DECLARATION

It is hereby declared that this project report is an original work entitled on

the study of the “STRATEGY MANAGEMENT OF AIRTEL IN THE 21 ST
CENTURY”

It is the original work done on the basis of market survey among the Houses
of the Durgapur to analyze the data collected and transforms them into
useful information required to conclude the project report.

Place: Durgapur

Date: (Signature)
 ACKNOWLEDGEMENT

A study of “STRATEGY MANAGEMENT OF AIRTEL IN THE 21 st

CENTURY”
is a research study project which was undertaken from 13th May to 20th July,
2010. I am very much obliged to Mrs. Sharda Ghosh who has kindly
concentrated to conduct this project in Hindustan Unilever Limited. I express
my whole hearted gratitude to Prof. Sumanta Mukharjee, for his valuable
guidance and advice in conducting survey and preparing the project, I am
also thankful to Mr. Debo Prasad Samanta (Principal) and all faculty member

of DSMS Business School who help me in making this project see the
light of the day. I am also expressing my sincere thanks to all my
classmates and friends for help and co-operation.

The credit of counseling part goes to the Mr. U.K. Razzi (ASM) of “Pureit”,
Mr. Pratim Chatterjee (TSO) and Mr. Prasanta Ruidas (ZSO) whose busy
business schedules never deprived us of getting his attention and assistance
for shaping the project work.
 PREFACE

Unless the knowledge is applied in the practical field, it cannot attain perfection and
maturity. A project work is the scientific and systematic study of real issue and
problems with the application of management principles, concept and skills.
The essential Ingredients of a project are that it should contain scientific collection
of data its analysis and interpretation that lead to valid conclusions and feasible
suggestion. Project work is an essential part of partial fulfillment of the syllabus of
MBA. I have prepared this report during my summer training at Pureit water purifier
of HIDUSTAN UNILEVER LIMITED.
This study has given real exposure to corporate marketing and the confidence to
face the challenges before me in course of sale the products of HUL.

I have conducted my study under the subject “Sales and Overall

Management of HUL ‘Pureit’ Water Purifiers in Durgapur Region ” .The
whole report is to be divided into six chapters, each dealing with the different
aspects of the study the report has been return in a very comprehensive way with a
suitable heading of each chapter. The last chapter deals with some
recommendations which will be help full to the company in countering its
competition as well as having an edge over them. I have tried my best to do justice
and be honest in analyzing the topic but “TO ERROR IS HUMAN” and I am not an
exception to it, hence, weakness and shortcoming is unintentional.
 TABLE OF CONTENTS

S.No. CHAPTER P.No.

1. Chapter – 1 ………………………………………….1
1.1 Introduction to HUL ………………………………………….2-4
1.2 HUL History …………………………………………………….5-7
2. Chapter – 2 …………………………………………..8
2.1 Our Brands ………………………………………………………9-12
2.2 Company Profile ………………………………………………....13
3. Chapter – 3 …………………………………………..14
3.1 Introduction to Pureit ………………………………………….15-27
3.2 Competitor’s Details …………………………………………...28-33
4. Chapter – 4 ………………………………………….34
4.1 Selling Skills ……………………………………………………35-40
4.2 FAB Chart ……………………………………………………...41-48
4.3 Selling Spiels ……………………………………………………49-51
4.4 Job Profile ……………………………………………………...52-56
4.5 SWOT of Pureit ………………………………………………….57
5. Chapter – 5 ……………………………………………58
5.1 Objective of the study …………………………………………….59
5.2 Research Methodology ………………………………………....60-69
5.3 Findings …………………………………………………………..70
5.4 Limitations ………………………………………………………71
6. Chapter – 6 ……………………………………………..72
6.1 Questionnaire ……………………………………………………73-75
6.2 Conclusion ………………………………………………………..76
6.3 Suggestion and Recommendations ……………………………..77
6.4 Bibliography ……………………………………………………...78