1

I



Project Report Submitted To

Accurate Institute of Management and technology
Greater Noida
In


For Academic Year 2010-2012



By
Vijesh kumar Sharma (DM 10154)
Saket ranjan
Sec G1


Under the Supervision of
Mr. Mukesh sherawat
Prof.AIMT






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CONTENTS

Organizational Certificate
Acknowledgement
Preface
Chapter 1 Introduction
Chapter 2 Main Studies

Introduction of the Topic
The problems being faced

Chapter 3 Methodologies
Research problem
Research Objective
Choice of Research Design
Research Instrument used
Sampling Technique used & Sample size
Field Work
Chapter 4 Data Analysis & Interpretation
Data Interpretation & Finding of customer Survey

Chapter 5 Conclusions
Conclusion
Finding

Chapter 6

Suggestions
Appendices
Bibliography
Questionnaire


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ACKNOWLEDGEMENT

There are a few things that come in the life of a person, may be for a short
span of time, but leaves on ever shining impression in to the mind. My Project report
is one of the events which will be ever green in my life.
As I have been placed in RELIANCE COMMUNICATION LIMITED . I shared
the real reserch skills and knowledge from their experienced, enthusiastic and
cordial executives, without whom I would have not been able to achieve my aim.
First of all I would like to express my thanks to Mr. Mukesh sherawat
(prof.AIMT) for permitting me to do the training at his concern.
I also owe sincere gratitude to my family members whose love, affection, co-
operation and moral support have provided me the strength to carry out this project.






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PREFACE

A project is a scientific and systematic study of real issues on a problem with
the application of management concept and skills. The study can deal with small or
big issues in any division of an organization. It can be case study where a problem
has been dealt with, through the process of management. The essential equipment
of a project this that, it should contain scientific collection of data, analysis and
interpretation of data leading to valid conclusion.

The topic of my project was Business Development, SWOT Analysis and
Sales Promotion of RELIANCE COMMUNICATION in Broadband .
This project report tends to give a sharp picture of the telecom industry.
I hope, this study can be of some help to the telecom industry of his product
and service .












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CHAPTER - 1

Introduction
CONCEPT OF RELIANCE COMMUNICATION
My vision is to provide the latest telecommunication facilities to every Indian
at the price of a post card Dhirubhai Ambani.
Reliance Infocomm was launched as a very ambitious project. The project
was conceived at the convergence of communication and information technology. It
was designed to connect every home and office in India with each other and the
world.
On Friday 15 march 2011

NEW DELHI, INDIA: When the VOICE&DATA jury, comprising eminent
professionals from the telecom field, met in Delhi in March to choose the Telecom
Person of the Year 2011, the five-hour selection process was steamy.
The reason was obvious: The telecom sector is growing faster than any other
segment and naturally their CEOs have a lot to crow about. The jury had to select
one from three CEOs, who had made it to the final list through nominations from the
industry and the initial scrutiny. Among the three, one of the main contenders was a
young CEO. The jury decided that he should come back next year to try and win the
coveted award. The list now had two names-both CEOs of two well-known
companies. The pivotal difference between the two: one is an entrepreneur and the
other is not so popular, as his credit is shared among a number of his big daddies.




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CHAPTER - 2


Main Studies
Objective
Introduction of the Topic
The problems being faced
What does Company expect to do by solving the
problem













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(1) OBJECTIVE :- How to achieve customer retention and increase the Sales
within the limited territory within the existing potential.

(2) INTRODUCTION OF THE TOPIC:-
Marketing Strategy
Customer Generation - Tapping in to Internal Resources
Every employee was offered 10 connections at a discounted rate.
Dhirubhai Ambani Entrepreneurship Program A New Way to Market.
Reliance Infocomm fostered a new breed of entrepreneurs, as channel
partners..



Advertising Educating Masses and Evoking Passions
The Reliance mobile brand was branded as India Mobile to cash in on
patriotic feelings
This campaign helped to educate people on the importance of
telecommunication services.
.

:

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.


RELIANCE COMMUNICATION LIMITED






Strength
Low Price
Network
Connectivity
Flexible plans
Cheap VAS Services
Reputed Brand Name

Weakness
Branding Image
Marketing problem
Limited reach of wire lines.
Slowest Activation Process
Limited Budget for Sales
Promotion

Opportunity
Preference of Flexible wired
plans
IPTV introduction
Rural Telephony
New Market, Vertical, Horizontal
Competitors` Vulnerabilities

Threat
Political destabilization.
New Entrants
IT Development
Market Demand
Seasonality, Weather Effects
New Product development by
competitors

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(3) PROBLEM BEING FACED
Competitors
No Visit of ASM to feasibility study
Not Proper Communication of Customers Complaint to the company
Lack of instant complaint solving due to the lengthy documentation and
entertainment of complaint


(4) WHAT DOES COMPANY EXPECT TO DO BY SOLVING THE PROBLEM
Customer Satisfaction
Customer Retention
Increase in Sale
Service Excellence
Increase in Revenue by Broadband Department










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CHAPTER - 3


METHODOLOGIES


Research problem
Research Objective & sub- objective
Information Requirement
Choice of Research Design
Research Instrument used
Schemes, Products & Sample size
Field Work



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(1) RESEARCH PROBLEM

Collection of Customer Data of other companies Tata Indicom, Airtel
& BSNL
Sales associates and Sales Executive sometime gives wrong data
Limitation of time and money

(2)RESEARCH OBJECTIVE
To Retain the customer and increase the potential within the limited
territory
To understand the reason of negative churn.
To analyze the current perception of RCom with respect to other
companies.

