 70 60

3. VBAD 50 BAD 40 NEUTRAL 30 GOOD 20 EXCELLENT 10

4. 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

5. Rating of Airtel in terms of availability 120 100 80 VBAD 60 BAD NEUTRAL 40 GOOD EXCELLENT 20 0 1 2 3
4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT
6. Rating of Vodafone in terms of availability 100 90 80 70 60 VBAD 50 BAD 40 NEUTRAL 30 GOOD 20
EXCELLENT 10 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

7. Rating of Airtel in terms of call rates 90 80 70 60 VBAD 50 BAD 40 NEUTRAL 30 GOOD 20 EXCELLENT 10 0
1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

8. Rating of Vodafone in terms of call rates 100 90 80 70 60 V D BA 50 BAD 40 N TRA EU L 30 GOOD 20

EXCELLENT 10 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

9. Rating of Airtel in terms of after sales services 90 80 70 60 VBAD 50 BAD 40 NEUTRAL 30 GOOD 20
EXCELLENT 10 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

10. Rating of Vodafone in terms of after sales services 120 100 80 VBAD 60 BAD NEUTRAL 40 GOOD
EXCELLENT 20 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

11. Rating of Airtel in terms of employees behaviour 80 70 60 50 VBAD 40 BAD NEUTRAL 30 GOOD 20
EXCELLENT 10 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

12. Rating of Vodafone in terms of employees behaviour 120 100 80 VBAD 60 BAD NEUTRAL 40 GOOD
EXCELLENT 20 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

13. Rating of Airtel in terms of Customer Care services 100 90 80 70 60 VBAD 50 BAD 40 NEUTRAL 30 GOOD 20
EXCELLENT 10 0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT

14. Rating of Vodafone in terms of Customer Care services 90 80 70 60

VBAD 50 BAD 40 N TRA EU L 30 GOOD 20 EXCELLENT 10

0 1 2 3 4 5 V.BAD BAD NEUTRAL GOOD EXCELLENT