(3) INFORMATION REQUIREMENT
Complete Price structure of Rcom, Airtel & Tata Indicom offer which includes:

Installation and Processing Fees
Discount Offered

Schemes offered
Service Tax

(4) SOURCES OF INFORMATION
Data collected from the Company
Secondary Data
Internet

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Sales Associates
Sales Executives
Other Trainees (Runner)

(5) SCHEMES, PRODUCTS
RELIANCE PRODUCT
Reliance Broad Band

Reliance Fixed Line Phone

Reliance Mobile

Reliance Data Card

Reliance Voucher, E-Recharge



(6) FIELD WORK
1. Marketing visiting & Survey (01/03/2011to 20/03/2011)

2.Approach for new customers (21/03/2011 to 10/04/2011)


RESEARCH METHODOLOGY
Research methodology is a way to systematically do the job. It may be
understood as a science of studying how research is done scientifically. The most
desirable approach with regards to the selection of the research methodology
depends on the nature of particular work, time and resources available along with
the desire level of accuracy.

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Research Type Descriptive Research
Data Source Primary Data and Secondary data
Research Instrument Questionnaire design and Govt. sources
Type of Questionnaire Structured
Sampling Method Judgmental
Contact Method Personal Interview















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CHAPTER - 4


Data Analysis & Interpretation

Data Interpretation & Finding of customer Survey
Market share of mobile subscribers


















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(1) DATA INTERPRETATION OF CUSTOMERS SURVEY
Most Influencing factor of consideration while purchasing broad band
No. of Respondent % of people
brand name 6 6
flexibility in tariff plan 6 6
Price 10 10
easy availability 4 4
after sale service 10 10
Others




Satisfaction level in consumer from RCom services
avg. figure Tariff plan price
After sales
service
Reliance 9 9 7
Airtel 6 6 8
Tata 2 2 1
BSNL 1 1 2




Interpretation- As shown in the graph it was found that satisfaction level of
customer from Reliance communication towards after sales serice is found worst and
then it is approx. same for airtel and tata indicom in broadband sector. BSNL has
the moderate satisfied customer in terms of after sales service.


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Reliance broadband is better than any other company
Buyer Behaviour no. of respondant %of people
strongly agree 1 1
Agree 10 10
disagree 3 3
Some agree 4 4
Total 18



Interpretation It is found that Buyer readiness state for Reliance Broadband in
which 10% people are strongly agree with reliance broadband and 80% people are
agree and 4% people are disagree and 6% people are some agree.



Problem most suffered by Rcom Customer
no.of respondant
%of
people
Service level
13 85%
Claim level
01 5%
Product availability
01 5%
Product awareness
02 10%








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Chapter - 5


Conclusions

Conclusion
Finding
Problems











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Conclusion

Indian economy is an emerging one and is growing very fast at the average
GDP rate 8.6% so in this emerging market competition level among
telecommunication services provides new players are coming who will necessarily
intensify the competition. New products and new schemes are being offered by the
telecom service providers.. Indian telecom companies are putting in their best offer
to rope in major telecom operators of the world e.g. Vodafone, Aircel and MTNL,
Virgin etc. are playing their role in synergy with the operation of the Indian
companies. Process of acquisition and merger are in process and future will be only
for those companies who have an edge over others in the field. The better quality of
service etc. is provided at affordable cost. In this process of competition it is
assumed that only those companies will survive who adopt suitable market strategy
and technology innovation and up gradation to suit the aspiration and demand of the
consumer.

.
Market access and growth is alright but the improvement of quality on the
above counts is necessity of the time.

Problems: -Around 25% of the respondents that there is Bandwidth problem with
RCom, on the other hand they found its competitors viz. Airtel, BSNL, TATA indicom
network connectivity of very good level.

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Chapter 6


Suggestions
Appendices
Bibliography
Questionnaire















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SUGGESTIONS

On the basis of extensive study and research, here are some recommendation
and suggestion which may help the company to market the product and service
more profitability and increase its share in the Telecom market.
- I have analyzed that the customer complaint is not entertained as they desires
hence customer should be cater and confirmed by telecalling about the
problem and satisfaction.

(1) Promotional Activities
(2)Advertising Newpaper,message.email,add.
(3) Technical Expertise:-
The advertisement should show the companies expertise, experience and
pride in market the product service sale.
(4) Media :-
A combination of print ads and TV commercial do a better job. Local ads and
publicity should be giving more stress. Hoardings, banners, wall painting should be
promoted.

(5) Sales Promotion -
Cash discount
Premiums
Appointment of sale promoter
Financial schemes
(6)Occasional Discount -

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The company may go for occasional discount offers or price off from time to
time specially during any festival. Off season discount may also prove helpful to
check fluctuating sales.







BIBLIOGRAPHY

BOOKS,MAGAZINE,
NEWSPAPERS

Economic Times
Hindustan Times

WEBSITE
www.COAI .in
www.trai.co.in
www.AUSPI .in
The relevant information from the internal source of the organization.